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房地产专业销售技巧

Professional Selling Skills for Real Estate Industry

两天中文课程 2 Days Chinese Seminar

培训受益 BENEFITS

了解房地产销售中的市场特点与客户购买行为
掌握有效的客户开发与管理技巧
提高房地产专业销售技巧
熟悉房地产销售的全过程，有效处理客户异议与抱怨
Understand the characters of market and the buying behaviors in real estate industry
Master the skills of customer development
Improve the selling skills
Be familiar with the whole process of sales and effectively handle customer complaints

培训对象 WHO SHOULD ATTEND

房地产公司销售经理、主管、销售代表。

Sales managers, supervisors, sales representatives in real estate agency.

培训大纲 SEMINAR OUTLINE

销售前的准备与心理建设房地产销售的特点与价值的创造自我评估与优劣势分析市场消息心理与购房行为区域资料的收集与分析有效销售工具的准备与应用销售作业流程的理解与控制专业销售员的意识与外在形象	Preparation and Psychological Construction Before Sales Sales features and value creation in real estate industry Self evaluation and strength-weakness analysis Consumer psychology and buying behavior Information collection and analysis Preparation and application of effective sales tool Understanding and controlling of sales process Sense and physical image of sales professional
目标市场与客源管理细分市场与选择目标客户如何运用公司的促销资源顾客来源渠道的有效开发不同类型购房者的接近技巧如何过滤出潜在的购买者业绩目标达成与新客源开发如何建立顾客档案与追踪	Target Market and Customer Management Segmentation and selection of target market How to use corporate promotion resources Effective development of customer resources Skills to approach different buyers How to define potential customers Performance target achievement and new customer development How to establish customer files and trace
案例分析与异议排除 F（特征）A（优点）B（利益）E（证明）分析现场带看途径与引导技巧采购说服中的有意暗示技巧顾客异议心理与类型分析有效处理异议的程序与技巧如何排除顾客心理疑虑房屋买卖议价的范围与技巧	Case Study and Overcome Objections Analyze F(feature) A(advantage) B(benefit) E(evidence) Guide and introducing skills of customer visit Skills to give hint during the sales Analysis of customer objections Process and skills to handle objections How to overcome customer worries Scales and skills of price negotiation in housing purchase
缔结成交与售后服务及时催促成交的技巧现场气氛的炒作与带动如何辨识顾客的购买讯息有效缔结成交的技巧和约签订与价值增强技巧售后服务与口碑创造顾客抱怨处理技巧	Closing the Deal and After-sales Service Skills of stimulating the deal in time Create and lead the atmosphere How to identify the sign customer buying Skills of closing a deal effectively Skills of signing contract and adding value After-sales service and A Word of Mouth Skills to handle customers’ complain

培训方式 TRAINING WAYS

专家讲授、研讨、活动体验、小组讨论、案例分析、角色扮演

Lecturing, case study, role playing, games, group discussion

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