Real Estate Determination Tips

There are several techniques for real estate sales:

1. Sales control: that is, controlling the supply of houses and saying to customers “There is only one set left”, or “You Don't believe it, as long as you don't buy, there will be customers to look at the house this afternoon. "Sometimes the more you say this, the more customers will buy. First, it will ruin the house, and second, it will make the customer feel that the purchase is fast. ?

2. Calling the counter: Asking the salesperson on the counter to cooperate, for example: "Please help me check whether a certain house is available." ?

3. Fake calls: separate incoming calls and outgoing calls. ?

4. SP among colleagues:

1. When seeing a client who is hesitant, ask "Which house?" ?

2. When the sales representative cannot solve the problem.

3. Customers place orders irregularly.

4. When the customer comes in. ?

5. Superior and subordinate sp: Using the responsibilities and powers of superiors to excuse oneself or put pressure on customers. ?

6. Fake customers: Arrange fake customers to view the house, bargain, grab the house, or directly use the customers around you who are interested or have good relationships to cooperate and stir up the atmosphere.

Use of forcing techniques

1. Definition: On the basis of the customer's recognition of the product, use tactful techniques to force the other party to place a deposit.

2. Why force a deposit?

(1) It is a requirement in the real estate industry that customers place a deposit.

(2) When customers look at other properties after placing a deposit

: a) If one is worse than the other, we will naturally win.

b) If other properties are comparable to ours and each has its own advantages, the customer will inevitably hesitate, but considering that he has paid a deposit with us and has the first impression, he will still choose us and will find reasons to convince him. Own.

c) If other projects are better than ours and you don’t want to buy them, we at least have a chance to convince them with a deposit.

(3) If the client discusses with his relatives after returning home, he will find the advantages of the property to explain why he placed the deposit.

(4) Determine whether the customer really has the intention to purchase and ask him why he is unwilling to make a decision.

3. Basic requirements for sales representatives to do a good job

1. The mentality should be kept calm. For example, when customers pay, they will be nervous and sensitive. Sales representatives must relax and keep in mind Give yourself a belief: customers must put forward some extraordinary reasons before buying a house.

2. It is necessary to understand the customer's psychology well. Whether the intention is high or not, if you want to buy, you have less money, so you can give or take it. Whether you want to buy or not, you have to decide on 50 yuan. If the client discusses with his family after returning home, he will find the advantages of the property to explain why he placed the deposit. Determine whether the customer is really interested in purchasing and ask him why he is unwilling to make a decision.

3. Seize the opportunity to complete the transaction, and don’t be afraid to propose a transaction with the belief that the transaction will be completed. If the customer does not make up his mind at that time, he may lose it forever. Requests are like chasing a girlfriend. If you don't mention them, you may lose the opportunity. Don't say: "There was once a very interested customer in front of me, but I didn't cherish it------.

4. When pressing, be relaxed and relaxed, and do not chase or beat the customer. If the customer is nervous, lowers his head, sits sideways, or glances randomly, do not press him and let him think about it.

5. Let customers focus on one point and don’t introduce other properties casually.