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            房地产销售话术 让客户无法拒绝的四个办法

            来源:www.buymbtshoesnow.com 时间: 2018-12-18 所属栏目: 房产话术 人气: 405

              房地产销售技巧和话术 让客户无法拒绝的四个办法

              1、房地产找不到客户群怎么办呢?

              线上拓客:

              1.线上拓客分为电话销售,和网上拓客两种。电话多打,话术准备好,在内容上懂得包装自己,比如从业时间多少年,做过什么项目,业绩如何,精通哪一方面,可以给客户提供某些的增值服务等等

              2.在论坛内留下QQ群号,QQ群的名字就是本项目意向群(及时提供项目最新信息,专业销售团队专业分析某某区域价值,每天早报等等增值服务)

              线下拓客

              1. 搜集业主资料,看看业主上一个居住集中的地方,然后去针对性小区或者小区附近的超市,广场,人流多的地方发传单或者摆放展位

              2.搜集业主资料,看看业主都是从事什么行业,然后是否能在业主工作单位内组织集中宣传演讲或者组织团购

              3.在项目附近的企事业单位去谈团购合作

              4.在竞品楼盘附近找客户

              5.向公司老业务员最人情,请教哪一种来访渠道最有效

              6.调查客户实力,看是否可以从保险,金融,理财,竞品楼盘买客户号码

              7.做领导人情,有些大客户或者关系户都是直接和领导接触

              8.回访业主,拉近客情关系,让老客户推荐朋友来看房

              2、房地产见不到客户面怎么办

              见不到客户面=客户放鸽子或者客户不想来看。

              1、电话邀约后,客户表面热闹,但实际响应不积极,总是被放鸽子,这个销售困境的本质是话术不行,打动不了客户。

              话术 + 增值服务 = 无往不利,话术要反复打磨,实战中不断提升,好,看我下面举的例子,看完就更清晰啦:

              小D同学在杭州卖期房,

              我准备两个销售话术版本:

              版本1、王总,前几天我专门为您物色了一套房,那景观很棒,站在前阳台上无遮挡,能眺望到……可惜,您太忙,这套房子前天被人订走,昨天我不甘心,又跑到楼上走了一圈,给您物色另外一套房,那景色也很棒,但下手可能要快点,我有点小担心。(销售话术 www.buymbtshoesnow.com)

              光有这套话术还不够,我们还要为客户做一点增值服务。比如,爬到为客户选定的楼层去拍照,包括远眺风景和低头看小区景观的照片,有图有真相,既表明咱们做事认真,是在真诚服务客户,又是吸引客户过来的好说辞。

              版本2、王总,您好,最近股市很火爆,根据以往经验,股市火爆后房价也要跟随大涨,最近杭州的××楼盘价格上涨××元,××楼盘价格上涨了××元……据内部消息,最近我们高层也在商讨楼盘价……我有个小担心,所以提前通报一声,对了,央行给银行定向投放1.5万亿元资金,相当于两次降准,行内预测房价又将上涨……

              现在,客户听完这通电话,他还会毫不犹豫挂掉咱们电话吗?多少也有一些兴趣了吧,有兴趣就好办,为咱们登门拜访创造了有利的局面。

              2、设定时间节点,及时跟进。比如:周二电话邀约来访,周四回访确认,周五再次确认来访时间。如果客户放鸽子,那么模糊销售主张,再次邀约

              3、准备项目资料,主动送到客户面前,简单介绍项目,并在此邀约请至项目现场参观

              4、发短信,周末愉快短信和项目的最新活动(售楼处开放或者样板间开放或者项目举办活动)

              5、上门就送小礼物利(利益驱动)

              6、给客户每周发房地产行业笑话,客户所在行业笑话(检测一段时间,不行就放弃)

              3、房地产见面不知道说什么?

              1,准备10-15分钟的话术(客户第一次来售楼处会有紧张感, 话术:您好,欢迎参观,我是您的置业顾问XXX,既然来到这就是我们有缘分,买不买都没关系,我先给您介绍一下)

              4、搞不定客情关系怎么办?

              搞不定客户请关系=客户不信任你=陌生感

              等问题来找和客户有关联的东西,或者尅编故事:

              如:上周我有一个客户来买了140平米的房子,他和您一样做XX生意的,他说会推荐朋友来买,说的就是今天,您一进来我看着就像是,而且你们选的户型和他那个朋友的一样,您就是他的哪位朋友吧?

              客户回到:不是的,我不认识他。

              “看来英雄所见略同,你们是同行,眼光也是独特的,你们看中的户型都是我们这最畅销的”

              从客户的爱人,孩子,老人入手做人情。他孩子多大?生日?老人的年龄?生肖?客户的个人爱好?等等都可以对客户攻心,

              每周2次的短信问候,周末愉快和平时过节(持续3个月以上),客户爱人喜欢的明星,能送去签名海报吗? 客户孩子生日能送玩具吗? 客户生日能送蛋糕吗? 客户父母能送保养的东西吗?

              搜集客户资料,麦凯客户,三大攻心术,填写麦凯66的表格,里面的东西都做到,那么进攻客户还难吗?针对客户做对客户的信息搜集,简历档案,知道客户再说很么时候对什么事情比较有兴趣,通过这种个性化的服务培养客户对公司的忠诚度。

              老业主就需要长期定时的打电话问候,如果公司有政策的话可以申请点资金,请老业主吃饭或者送小礼物,加强业主的粘性,而从实现老带新效率。

            "小编整理不易,小礼物走一走,万分感谢!"
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