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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.
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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.
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.
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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.
[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.
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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.