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            房产经纪人必备的签约话术中介必看

            来源:www.buymbtshoesnow.com 时间: 2019-07-02 所属栏目: 房产话术 人气: 102
            签约时两大技巧方法:

            一、隔离沟通
            隔离铺垫:签约前的隔离沟通,一定要给双方一个理由?;蛘吣阕龅萌萌烁芯跛称渥匀?,否则只要感觉到顾客敏感都要有话术。
            话术:“X姐,我想双方谈价有时候会伤了和气,顾及面子也不好说,不好让我们帮您谈价,所以我想您坐这,有些话我来帮您说比较好,您说呢?”
            隔离铺垫:隔离时,把握时机和度,否则时间长了,可能因为打电话给朋友和家人等影响其购买或出售的决定,此时最好找另一名经纪人和客户寒暄。
            话术:“房东这边我再去确认一下他的资料,价格还差点,我去争取下,你先喝杯水?!?br>
            二、行销房东和客户
            思路:行销房东和客户,让彼此有好的印象,更好的感觉,建立信赖,并且让客户和房东说只找我们公司;跟房东说一定要认可经纪人,好让客户没有想继续砍价的心,让客户更踏实;让房东少说话,更不要提房子的缺点,如果说看似真诚,却影响了客户购买信心和决定。放价要有理由,要有策略。
            再次强烈给信心,就算是降价反正未来几年您也不卖,自己住肯定能涨,还有小区房子几乎都卖了一遍,房东就算卖,也不会低于他买来时候的价格出售,除非天塌下来。铺垫合同,销售合同,最后能把其他公司的合同拿来比较。
            铺垫房东同行干扰:签约之前一定会有中介给您打电话,说有高价客户,就要定您的房子,平时怎么没有这样的客户,只要您要卖房子就出来好多,这都是同行之间竞争,您不要相信就可以了。

            签约常见话术应对:

            1、客户要求用自己的合同或者是要求修改合同
            A.XX先生,我们所采用的合同是北京市建委统一使用的合同版本,是经过建委、工商局、中介协会共同协商最终才确定的,目前北京市二手房交易全部都采用这种合同范本,网签也使用这种版本的,肯定不会有问题的,这一点您就放心好了,而且作为第三方我们是专门确保双方交易安全的,所以我们在总部设有专门的法务部,都由专业律师组成,在这方面我们甚至比您想的还周到,这一点您放心好了!
            B.这是格式合同,您改了就无法网签了,没网签就无法交易过户。

            2、客户要求我们承诺税费
            XX先生,我理解您的心情。但因为税费是国家收的,都由国家政策来决定的,不过请您放心,我们肯定会按照最低申报给您报的,这样的话您以后有朋友买房子卖房子还会再找我们呢,您说呢?

            3、房东提出先给钱再过户
            我们刚才跟您讲的二手房交易流程是最正规的,对双方的安全都是有保障的。其实按照正规的流程来走,跟您的意思差不多,具体我们是这样来做的:客户把房款打到您银行的账户上,银行将这笔房款冻结起来,客户拿不回去,您也不能支取。待客户拿到领证通知单后由银行会在两个工作日内放款,您就拿到您全部的房款了。没有问题的,现在的交易都是这样来操作的,既安全又能让双方都接受。

            4、房主不接受贷款怎么办?
            客户向银行贷款,银行是一次性给您的,所以不管是贷款还是一次性,您都是一次性收钱,一次性可能需要一个星期,贷款基本也就要半个月您也就收到钱了。首付款和银行的贷款是同时到您账户的。现在有一个客户能接受价格,您就卖给他就好了,您要是再等几天卖,也和贷款收钱的时间差不多了。而且即使您找到一次性的,客户要跟你砍不说,筹钱肯定也需要时间,谁家也不会把好几百万放在卡上啊。

            5、房主不收定金怎么办?
            不收定金客户就没有违约责任,您得不到一分钱赔偿。而且他会拖着您,您要是卖给其他人了他还有权利起诉您,打官司谁能赢不说,但是期间您肯定交易不了,而且还耗时间耗精力,对您没有任何保障。现在房价这么高,比您这套便宜的房子也有几套,他看中您这套了我就没再给他推别的。其他公司都在推便宜房子,明天其他公司给他推一套便宜的,他觉得这套买贵了不想买了,您怎么办?

            6、房东说:我不同意低申报
            答:1、其实您完全没有必要担心,因为北京都是按这税价交税的。北京市所有的房产交易都是这么做的。这也是建委给的地区指导价。2、如果您这边真的要按成交价交税的话,按规定交易产生的个税和营业税是由房东来交的,您说这又何必呢?

            7、贷款我自己办,不用你们
            答:XX先生,我们合作的银行很多,您可以任选。而且我们是长期合作,所以办理手续能相应快些,从而保证效率。如果您需要还可以评估价高些,多贷点。最重要的是房东希望用我们的合作银行,他认为其他银行不能保证安全。我们作为中介方也有义务保证双方如期拿到房子的同时也如数的拿到钱,您说是吧?

            8、物业费我不交?
            答:在物业交接前,房子是您一直在使用,所以,物业费就是您交的。

            签约完:
            1、客户:您最近是不是接到很多说您买贵了房子的电话,那都是其他公司瞎捣乱,估计说的,不要去相信。
            2、房东:您最近是不是接到很多说您房子卖便宜的电话,那都是其他公司故意捣乱,让您心里不舒服。
            3、恭喜双方,发短信跟进
            4、告诉买卖双方,过几天您一定会打电话来感谢我的,增强信心,并且要持续让同事以第三方的身份跟房东和客户打电话,稳定双方。
            5、签约完后要学会降低双方期望值:对于贷款的情况再铺垫下房子评估价、面签时间、客户的资信、解抵押时间等(如果签约前铺垫,可能会导致客户不签约)
            "小编整理不易,小礼物走一走,万分感谢!"
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