Sales terms when rejected by customers

As the saying goes, if you have a goal, you will pursue it, and if you don't have a goal, you will hit it. The goal is a beacon of progress, persevere and work hard for it. Efforts must have results, but not necessarily good results; No effort, no result. Let's share with you the relevant contents of selling words when rejected by customers, hoping to help you.

Some sales words a rejected by customers? I have to think about it, okay?

Property consultant? Great! You have to think about it and show that you are interested, right, Mr. X (asking the customer to reply or nod)

If the customer doesn't reply, don't talk and wait silently. (Action skills) Wait until the customer nods or answers before explaining.

Property consultant (seriously): Mr. X, buying a house is a very important decision. Buying a house is not just for living, especially high-end real estate. Every time you go in and out of the house, you show your vision, taste, dignity and so on. I'm sure you will agree with me. ?

Property consultant:? In some ways (his industry), you will know that you are an expert (complimenting the customer's experience), but I am an expert in housing selection. Working for three years, I know XXX's real estate very well. I find that most people who need to think will think about some complicated questions that they can't even think of the answers. Now, what do you want to know most? At this juncture, real estate consultants began to know what the real objections were.

Note: If Mr. X talks about discussing with others, the property consultant must try his best to consider with all parties and pay attention to tracking.

When potential customers say. I want to think about it? 50% of the time is:

1, I can't make my own decisions without money. I don't need this property now. I have friends in the real estate industry.

I have no confidence in you. 6. I know I can buy a house at a lower price elsewhere. 7. I don't trust or have no confidence in developers. 8. I don't like this product;

The other 50% of the time, they will buy it, and if they use it properly, prospective customers can be persuaded.

B, is it? I want to compare several stores.

When you make a wonderful introduction and explain every selling point clearly, but the customer says to look elsewhere, it is really irritating. Excellent property consultants are well trained and can handle the reasons for refusing to buy at the right time and complete it.

Property consultant:? Do you know that?/You know what? Do you know that?/You know what? Mr. X, many customers also compare several houses before buying a house as you said. I think you want to buy the best quality and the best location with the existing funds, right

Mr. x:? Are you sure?

Property consultant:? Can you tell me what you want to see or compare?

Questions to match? Do you see it? 、? Compare? Don't make negative reminders and don't use other words.

At this time, the first sentence and the second sentence he said should be the real objection, unless he just wants to get rid of it.

Property consultant:? When you compare these aspects with other properties (list them one by one, pay attention to selling points, and don't be mediocre), you will find that Phoenix is the best and most suitable for you. I think you will definitely come back and buy it from us, right? Mr x?

(In general, customers will tell their true intentions. )

Property consultant:? Great, many of our customers also want to look around before buying, but we all know that it will take up a lot of your valuable time. In order to save your time, we have prepared a market timetable for you to have a look. ?

(Now, let's point out the comparative projects and advantages and selling points that xxx has the upper hand, especially those mentioned by customers, and explain them one by one. )

Property consultant:? All right! When do you want to arrange to sign the contract?

Direct and bold forced orders!

Mr. X will be very surprised. He will either explain the reasons or suggest that you use your time to compare and let him tell you which ones you want to compare. Tell him that you will send him the results in writing.

Mr. x:? I don't want to give you so much trouble. ?

Property consultant:? Mr. X, I attach great importance to this transaction with you. I don't mind doing this. Will give me a chance to verify that xxxx is really the best. Besides, * * Phoenix itself is much better than similar buildings. ?

Get up the courage to go on: do you want to buy it now or wait for the comparison results to come out?

In order to verify the real reason for the customer's refusal, analyze whether there is any intention to buy a house.

C, is it? I want to buy it, but it's too expensive?

Hearing this statement has about five meanings:

1. I can't afford this money. I can buy something cheaper or better in other houses. I don't want to buy it from you. 4. Customers can't see, feel the advantages or understand the products. I haven't convinced the client yet.

Detection method:

1, citing the advantages of xxxx to prove that the house price is not high; 2. clarify the difference? How much is too expensive

3. Talking about value and tomorrow: Mr. x, you are thinking about small money. We are talking about the value of a lifetime, or at least the big question of where we spend half our lives. ? Change the concept and guide the price closer to the value.

Property consultant:? If the price is lower, will you buy from me now (not today)?

Suppose the customer says? what's up

Salesperson:? Do you mean that there is no other reason why we can't conclude the transaction except the price?

Note: Property consultants will repeatedly verify that such prospective customers who regard price as the real reason for refusing to buy a house will decide whether price is their only objection.

Property consultant:? If we can find a way to make you feel more affordable, would you like to sign the contract immediately?

If the customer agrees

Then the property consultant should be prepared to give preferential treatment, talk about installment payment, or make planning arrangements, or help customers go to the project? Plead? The key is to make preparations in advance and proceed in a planned way. )

Sometimes? Too expensive? It can also be understood as. I want to buy it. Please show me the way. ?

D, I have to talk to

I need to agree, more than half of it is entrusted. The challenge of this objection is to find out whether it is honest or not. Asking:

? How long will that take?

? Who decided? Or the whole family.

? May I make suggestions.

? Can I explain to your family?

Challenge questions:

? No problem, I understand. Let's contact them now so that I can answer any questions they may have. ?

Test:? Tell me, Mr. X, would you buy it if you didn't need permission from others?

It's better to make an appointment to visit.

When a customer needs the approval of others, in addition to verifying the customer first, you should strive for the following four steps: 1, and obtain the private commitment of the prospective customer; 2. Join the camp of prospective customers; 3. Arrange time to meet all the people who can decide to buy a house; 4. Create a new xxxx attribute description.

If you don't think you need to do these four actions, think again. Obviously, at present, I just want to save trouble and take shortcuts, otherwise you should do a good job of verifying prospective customers.

If you ask him: is there anyone else involved in buying a house?

None of this will happen, will it?

Now back to the four steps:

1. Get private promises from potential customers:

? Mr. X, if you were alone and didn't need to discuss with others, would you buy it?

Prospective customers generally answer:? Yes ?

The property consultant must follow up, which means that you will recommend the real estate to others.

Then ask the following questions with professional expression and tone:

? Now I want to check it, which may be redundant, but I want to clarify any possible doubts, so I want to ask you:

Is there a problem with the price?

Is there a problem with the service?

Is there something wrong with me?

Is there something wrong with the xxxx building itself?

Is there anything wrong with the developer (company)?

Do you have any questions?

Do you think this property is worth owning?

Note: modify these questions according to the property or service sold to make them more in line with your personal situation. The purpose of doing this is to gain the recognition of potential customers.

2. Join the potential customer camp:

Start using it? we? This wording. Let yourself join the camp of prospective customers. When selling, you can let prospective customers stand on your side.

? When can we put them together?

? How do we get them together?

? When shall we discuss it? Whether I attend or not is very important, because I'm sure they will ask questions, and they also want someone to answer their questions. ?

? Can you introduce other relevant people (focus on understanding everyone's personality)

3. Arrange time to discuss or meet with people involved in deciding whether to buy a house.

Do your best. Introduce time periods and ask potential customers to set a time when you can meet participants.

4. Make another product description of xxxx.

It is necessary to do this only if you want to get business, otherwise you can give it to prospective customers. Potential customers usually think they are capable and will make every effort to convince you of this.

The best way to complete any sales is to control the development of the situation. It is difficult for a potential customer to become your sales assistant (to find his partner instead of you). If so, you should see them soon.

Another method is to ask the potential customer if he is sure of his partner (wife, parents, children, etc.). ) want to buy a house. Want to buy. ? Just say:? Great, then why don't we decide now (signature, small order, big order, etc. ) and then get their approval or surprise? What if you call me tomorrow? No? I will tear up the contract, cancel the subscription and give everyone justice.

E, is it? See you later?

If this is a polite way to refuse. Are you willing to get up the courage to sound out the wishes of potential customers?

Find out the reason: (1)

Property consultant (smiling): Is there any special reason for you to come to me again in the future?

No matter what the potential customer says, you should agree with him. Set a definite meeting time, even if it takes another six months.

Try to visit on time.

Find out the reason: (2)

? What is the reason why you can't take action today?

The reasons for refusal are as follows:

1. You didn't make a good impression. 2. You didn't build sales confidence. You don't have a sense of urgency. 4. You have not established values.

What if all the above salesmen have done it? Is the potential customer telling the truth? Then, all wet.

At this time, you should try to find out the reason:

1. Prospective customers have no money. 2. Potential customers are not the ones who can really decide. The potential customers don't like you and this company. 4. Potential customers don't like Phoenix. 5. Potential customers think the house price is too high. 6. Prospective customers have other ways to obtain similar properties or directly find developers.

Property consultants should adhere to the lower limit of the test:

Q:? Do you really reject Phoenix?

Anyone who wants to run away without making a decision is usually forced to confess the real reason or make you feel the real reason.

If the property consultant wants to overcome this refusal, he should do one or more of the following things:

1, ask the right customer:? Will you buy it in the future

2. Find out other people involved in decision-making;

3. q:? Do you know what benefits you will get from buying now?

4. Ask him what is the difference between buying later and buying now;

5. Let prospective customers know the truth about the appreciation of the house, and how much cost will be saved by buying now and buying later;

6. Ask potential customers to consider the cost of delay;