First, grasp the customer.
Understand customer needs
1, location, area, price, mortgage or not, orientation, floor requirements, decoration, when to move in and what house to buy;
Have you seen any houses in this area (or which houses have you seen before)?
3. When is it convenient to see the house, and leave a convenient mobile phone number;
4. Understand the reason for buying a house-you can't ask questions directly. For example, if the customer asks about the school district room, you can then ask, are you going to buy it for your children to go to school, and when? If you go to school this year, then such a customer is very A. Or if the customer says that his house has been sold and wants to buy a set, then such a customer will make a deal in the near future; If you think the customer is younger, you can ask if you want to get married and when. If it is this year, it is also a class A customer.
5. If the customer has high requirements on the quantity, floor and price of the housing in this community, he can immediately deny it and then recommend it to the customer to see if there are any other houses he likes. If the customer's sensory bid deviates too far from the market, then such customers don't need to follow, and they are probably junk customers, depending on the specific situation;
6. If the customer has a certain understanding of the real estate and the price and area requirements are not much different from the market, such a customer is relatively A; What is lacking is only suitable housing;
Precautions:
1. Leave two more phone numbers-if there are too few contact information, we can't contact you in time when we have a new house.
2. Be sure to expand or accommodate the customer's demand area-if the price is reasonable, have you considered houses in other lots (when you really can't find the house you want)?
3. Determine the customer's budget range-if the house meets your requirements, will you consider raising the budget? If so, how much can I raise? In fact, some customers said they would accept the total price of 2 million pounds. In fact, if there is a good house, he will accept more money. The broker's mind must not be limited by the customer's words;
4. Confirm whether the customer wants the loan and the ability to pay, and how much the down payment can be;
5. Determine whether the customer has seen the house in the required area-remember that the customer who has seen the area and knows more about the house price is the prospective customer.
6. When you need to help the customer calculate the down payment, you need to know whether the customer is buying a house for the first time.
2. Professional display
Newcomers (clothes and enthusiasm make customers trust you)
(2) taxes (business tax, individual tax, deed tax, mortgage, payment method, land transfer fee)-this is a good opportunity to show your major. Because we are originally to help customers solve their doubts)
③ The degree of understanding of the business district in which you operate, and the amount of housing information collected in major business districts (regions)-
● Introduce customers and grasp customers (instead of blindly following customers' ass).
● Learn more about the market transactions, prices and other information in the region, talk with customers after seeing the house, show their professional level and gain the trust of customers;
You should have some judgment on your customers.
Every time they say that they don't have time or look again, they only recommend customers who don't go to see them as Class C and Class D..
I am very happy to see it, but I don't like it when I see it. Every time, I was very polite, but the house and price I saw were not bad, but I didn't intend to consider it. I stopped or thought about it for some absurd and irrelevant reasons. It is difficult for such a customer to make a decision.
A. After seeing the house, communicate with the customer the reasons why the house is not beautiful. Why not? How is this house different from what you expected? Is it because of the price? You should know that the house is not perfect.
B. Always keep in touch with customers. It is very likely that the customer suddenly bought it elsewhere. Maybe you will wonder why the client told me that he only wanted a house in this lot, but he finally bought it elsewhere. In fact, customers' intentions will change with the induction of time, events, relatives, friends or intermediaries. At this time, we can only keep in touch with customers who are interested in buying houses and keep abreast of their trends and mentality.
Remember: customers only care about the house and price, and have nothing to do with feelings;