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Jingdong book

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

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Jingdong book

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

Name: 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
Brand: Jingdong book
SKU: 3112007371
Price: 26.39 USD
Availability: OutOfStock

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Editer Recommend

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

Content Description

《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。

Catalogue

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
情景24 如何进行沙盘解说 71
情景25 如何圈定意向房型 74
情景26 如何进行销控配合 78
情景27 如何渲染房产卖点 79
情景28 如何评价竞争楼盘 82
情景29 如何回答客户提问 87
情景30 如何面对群体客户 90
情景31 如何应对低调反应 92

第5章带客看房有技巧 97
情景32 看房要做足准备工作 99
情景33 如何向客户介绍现房 103
情景34 如何向客户介绍期房 107
情景35 如何向客户介绍样板房 111
情景36 如何巧妙应对楼盘缺陷 115
情景37 如何让客户回销售中心 118
情景38 如何进行第一次逼定 120

第6章拒绝异议消疑虑 125
情景39 这房子我不是很喜欢 125
情景40 我还是觉得毛坯房好 127
情景41 我不太放心你们公司 134
情景42 这房太贵了我买不起 136
情景43 再打一点折我就买了 140
情景44 我请风水先生来看看 143
情景45 客户看好同伴不喜欢 144
情景46 我先比较比较再决定 147
情景47 我要和家人商量商量 151
情景48 我不着急买房再等等 154

第7章跟进客户用妙招 159
情景49 客户拒绝不代表失败 161
情景50 潜在客户要区分重点 164
情景51 找准跟进的切入话题 167
情景52 客户下定之前的跟进 171
情景53 客户下定之后的跟进 175
情景54 客户退订之后的跟进 178

第8章促进签约有方法 181
情景55 直接促成法 183
情景56 假设促成法 186
情景57 选择促成法 189
情景58 让步促成法 191
情景59 激将促成法 194
情景60 利益促成法 197
情景61 对比促成法 199
情景62 诱导促成法 202
情景63 实例促成法 205
情景64 从众促成法 207
情景65 紧张促成法 209
情景66 最后一问法 212
情景67 富兰克林法 214

第9章售后服务赢客心 219
情景68 签约的流程与事项 221
情景69 老客户怨诉应重视 24
情景70 客户退房妥善处理 229
情景71 售后回访增进感情 232
情景72 老客户人脉巧利用 234

Book Abstract

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。”
……

Introduction

房子作为大宗商品，对客户来说不仅仅是遮风避雨的居所，更是安居乐业的生活理想的承载体，大部分家庭或个人在购房时都是小心谨慎的。所以房产销售人员销售的不仅仅是房子，更是这种安居乐业的生活理想。房产销售人员必须掌握全面的行业知识。练就有效的沟通技能，才能成为客户信赖的专业“置业顾问”。
面对客户的各种情况、客户提出的不同问题、同一问题客户的不同表现，房产销售人员该如何应对？如何进行有效沟通，提升自己的销售业绩呢？
本书针对房产销售人员展业过程中的9大环节，以“四位一体”的内容结构形式将房产销售过程中常见的72个销售情景一一展现，给出了这些问题的答案。
9大环节：即售楼热线接听、客户来访接待、客户需求挖掘、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。
72个情景：详细列出每一环节可能出现的情况，每一情景都是一个问题点、技巧点。

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Jingdong book

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