Sell houses, skills and words.
The skill of selling a house is to put the most important selling point in front, form the trust psychology of customers, listen carefully to what customers say, learn to describe life, make good use of characters and have a bright ending. If you do this well, the sales volume should not be too bad.
1, put the most important selling point at the front.
According to sales psychology's theory of first cause effect, the selling points first introduced to customers will get the most effective effect and be deeply impressed. Therefore, the most obvious selling point of real estate should be put in front.
2. The formation of customer trust psychology.
Only trust can be accepted, and trust is the basis of real estate sales skills. Trust can be divided into trust in real estate and trust in people, and both cannot be neglected. Everyone should learn some skills on how to prove the sales of products.
Step 3 listen carefully
Don't talk about customers as soon as you see them. Listen to them first, understand their thoughts, especially learn to ask sales questions and open their hearts, and then know what to say.
4. What do you say when you meet someone
Although they all buy houses, the motives and concerns of customers are different. People who live in houses pay attention to comfort, investors pay attention to appreciation, and people who buy for their children pay attention to the educational environment. Don't copy the prescribed real estate sales methods and see what others say.
5. Trust your house
Every house has its advantages and disadvantages. You must not distrust your own house because of its shortcomings. If you don't trust your house, your confidence will be insufficient and customers will notice. Treat the house as your own child, and the child will always be your best. With this kind of mood, you will do well. This is an important real estate sales skill.
6. Learn to describe life
Many salespeople are used to introducing real estate in a dry way, such as what, how big and how big the area is, so it is difficult to stimulate customers' enthusiasm for buying. It is necessary to use the sales skills of image description to draw a wonderful scene of the customer's stay in the customer's mind and let the customer be infected.
7. Make good use of numbers
Although the numbers are dry, they have a convincing magical effect. Memorize all kinds of data of real estate and introduce them to customers casually, which can not only make customers believe in your real estate, but also make customers believe that you are professional. This is not inconsistent with the final real estate sales skills.
8. There should be a bright spot at the end.
Put the most important thing at the beginning, but don't ignore the end. Can't anticlimactic, because there is recency effect, what customers finally hear will leave a deep impression on them. You can put some unimportant things in the middle and leave some bright spots at the end, which will suddenly make customers full of fragrance and excitement. After your introduction, customers should have the passion to buy. Real estate sales skills and words are like writing an article, like a phoenix head, a pig belly and a leopard tail.
What are the sales models of real estate agents?
1, the real estate sales agent has been directly facing the market for a long time and has rich experience. Can quickly grasp the type required by each customer, and is very familiar with all aspects of the real estate. Can well grasp the professionalism of the market and promotion.
2. There are many real estate sales agents, and a lot of information can be collected from the market, which comes from actual information and constitutes the customer resources of a real estate sales agent. Rich customer resources and effective development can increase turnover.
3. Because the real estate sales agent has its own team. Team members conduct sales and training from time to time to improve their sales skills, and each team member is constantly improving his sales knowledge.
4. Every link of real estate sales, including marketing planning and publicity, needs profound professional knowledge. Another point is that in terms of sales, the agency will have more advantages and have great experience in the implementation of contract-related matters.