Sales skills of real estate consultants

Sales skills of real estate consultants

Sales are not easy to do, especially for real estate consultants who sell houses. Here are some sales skills of real estate consultants, hoping to help everyone!

1. Lead the momentum and stimulate the desire to buy.

For a first-time buyer, he did not rush to see the house, but led them to the garden square of the community to introduce the location, environment, welfare, semi-welfare nature of the community and the preferential treatment that all buyers can enjoy. And introduce them to customers one by one, so that they can have a preliminary understanding of Zhuo Da's strong advantages, which invisibly stimulates customers' desire to buy and lays a good foundation for further transactions.

2. Actively promote, the effect is extremely significant.

On one occasion, the salesman said: "A customer wants to buy a building in the middle of the building, but he can talk about it many times, but he just doesn't pay. What do you say? " This salesman has just been transferred from the external relations department for a few days and lacks marketing experience. When she contacted the customer again, she did have the intention to buy a house, so we said, "This apartment is very good in structure, and this is the only one left in the company. So far, several people have seen it and expressed their intention to buy it. Someone may pay in these two days, but according to company regulations, whoever pays the deposit first will have it. " No sooner had I finished than she said anxiously, "Please wait a moment. I want this suite. " As a result, in a short time, customers rushed to pay the deposit. This shows that if customers really want to buy a house, they will definitely make a quick deal.

3. Broaden channels and expand sales network.

1997, real estate agency business is booming. In order to broaden the marketing channels, we first invited the most influential intermediary companies to introduce the company to them in detail, and sent them information such as housing and prices. After the transaction, we will reward them according to the company's reward regulations. Because both sides are beneficial and the cooperation is very pleasant. Later, 20 other intermediary companies were invited, which not only strengthened business ties, but also deepened the feelings of both sides. In this way, 24 real estate agencies in the city have become our sales outlets, and with the strong assistance of the agencies, our sales have soared.

4. Treat guests sincerely and avoid anticlimactic.

We should treat every customer warmly, frankly and consistently. Think about what customers think, be anxious about what customers are anxious about, and help their needs. Housing transactions are not the end. Visit customers frequently, strengthen contact, help customers solve problems, and establish a good image in customers' minds. If their relatives and friends buy a house again, they will definitely look for you, so that customers will snowball and form a secondary buying market for customers. A customer is in charge of sales in a pharmaceutical factory, and through him, he sold more than 20 customers. In the increasingly fierce market competition, how to do a good job of customers who have bought houses without giving up advertising is a major problem that real estate developers can't ignore at present. On the contrary, when selling a house, people are very enthusiastic. Later, people asked you questions, but you ignored them coldly. This will not only lose many customers, but more importantly, it will have a very bad negative impact on the company.

5. Keep your promise and seek truth from facts.

As a qualified salesperson, you must have all kinds of professional knowledge and management ability, and be familiar with the principles, policies and market conditions of real estate market management. When selling a house, we should explain the advantages of the enterprise to customers realistically, keep our word, don't exaggerate, don't just make a wish to sell a house at random, and don't add unnecessary clauses in the purchase contract at will, so as not to cause a lot of trouble and make customers have different opinions. Otherwise, it will not only affect the company's sales, but also ruin the company's image. As long as we persist in seeking truth from facts and keeping promises, we can win the trust of customers and do our marketing work better and better.

6. Distinguish the true from the false, and don't be confused by the false.

We should conscientiously sum up the experience and lessons in marketing work and carefully analyze potential buyers so as not to waste time.

7. Have a deep understanding of customers and be targeted.

When receiving customers, we should first understand his psychology and the purpose of buying a house. Generally, buying a house has two purposes. First, in order to improve the living conditions, such customers should pay more attention to the quality, function, characteristics, surrounding environment, supporting facilities, traffic conditions, property management, etc., and pay attention to the convenience of living and the superiority of the environment. On the other hand, buying a house as an investment should focus on the quality, planning, surrounding environment, improvement prospects, value preservation and appreciation potential of such customers, so as to induce and enhance their confidence in buying a house and get twice the result with half the effort.

8. Be good at listening and persuading.

It is a very complicated and prudent process for customers to decide to buy real estate with their life-long efforts and savings. At first, many questions and questions of one kind or another will be raised. In this regard, marketers should never rush to achieve success, let alone be opinionated, be patient, use observation skills and language skills, and explain a series of questions raised by themselves clearly according to their own economic situation and affordability, so as to dispel their doubts, make the best use of the situation, and be good staff officers and let them. To do this, every salesperson should learn and master comprehensive knowledge such as psychology, engineering construction and finance, and strengthen their self-cultivation. Only in this way can it come naturally.

9. Convenient for customers and all-round service.

10. Respect customers and remember to be polite.

We must respect all customers, be polite, kind and enthusiastic, give them a warm feeling and leave a good impression, and never judge a book by its cover. Only by providing customers with continuous, thoughtful and satisfactory quality services can we get twice the result with half the effort. There is a disabled customer with crutches in Zhongyuan Community of the company. There was a dispute with the company due to the purchase contract, and the multi-department coordination failed. Later, at the reception, he was deeply touched by two cigarettes and a cup of tea. The dispute was quickly settled satisfactorily because he felt at least respected.

1 1. Pay attention to small things and care about customers.

In enterprises and factories, we should pay more attention to every customer, whether it is a big customer or a small customer. A little thing may affect the company's reputation, so don't take it lightly. Customers will buy products from companies with good service attitude, which can help them solve their problems. Although this is a trivial matter, Excellence is often manifested in these nuances. These little things may be nothing if they are done once in a while, but when these thousands of little things add up, they will produce great changes and cause different repercussions. He will bring a good reputation to the enterprise, improve the visibility of the enterprise, generate more repeat customers and bring rich profits and returns to the enterprise.

12. Complaining is golden, "I am happy when I smell it".

In the marketing process, some people tend to turn a blind eye to customers' complaints about products, which is actually wrong. Joe? Gillard said: "Every customer who complains will have 250 friends, of whom 100 will tell him about the unpleasant experience in the process of trading with you, and then 50% of this 100 will tell his 250 friends about this unpleasant experience." It can be seen that a customer's complaint must not be taken lightly, and it may be from small to large, which has a very bad impact on the enterprise. So, what attitude should we take towards customer complaints? We believe that we should take customers' complaints as an opportunity to improve our work, and we should "enjoy it". Customer complaints must have his reasons, indicating that product quality or service attitude is still unsatisfactory, and there is still a certain gap that needs further improvement. It can be said that every customer complaint is undoubtedly a bitter medicine and must be highly valued.

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