百试不爽的房屋销售话术,简直太好用了!

百试不爽的房屋销售话术,简直太好用了!
2021年08月17日08:25:09 0 463

经纪人面对不同类型的客户,得学会不同的沟通方法,也就是见人说人话,见鬼说鬼话。

 

 

客户分为哪些类型?要根据不同的类型采取不同的方案

 

在介绍过程中,要针对不同类型的消费者做出不同的反应,这样才可以让沟通更为有效。

 

◆  ◆  ◆

抓住客户的关注重点 

 

有些房地产经纪人在进行介绍时,总是根据自己设定好的一套模式进行。在这种情况下,如果客户的关注点或者说是喜好与你所极力推介的卖点并不一致,那么不但不能获取客户的同感,反而让客户觉得厌烦,购买兴趣自然也就会大大降低了。

 

不同的客户有不同的购房目的,在看房时的关注点也不一样。

 

 

 

案  例

 

客 户:这里还挺安静的

经纪人:王先生,不用担心现在这里太安静,您看,对面正在建的就是XX家居广场,到时候这里就非常繁华了

客 户:哦,对不起,我就是因为现在的房子太吵,才想换一套安静点的。 

 

在上面这个案例中,房地产经纪人自认为未来的繁华就是该房子的一个卖点,却没有考虑到客户想要的并不是繁华,而是安静。结果不但不能获取客户的认可感,反而让客户失去了兴趣。

 

因此,请记住;在介绍时,千万不要尝试去左右客户的购买意愿,而应当向客户描述符合客户需要的利益,以做到有针对性、有重点地说明,这样的客户就会坦然接受。

 

 

◆  ◆  ◆

用客户喜欢的方式沟通 

 

每个人的兴趣爱好不一样,沟通方式也不一样。因此,在介绍时,要因人而异,用客户喜欢的方式来解说。

 

 

案  例

 

 

【第一种方式】:您看,这套房子真的很气派,客厅挑高设计,并且宽度达到了6m,配上落地窗,全采光、宽视野

 

【第二种方式】:这套房子真是气派无比,您想想,在大大的落地窗旁边喝咖啡、看杂志,把头深深地埋在大软沙发中的感觉,是何徒增的快意 

 

如果你是客户的话,上面哪种介绍方式会让更容易接受?如果你喜欢第一种方式,那你在购物时更为感性,对你来说多使用感性的描述量多能吸引你的兴趣;如果你喜欢第二种介绍方式,那你在购物时更为理性,对你来说多使用理性的描述更能吸引你的兴趣。

 

因此,为了更有效地介绍产品,给客户最好的感觉,并吸引他的兴趣,一定要先了解对方的接收方式。只要用客户喜欢的方式进行沟通,就会收到意想不到的效果。 

 

 

 

◆  ◆  ◆

与客户互动交流

 

如果能适当调动客户的情趣,让客户参与到你的介绍活动中来,那么不仅可以使你的介绍更容易被客户接受,而且也会使双方的交流更加舒适自然,你的压迫力也相应减少。

 

 

(1)问问题,让客户参与

在介绍产品时,只有不断和客户互动,及时发问,让客户多说,才会了解客户的想法并很好地引导客户的思维。一场20min的独白远远不如10min的对话更有效。

(2)注意客户的反应

房地产经纪人对客户进行介绍时,不仅要语气委婉有礼、介绍详细周到,还要注意观察客户的表情态度,注意客户的反应,有针对性地进行介绍。比如,当客户表现出对地段不是很满意,房地产经纪人就应着重说明交通的便利性及强调房子其他的优点;如果客户较关心子女的入托入学问题,房地产经纪人就应帮助客户分析小区周边的学校情况。

(3)配合客户的反应

在介绍过程中,切忌长篇大论、喋喋不休,而应一边说一边观察消费者的反应,及时调整自己的介绍方式。

(4)回答客户的疑问

客户向你提出询问是常有的事。客户可能会提出交易上的问题,也可能提出各种与房子有关的问题,如乘车路线、购物等一些生活上的琐事。对此,房地产经纪人应该明白,客户向我们提问,是期望我们为其服务,理应以诚相待,做到有问必答,尽量满足客户的需求。

(5)让客户积极响应

在介绍时,应尽量把客户带入一个点头说是的节奏中去。比如,可以不停地、自然地问客户:对不对?您相信吗?很好,您觉得呢?如果客户相信了那些优点,他是很愿意给予赞同的。我们得到的这种赞同越多,客户与我们之间取得的一致性就越高,而且愿意购买的可能性就越大。

(6)与客户产生共鸣感

当你与客户产生共鸣时,你就会愉快地继续介绍。而当你的观点不被客户认同时,介绍就会显得无趣,难以进行。因此,在适当的时候可以点头表示对客户的赞同或站在客户的立场来考虑问题,这样可缩短房地产经纪人与客户之间的距离和增进他们之间的感情,对销售很有帮助。


Brokers face different types of customers, they have to learn different ways of communication, that is, see people talk, talk about ghosts.

 

 

What types of customers are they divided into? To take different solutions according to different types

 

In the introduction process, different responses should be made to different types of consumers so that communication can be made more effective.

 

◆ ◆ ◆

Seize the customer's focus

 

Some real estate agents always carry out a set of patterns according to their own set. In this case, if the customer's concern or preference is not consistent with the selling point that you strongly recommend, then not only can not get the customer's sense of the same, but the customer is bored, and the purchase interest will naturally be greatly reduced.

 

Different customers have different purpose of buying a house, and the focus is different when viewing a house.

 

 

 

Case

 

Customer: "It's quite quiet here..."

Agent: "Mr. Wang, don't worry that it is too quiet here. You see, the opposite is being built at XX Home Plaza. When it is time, it is very prosperous..."

Customer: "Oh, sorry, I just want to change a quiet place because the house is too noisy now."

 

In the above case, the real estate agent thinks that the prosperity of the future is a selling point of the house, but does not consider that the customer wants not to be prosperous, but to be quiet. As a result, not only can the customer's sense of recognition not be obtained, but the customer loses interest.

 

Therefore, please remember; when introducing, do not try to influence the customer's willingness to purchase, but should describe to the customer the benefits that meet the needs of the customer, so as to achieve targeted and focused explanations, such customers will be calm accept.

 

 

◆ ◆ ◆

Communicate in a way that customers like

 

Everyone has different hobbies and hobbies, and communication methods are different. Therefore, when introducing, it must be different from person to person and explained in a way that customers like.

 

 

Case

 

 

[The first way]: You see, this house is really stylish, the living room is highly designed, and the width is up to 6m, with floor-to-ceiling windows, full lighting, wide view...

 

[Second way]: This house is really very stylish. Think about it. Drinking coffee, reading magazines and burying your head in a large soft sofa next to the large floor-to-ceiling windows is the feeling of He Tseng...

 

If you are a customer, which of the above presentations will make it easier to accept? If you like the first way, then you are more emotional when shopping, and more sensible descriptions for you can attract your interest; if you like the second introduction, then you are more shopping Rationality, the use of rational descriptions for you is more attractive to you.

 

Therefore, in order to introduce the product more effectively, give the customer the best feeling, and attract his interest, be sure to understand the other party's receiving method. As long as you communicate in the way your customers like, you will get unexpected results.

 

 

 

◆ ◆ ◆

Interact with customers

 

If you can properly mobilize the customer's interest and let the customer participate in your introduction activities, it will not only make your introduction more acceptable to the customer, but also make the communication between the two parties more comfortable and natural, and your pressure will be reduced accordingly.

 

 

(1) Ask questions and let customers participate

When introducing products, we only constantly interact with customers, ask questions in time, let customers say more, and understand the ideas of customers and guide customers' thinking well. A 20-minute monologue is far less effective than a 10-minute dialogue.

(2) Pay attention to the customer's reaction

When real estate agents introduce customers, they must not only be polite and courteous, but also introduce detailed and thoughtful. They should also pay attention to the customer's expression and attitude, pay attention to the customer's reaction, and introduce them in a targeted manner. For example, when the client is not satisfied with the location, the real estate agent should emphasize the convenience of transportation and emphasize the other advantages of the house; if the customer is more concerned about the enrollment of the child, the real estate agent should help the customer to analyze the surrounding area. School situation.

(3) Cooperate with customer response

In the introduction process, it is necessary to avoid long talks and chatter, but should observe the consumer's reaction while adjusting the way of introduction.

(4) Answering customer's questions

It is not uncommon for customers to ask you questions. Customers may ask questions about the transaction, or they may ask questions about the house, such as travel routes, shopping, and other trivial things in life. In this regard, real estate agents should understand that customers ask us questions, we expect us to serve them, we should treat each other with sincerity, and we must answer questions and try our best to meet the needs of our customers.

(5) Let customers respond positively

In the introduction, you should try to bring the customer into a rhythm of saying "yes". For example, you can ask the customer constantly and naturally: "Is it right?" "Do you believe it?" "Very good, what do you think?" If the customer believes in those advantages, he is willing to give approval. The more we get this kind of approval, the higher the consistency between the customer and us, and the greater the willingness to buy.

(6) Resonance with customers

When you resonate with your customers, you will be happy to continue. When your opinion is not recognized by the customer, the introduction will be boring and difficult to carry out. Therefore, when appropriate, you can nod your head to express your approval to the customer or stand on the customer's side to consider the problem. This will shorten the distance between the real estate agent and the customer and enhance their relationship, which is very helpful for sales.

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