写字楼项目销售技巧提升

写字楼项目销售技巧提升 写字楼项目销售技巧提升训练 ，课程时间:2天， 课程简介: 针对目前房地产新形势下，课程通过讲授、案例、讨论、演练、训练、游戏、情景模拟、观看教学录像等互动的生动的授课形式，使得房地产销售人员转换思维，运用各种技能与知识主动营销，掌握产业地产企业客户、团体客户、大客户的实践销售技巧，提升销售业绩。 课程收益: 1. 学习如何成为一名优秀的房地产销售人员，以及所必备条件和素养; 2. 通过电话、拜访、主动开拓等方式获得大量有价值客户，为达成销售目标奠定基础; 3. 写字楼客户与一般房地产客户差异与需求，了解企业客户、团体客户和个人大客户决策 层次、购买流程; 4. 掌握产业地产客户开拓技巧，跟进技巧，拜访技巧和谈判技巧; 5. 掌握如何抓住和引导产业地产客户的需求，建立信任，消除抗拒与异议; 6. 掌握客户成交技巧。 课程对象:房地产企业营销管理人员，房地产置业顾问 课程大纲: 一、 优秀房产销售角色定位 1. 优秀房产销售的作用 2. 优秀房产销售的特质 3. 优秀房产销售的成功因素 二、 房产销售形象与素质提升 1. 优秀房产销售的形象塑造 , 房产销售着装 , 房产销售形象塑造 , 房产销售基本礼仪 规范 编程规范下载gsp规范下载钢格栅规范下载警徽规范下载建设厅规范下载 , 接、迎客户礼仪 position, ensure party always in thought, and political Shang, and action Shang with Central keep height consistent, makes we party always became has ideal, and has faith of Marx doctrine party. XI General Secretary of important indicates, full show has central in-depth advance full strictly rule party, and constantly strengthening Marxist ruling party itself construction of political set force, full reflect has central insisted thought party and system party phase combined, and continued grasp party of thought political construction of firm determination, full reflected has central deepening party education, and full promoted tube party rule party work to grass-roots extends of sharp attitude, has is strong of ideological, and political sex, and guide sex and targeted, for carried out "two learn a do" Learning education in the right direction, provided the fundamental follow. On February 29, in all members of the party, the General Office of the CPC Central Committee issued a circular on "Constitution Party rules, series of speeches, be qualified party members" learning programme for education ... A major political task, carefully planned well, well organized, good solid. On April 20, the Standing Committee of the municipal party Committee to convene the meeting, conveyed the province's "two" educational Working Conference, discussed the city's follow-up. Municipal Secretary Mu Weimin presided over Conference Shi stressed, carried out "two learn a do" learning education is promoted full strictly rule party to grass-roots extends of powerful hand, city levels party to stations overall, to Central par, put learning education as a items major political task, strengthened responsibility play, insisted above rate Xia, carefully organization implementation, and current the focus work organic combined, for construction big beauty XX, and vitality XX, and , 沙盘、样板房等介绍礼仪 , 与客户沟通中的礼仪 , 客户接待与销售过程中的注意事项 2. 优秀房产销售的素养 3. 优秀房产销售的必备知识与技能 三、 写字楼项目客户 分析 定性数据统计分析pdf销售业绩分析模板建筑结构震害分析销售进度分析表京东商城竞争战略分析 与营销渠道开拓 1. 写字楼项目客户分类与特点 , 写字楼项目四类客户特点:企业客户、团体客户、个人大客户、普通客户 , 四类客户主要需求与销售特点 , 四类客户销售对象的层级及需求差异 , 企业客户、团体客户销售的流程与周期 , 建立与企业客户、团体客户不同层级信任与良好沟通 , 企业客户、团体客户两类关系的建立与维护 2. 新 政策 公共政策概论形成性考核册答案公共政策概论形成性考核册答案2018本科2018公共政策概论形成性考核册答案公共政策概论作业1答案公共政策概论形成考核册答案 下房地产营销渠道的特点 , 新政策之下对客户群体的影响和客户心理变化 , 新政策之下各产业综合体项目客户的需求的变化 , 新政策之下传统渠道的压力和变革 3. 房地产营销渠道开拓 , “六度关系”理论开拓法 , 房地产客户开拓十法 , 从竞争对手处拉回客户4法 , 房地产营销渠道创新法 4. 房产优质客户名单获取与评估 , 目标客户群体定位法 , 常用客户名单获取六法 , 同行交换法 , 相联行业共享法 , 跨行业获取法 , 亲友提供法 , 网络获取法 , 关联利益法 position, ensure party always in thought, and political Shang, and action Shang with Central keep height consistent, makes we party always became has ideal, and has faith of Marx doctrine party. XI General Secretary of important indicates, full show has central in-depth advance full strictly rule party, and constantly strengthening Marxist ruling party itself construction of political set force, full reflect has central insisted thought party and system party phase combined, and continued grasp party of thought political construction of firm determination, full reflected has central deepening party education, and full promoted tube party rule party work to grass-roots extends of sharp attitude, has is strong of ideological, and political sex, and guide sex and targeted, for carried out "two learn a do" Learning education in the right direction, provided the fundamental follow. On February 29, in all members of the party, the General Office of the CPC Central Committee issued a circular on "Constitution Party rules, series of speeches, be qualified party members" learning programme for education ... A major political task, carefully planned well, well organized, good solid. On April 20, the Standing Committee of the municipal party Committee to convene the meeting, conveyed the province's "two" educational Working Conference, discussed the city's follow-up. Municipal Secretary Mu Weimin presided over Conference Shi stressed, carried out "two learn a do" learning education is promoted full strictly rule party to grass-roots extends of powerful hand, city levels party to stations overall, to Central par, put learning education as a items major political task, strengthened responsibility play, insisted above rate Xia, carefully organization implementation, and current the focus work organic combined, for construction big beauty XX, and vitality XX, and 5. 优秀客户筛选与评估 四、 房地产电话营销 1. 电话营销前的准备 , 确定目标 , 放下身段 , 我能做好 , 微笑 2. 策划你的电话营销 , 环境准备 , 内容准备 , 客户信息准备 , 语言准备 3. 别出心裁的开场白 , 关键的30秒第一印象 , 引起顾客兴趣 , 赞美是沟通中的润滑剂 4. 五种巧妙的产品推介技巧 , 25%时间提问,75%时间聆听 , 不同的情况使用不同的提问方式 5. 战胜异议 , 嫌货才是买货人 , 要给顾客留面子 6. 评估电话营销效果 , 与客户沟通的时间长度 , 掌握了客户需求与信息数量等 7. 持续跟进 , 获得拜访机会或吸引客户到销售现场 8. 接听客户电话 , 接听电话的时机 position, ensure party always in thought, and political Shang, and action Shang with Central keep height consistent, makes we party always became has ideal, and has faith of Marx doctrine party. XI General Secretary of important indicates, full show has central in-depth advance full strictly rule party, and constantly strengthening Marxist ruling party itself construction of political set force, full reflect has central insisted thought party and system party phase combined, and continued grasp party of thought political construction of firm determination, full reflected has central deepening party education, and full promoted tube party rule party work to grass-roots extends of sharp attitude, has is strong of ideological, and political sex, and guide sex and targeted, for carried out "two learn a do" Learning education in the right direction, provided the fundamental follow. On February 29, in all members of the party, the General Office of the CPC Central Committee issued a circular on "Constitution Party rules, series of speeches, be qualified party members" learning programme for education ... A major political task, carefully planned well, well organized, good solid. On April 20, the Standing Committee of the municipal party Committee to convene the meeting, conveyed the province's "two" educational Working Conference, discussed the city's follow-up. Municipal Secretary Mu Weimin presided over Conference Shi stressed, carried out "two learn a do" learning education is promoted full strictly rule party to grass-roots extends of powerful hand, city levels party to stations overall, to Central par, put learning education as a items major political task, strengthened responsibility play, insisted above rate Xia, carefully organization implementation, and current the focus work organic combined, for construction big beauty XX, and vitality XX, and 最适当、最完美是电话铃第二声 , 接电话的礼节 , 主动问好 , 礼貌到位 , 认真倾听 , 让客户先收线 , 接听电话要求 , 做好记录 , 统一话述 , 巧妙回答问题 , 提取关键信息 , 约见客户 9. 打、接客户电话注意事项 五、 新形势下写字楼项目客户分析与管理 1. 新形势下写字楼项目客户心理分析 , 客户需求分析法 , 客户购买行为四类型分析 , 客户外在 表 关于同志近三年现实表现材料材料类招标技术评分表图表与交易pdf视力表打印pdf用图表说话 pdf 现动态分析 , 客户性格分析 2. 客户购买过程分析 , 建立需求(引导需求) , 信息收集 , 比较分析 , 策决购买 , 购后动作 3. 客户购买过程的七个心理阶段 , 引起注意 , 产生兴趣 , 使用联想 , 希望拥有 , 进行比较 , 最后确认 position, ensure party always in thought, and political Shang, and action Shang with Central keep height consistent, makes we party always became has ideal, and has faith of Marx doctrine party. XI General Secretary of important indicates, full show has central in-depth advance full strictly rule party, and constantly strengthening Marxist ruling party itself construction of political set force, full reflect has central insisted thought party and system party phase combined, and continued grasp party of thought political construction of firm determination, full reflected has central deepening party education, and full promoted tube party rule party work to grass-roots extends of sharp attitude, has is strong of ideological, and political sex, and guide sex and targeted, for carried out "two learn a do" Learning education in the right direction, provided the fundamental follow. On February 29, in all members of the party, the General Office of the CPC Central Committee issued a circular on "Constitution Party rules, series of speeches, be qualified party members" learning programme for education ... A major political task, carefully planned well, well organized, good solid. On April 20, the Standing Committee of the municipal party Committee to convene the meeting, conveyed the province's "two" educational Working Conference, discussed the city's follow-up. Municipal Secretary Mu Weimin presided over Conference Shi stressed, carried out "two learn a do" learning education is promoted full strictly rule party to grass-roots extends of powerful hand, city levels party to stations overall, to Central par, put learning education as a items major political task, strengthened responsibility play, insisted above rate Xia, carefully organization implementation, and current the focus work organic combined, for construction big beauty XX, and vitality XX, and , 决定购买 4. 客户管理 , ABC客户管理法 , 十字客户管理法 六、 客户跟进与客户拜访 1. 客户跟进技巧 , 客户跟进的目的 , 客户跟进的准备 , 客户跟进的方式 , 个人客户跟进技巧 , 集团客户、团体客户跟进技巧 , 客户跟进的要点 , 客户跟进的评估与总结 2. 客户拜访 , 客户拜访流程 , 客户拜访预约 , 客户拜访准备 , 心理准备;着装准备; 资料 新概念英语资料下载李居明饿命改运学pdf成本会计期末资料社会工作导论资料工程结算所需资料清单 准备;问题准备;结果准备 , 策划建立客户信任的开场白 , 切入主题引起客户兴趣 , 通过有效的发问了解客户需求 , 引导客户需求 , 消除客户抗拒八法 , 正面消除法 , 侧面消除法 , 比较消除法 , 引用消除法 , 同理心消除法 , 假设消除法 , 假抗拒消除法 , 避重就轻消除法 , 通过客户动作观察客户心理与真实需求 position, ensure party always in thought, and political Shang, and action Shang with Central keep height consistent, makes we party always became has ideal, and has faith of Marx doctrine party. XI General Secretary of important indicates, full show has central in-depth advance full strictly rule party, and constantly strengthening Marxist ruling party itself construction of political set force, full reflect has central insisted thought party and system party phase combined, and continued grasp party of thought political construction of firm determination, full reflected has central deepening party education, and full promoted tube party rule party work to grass-roots extends of sharp attitude, has is strong of ideological, and political sex, and guide sex and targeted, for carried out "two learn a do" Learning education in the right direction, provided the fundamental follow. On February 29, in all members of the party, the General Office of the CPC Central Committee issued a circular on "Constitution Party rules, series of speeches, be qualified party members" learning programme for education ... A major political task, carefully planned well, well organized, good solid. On April 20, the Standing Committee of the municipal party Committee to convene the meeting, conveyed the province's "two" educational Working Conference, discussed the city's follow-up. Municipal Secretary Mu Weimin presided over Conference Shi stressed, carried out "two learn a do" learning education is promoted full strictly rule party to grass-roots extends of powerful hand, city levels party to stations overall, to Central par, put learning education as a items major political task, strengthened responsibility play, insisted above rate Xia, carefully organization implementation, and current the focus work organic combined, for construction big beauty XX, and vitality XX, and , 吸引客户到现场或相约下次见面 , 总结整理 七、 客户谈判与快速成交 1. 企业客户、团体客户谈判的流程与要点 2. 大客户谈判技巧 , 对等的出场级别与职务 , 创造宽松的氛围 , 轻松的开场 , 谈判中的角色定位 , 抓住主要人物和关键问题 , 谈判的问题及焦点处理法 , 正面直击法 , 问题转移法 , 避重就轻法 , 角色互换法 , 成本核算法 , 价值提升法 , 谈判记要与总结 , 谈判推进技巧 3. 快速成交与异议处理 , 快速成交十法 , 客户主要异议分析 , 探询价格异议的原因 , 控制客户杀价的心理底线 , 价格异议的处理原则 , 13种价格异议处理办法 , 六种价格异议处理技巧 4. 主动建议购买法 , 主动建议客户购买 , 主动建议购买的障碍 , 主动建议购买的时机 , 主动建议购买持技巧 position, ensure party always in thought, and political Shang, and action Shang with Central keep height consistent, makes we party always became has ideal, and has faith of Marx doctrine party. XI General Secretary of important indicates, full show has central in-depth advance full strictly rule party, and constantly strengthening Marxist ruling party itself construction of political set force, full reflect has central insisted thought party and system party phase combined, and continued grasp party of thought political construction of firm determination, full reflected has central deepening party education, and full promoted tube party rule party work to grass-roots extends of sharp attitude, has is strong of ideological, and political sex, and guide sex and targeted, for carried out "two learn a do" Learning education in the right direction, provided the fundamental follow. On February 29, in all members of the party, the General Office of the CPC Central Committee issued a circular on "Constitution Party rules, series of speeches, be qualified party members" learning programme for education ... A major political task, carefully planned well, well organized, good solid. On April 20, the Standing Committee of the municipal party Committee to convene the meeting, conveyed the province's "two" educational Working Conference, discussed the city's follow-up. Municipal Secretary Mu Weimin presided over Conference Shi stressed, carried out "two learn a do" learning education is promoted full strictly rule party to grass-roots extends of powerful hand, city levels party to stations overall, to Central par, put learning education as a items major political task, strengthened responsibility play, insisted above rate Xia, carefully organization implementation, and current the focus work organic combined, for construction big beauty XX, and vitality XX, and