Property receiving skills

The skills of property reception, real estate is a special commodity with high price, which often costs hundreds of thousands or even millions of yuan. Most of the corresponding customers are rational and cautious, not simple marketing rhetoric. Let's take a look at the skills of property reception.

Skills of real estate reception 1 No matter how excellent the sales planning is and how huge the advertising investment is, the final transaction of the real estate depends on the on-site reception of the marketing staff. How to promote sales and improve the transaction rate is a concern of every real estate developer and real estate marketer.

If marketers have the ability to convince customers and better convince customers in the actual reception process, as property developers, they should help marketers grasp the following three basic principles:

1. Believe the property you are selling.

Marketing should run through the whole process of real estate planning, design, development and sales, and marketers should be familiar with and even participate in this process. If a marketer pays enough efforts and sweat in the process of "selling" a real estate, he will have enough confidence in the real estate he sells in the process of "selling", and will not show off those sales rhetoric when receiving customers, but sincerely help customers choose the best real estate he thinks.

2. Believe in the company you represent.

Developers should let marketers know more about the company he represents and make them believe that the company he represents is an honest, reputable and powerful company. At any time, marketing work should be based on business ethics and take this as the criterion to negotiate business with customers. Only in this way can marketers sell with ease and have a clear conscience.

3. Believe in your marketing ability.

Marketers should establish self-confidence and firmly believe in their marketing ability. Because he must be full of self-confidence before he can build confidence in others. Believe that you are the right person to sell, introduce the property you represent to customers and sell the company's property. Real estate sales is an industry with high failure rate and scrap rate. If you can't have a high degree of self-confidence and a high degree of frustration tolerance, you can't survive and grow in this industry.

In the actual reception negotiation process, marketers should also pay attention to the following aspects:

1, don't be too enthusiastic

Real estate is a special commodity with high price, which costs hundreds of thousands or even millions of yuan. Most of the corresponding customers are rational and cautious, and will not be moved by simple marketing rhetoric and warm reception. Marketers should be reasonable, natural and graceful, honest and sincere, and clearly answer all kinds of questions raised by customers, but not too enthusiastic. In today's buyer's market, excessive enthusiasm will leave customers with a feeling that the property can't be sold, which is very fatal.

At the beginning of the negotiation, don't get entangled in the price too much.

The meanings of "expensive" and "cheap" are extremely imprecise and have a strong subjective color. Different people have different views on this word. The more your property can satisfy some wishes of the customer, the more he thinks your property is cheap. As an excellent marketer, we should find the customer's needs in the shortest time, and try our best to satisfy him, so that the customer can focus on the value of the property. Try to make the customer realize that the property you sell is exactly what he needs, and he will put the price in a secondary position. If the price must be involved, it must be put forward together with the value.

3. On-site reception of real estate requires superb negotiation skills.

The on-site reception of real estate is also a kind of business negotiation, and some customers often bargain on the property price. Such customers are often customers who have bought them. Marketers should let customers go through a hard negotiation process and make them feel that every discount they win is hard-won. Moreover, if conditions permit, customers will eventually feel "victorious". Customers generally cherish the hard-won fruits of victory, thus opening the door to trading.

There are countless methods that real estate marketers can use in persuasion and promotion. Only by grasping the above principles can we find the best way to reach a deal.

Property reception skills II. Effective service and reception skills of property management for all kinds of owners.

The Importance of Reception Etiquette in Property Management

First of all, reception etiquette can create a good image of property management enterprises.

Property services work for thousands of households, and service personnel directly deal with the owners. The etiquette performance and personal image of each property service personnel is the image of the property enterprise in the public, and the words and deeds of a property service personnel are bound to affect the survival and development of the enterprise.

Because all residents want to live in a beautiful, harmonious, comfortable and safe environment, the external image of property management enterprises is particularly important. In the service and management of property management enterprises, as well as in the communication with other departments and institutions, uniform dress, generous and decent manners, leisurely manners and manners of treating people can give people the most intuitive and vivid impression.

Property management companies have a good image, won the support and trust of the majority of households, and will be invincible in the fierce market competition.

Second, reception etiquette can improve the service level of property management.

The competition of modern enterprises is not only the competition of technology and hardware equipment, but also the competition of owners' good experience of property management services. When buying a house, many owners not only pay attention to the hardware environment such as houses, resources and facilities, but also reproduce the soft environment such as scientific management, integrity, good character and good manners of property management enterprises and their employees.

Every move, word and deed of employees in property management enterprises directly represent the interests and image of the enterprise, and it is also an important measure to test the management and service quality of the workforce. Therefore, during working hours, managers should use cards and languages uniformly in dressing the. When receiving owners (users) and guests, they should be affable, dignified and polite.

Third, reception etiquette can enhance the enterprise cohesion of property management personnel.

In the increasingly fierce market competition, in order to better establish their unique image, more and more property management companies have introduced various measures of corporate culture, such as corporate image design, corporate songs, corporate slogans, corporate logos, corporate uniforms and so on. , clearly show the entrepreneurial spirit and elite concept to employees and the public.

At the same time, many property management companies hold various ceremonies, such as the opening ceremony, the celebration ceremony and the occupancy ceremony of the first owners, which can inspire employees' morale, stimulate their sense of identity and belonging to the enterprise, form cohesion and dedication, and lay a solid foundation for the development of the enterprise.

Fourth, reception etiquette is a good helper for property management to promote social interaction.

Reception etiquette can help property managers to convey friendship and goodwill in the process of communication with the owners, and can well show the friendship and respect between the owners and the property.

There are countless relationships and connections between property management enterprises and government departments, as well as between property management enterprises and socialized professional companies, so it is increasingly necessary for property management to establish good social communication relations. Etiquette is entering the social life of property management enterprises with a new attitude.

Grasp the owner's psychology and do a good job in property management reception etiquette

When receiving a property visit, the property management personnel should be able to quickly judge the type of the owner, understand the psychological status and needs of the owner as much as possible, so as to find ways to meet him moderately and promote the realization of the business objectives of the enterprise.

Analysis of psychological types of owners;

Depressed owners

This kind of owner's mood doesn't change much, he is cautious in language, careful in action, and unwilling to communicate with others. They all act according to their own psychology. This kind of owners often find fault with small problems in property management.

Property management reception method: give the owner some space, but be proactive and have enough patience to communicate with the owner when he needs assistance.

Activity owner

This kind of owners are lively, easy to transfer and good at communication, but their views and opinions are unstable.

Property management reception method: be enthusiastic and proactive to the owner, answer the questions raised by the owner professionally and confidently, and give the owner more relevant opinions and suggestions.

Silent master

This kind of owner's mood is not too exposed, and his expression has not changed significantly. On the contrary, they are calm and slow, steady in action, simple in language, good at controlling themselves and opinionated. The ideas they form are often difficult to correct, and it is even more difficult to communicate with each other.

Property management reception mode: catering to the owner's point of view, mainly providing patient service without urging the other party. Give the host a certain space and take the initiative to serve when the host needs help.

Export-oriented owner

This type of owner's emotions and feelings are obviously exposed, easy to express, easy to promise and regret, and impatient.

Property management reception method: property management personnel need to talk about problems in a stable mood, and don't provoke him, otherwise they will be reckless.

In the process of property management, property managers should determine the types of owners' needs according to their social status, different ages and different levels of service needs, and do a good job in management services.

In short, the competition in the property market is the competition of owners. With a good group of owners and strong management strength, enterprises will create their own characteristics and develop and grow in property management.