How to be a good intermediary of second-hand houses?

1: When a broker sees a customer outside the store, he should get up in time to meet the customer. (Pay attention to appearance and smile)

2. When asking questions to customers, brokers should be full of energy and loud, and introduce or recommend the basic information of housing accurately and quickly.

3. After introducing the basic situation, politely invite customers to the company for detailed understanding.

4. According to customers' requirements, recommend companies suitable for customers to promote housing and get some basic information of customers in time. (such as: the customer's purchase purpose, whether it is a decision maker, ability to pay, purchase intention, current living conditions, etc.). ).

If customers are interested in the company's housing, they can arrange to see the house. If there is no housing that the customer needs for the time being, the salesman should tell the customer decisively that such housing can be found for him within 1 or 2 days, and then ask the customer to leave his contact number and hand in his business card enthusiastically.

Two: Pairing

1: After receiving the new house, you should immediately start customer matching and select your own customers to delete within half a month.

Requirements: List the target customers.

B sort by customer's purchase intention.

C sorted by customer purchasing power

Select major customers.

E called the main customers one by one and agreed to see the house.

Three: telephone appointment

1: Call the customer to inform them of the housing information.

2. Ask the customer if he is at home or has a fixed telephone. If so, tell the customer to call his fixed telephone to avoid wasting the other party's mobile phone fee. These details should be considered clearly.

3. Briefly describe the basic information of the house.

4. Agree with the customer on the time and place to see the house. (Note the principle of 1 from 2)

Four: Be prepared before reading.

1: Design the circuit with vision.

2. Design with the questions to be raised in the process. (Reasonably arrange the order of questions)

3. List the advantages and disadvantages of the property.

4. Think about how to minimize the shortcomings of the property and try to find out the problems and solutions that customers may raise.

5. Sort out the relevant information of the property.

Five: How to behave?

1: Vacant rooms must arrive at the owner's home on time, and real rooms must arrive at the owner's home 30-45 minutes in advance to communicate with the owner, laying a good foundation for the smooth completion of the house inspection process.

2. Clear your mind and have a look according to your own house design.

3. Ask the customer about the purpose of buying a house.

4. Ask customers about their living conditions.

5. Communicate with customers, get more customer information, and lay a good foundation for future follow-up work.

6. Praise the customer's work, character, personality and other advantages, and pull into the relationship with customers. Eliminate customers' sense of vigilance.

Six: House infield operation

1: Take the initiative to introduce the relevant situation of the house when entering the property, but remember, don't tell the customer all the advantages of the property in one breath, and leave two or three advantages to help the customer when he finds the shortcomings of the property or is deadlocked. At this time, tell the customer these advantages and open the customer's mind. Always take the initiative.

2. Give customers appropriate free time to look at the house and space for thinking and comparison. (Pay attention to the actions and words of customers)

3. Control the time and don't leave too much room for thinking for customers. Sales staff should grasp the time, ask different questions according to different customers and understand their views on the property.

4. Let customers ask questions and express their opinions, and answer customers' questions skillfully and quickly. Recognize the customer's idea, even if what the customer says is obviously wrong, don't refute the customer, but guide him, let the customer perceive his problem himself, and answer the customer's question by rhetorical question or double negative.

5. Make a summary for the customer. Each suite has its advantages and disadvantages, but the key is whether its own needs can accept some of its shortcomings. Because, for the house, it is a given product. It is impossible to fight back and customize. So what we can do is to compare its advantages and disadvantages, whether the advantages outweigh the disadvantages or the disadvantages outweigh the advantages. I can't accept its shortcomings. Consider your own choices and measures. )

6: End the house. Bring customers back to the company or make other agreements. (note: on the way out of the community, deepen the impression of customers looking at the house. )

Seven: Preparation before the transaction

1: Customers who have already made purchase intentions should bring them back to the company immediately.

2. Once again affirm and praise the customer's vision, and take the time to describe the prospects and benefits of buying this house to the customer in time. (Enhance customers' desire to buy)

3. When you arrive at the company, please politely ask the customer to take a seat in the meeting room and serve tea as soon as possible.

4. Proactively introduce the general situation of the company and the improvement of after-sales service to customers, improve their trust and eliminate their worries.

5. Confirm the order with the customer. (However, it is not appropriate to act too hastily, but to guide in an orderly manner and step by step)

Such as: "Teacher Chen, is the environment in this community good?" "Good, good, good"

"What do you think of this house?" "Not bad, not bad."

"Are you satisfied with the room type?" "Good, good."

"Is the light good?" "Good, good."

Seize the advantages and favorable conditions of the house, and use affirmative questions to let customers make affirmative answers.

6. Seize the customer's affirmative answer and force the customer to place an order.

For example, "Mr. Chen, since you are satisfied with this house, can you accept the price of this house?"

Eight: the insured stage

1: Point: Sales personnel have no right to make concessions to customers.

Customer: "The house price is relatively high, can you lower it?" After all, the traffic around this house is not very convenient. "

Shop assistant: "oh, Mr. Chen, it's like this." In principle, we have no initiative in the price of the house. We must negotiate with the owner before we can reply to you. " Do you think this is okay? Please tell me your limit first. (Take the initiative to understand the psychological price of customers)

Note: For customers whose counter-offer range is too large, the salesman should keep calm and calm. Seemingly calm and stable. Never flinch or show an unexpected or nervous expression. Because this price is the customer testing the moisture content of this house. If the salesman has any inappropriate expression or action at this time, the customer will bargain again. So at this time, the salesman must answer the customer decisively and simply that this price is impossible to clinch a deal, telling the customer that a price higher than his upper limit failed to clinch a deal a few days ago. At the same time, he once again used the advantages of the house or other favorable conditions to reject the temptation of customers and regain the initiative in negotiations from customers. Then, ask the customer to reposition the price.

2. After getting the customer's second price, the salesman should show reluctance and tell the customer that he can only communicate with the owner first. When communicating with the owner, we should avoid communication within the customer's sight, pay attention to the role of the team, and invite the store manager or other senior salesmen to help follow up the customer. Leave the negotiating table to communicate with the owner.

3- 15 minutes, go back to the negotiating table and tell the customer that although the owner did not accept his price, he also made some concessions. give

Put forward a price higher than the customer's upper limit and let the customer choose again. And test the customer's price bottom line.

4. At this point, the negotiation may be deadlocked, and the customer may ask for direct negotiation with the owner. As a salesperson, we should resolutely stop and tell our customers the shortcomings of independent negotiation. (For example, if you talk about the price yourself, when the two sides are deadlocked, if you don't give in to the other side for face or trivial matters, or even for breath, one side won't buy it, and the other side doesn't even have room for manoeuvre. It is not easy to find a house that you are satisfied with. Don't let yourself lose more than you gain because of these trivial things. As a third party, no matter how we negotiate, it represents the interests of both parties, and after professional training and a lot of practical experience, the probability of successful cooperation with our professional quality is definitely much better than the efficiency and effect of your independent negotiation. In addition, you can also list some cases of disputes arising from independent transactions to cancel the other party's ideas. At the same time, set a realistic transaction price with the customer * * *, and then, calm the customer's mood and tell the customer to try to communicate with the owner.

At this point, the negotiation has really entered a critical stage. Salespeople can really communicate with car owners, talk about prices and bargain.

Nine: Bargaining stage

Principle: find out all kinds of factors that are beneficial to you and guide the owners to reduce the price.

Main methods: 1: market factors

2. Policy implications

3. Few customers

4. Customers have a second choice.

5. The surrounding houses are sufficient, and the cost performance of the same houses is the same.

6. Tell customers that you can make more money by transferring the money.

Bargaining steps 1: Tell the owner that a customer of the company is now talking about the price. We have done a lot of work, and now we have basically reached an agreement, but there is a big difference in price. I hope you can make some concessions.

The second step of bargaining: the owner will protect the market or test the other party's bid at this time. As a salesperson, you should use the customer's test method at this time to kill the owner's price. Do a back test and see the reaction of the owner. If the owner is strongly dissatisfied with this price, he should pay attention to appease the owner's emotions (for example, he has clearly told the customer that this price is impossible to clinch a deal, so he is now negotiating a price acceptable to both parties. At the same time, the owner is required to give a price bottom line.

Step 3: After getting the owner's bottom line price, tell the owner that he will negotiate with the customer and communicate with the customer if there is any problem.

Every 10 minutes or so, negotiate with the owner again to determine the final owner's bottom line price.

Ten: the next stage

1: Under normal circumstances, through the above steps, the prices of both parties should be able to reach the transaction price. At this time, the salesman can remind customers whether they can place an order, prepare the relevant written contract and briefly explain the terms of the contract.

2. If the customer is still hesitating at this time, the salesman finally reached an agreement with the owner on the price because he reminded the customer. If you don't place an order now, all your efforts will be in vain in case the owner changes his mind the next day.

3. Some customers will be reluctant to place orders on the pretext of not bringing enough deposit or other reasons. At this time, the salesman should be "anxious for the customer" and tell the customer to pay part of the deposit first and settle the balance the next day.

4. In the process of inducing customers to make decisions, salespeople should pay attention to the cooperation with the team, so as to improve the probability of success.

XI: after-sales service

1: After the customer signs the letter of intent and the order. Sales staff should ask customers for valid certificates such as ID cards in time, copy them for the record, and prepare materials before the transaction.

2. Inform the loan specialist in time and make a loan plan for the customer.

3. After completing the above steps, simply tell the customer the links needed for the transaction, the approximate time and the materials needed to remind the customer to arrange the time reasonably.

4. After the customer signs the letter of intent and the order. The salesman should contact the owner in time, inform the owner of the sales of the property as soon as possible, and pay the customer's deposit to the owner in time to ensure the effectiveness of the sales.

During the transaction, the salesman should always keep in touch with customers and owners and do a good job of communication, so that the whole sales process can be successfully completed.