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Real Estate Sales Training Super eloquence: real estate sales staff and customers to communicate instances of 72(Chinese Edition)

WANG HONG

ISBN 10: 7115232911 / ISBN 13: 9787115232915
Published by People Post Press Pub. Date :2010-07-01, 2010
New Condition: New Soft cover
From liu xing (JiangSu, JS, China)

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Language:Chinese.Author:WANG HONG.Binding:Soft cover.Publisher:People Post Press Pub. Date :2010-07-01. Bookseller Inventory # 801387

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Title: Real Estate Sales Training Super eloquence: ...

Publisher: People Post Press Pub. Date :2010-07-01

Publication Date: 2010

Binding: Soft cover

Book Condition: New

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Synopsis:

《房产销售人员超级口才训练:房产销售人员与客户的72次沟通实例》是一本提升房产销售人员沟通能力的有效工具书。书中内容涉及房产销售过程中的售楼热线接听、客户来访接待、需求挖掘、房型推介、带客户实地参观、异议拒绝的处理、客户的跟踪跟进、签约促成、售后服务等各个环节,通过72个情景呈现,详细阐述了房产销售人员与客户沟通中需要用到的各种技巧。《房产销售人员超级口才训练:房产销售人员与客户的72次沟通实例》适合房产销售人员、销售经理以及销售培训师等使用。能说善问,抓住客户心理话到单来,赢得冠军业绩情景对话,展示沟通技巧练好口才,轻松赢得订单情境不同话不同,说好拿单才轻松类似的情景你肯定遇到过书中的沟通你是否尝试过生动的销售情景,实用的口才技巧不一样的沟通方法,不一样的销售业绩房产销售人员带客户参观现场后,要想将客户请回销售中心继续进行洽谈和促成,就必须针对客户的实际情况,提出一个能带给客户利益,并足以吸引对方的理由,常用的方法有以下几种。1.带领客户参观前,房产销售人员可以提示客户将非贵重物品存放在销售中心,这样在参观之后可以顺理成章地带客户回到销售现场。2.针对客户在参观中表露出来的兴趣点与关注点,房产销售人员可以提出销售中心有更多对客户有利、有用的信息、资料、物件等,从而引导客户回到现场。例如,客户参观样板房时提到很想有个书房,房产销售人员则可以说"我们有一套房设计有专门的书房,销售中心有这种房型的模型和效果图,我们回去看看好吗?"或者"这套样板房我们一共做了八套室内设计方案,正好有一套方案是有独立的书房设计的,我带您回去看看好吗?"3.如果客户对房于比较满意,只是在价格上有些犹豫,房产销售人员可以提议回销售中心为客户列出详细的付款方案及费用明细,或者请客户回销售现场了解促销优惠方案。房产销售人员可以这么说"我们回销售中心,我给您算算详细的费用吧。"或者"我们开盘推出了三种优惠方案,您跟我回销售中心,我给您详细介绍介绍吧。"4.从关心客户的角度出发,邀请客户回销售现场,例如,"今天天气太热了,您走了这么长路,累了吧,我们回销售中心歇一歇吧,那里提供了水果和冷饮。"或者"大姐,您穿高跟鞋,脚痛不痛啊?我们回销售中心坐一坐吧。"......第1章热线接听引面谈1情景1留下完美第一印象3情景2解疑答惑有方有寸5情景3巧问客户资料信息7情景4介绍卖点提升兴趣9情景5邀约面谈创造机会12情景6再度邀约彰显诚意15情景7结束通话把握细节17第2章巧迎客户建好感21情景8客户在销售中心外犹豫徘徊23情景9客户对房产销售人员爱理不理26情景10客户说"我就是随便看看"29情景11客户看了一圈转身打算离开31情景12客户仔细查看户型资料、模型33情景13客户开门见山直接询问价格36情景14客户考察看房之后再度光临38情景15特殊客户应当给予特殊关照40情景16高峰时期同时接待多位客户42情景17同行踩盘时要善应对多提防44第3章需求挖掘促销售49情景18全面掌握客户的信息51情景19挖掘客户购房的需求54情景20探询客户的购房预算57情景21了解客户的决策情况59情景22判断客户的市场认知61情景23让客户需求快速升温64第4章房型推介满需求69情

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