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房产经纪人自述:我是这样破解客户拒绝看房的!

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发表于 2020-2-12 17:03:37 | 显示全部楼层 |阅读模式
现在一出门,几乎到处都有房地产中介的门店,竞争十分激烈,天天都在打电话约客户看房。很有可能你无论怎样约不到的一个“我很忙的”购房客户,一不小心却被别人约走跑到别家地产看房成交了,这让很多带看的业务员难过懊恼不已。他们不知道,“我没时间”,仅仅是客户的托词。

那为什么有的业务员总是能把客户约出来呢?不是因为他们自身靓丽帅气,而是他们了解客户心理,能够满足客户心理需要,更懂得如何应用到与客户的电话沟通中。不懂得约客户的人,往往客户一开口“我没时间”就像霜打的茄子马上泄气了,而真正的高手却懂得利用言语激发客户的看房兴趣,成功实现带看。


我们看看从业五年的二手经纪人老刘是如何约客户张先生过来看房的

:您好,是张先生吗?
:我是。哪位?
:张先生,您好,我是前天带您看房的XX地产的刘XX。您现在方便讲话吗?
:现在还好,你说吧,什么事?
:是这样的,昨晚刚放出来一套房子,我刚去看过,房子条件不错挺符合您需求的。您也知道最近很多业主反价,不过这套房子的业主是诚心要卖的,和我关系也不错。这不,我第一时间给您电话。下午您有没有时间过来看房,业主明天要出远门。
:是我上次看过的那个小区吗?
:是的,还是上次看过的XX花园,户型方正,客厅出阳台的那种。(客户喜欢户型方正,客厅正出阳台
:价格怎样?
:业主报价XX万
:还可以谈吗?
:您还是先看看房吧,看得满意,我再去问问业主,您也知道现在是卖方市场,业主很反感中介压价的。
:可是我下午还要上班,走不开啊,跟业主说下看能不能改天(纠结。。)
:张先生,这个业主很难约到的,在外地难得回来一次。刚好今天有事过来,难得开次门。您听,同事们都在约各自的客户(制造紧张氛围)。您最好抽空过来看看,机会难得。
:这样的话,那我下午不是要请假?(客户有点心动了
:张先生,这房子您下午要是不来看看,就太可惜了。(再加一把火)好房不等人,我是无所谓,但是错过这套您以后千万别后悔啊!(利用害怕潜在损失的心理)如果可以的话,我建议您请假过来看看。(主动邀约看房
:这样啊,那我下午请假过去看看。
:好,那下午两点半,我在店里等您。
:好,到时候联系。

小编说我们看老刘就是因为准确把握住了客户担心潜在损失,错过绝佳户型的心理成功邀约客户前来看房。带看决定成交,成功的约看是成交的前提,带看越多业绩自然也就越多。

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