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            房地产销售话术经典大全 房地产销售技巧

            来源:www.buymbtshoesnow.com 时间: 2018-12-18 所属栏目: 房产话术 人气: 229

              房地产销售话术经典大全 房地产销售技巧

              房产销售话术决定了您是否能抓住您的顾客,怎么让客户感觉您是替他考虑,掌握一套完整的接待、介绍、成交是需要一套成熟房产销售话术是重要的,下面由个性说网给您介绍一下房产销售话术,让您一举成名。

              第一、切记见到顾客以貌取人,说话不注意。不要根据客人的衣着打扮来暗自揣测其是否能够有购买力,如果以势力的眼光和态度来对待客人,那么毫无疑问,你将会失去一个甚至他背后更多的潜在客户。

              第二、客户往往会找来他的朋友一同参与,置业顾问关键的环节就是:主动结识一同看房的人,一定要做到主动要求客户给你介绍。

              控制看房环节的要诀就是:主动、多说好话、请求指点。随身携带一个笔记本,将无法妥当回答的问题记录下来,将客户在意的要点记录下来,将客户陪同人的话记录下来。不要担心客户看到你在做记录,做记录也是对客户的尊重和显示专业性的行为。

              第三、楼盘现场看房话术,置业顾问带客户看房的路径是从售楼处到项目工地样板间。从售楼处走出来,往往就能看见同一个区域的相邻的其他楼盘。这时,除了对自身楼盘的常规讲解之外,在这个过程之中,需要注意的就是应用前面所说的“控制话术”,先下手为强,对相邻的竞争对手进行有技巧的“评判”。

              第四、化解抗性和增强吸引力的两大方法。

              在看房过程中,化解抗性的办法有两个:

              一个是用物理距离来淡化心理距离。

              另一个是重新寻找参照系,利用参照楼盘来评估项目的性价比。

              化解抗性是从消极方面来引导客户,增强吸引力则是从正面宣传来赢得项目的加分。

              看房途中,增强吸引力的方法也有两个:一是区域营销,一是生活方式引导。

              第五、不要一开始就滔滔不绝地一直推销某一种户型,这是很让人反感的做法。要认真听听客户的要求,比如是想要错层的,还是复合的,喜欢临街的,还是靠里面些的……综合这些信息,来给出符合客人要求的户型。

              以上就是房产销售话术的一些介绍,同时提醒您在介绍房产的视乎可以多说说优点,比如低层房让老年人行动方便些,高层房空气质量好些,不能对房子一些缺点隐瞒,有时候坦诚反而更加赢得客户好感,希望上面话术一生网的一些介绍对您有所帮助。

            "小编整理不易,小礼物走一走,万分感谢!"
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