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房产经纪人:为什么你的客户越来越少?

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发表于 2020-2-12 16:51:22 | 显示全部楼层 |阅读模式





1、准备不足


在接待的客户的时候记不住客户的需求;带看时也不对房子进行进一步了解,导致介绍不足分;拜访时客户资料准备不充分……都属于准备不足的一部分,这是房产经纪人的大忌,无论什么时候,都必须要仔细了解资料和流程,以防万一漏下。


2、沟通时说不到重点


和客户沟通的时候是十分重要的,因为这可以挖掘客户的需求,向客户推销房源的最好时机。如果在这个时候,房产经纪人老说一些废话,或者一些无关紧要客户不关系的话,时间一长,客户可能再也不想和你沟通了。要记住,珍惜每一分钟与谈话的机会,提高销售效率。


3、隐瞒房源的缺点


这属于个人品质有问题,很多房产经纪人为了尽快卖出房子,故意隐瞒房源的缺点,虽然可能赚下了佣金,但同时也是在败坏自己的口碑。房产销售讲究的是一个长期买卖,不能贪一时的利益,要知道如果服务好了一个客户,就意味着多了一个开拓客户的渠道,你得到的将是数不清的客户!


5、言而无信


没有任何一个客户会和没有诚信的销售合作的,所以如果承诺客户的事情没有做到,那就是没有诚信。所以在交易过程中不能为了成交就胡乱答应客户的要求,尤其是涉及谈价和中介费更要慎重,但是一旦承诺,就必须履行。


6、不积极主动


缺乏活力和热情的房产经纪人是客户所不喜的,尤其是如果总是客户问什么才答什么这种经纪人,更是让客户所不喜。买房和其他的销售有些差别,因为客户恨不得了解所有楼盘的信息才最安心。并且如果自己不积极主动的话,很不容易沟通出客户的需求,这样不仅不能给客户推荐符合心意的房源,也不能在介绍房源的时候切中客户的痛点。


7、忽视客户的需求


没有人会喜欢别人忽视自己,所以如果房产经纪人故意忽视客户的需求和观点,比如客户想要三室的房子,但是由于自己没有合适的房源,便给客户极力推荐两室的房,还说三室不好,两室才最合适之类,就很容易引起客户的反感。


8、直接反驳客户的观点


如果对客户的对客户的看法相应不理,甚至一概否决,也是非常让客户厌恶的行为,一定要多加注意。尽量要委婉的吧客户的观点引向自己的观点上去,就算客户的观点是错的,也不要直接的反驳,而是应该选择委婉一点的话术,比如“您这么想也是有道理的,但是呢,其实在实际操作上是不可行的,因为……”

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