Real estate sales skills and words: these points have been done, and invoicing is not a problem.

Real estate sales skills and vocabulary:

First of all, real estate sales staff must avoid the wrong sales methods.

1. After receiving the call, call the customer in a low profile and ask when the other party can come to see the house. This model is mostly limited to the first, second and third time. If you defeat yourself before fighting, you can't be too low at the beginning of chaos. The client is too busy or doesn't want to come at all. No matter how low-key it is, it will not help.

2. Asking customers to write questionnaires as soon as they arrive is the easiest way to make people wary and hinder marketing and bargaining.

3, when you meet customers, you can't hold your breath and are eager to sell. The most important thing is not.

Without detailed observation, it is wishful thinking to assume that Israel will definitely buy it! This self-righteous, narcissistic mentality is a common problem of grassroots salesmen.

As soon as the customer said yes, he thought the business was done, so he was so happy that he didn't speak strictly, relaxed his vigilance and began to lose.

6. Answer customers' questions. This kind of customer-controlled question and answer is most likely to fall into a passive disadvantage. We should be proactive, with the most knowledgeable salesmen leading the negotiation rules.

7, desperately explain the sales focus, but avoid talking about the shortcomings. Usually the buyer finds out, it may not be broken, but the purchasing consciousness immediately drops to the lowest point.

There is no perfect house in the world. You might as well say: there is still a small shortcoming in this house, which I must tell you, and that is why the price is so high. Can treat each other with sincerity, automatically find small flaws, but can gain the dependence of buyers. Tell customers that the price determines the cost and the cost determines the quality of the building.

8. It is a big mistake to be complacent because the customer didn't mention the weakness of the product, which is also inferior marketing.

9. Don't ignore or even reject customers' opinions. You should try to crack them tactfully. You can disagree, but you must never ignore the customer's point of view.

10, don't have preconceived ideas. When a customer comes for the first time, he decides that he can't make a decision and takes it lightly. This practice is to drive away the potential god of wealth.

In fact, whether to buy or not depends on everyone. Everyone has different ideas and different criteria. Some people will buy it even if they come for the first time; Someone has been here for more than a dozen times, and you have broken your mouth. He is still not satisfied. Therefore, whether to buy or not depends on the marketing skills of the sales staff and has little to do with the number of visits.

1 1. When the other party raises a price objection or price discount, it thinks that the transaction is about to be concluded, and even gives a discount automatically. It's really stupid to ask the other party if they are satisfied after reducing the price.

12, the salespeople don't know their own products, so the customers will definitely not buy them.

13. Show the customer that the deposit department will refund it. You can return it. What else do you do?

14. If you don't get a clear answer, let the customer leave. Before customers leave, they even ask to know each other's dynamics. Judging from the other party's answer, it is clear how to deal with the performance next. I won't come by myself. Waiting for death is like waiting for a rabbit. The control should be in your own hands.

15. Negotiate the contract quickly, so as to avoid unexpected changes during sleep. Giving customers too much time to think about it is easy to change.

16. After signing the contract, say hello on holidays and send communication to customers, and customers will be satisfied to the greatest extent, and they will become your salesmen. Remember, you can't sign a contract, there is no contact.

17, in addition to advertising, aimless, unfocused, sending messages, making phone calls, getting twice the result with half the effort, and even inefficient. Don't use red. In people's subconscious, red represents danger and stop. Be alert and careful. Don't wave playing cloth in front of bulls to win applause, and don't do this to customers.

18, don't wear sunglasses and don't be afraid to look each other in the eye. The extreme way is that you wear sunglasses to the wedding. You're hiding something. You are an untrustworthy person. More generally speaking, the eyes are the windows of the soul, and eye contact is the direct window for people to understand.

19, don't ask uncertain questions. Don't ask customers if they understand. Customers often don't want to show ignorance, just want to say: I don't understand, he often nods. Moreover, never say to customers: tell the truth or tell the truth, because it means that what you said before is not true.

When a person says he is honest, it means that he is dishonest. Don't attack your peers. Attacking peers or other projects will have the opposite effect, and customers will think that you are afraid of peers, or you want to push unqualified products out.

Welcome professional salespeople to have 100% confidence in themselves and their products, so that customers will buy your house. There are also some things, such as: don't waste time, don't join negative people, don't be afraid of change, etc. We discussed them in different chapters.

Real estate sales skills and vocabulary

Second, how do real estate sales staff deal with various objections raised by customers?

1, I wonder if the price can be reduced, or other items may be cheaper.

Countermeasures: Our company has made market research on surrounding buildings. In the same project, the average level of our real estate is relatively low, and the scale and facilities around the community are the most perfect.

2. I want to think about it-I'm sorry

Interpretation: How do I get out? I want to brake. I didn't expect to get so deep.

Countermeasure: We can think about it, but it won't be long, because our project sells well. The apartment you see is our best seller, and the apartment promoted in this issue will be gone in the next issue. Please decide as soon as possible.

3. I want to compare.

Interpretation: I am tempted. I want to buy it, but I want to see the market first.

Countermeasure: You won't accept the project of this position, will you?

You won't accept a project without landscape, waterscape and perfect property, will you?

I want to discuss it with my family first.

Interpretation: I am tempted, but I want to see the result of the contract.

Countermeasure: Do you leave each other's phone numbers? I can consult at any time

I can't afford it.

Interpretation: I like it and want to buy it, but I don't have enough money.

Countermeasure: You can't afford the mortgage for 70% to 30 years?

6. You are putting pressure on me.

Interpretation: Help me, I am a little out of control. I really think this product is very good.

Countermeasure: Sorry, I didn't express myself clearly, because I think this apartment is very suitable for you.

7. I need to think about it

Interpretation: Before buying, let me get out of here. I need to think it over and see if I can find any problems.

Countermeasure: Yes, you can take the floor plan back and think about it, but the floor plan you like is the best seller. Please seize this opportunity and make up your mind as soon as possible after consideration.

I'll be back later.

Interpretation: I like this salesman very much. I don't want to hurt his feelings, but we still lack confidence in this product.

Countermeasure: Yes, you can also go back and think about it. This property is for sale. Please make up your mind as soon as possible after consideration. Please don't miss this opportunity.

9. I will not make a decision on the spot.

Interpretation: I don't want to make a decision on impulse in case I make a mistake.

Countermeasure: If we hesitate now, I'm afraid the house will be gone.

10, I don't know.

Interpretation: I am about to make a decision, but I still need some encouragement.

Countermeasure: You really have a good eye. You are very professional at first sight. Are you engaged in real estate?

1 1, I am old, if I were ten years younger.

Interpretation: You are a good boy, and you have done well, but I am still a little uneasy.

Countermeasure: How many people at your age buy a house here, and the house is most suitable for your price.

12, I want to discuss with my friends whether it is financially cost-effective, or thank you, I want to leave here.

Interpretation: Yes, it seems necessary to discuss with friends and figure out how to pay more economically.

Countermeasure: However, if you want to mortgage, I can help you calculate it first.

13, I just want to look around.

Interpretation: Leave me alone, I'm afraid of shopping.

Countermeasure: Let's have a look first. I can briefly introduce our project.

I have too many things to buy.

Interpretation: I want to buy a house with the money I earn.

Countermeasures: the house is a fixed asset and can appreciate. The house is the first important thing in life.

I can buy something cheaper than this.

Interpretation: I am tempted, but can you make it cheaper?

Countermeasure: Our son is cheap enough, and in principle, it is not allowed to be cheaper.

Besides, such a good house is worth the original price! I think you really want to buy it I'll try my best to coordinate with the company and see if I can give you some discount. Even if I can, the discount won't be too big. I can only try my best to help you apply. Then do you think we can sign the contract right away?

16, we just got married, we are too young.

Interpretation: I don't want to buy.

Countermeasures: you can pay by mortgage! You only need to pay 30% down payment, and then pay back the loan slowly, so you can have a new house without taking up a lot of money. The important thing is that you enjoy the next few decades.

17, just bought a house, financial difficulties.

Countermeasures: What about mortgage repayment? It is cost-effective to buy a house with a loan now. The house is a fixed secondary product and will definitely appreciate in the future.

18, I want to discuss it with my parents and family.

Countermeasure: Don't you want to give them a surprise?

19, I'm looking for someone else.

Interpretation: I must confuse him.

Countermeasures: You have seen our real estate. Do you like it?

20. It's too big for me.

Countermeasures: A big house is comfortable to live in. Buying a house is not only to improve housing conditions, but also to conform to one's identity.

2 1, I don't like it, I really don't want to buy it.

Countermeasure: You don't have to buy it, but it's a pity to miss such a good house.

22. I hope I get a discount.

Countermeasure: I can give you a symbolic discount, but not too much, just a few tens of dollars.

23. I won't buy it today

Interpretation: Unwilling to take risks

Countermeasures: Our house sells well. I'm afraid you may not have it today or tomorrow.

We don't have such a big budget.

Countermeasures: buying a house is buying a house, and it is an asset at any time. If you feel that you buy too much money at one time, you can mortgage it.

25. I'll get some information and go back and have a look. We'll talk about it then.

Countermeasure: No problem. I can give you a brief introduction first Please sit down first.

26. I have a friend who is also in this line of work. I want to consult.

Countermeasure: Really, that's great. Our project is also the best among peers.

I'm in no hurry.

Interpretation: Don't call me, I'll call you.

Countermeasure: Good! I won't call you often, so that we can inform you in time when we have preferential activities.

I have no money on me. Let's talk about it later.

Countermeasure: it doesn't matter, you can pay some money to set the room number first, otherwise your heart will be picked away by others.

29. A friend of mine bought your house and wants to return it?

Countermeasure: Really? What is the reason for returning it?

I don't want to buy anything.

Interpretation: I don't want to buy anything, but if the customer says this when selling, it is confusing you. He wants to get the upper hand in the transaction and doesn't want to be persuaded by you.

Countermeasure: It doesn't matter if you don't buy it. Now that we are here, listen to our project, recommend it to your friends and let them know about our project.

3 1, I'll come back later and keep it for me first.

Countermeasure: Sorry, we have a rule that you can't keep the house without paying the deposit.

32. Our company confirms that your construction period is not good, and you don't have what I want.

Countermeasures: All documents and contracts are not empty promises, but legal and notarized. In addition, please consider the strength of our developers.

What I care about is, how do I know if what you said is true?

Interpretation: This is a big step. How can I trust you?

I don't like it.

Interpretation: Stubborn, try your luck next time.

Countermeasures: What are your complaints about it? Can you tell me? So that we can further improve and perfect.

I won't sign the contract today.

Interpretation: I am afraid of spending money.

Countermeasure: If you don't decide today, you may lose the opportunity, but you have a good eye and can buy such a valuable house.

36. I don't want to make a mortgage, but the money is not enough.

Countermeasure: You can borrow some money from friends first. If it's not much, just pay 20% of the total amount first, and then pay back the money slowly. There is no pressure, and the rest of the money can be used for other investments. Or rent out a new house, and you can give away a house for nothing in a few years.

Real estate sales skills and vocabulary

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