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蝶变-9.打造超级店长极速成长(2)

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发表于 2020-2-21 19:41:24 | 显示全部楼层 |阅读模式
打造超级店长 极速成长(2)

课程大纲

一、新人如何快速成长,避免流失
二、如何避免瞎忙,深入了解客户需求,精准匹配房源
三、你知道,如何才能让自己有源源不断的客户吗
四、如何做好客户跟进、维护,让客户租房、买房第一时间能想起你,联系你
五、独家传授成交的核心密码,马上让你小白变大神
六、成功逼定的核心是什么
七、拒绝平庸,普通经纪人如何才能成为销冠
八、独家传授,打造冠军团队的秘密武器


第一个话题,新人如何极速成长,避免流失,大家可以思考一下,如果你是一位新人,如果你的团队新人比较多,那么如何让他极速成长?我建议:
第一点,心态非常重要。我们很多人加入这个行业,更多是为了赚钱。大部分的人他的心态是比较浮躁的,如果遇到一些挫折,如果我们没有及时的帮助他进行疏导,那么他很容易会放弃。所以我们一定要告诉大家,要大家要拥有一颗阳光积极的心态,这点非常重要。现在所付出的所有,所遇到的所有的挫折都是我们的垫脚石,在未来一定会加倍的回报我们,不要轻言放弃,拥有阳光积极的心态,这点非常重要。我们一定要让大家树立这种心态,我们在业务过程中不可能是一帆风顺的,发现问题要及时的解决问题,避免问题过夜。
我们要像倒垃圾一样,每天的清理我们内心的垃圾,让自己始终保持一个阳光积极的心态,这点非常非常重要......
第二个话题,如何避免瞎忙?深入了解客户的需求,精准匹配房源,大家可以思考一下,我们有多少人客户看完房之后说不考虑了,说不买了,电话关机。我们有很多人每天带看完之后,带看量虽然很多,但是最后还是没有成交,原因在哪里?大家思考一下为什么会这样?
那么我们如何避免这种现象出现,如何避免瞎忙?瞎忙,为什么会瞎忙?为什么有人一个月带看很多套房,但是最后就是没有成交。原因到底出在哪里?原因就出在我们没有深入的了解客户的需求,大家可以想一想,你真的了解你客户的需求吗?你配的房子是精准的房源吗?是他所想要的房子吗?只有深入的了解了客户的需求,我们才能精准的匹配房源,这点非常关键,一定是深入了解客户的需求,我们这样的话配的房子是更加精准的,更加容易签单。那么如何了解客户的需求呢?客户花多少钱买,给谁买?全款还是贷款?在哪里买?什么时候买?大家一定要深入地进行了解。大家一定要记住,我们一定要了解客户的需求,花多少钱买,什么时候买?给谁买?全款还是贷款?在哪里买?客户第一次跟我们接触的时候,他对我们还是不信任的,我们不可能立马把他需求了解得很清楚,那么通过初步的了解需求之后,第一次带看就很关键。在带看的过程中,通过这个房源,我们要进一步了解他的需求,根据他的需求再重新匹配房源。在这个匹配房源的时候,大家一定要记住,我一定要提醒大家,比如说客户说我就想要200万以内的房子,那么这个时候你在匹配房源的时候,在这个房源上面一定是上浮5%到15%。为什么要这样呢?因为客户既然能出到二百万,他出过二百零五二百一十五,他还是能接受的,如果房子好的话,还有一个原因是因为房价它是可以往下降的。如果我们按照按二百万以内去找的话,是不是二百零五、二百一十五这样的房子是不是我们错过了,我们会错过很多好的房源。这是在匹配房源的时候,大家一定要注意的......

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