【每日一学】房地产销售话术与技巧!

[Daily school] Real estate sales speech and skills!

1、举例说明的销售话术技巧更能打动客户，原因就在于用第三方来沟通另一方更容易让顾客接受！

xx先生，我之前有一个客户

举例说明的话术经常是在顾客觉得你的产品价格偏贵或者顾客质疑产品的效果时适用的，这样可以打消顾客的抗拒点！

2、表示尊重、征求同意的话术技巧！

您觉得呢？您说呢？

表示尊重、征求意见的话术技巧经常是在销售员要灌输给顾客一个新的价值理念时使用的，力求从侧面消除客户的抗拒点！

3、销售员把担忧的问题说出来，顾客有时候反而会意想不到的理解你，以此来显示顾客自己的大方！

xx先生，我都很不好意思跟您说！

xx先生，我都很怕给您打电话了！

xx先生，我说了不知道您会不会介意？

xx先生，我说了您也别介意啊！

同情弱者，是所有人的心理；主动把自己放在弱势的一方，反而会激起顾客的同情心，然后你再跟顾客说自己的要求是，就会变得顺利很多！

4、销售员要学会建议式的话术技巧！

xx先生，我建议您

xx先生，我的个人建议是

xx先生，我想表达一下我的个人意见，您可以参考好吧

这样的话术技巧会让顾客认为你是在设身处地的为他着想，可以瞬间让顾客增加对你的信任！

5、逆向思维回答！

客户说：你说这么多不就想让我加价吗？

销售员可以这样应对：我就是想让您加价，因为这套房子值这个价，再加xx万都还非常值得买"！

客户说：你不就是想让我快点买吗？

销售员可以这样应对：我就是想让您快点买，因为再不确定下来，这么好的房子就很难找了！

做销售员最大的忌讳就是被顾客的思维带着走，在顾客思维习惯下，你没有说服顾客的可能！

6、自信、自恋式的话术技巧，可以加强客户对你的信赖！

xx先生，以我在这个行业的经验看！

xx先生，一定会感谢我的，我的服务一定会让您主动给我介绍客户的！

xx先生，我有信心让您做我一辈子的客户！

无论面对那种类型的客户，销售员都必须向顾客展示自己的专业和自信，只有顾客认为你专业，他才会听你说的建议！

7、说心里话式的话术技巧！

xx先生，说心里话！

xx先生，说实话！

xx先生，本来我不方便跟您说这么多，但我还是相信您！

xx先生，我跟别人不一样，我喜欢说实话，我认为这样能减少沟通成本！

这种话术的要达到的目的就是让顾客相信你说的是真的，以此来消除顾客的抗拒点；但是，这种话术要有选择性的使用，遇到顾客对产品或者对产品的价格有疑问时，我们尽量选择用举例的话术技巧或者转变方向向顾客诉说产品的价值！

8、当客户提出一个过分要求或出价不合适时，销售员要非常快的打回去，先打消顾客的这个念头；如果顾客的要求有可能达到，再表示我们会去努力帮他争取，这时顾客会更加珍惜、感谢你！

xx先生，这是不可能的！

xx先生，我一定会为你尽量争取，但是您别抱太大的希望！

xx先生，没办法，我努力过3次了，真的是做不到；这是政策问题，谁都没办法！

这是一个缓和的话术技巧，因为在顾客说出自己的要求时，如果你第一时间就选择拒绝，那么这个顾客可能转头就走了！

但是，如果顾客的要求实在过分时，那么这个顾客或有可能不是我们的精准客户，他只是来凑热闹的；这种情况下不要在浪费时间，直接有礼貌的告诉他不可能！

9、表示我们的努力，让顾客感觉到不容易，顾客才会更加珍惜！

xx先生，我今天特意

xx先生，说实话，我今天都给房东打了不下7个电话了，您看我都没怎么给您打电话！

xx先生，不管如何，我一定帮您争取；能争取一分是一分好吧？

xx先生，您不知道，我昨天晚上12点给客户打电话，客户都骂我了，最后也是被我感动了，说我太认真太敬业了，才同意我的要求！(有时还可以故意在晚11点发条短信)

另外，销售员在与顾客沟通时，还要随时能给客户台阶下；因为有时客户都不会主动说我要或者我买之类的话；或者顾客之前说了不同意，但现在同意了，又不好意思说！

这样的话术方式意在告诉客户：这已经是最大的优惠了，以此来防止顾客再次提出新的要求！

总之，客户都喜欢自己作的决定，但又不会主动作决定；所以要我们帮助客户作决定的同时要让他感觉这个决定是他自己作的决定！

当然，以上的销售话术并不一定适合所有的销售员使用，只是给大家多提供一种解决问题的方式，如果，拥有自己成熟销售体系的销售员，就不必在学习这些销售话术了；如果面对顾客以上问题，没有能力解决的销售员，不妨可以试着学习一下，也许会给你带来意想不到的效果！

[Daily school] Real estate sales speech and skills!

1, the example of sales speech skills can more impress customers, the reason is that using a third party to communicate with the other party is easier for customers to accept!

Mr. xx, I have a customer before...

The illustrated words are often applied when the customer feels that the price of your product is too expensive or the customer questions the effect of the product, so that the customer's resistance can be dispelled!

2. Representing respect and seeking consent skills!

what do you think? What do you say?

The technique of expressing respect and soliciting opinions is often used when the salesperson wants to instill a new value concept for the customer, and strives to eliminate the customer's resistance point from the side!

3, the salesperson said the problem of concern, the customer sometimes will unexpectedly understand you, in order to show the customer's own generous!

Mr. xx, I am very embarrassed to tell you!

Mr. xx, I am very afraid to call you!

Mr. xx, I said, I don’t know if you would mind?

Mr. xx, I said you don't mind too!

Sympathy for the weak is the psychology of all people; taking the initiative to put yourself on the weak side will inspire the sympathy of the customer, and then you will tell your customers that your request is going to be a lot smoother!

4, the salesperson should learn the recommended skills of words!

Mr. xx, I suggest you...

Mr. xx, my personal suggestion is...

Mr. xx, I want to express my personal opinion, you can refer to it...

This kind of skill will make the customer think that you are in the place to think for him, you can instantly increase the trust of customers!

5, reverse thinking answer!

The customer said: "Do you want to let me increase the price if you say so much?"

The salesperson can respond like this: "I just want you to increase the price, because this house is worth the price, plus xx million is still very worth buying!"

The customer said: "Do you want me to buy it soon?"

The salesperson can respond like this: "I just want you to buy it quickly, because if you are not sure, it will be hard to find such a good house!"

The biggest taboo for a salesperson is to be taken away by the customer's thinking. Under the customer's thinking habits, you have no possibility of convincing the customer!

6, self-confidence, narcissistic skills, can strengthen the trust of customers!

Mr. xx, look at my experience in this industry...!

Mr. xx, I will definitely thank you, my service will let you introduce me to the customer!

Mr. xx, I am confident that you will be my lifelong customer!

Regardless of the type of customer, the salesperson must show his professionalism and self-confidence to the customer. Only when the customer thinks you are professional, will he listen to your suggestions!

7, say the words of the words of the skill!

Mr. xx, say what you are saying...!

Mr. xx, tell the truth...!

Mr. xx, I was not convenient to tell you so much, but I still believe in you...!

Mr. xx, I am different from others. I like to tell the truth. I think this can reduce the cost of communication!

The purpose of this kind of speech is to let the customer believe that what you are saying is true, in order to eliminate the customer's resistance point; however, this kind of speech must be used selectively, encountering customers' products or products. When there is doubt about the price, we try to use the example of the technique or direction to tell the customer the value of the product!

8. When the customer asks for an excessive demand or the bid is not appropriate, the salesperson should call back very quickly, first to dispel the customer's idea; if the customer's request is likely to be reached, then we will try to help him fight for it. Customers will cherish and thank you!

Mr. xx, this is impossible!

Mr. xx, I will try my best for you, but don’t hold too much hope!

Mr. xx, no way, I have worked hard 3 times, really can't do it; this is a policy issue, no one can!

This is a modest wording technique, because when the customer says his or her own request, if you choose to refuse the first time, then the customer may turn around and leave!

However, if the customer's request is too much, then the customer may not be our precise customer, he just came to join in the fun; in this case, don't waste time, directly and politely tell him "impossible"!

9. Demonstrate our efforts to make customers feel that it is not easy, and customers will cherish it even more!

Mr. xx, I am deliberate today...

Mr. xx, to be honest, I have made no more than seven calls to the landlord today. You don’t see how I call you!

Mr. xx, no matter what, I will definitely help you; can you get one point for a point, okay?

Mr. xx, you don't know, I called the customer at 12 o'clock last night, the customer yelled at me, and finally I was touched by me, saying that I was too serious and too dedicated, and I agreed to my request! (Sometimes you can deliberately send a text message at 11pm)

In addition, when the salesperson communicates with the customer, he has to give the customer a step at any time; because sometimes the customer does not take the initiative to say that I want or I buy it; or the customer said that he disagreed, but now agree, and then Embarrassed to say!

This way of writing is intended to tell the customer: "This is already the biggest discount", in order to prevent customers from making new requests again!

In short, customers like their own decisions, but they don't decide on the main action; so we want to help customers make decisions while making him feel that this decision is his own decision!

Of course, the above sales speech is not necessarily suitable for all sales staff, just to provide you with a way to solve the problem, if you have a sales manager with a mature sales system, you do not have to learn these sales words; If you are faced with the above problems of the customer, the salesman who has no ability to solve it, may wish to try to learn, may bring you unexpected results!