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            房地产客源搜集经典话术

            来源:www.buymbtshoesnow.com 时间: 2019-05-09 所属栏目: 房产话术 人气: 172

            1、网络

            A:网络上的客户问房子现在还有没有,无论有没有都要说有。然后斡旋,具体话术如下:

            1)话术:业主出差在外地,过几天回来就能看,放逐一回来我第一时间通知您看房,您的电话13……(顺便留下客户的电话)

            2)话术:现在真有客户和房东谈着,我就问问谈的怎么样了,然后给您回话,您的电话13……(顺便留下客户的电话)

            B、说明房子情况,问看完后能否马上就定,看房特别不方便,提高珍惜度,了解买房的诚意度。

            话术:XX先生,这个房子是非常稀缺的户型性价比超值,已经有两个客户下定金了,房主从浙江赶过来呢,要是您感兴趣我再争取下看能不能看房,看好的话您可以定这个房子。(非常坚定的语气)

            C、思路:告诉他现在有好多客户正在看,让客户马上过来看,试探诚意度,如果真的过来就假谈,告诉他有客户看的差不多了催他快点,再告诉他正在谈,客户到了让他等结果,这样既能试探诚意度,又能提高珍惜度并且还能与客户见面,让他对自己印象深刻,还能彻底了解需求。

            话术:XX先生,您打这个电话真是太巧了,现在已经有四五个客户正要去看房,您马上过来,这个市场好房子不等人的,我建议您方便的话就带定金,看好了就马上直接定下来,我在这等您!

            D、 思路:就是说房子在,现在很多客户在看,叫他马上过来看。如果客户过来了,就说房东已经被别的公司公司叫走签合同了,然后和客户建立信赖,引导别的房子。 话述:XX先生,咱们来的稍晚了一些,我们一直在留房主,可是房主没看到客户也不愿意多等,就被别的公司叫去签合同啦,XX先生真不好意思!您稍等,我再带您去看几套不错的户型。

            E、 思路:如果房子没有了,就说房子还在,但是房子有缺点,斜顶,有遮挡,没有产权证并要求全款,先稳住客户,在推荐其他的房子。

            话术:XX先生,这个房子还在,不过和您说实话,这个房子有个窗户是有遮挡的,价格虽然便宜但只业主要求客户能一次性付款,我倒是还有几套比这个好些的,我还是带您看那几套吧,您看您今天下午5点您方便过来吗?正好可以看房。

            F、思路:坦诚交代,说网络上的价格是给业主看的,因为最近市场太好,业主经常涨价。具体房子的情况,要客户过来了解。

            话术:XX先生,和您说实话吧,网上的那些报价都是给房主看的,最近市场太好导致房主经常涨价。我建议您还是过来看看,我帮您详细的介绍这边房子的情况!

            2.上门接待

            1),橱窗的房源没有及时更换。

            A.话术:现在房源卖的太快,橱窗房源的更新速度跟不上现在房价的上涨速度。(思路:体现现在市场火爆,很多房子刚出来就被定了)

            B.思路:直接推荐性价比高的房子。

            话术:XX先生您好,我们刚刚新出一套~~~(介绍超值房子)

            C. 思路:告诉他有这套房子,但看房不方便,让客户留下电话,约好了给他电话。

            话术:XX先生,这套房子昨天刚刚看完,房子非常不错,(可以适当的描述内部),只是今天没有提前约房东,所以暂时还看不了,这样吧,我晚上约好房东后给你电话(或短信),您的电话是13~~~~

            2),客户不留电话

            A. 思路:要说房子非常好,只是看房时间不好确定,尽量要留下电话,一旦约好第一时间通知他。

            话术:XX先生您不知道,这套房子是我们的主推房源,全公司的经纪人都在带客户等着看房呢,只要我这边确定好看房时间,我第一时间通知您,您的电话是13~~~

            B. 思路:讲故事,上次也有个客户,没留电话,但过了两天就出了一套特别好的房子,第二天就卖了??擅还教焖透业缁?,告诉他此时很懊恼。

            话术:XX先生,买房子这事是大事呀,您不知道,上次我一个客户想要看房,结果他光给我一个家里的座机,第二天出来的好房子就是他想看的,结果联系不上,最后那个客户打过来知道房子被卖了后,很是懊恼,现在这市场说不准哪天就出来个好房子,我看您还是留个电话吧,要是您不方便我先给您发个短信,您的电话是13~~

            C:思路:告诉客户我们是一对一的服务,不会泄露号码给其他公司的。

            话术:XX先生,您放心,我们是做中高端服务品牌的,对客户都是一对一服务的,绝对不会出现私自泄露客户资料的情况。

            (3),客户上门具体的问一套房子的价格或情况(那说明已在外中介看过此房)

            思路:报底价或更低的价格,取得客户的信任。然后再深入了解是否喜欢这套房子。从而现场促成,例如:客户说你们这有...(描述房子的具体情况)样的房子吗?现在房子的底价是多少?

            话术:XX先生,您说的这套房子我们也有,而且房东和我们店里的小刘关系非常好,最早也是在我们这边卖的,现在其他公司都打听到这房,但是房东和小刘说,没事我给其他公司报的价格都比较高,你就专心给我卖就好了。大哥,这房子现在的底价是100万,(一定要比别的公司报价低个2、3万)房东说看好了就能谈,我感觉大哥很有诚意,要不这样吧!我们现在把房东约来,咱们和房东见面谈谈,房东见到我们小刘带的客一定很好谈!XX先生您先到里面休息一下。

            "小编整理不易,小礼物走一走,万分感谢!"
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