On rhetoric of real estate geomantic omen
(1) Prepare for war
(2) Receiving customers
Most potential customers can be divided into three categories:
1, pedestrian
May occasionally pass by, get information, see real estate, or surrounding residents. You can try to know where he is from first. If the surrounding residents come to see the house on the spot, such guests are likely to be real buyers and must not be ignored. He must have come with substantive questions. You can understand his needs by comparing this project with what he saw.
2. Advertising audience
This kind of customer has seen the advertisement and has a certain understanding of the project. Most of them come with interest and questions, but they are also interested potential customers. For this kind of household, trying to solve his doubts and arouse his interest may be only one step away from the customer's settlement.
3. Introduction (company/friends/relatives/other customers)
This kind of customer not only has a considerable understanding and interest in the property (because his relatives and friends have introduced it), but also some doubts have been lifted by their relatives and friends. What they need is to see clearly and confirm their own judgment. This kind of customer is a logical conclusion. If you add1c, it may boil. Just be careful not to be self-righteous or rock the boat.
(3) Introduce real estate
-Read relevant materials to learn about the company's products.
-Before contacting customers, you must greet them politely: "Hello! Welcome. " And asked him if it was his first time. From the customer's question and answer, you should be able to judge which type it belongs to, and you can handle it flexibly in different ways accordingly.
(4) Visit
-let customers be interested in seeing the house, and customers who don't see the house will not settle down.
-register before the visit, but if the customer fails to register first, he can make it up after the visit.
All visits must be accompanied by a sales representative.
-Try to be close to the customer's side, giving the customer a spacious feeling, so as to answer the customer's questions at any time.
-Tell all the benefits of the project when appropriate.
(5) Customer negotiation
-Don't gush about your "high opinion", be able to observe words and feelings, and adopt different methods for different customers.
-Answer customers' questions at any time, and let customers express their opinions first if possible. Listening is not only a respect for each other, but also an effective means to understand the real needs of customers.
-Don't run away from the problem or resist it, but face it directly. Eliminating customers' doubts is equivalent to strengthening customers' determination.
Try to answer the guests in an accurate and affirmative tone. The data in some places are the most convincing.
If you don't know the answer, explain it to the customer in a polite way. You will find the answer for him, don't go beyond the scope of commitment.
(6) reach an agreement
-Seize the moment when customers are tempted and make them settle down. You don't have to be soft-hearted, and you don't have to worry about their immaturity. It should be noted that many customers are precipitated under the condition of "impulse", and maybe they will "change their minds" after customers calm down.
-Give customers a sense of urgency and naturally create a "tense atmosphere". At this time, the cooperation between colleagues may receive unexpected results.
-Even if it can't be solved immediately, leave a clue (such as phone number or address) for follow-up.
(7) Collect the deposit
Not every customer has enough cash to settle accounts. If the other person is hesitant because of lack of cash, you can help him solve it. You can advise him to make a temporary deposit in cash, book the room number first, buy an opportunity, be more practical, and give him some time (according to the company's regulations) to prepare a supplementary deposit.
-Issue deposit receipts. For the temporary deposit receipt, be sure to indicate the time limit for making up the deposit, so that customers can answer, otherwise unfair transactions will occur.
(8) Sign the subscription book
-Don't make mistakes, or you may get into endless trouble, so ask your colleagues to check for you.
-When the customer has special requirements that need to be written in the subscription book, try to persuade him to give up and ask him to understand first. If not, he should consult his superiors before making a decision, and never make a commitment beyond the scope by himself.
-After signing the subscription form, fill in the transaction client file form and transaction registration form, and then submit the subscription form to relevant personnel for preservation.
(9) Collect the down payment (or full payment)
-You must know the time and amount of your customers' first payment (or full payment) (you can use the transaction registration form to inform your customers in advance how to handle it, especially to remind them to pay attention to safety.
(10) Sign a sales contract
-Remind customers of relevant precautions (if you bring all the information, the parties need to be present in the case of joint names; If you entrust others, you need to issue a notarized power of attorney.
(1 1) invoice buyer
-Abide by company regulations.
(12) Assist in handling bank mortgage.
-You can give the customer a written notice in advance (for example, when signing the subscription book), indicating the fees and materials that the customer needs to pay when handling the mortgage, so that the customer can make preparations in advance so as not to delay the time.
(13) after-sales service
Don't think that the transaction has been completed so far, which means that you don't attach importance to old customers. You know, old customers are likely to bring you new customers. It would be a pity if you lose the trading opportunity because of your carelessness! Even if old customers don't introduce new customers, after-sales service is their duty.
(14) sales file management and data statistics
-We should summarize and sort out the information of customers, and through the statistical analysis of previous data, we can have a clearer understanding and understanding of the market and improve our business level.