Real estate telemarketing vocabulary and skills 1 real estate telemarketing vocabulary and skills 1. answer the phone
The purpose of answering the phone is to leave the customer's name and phone number, understand the customer's purpose of buying a house, the required room type and area, the customer's current location and housing situation, estimate the customer's intention, and finally try to impress the customer with the salesman during the conversation, so as to contact or invite him to visit the site.
The most important thing to answer the phone is to leave the contact information of the other party. There are several ways to leave home and mobile phone:
1, straight to the point: ask the other person's phone number directly after greeting. It can be said: "sir or madam, would you like to leave your phone number?" Or "sir or madam, please leave your phone number. We need to make a registration."
2. Interruption method: On the way to understand the product introduction, the customer suddenly asked questions, so that the customer didn't think much, and the natural phone number blurted out.
3. Finally, ask questions for easy contact: at the end of the climax of introducing products, ask questions before you introduce what he wants to know most, and he will tell you the phone number in order to know the situation.
There are some special methods:
1, pretend that you can't hear the phone clearly, and ask the other party to leave their phone number and call back.
2. Deliberately saying that a question is unclear. If you want to consult or ask the manager, please leave your phone number and contact again.
3. Say that you are not a salesman, and the salesman is very busy. Leave your phone number and get in touch (ask the salesman to call back).
Precautions for answering the phone:
1, don't blindly answer customers' questions, don't be led by customers, and be able to guide customers. The best way is for the customer to ask questions, don't answer them immediately, ask them tactfully, wait until he answers your questions, but be careful not to be aggressive.
Don't exaggerate and praise your real estate, otherwise it will be a fire.
3. Don't take too long to answer because of the large incoming electricity at the opening. Generally 1~2 minutes is appropriate. Ask him to come to the scene immediately after the inquiry.
4. Use short and attractive language to leave a good impression on customers.
5. Don't introduce all the information of the building to the customer on the phone. It's more attractive to him to keep it Do you want to know more? Please come to the scene.
6. It depends on whether he really wants to buy a house. If he suspects that he is a real estate marketer, he can call the manager or politely refuse to answer. You can say, "Look, the opening call is very busy, and we don't have many lines. If you want to know more, please come to the scene sometime. " Don't answer some sensitive questions, such as the occupancy rate, floor area ratio, basement area, total construction area, etc. I don't know if I'm a new salesman. Remember: everything published in the newspaper can be introduced, and the rest please come to the scene.
7. You can leave a foreshadowing when you answer the phone. If you don't answer the question, just say you ask him and give him an answer in two days, so that you can follow up later and have an excuse to call him later.
Invite customers to visit the website
The basis of inviting customers to the site is to leave a good impression on customers, and the precautions for inviting customers to the site are: don't ask questions selectively.
Exodus: Don't ask, "Look, when will Mr. Wang come?"
He will answer you: "I will come when I am free." "
Instead, he asked, "Sir (Miss), do you think you will come on Saturday or Sunday?" Give him a limit.
He would reply, "I will do it on Sunday." You said, "Well, I'll wait for you on Sunday."
Example of telephone answering standard language:
"Hello, Mane (case name)!"
"Goodbye, sir or miss."
"Welcome to real estate."
Vocabulary and skills of real estate telemarketing II. Phone Tracking and Invitation
1, the significance of telephone search
When a customer comes to the sales site for the first time to learn about the product, it is generally not easy to make a decision or buy it. Unless your product is particularly suitable for him and the atmosphere at the site is perfect to promote the transaction, the customer will go back and reconsider. Comparatively speaking, at this time, tracking customers and even visiting at home will be an important means of sales. Don't expect customers to come to your house again. Of course, this situation also exists.
The purpose of telephone tracing and door-to-door visit is to arouse customers' awareness of buying our products and invite them to visit the site again, so as to conclude the transaction.
2. Customer tracking and visiting basically take two forms.
Telephone tracking, invite customers to the sales office to negotiate, if customers have no time or sincerity, visit directly. Generally speaking, the first method is used more. Before tracking and visiting customers, salespeople should fight a preparation battle.
In other words, it is necessary to know in advance the contents reflected in customer records (call list, visitor list, sales staff A and B forms), including the time and place of first contact, customer name, region, age and gender, occupation and demand area, media interview, inquiry focus, etc.
Find the breakthrough point (excuse) of communication from all records, such as: answering customers' questions; Introduce the advantages of this product in combination with the advertising content; Reasonable excuses, concerned about the current situation; Making customers feel guilty generally refers to those customers who have made an appointment but have not come to the scene.
3. Pay attention to several aspects when tracking customers:
(1) When choosing the time and recording the phone number of the customer, pay attention to whether the phone number is home or company, and be careful not to track the customer too frequently.
(2) effectiveness. Pay attention to tracking. The time interval cannot be too long.
(3) Before making a tracing call, prepare the content, order and rhythm to be expressed, and at the same time, the tone should be simple rather than intense, kind rather than soft.
(4) Sales staff should have full confidence and patience.
Vocabulary and skills of real estate telemarketing 2 1. Put the most important selling point at the front.
According to sales psychology's theory of first cause effect, the selling points first introduced to customers will get the most effective effect and be deeply impressed. Therefore, the most obvious selling point of real estate should be put in front.
2. The formation of customer trust psychology.
Only trust can be accepted, and trust is the basis of real estate sales skills. Trust can be divided into trust in real estate and trust in people, and both cannot be neglected. Everyone should learn some skills on how to prove the sales of products.
Step 3 listen carefully
Don't talk about customers as soon as you see them. Listen to them first, understand their thoughts, especially learn to ask sales questions and open their hearts, and then know what to say.
4. What do you say when you meet someone
Although they all buy houses, the motives and concerns of customers are different. People who live in houses pay attention to comfort, investors pay attention to appreciation, and people who buy for their children pay attention to the educational environment. Don't copy the prescribed real estate sales methods and see what others say.
5. Trust your house
Every house has its advantages and disadvantages. You must not distrust your own house because of its shortcomings. If you don't trust your house, your confidence will be insufficient and customers will notice. Treat the house as your own child, and the child will always be your best. With this kind of mood, you will do well. This is an important real estate sales skill.
6. Learn to describe life
Many salespeople are used to introducing real estate in a dry way, such as what, how big and how big the area is, so it is difficult to stimulate customers' enthusiasm for buying. It is necessary to use the sales skills of image description to draw a wonderful scene of the customer's stay in the customer's mind and let the customer be infected.
7. Make good use of numbers
Although the numbers are dry, they have a convincing magical effect. Memorize all kinds of data of real estate and introduce them to customers casually, which can not only make customers believe in your real estate, but also make customers believe that you are professional. This is not inconsistent with the final real estate sales skills.
8. There should be a bright spot at the end.
Put the most important thing at the beginning, but don't ignore the end. Can't anticlimactic, because there is also recency effect, what customers finally hear will be deeply moved. You can put some unimportant things in the middle and leave some bright spots at the end, which will suddenly make customers full of fragrance and excitement. After your introduction, customers should have the passion to buy. Real estate sales skills and words are like writing an article, which should have a crown, a belly and a tail.