First, the product introduction is not detailed.
Reason: 1, unfamiliar with the product. I don't know about competitive real estate. 3, superstitious about their personal charm, especially young female employees. Solution: 1 You should study hard and really understand and read all the information before the real estate is sold publicly. 2. To enter the sales field, you should know more about specific products according to the surrounding environment. 3. Speak more and practice more, and constantly modify your own words. 4. Ask old employees and department heads at any time. 5, the correct sales concept, clearly let customers know their proper scale, housing sales is the ultimate goal.
Second, arbitrarily agree to the customer's requirements.
Reason: 1, anxious to close the deal. 2. Individual customers with ulterior motives are induced. Solution: 1 Believe in your own products and your own abilities. 2. Really understand the company's regulations, and ask the site manager for instructions for unclear questions. 3, pay attention to identify customer conversation skills, pay attention to grasp the key factors affecting customer transactions. All the contents written in words and included in the contract should be carefully checked. 5. It should be clearly stipulated that if losses are caused beyond personal responsibility, the individual shall bear full responsibility.
Third, there is no customer tracking.
Reason: 1, the scene is very busy and there is no leisure. I think customer tracking is invalid. 3. There is not enough coordination between salesmen, and the same customer is afraid of repeated tracking. Solution: 1, set a designated time every day, establish customer files, and classify them according to the possibility of transactions. 2. According to the listed customer list, we coordinate and actively follow up. 3, telephone tracking or personnel visit, should think about the reasons and wording in advance, so as to avoid customer boredom. 4. Track records daily, analyze the factors considered by customers, report to the site manager in time, and discuss ways to persuade each other. 5, try to avoid telephone lobbying, it is best to invite to the scene, you can fully borrow various props, in order to improve the transaction probability.
Fourth, they are not good at using live props.
Reason: 1, I don't understand, and I'm not good at using the promotion function of various on-site sales props. 2. Superstition in personal persuasion. Solution: 1 Understand the auxiliary role of on-site sales props in explaining real estate. 2. Ask more questions and practice more, and use business cards, posters, instructions, light boxes, models and other sales props correctly. 3. Create a scene atmosphere and pay attention to teamwork.
5. Dissatisfaction with the bonus system
Reason: 1, self-awareness, not paying attention to teamwork. 2. The bonus system is unreasonable. 3, sales site management is wrong. Solution: 1 Emphasize teamwork and encourage * * * to make progress together. 2, solicit opinions from all parties, formulate a reasonable bonus system. 3. Strengthen on-site management to avoid artificial injustice. 4, individual black sheep, resolutely remove.
Sixth, customers like it, but they are slow to make a decision.
Reason: 1. I don't know the product, and I want to compare it again. 2. Choose several units at the same time and hesitate. I want to pay the deposit, but I don't have much money with me. Solution: 1 Explain the customer's problem in as much detail as possible. 2. If the customer visits twice or more and knows the product like the back of his hand, the pressure will prompt him to make up his mind early. 3. Narrow the customer's choice and confirm one of his choices, so as to conclude the contract as soon as possible. 4. No matter how much the deposit is, it is determined whether it can be paid; If it is convenient for customers, they should collect the deposit at home. 5. Suggest that other customers are also interested in the same unit, or that the price of the house will be adjusted soon. Make a decision early and make up your mind early.
Seven, after the decision is made, it is too late to sign the contract.
Reason: 1. I want to delay the payment by signing the contract late. 2, busy, intentionally or unintentionally forgotten. I began to hesitate about the house I decided. Solution: 1, set a time, agree on the signing time, and violate the fine. 2. Communicate and contact in time to remind customers of the signing time. 3. Sign the contract as soon as possible to avoid complications.
Eight, back or back.
Reason: 1, influenced by other property sales staff or people around, hesitant. I really don't like it. 3. Due to financial resources or other irresistible reasons, it is impossible to continue to fulfill the promise. Solution: 1 Understand the reasons why customers withdraw orders, study the ways to recover them and find ways to solve them. 2. Affirm the customer's choice and help eliminate interference. 3. Check out the house according to the procedure, and both parties shall bear the liabilities for breach of contract.
Nine, one room and two sales
Reason: 1, failed to reply to the sales control, and the cooperation between the site manager and the sales staff was wrong. 2. Salespeople are negligent and will make mistakes. Solution: 1 Understand the cause of the matter and the responsible person, and then deal with it separately. 2. Explain clearly to the customer first, put a low profile and be tactful. Please forgive me. 3. Coordinate customer changes and give appropriate discounts. 4. If the customer does not agree to change the account, report to the company's superior for approval and double the deposit. 5. Be sure to solve it on the spot and avoid going to court.
X. preferential discount
(a) Customers repeatedly ask for discounts.
Reason: 1. Know that previous customers have discounts. 2. The salesperson is eager to close the deal, implying a discount. 3. Customers have the habit of discount. Solution: 1, stand firm, insist on product quality and reasonable price. 2. Leave enough counter-offer space for price setting, and set up several discount spaces for inspection by sales site managers and personnel at all levels. 3. Most of the reserved discount space is still controlled by front-line sales staff, but we should pay attention to gradual concessions to let customers know that counter-offer is inappropriate and prevent endless counter-offer. 4. If you suggest a discount on the transaction, you should master the discretion, and don't let the customer plunge into thousands of miles without specific actions. If the customer really has difficulties or sincerity, he should provide a reasonable discount. 6. The more the deposit, the better, and it is easy to take the initiative in price negotiation. 7. Take care of customers who enjoy preferential treatment. Please don't advertise the discount because the specific situation is different.
(2) The discounts between customers are different.
Reason: 1. Customers are relatives, friends or related customers. 2. Different sales stages have different discount strategies. Solution: 1, internal coordination and unified discount giving principle, unified explanation of special customer discount. 2. The quotation and price list for customers shall indicate the effective time. 3. Try to understand the specific reasons for the customer's objection and try to meet the reasonable requirements. If you can't meet the customer's requirements, please patiently explain why there are different discounts. Please understand. 5. Be firm in attitude, but tactful in tone.
XI。 An error occurred while filling in the order.
Reason: 1, the salesperson made an operation error. 2. The relevant regulations of the company need to be adjusted. Solution: 1 Strict operating procedures, strengthen business training. 2, soft appeal, even through appropriate concessions, asking customers to cooperate with the change. Do everything possible to solve it immediately without delay.
Twelve. sign a contract
Reason: 1, the operating procedures and laws and regulations such as the identity certificate and relevant supporting documents of the contractor are misunderstood. 2. Bargaining on specific terms when signing the contract (usually including the determination of area, loan amount and degree, project progress, building materials decoration, default handling methods, payment methods and other issues. 3. The customer wants to find fault and check out, so as to avoid the liability for compensation for breach of contract. Solution: 1 Seriously study the format contract and be familiar with relevant laws and regulations. 2. Take into account the interests of both parties and sign the details of the treaty with a win-win strategy. 3. patiently explain, strongly persuade, and exchange time for customer compromise. 4, within the scope of duties, study the possibility of amending the provisions. 5. Unreasonable requirements should be handled according to procedures. In case of breach of contract, both parties shall bear their respective liabilities for breach of contract. By the way, give me a website/view/070d79fb770bf78a6529542c.html. Thank you for your adoption.