Skills of inviting customers and methods of promoting transactions

A good marketer should not only have excellent professional knowledge, but also have the means to facilitate the transaction and the excellent performance of the case. Arm yourself further through step-by-step study and fight a beautiful battle! The following are the skills I collected for you about inviting customers and promoting transactions. Welcome to learn from them.

First, the skills of inviting customers

1. While visiting a stranger, try to get the contact information of the customer, and leave your own contact information, the time for booking the house and the meeting place;

2. Introduction of old customers, with the consent of customers, it is best to take the initiative to visit the house, explain the general situation of the project in advance, get the contact information of customers, make an appointment to see the house, and meet the place;

3. Invite customers in the name of the company's preferential activities;

4. Attracting customers under the pretext of tight housing and hot sales of newly opened properties;

5. Telephone invitation and precautions:

In real estate sales, telephone is the key link for salespeople to effectively contact and invite customers, so telephone invitation is particularly important in the sales process. Here Xiaoyuejun sent a telephone invitation to everyone.

Key words:

Adjust your mentality and posture before making a phone call;

Keep smiling;

Explain the customer's problems patiently;

Make a good phone record.

Attention 1: Pay attention to the courtesy of calling.

Politeness is the premise. If you are calling a strange customer, you need to pay special attention to telephone courtesy, because every time you call, the other party may not remember who you are, but will remember the name of the real estate company. In order to maintain the company's image, of course, we should pay attention to telephone courtesy.

Note 2: Know every caller.

Read his information carefully before talking, find some topics to talk about and narrow the distance. If the situation of TA is unknown, be sure to ask, so that people in TA think you are serious.

Note 3: Have the habit of recording the content of the call.

Be sure to record the key points of your conversation and the current state of the other party, such as going on a business trip or doing something, in order to find a starting point for the next conversation.

The opening remarks of the next conversation, in a short sentence, can narrow the distance between two people, so that the other party will think that you are serious and patient.

The best sales job is to make the other party accept themselves. In the real estate industry, we sell confidence and hope.

Note 4: Don't talk too much on the phone.

Try not to talk about work details on the phone. Customers still like to come to the scene. Give TA a suspense.

Note 5: Call duration

Most telephone invitations are directed at strangers who are already familiar with each other. In order to strengthen the effectiveness of telephone invitation, three minutes is the best standard for a telephone call, and four steps must be completed within three minutes: start, invite, end and hang up.

Note 6: Don't smoke, eat or chew gum while talking on the phone.

This truth is easy to understand. I believe no one likes to hear each other chewing on the other end of the phone!

Note 7: Never hang up slower than the other party.

Do things from beginning to end, and so does the telephone interview. Even if the phone call is coming to an end, you should be polite whether the invitation is successful or not.

Second, the skills of case introduction

1. Introduce the performance principle of real estate.

(1) The language is friendly and simple, so don't mix too many technical terms and legal provisions. If customers don't understand what the salesperson is saying, they will feel pressure not to buy a house. The job of a salesperson is to sell a house, not to show off knowledge.

(2) Speak moderately and avoid verbosity. Most salespeople are too talkative. Some salespeople will be proud of their continuous introduction.

But chattering actually implies that the salesperson is impatient and the customer will feel nervous. Once they think the salespeople are doing their best? Sales? It will be wary.

Therefore, it is necessary to give customers a relaxed atmosphere and make them feel that the sales staff are providing services for them.

(3) Respect the customer, even if the salesperson thinks that the customer is ignorant, he will never ridicule the customer or interrupt the customer's conversation. Everything they say is very important to the salespeople.

When salespeople show or have contempt for customers, customers will feel that no one will give money to people who don't respect them.

(4) Keep smiling and happy. People always like happy people. When making the biggest purchase decision in life, customers are very anxious. At this time, friendly salespeople can easily gain trust.

(5) In order to show your love and appreciation of real estate, buying a house is a life dream.

2. Specific introduction method

(1), pointing out the characteristics of each room.

? Take a look at such a well-lit, warm and comfortable bathroom. ? (Then invite customers into the bathroom)

? When the child is playing on the lawn, you can see him through the landing door of the restaurant. Does this make you feel at ease? ?

Don't walk into the bedroom or bathroom with customers. Many people crowded together will make it look much smaller than it really is.

(2) Let customers feel that they already own the house.

The salesperson assumes that the customer already owns the house and introduces it like this:

? Your daughter's new school is only two stops from here. ?

(3) Be good at using family members.

Many clients are nervous when they find the house they want. If it is a couple, the salesperson can use one party to cheer for the other;

Salespeople can also achieve their goals by asking a series of questions, which can guide them (including children) to get reasons for buying and make them think that buying this house is their unanimous decision:

? Mrs. Li, don't you like this sunny restaurant?

(4) Describe beautiful scenery

Try to paint a picture that makes people feel relaxed and happy.

? Don't you like inviting your best friend here?

? After a hard day's work, I really enjoyed sitting on the lawn in my yard for a while! ?

(5) Lower payment amount

If the number of houses that the salesperson shows to the customer is obviously lower than the price that the customer is prepared to pay, the salesperson can say to the customer like this:

? This house has a great advantage that you may be interested in. Its down payment is 10 thousand lower than you planned. Do you have any new furniture you like? You can buy a lot of things with this ten thousand yuan. ?

(6) Social image

When buying a house, many families pay more attention to the influence of the house in others' hearts. Newly rich people are often eager to show others that they are rich now.

When showing the house to such buyers, we should emphasize the influence of the house among their friends and relatives. Statements like this may be more attractive to newly rich buyers:

? This restaurant is big enough to hold a party, and the owner will have great face. ?

(7), architectural advantages

Mastering more knowledge about architectural style will help to sell the house to families with high income and high level of knowledge:

? This building is pure French style. ?

If the designer of a luxury house is famous, or is a student of a well-known architect, the salesperson will strengthen sales promotion when pointing out the architect's style, works and word of mouth.

If an architect is not as famous as his design, mention his name and a famous design.

(8), question method

Contrary to too many introductions, when using questioning method, the salesperson can say nothing but ask:? What do you think ...?

Questioning method told the salespeople to keep silent, listen to the opinions of the buyers, and let the customers always tell the salespeople what they think.

Asking questions will prevent salespeople from replacing customers' feelings with their own. By asking questions, the salesperson can determine what the customer really needs.

(9), read body language

Observing customers, their actions can tell a lot to salespeople.

Crossing your legs may indicate that customers are either bored or want to go to the toilet;

Constantly looking at the watch shows that the customer wants to finish the house inspection quickly;

Holding your arms on your chest is a defensive gesture, which usually means that the customer still doesn't trust the salesperson or hasn't accepted the property yet.

(10), touch the house

The salesperson's introduction can go beyond the visual scope, and customers can be advised to contact the house more. If there is a solid wooden door, the salesperson can knock on it. Please listen to the sound of this solid board. Nowadays, many builders use hollow door panels to save money, but they are easily pried open by thieves. ?

Knock on the wall with your hand. What materials are good and quality is good? Now, some developers only care about building houses with less money, not quality. ?

Let customers touch the house, so that they can really like it.

(1 1) to resolve the price resistance.

Customers may not want to see the house because the price is too high. Then the salesperson can say:? Forget the price for the time being. What matters is not the price of the house, but whether it can meet your needs. ?

(12), overemphasizing shortcomings.

Sometimes salespeople will overemphasize an unsatisfactory defect to promote sales. The shortcomings selected by the sales staff must be small shortcomings, or not every customer thinks it is a shortcoming.

When showing the house to the customer, the salesperson can mention the shortcomings of the house like this: if it is not. This house really suits you. ? Then ask customers what they think of the house.

This method of emphasis is especially effective for customers who like to argue.

(13), visiting old customers

If the salesperson meets a friend or former customer while showing the house to the customer, stop and describe it briefly, and treat the customer as? Future new neighbors? Introduce them and ask the old customers if they like this neighborhood and house.

Newly bought families are generally satisfied with the community and the house. They think their decision is correct and will enthusiastically help the salespeople? Sales? .

The customer asked if there were any problems after check-in. Neighbors? The answer is always easier to be accepted by new customers than the salesperson introduces himself.

3. Capture buying signal and seize the opportunity to clinch a deal.

If the customer has a strong signal to buy a house in the house, then he can stop looking at the house directly and take it back to the sales office to sign the contract.

If the salesperson leaves a deep impression on the customer, have a cup of tea or coffee and have a rest after seeing several places. Let them talk about the characteristics and opinions of these houses and remember the positive feedback.

If necessary, show them other houses and let them compare and make a choice.

Third, the skills of on-site negotiation with customers

Field combat capability

The expression should be vivid and concise, with a slightly higher tone and moderate speech speed, with eyes fixed on each other and a smile, showing self-confidence and humility, enthusiasm and generosity, and never condescending, aggressive or procrastinating.

It is beneficial to ask clever questions.

Do you really know the products you sell? Lee? Where is it? Only by knowing this point like the back of your hand can you win the bid in one word and benefit from asking questions.

? Coincidence Pay attention to three aspects when asking:

First, the proposed content should be targeted and grasp the actual needs of customers;

Second, the way of asking questions should be flexible, and it should be determined flexibly according to various factors such as time, place and environment.

Third, the time to ask questions should proceed from reality, assess the situation and seize the opportunity.

Arouse customers' interest

? If customers are interested in the property you sell, they must be clearly aware of the benefits they will get after acquiring your property. ? This is the key to stimulate customer interest.

In addition, we must remember that interest is generated and developed on the basis of demand. To arouse interest, we must make full use of the leverage of customer interest demand.

note:

1. Salespeople must know how to ask customers' interests, so that they can be targeted.

2. Salespeople must be very familiar with the interests and needs of people who are suitable for product advantages and implement differentiated sales.

Ways to enhance customers' desire to buy

When customers are interested in real estate, it does not mean that they have the desire to buy, because they still have such doubts and psychological contradictions;

I don't want to lose an opportunity, but I'm worried about being cheated last time. To solve this contradiction, it is necessary to rely on sales staff to convince customers of the real estate with facts and reasons.

Practice has proved that the most important question is not what you render to customers, but what customers believe in their hearts.

The secret of making a deal

Before customers make up their minds to buy, they will have the best and fiercest ideological struggle, and at the same time they are most vulnerable to objective factors, that is, the words and deeds of salespeople and those of others.

What should a salesperson never do when making this choice? Anything you want, okay? Waiting attitude.

Essentials of closing the transaction: keenly grasp the opportunity of closing the transaction, deeply understand the final considerations of customers, weigh the pros and cons in good faith, remind customers of the preciousness of opportunities appropriately, and make possible small concessions appropriately.

Fourth, customer tracking skills.

1. Telephone interview tracking

Hello, Mr. Li, I'm * *. How have you been recently? (Simple greetings and compliments)

? I'm fine. Can I help you?

? Well, I have very good news for you. (attract attention)

? What is this?

? Are you okay this Sunday? (Try to confirm the time of Sunday first)

? We're not sure yet.

? Our company has a promotion this Sunday, and anyone who buys a house on Sunday can also participate in cash discounts on the spot, up to nearly 30 thousand. Didn't you think the discount was low when you came last time? This is a good opportunity. You must come on Sunday.

2. Interview tracking

For example:? Mr. Li, our company will hold a National Day promotion this Sunday. This time it's very strong, starting at 2 pm on Sunday.

? Now that the stock market is depressed, investment in shops is a hot topic. There is no such big business investment project. The highest discount for this promotion is only 30,000 yuan. This is really a rare opportunity. If you go early, you will have a good room number. I just learned the news. Now the company has not officially informed you. I will think of you first. I'll pick you up on Sunday. All right!

3. The supervisor cooperates with telephone tracing.

For example:? Hello, are you Mr. Li?

? Yes, and you are?

? I'm from the real estate company. Did * * invite you to participate in the promotion on Sunday?

? Yes!

? Do you think he has any attitude problems in the process of inviting you?

? It's good!

? Don't get me wrong, although * * is excellent, it is our working procedure. I will arrange your lunch at the company now. Do you need a car to pick it up? I'll arrange it for you if you need it.

? Ok, thank you!

? Ok, I'll arrange it for you right away. We look forward to your visit this Sunday!

4. Follow-up work after arriving at the site

For example:? What do you think of our house and promotional activities? (Waiting for an answer, generally speaking, should be a good answer)

? What impressed you the most about the case introduction just now? (Listen to customers talk about their own views)

? Repeat the views that customers are interested in and lead to the promotion action: For your family, is it ok to deposit * * yuan mortgage every month? You see, as long as you pay this money for one month, you will have your own fixed assets, and you will have no problem supporting the elderly and eating rent? You can refuse, but don't stop: our house is guaranteed to appreciate, and it feels bad for three years a year. You can return the house in full, with an extra interest of 9.6%, and it is better to put it in the bank. )

? Congratulations on getting a good investment project! Can you introduce me to three best friends? (enter the introduction, bring the old and the new, etc. )

5. Follow-up after the transaction

For example:? Hello, is this Mr. Li? Today is Monday. Do you think you can make up a large deposit before 3 pm?

? All right.

? Meanwhile, thank you for introducing three friends to me yesterday. I'll call them today. Do you think it's okay?

Summary:

Keep abreast of key customers!

Track important customers in time!

Follow up regular customers!