Don't be too verbose, concise but highlight the highlights of the project. You can first introduce the project location, project planning and various economic indicators, with the focus on the strength of the development company. The tone should be infectious. After the introduction is completed, the customer's needs will be highlighted. The explanation time of sand table should not exceed 30 minutes. The language should be concise, highlight the selling points of the project, and follow the principles of "first outside, then inside" and "first big, then small". It would be better if the explanation can be combined with the scene at the same time, but we must pay attention to avoiding the important and neglecting the important. Understanding the project is a prerequisite. Brief introduction of the surrounding situation of the project, mainly to understand the customer's needs first and explain directly. If the first selling point can convince customers, say a selling point. If not, throw another one. Don't play cards easily and don't be impatient. At the same time, the time should be short, not wordy, and controlled within 10 minutes. Remember, you sell houses, not introduce them! When introducing the sand table, we should pay attention to consciously collecting customer-related information and asking about customer needs, so as to analyze customer types and their real needs. After the introduction, you should also observe the customer's reaction. Customers who really want to buy will ask 1000 questions, and your role is to answer them one by one, thus forcing them to make a decision. Sand table explanation can generally be carried out according to the following ideas: the geographical location of the project; Community size, planning and positioning; Features; Landscape design; Matching (inside and outside); Property; Summary: Professional sand table explanation is based on the principle of total score. The specific program should be designed according to the needs of customers. Every customer is different, so it is impossible to tell the same version of the story to every customer. Before introducing the sand table, we should first make a thorough investigation of the customer's needs, and then introduce it according to the thorough investigation. For example, when visiting customers come to the community, we should start with the environment, say the big environment first and then subdivide it into the small environment. Finally, the role and importance of the environment to customers, so that customers' needs are consistent with the environment you introduced, then the success rate will be high. If you don't believe me, you can try! Of course, it should not take long to introduce the sand table. Considering that customers have been standing there listening for no more than six minutes, according to scientific statistics, people's attention can only be maintained for five minutes. After five minutes, people will be naturally distracted and unable to listen to your speech wholeheartedly. Note that the most important thing in talking about sand table is to grasp the time. As long as the customer's needs are met, the customer must sit down with background music and a comfortable environment to relax.
I think it's best to talk about the sand table for about three minutes, because customers may get tired after watching too much and can't stand for too long. There is also to understand the purpose of talking about sand table. On the one hand, let customers know the planning of the project, on the other hand, arouse customers' desire to buy. Therefore, it is important to sum up the most prominent selling points of your property, present them one by one in the sand table and explain them in a positive tone. You have to have passion to achieve cadence. At the same time, it is also important to observe customer feedback. When you find out what you are talking about and the customer shows interest, then the subsequent sales process can be focused on, and the places that the customer is not interested in will take over. Sand table explanation is mainly to arouse customers' interest in products and strengthen customers' understanding of products. In this case, you can make a simple statement about the geographical location of the project; Community size, planning and positioning; Architectural features; Landscape design; Matching (inside and outside); Property; Tell him about tomorrow's life and look forward to it! 3-5 minutes is enough, not too long!