Dating skills of real estate agents

Complete works of real estate agent skills.

When making an appointment for a customer to see the house, try not to ask questions, but ask questions selectively. The following is a complete book of booking skills for real estate agents that I brought to you. Welcome to reading.

Questioning style

"Mr. Wang, when do you think you will have time to see the house?"

"Take a look, I'll go when I have time."

Select type

"Mr. Wang, will you come on Saturday or Sunday?"

"Sunday."

"Ok, I'll wait."

Welcome customers

No matter how sad and angry you are, whenever you come to a chain store, you must smile and have a gentle tone. If you can't do this, don't come to work at all, so as not to affect yourself and the company image.

When you see a customer at the door of a chain store, you must take the initiative to help open the door and give a welcome speech: "Hello, welcome!" " "

If customers are watching outside the door, they can take the initiative to say hello and say, "Hello, come in!" " "

If it rains or snows, you must also help customers pack rain gear and put away their clothes and hats.

If you are a familiar customer, you should not just say "welcome", but use your respectful name and cordial greetings.

Generally, each batch of customers only needs one person to receive them. If the number of customers is large, two people can also be responsible for the reception at the same time, usually one master and one deputy. Remember: never more than three people are in charge of reception at the same time.

When greeting customers, you can pay attention to how they come, whether by car, what car, taxi or bus, so as to judge their identity.

Arrange seats

Invite customers to sit down: "Hello, please sit here!" " "

Take the initiative to open the tables and chairs and let the customers sit down. But pay attention to gently pull the chair and try not to drag it, so as not to make a harsh sound.

Pay attention to space management skills when arranging seats. It's best to sit on the left or right side of the customer, which will help to close the distance between two people. If you sign a contract, you can sit directly opposite the customer to show solemnity.

Out of courtesy, you must never sit down before the customer sits down.

After the customers are seated, you should serve them tea first. You shouldn't make too much noise while sitting. After sitting down, don't cross your legs, and don't put your hands on the back of the chair. This is impolite.

Han Xuan

After the customer is seated, you should not rush to introduce the house to the customer, but choose to be close to the customer and understand the needs of the customer. At this time, the best way is to say hello to each other, that is, to be broad-minded.

Topic: the other party's specialties and hobbies, the other party's advantages, weather, news, and appropriate praise for customers.

Formal introduction stage

After a brief greeting, you have a certain understanding of the customer, and through greeting, take the initiative to attack in the negotiation, narrow the psychological distance with the customer, and dig out the real needs. At this time, you can choose the right house for your customers.

Understand the purchase intention

When recommending huxing, we must first understand the customer's purchase intention, such as huxing structure, area size, floor, orientation, floor, room age, total price, area and so on.

Do both sales and real estate consulting.

Personal sales attaches great importance to interpersonal relationships, and salespeople represent the interests of enterprises, but they should also pay attention to the interests of customers and think for them. Meeting customers' needs is the key to ensure the success of sales.

Avoid heavy and light, and use "negative positive method" to explain.

Some salespeople blindly say how good the house is in the introduction process, but don't talk about any shortcomings, which will make consumers feel distrust. After all, no matter how good the house is, there will be some shortcomings. If you don't say some shortcomings, consumers will soon find them. Therefore, when introducing them, salespeople should also talk about their shortcomings, but they should pay attention to learning to avoid the important and neglect the important, and should not deliberately hide their shortcomings or exaggerate their benefits, but learn to use the "negative correction method" to offset consumers' dissatisfaction. The so-called "negative correction method" is to say the shortcomings of the real estate first, and then explain it according to this shortcoming, proving that this shortcoming is not irreparable.

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