بزرگ‌ترین هدف مشاوران املاک در زمینه فروش انواع ملک یا مستغلات رسیدن به قله‌های موفقیت است. آن‌ها طی این مسیر با چالش‌های زیادی رو‌به‌‌رو می‌شوند. همچنین به روش‌های متفاوتی مشتری را با ملک مورد نظر آشنا می‌کنند تا بتوانند آن را بفروشند.
یادگیری روانشناسی فروش برای مشاورین املاک تاثیر فوق‌العاده‌ای دارد. امروزه رقابت زیادی در بین صاحبان املاک وجود داشته و آن‌ها با یادگیری آن در ضمن فروش می‌توانند فکر و ذهن مشتری را به تصمیم درست و منطقی نزدیک کنند. برای افزایش فروش با یادگیری روانشناسی فروش در ادامه این مقاله با ما همراه باشید.
آیا افزایش فروش با یادگیری روانشناسی فروش مرتبط است؟
فروش ملک در دنیای امروز کاری بسیار پرمشغله است و پیچیدگی‌های زیادی دارد. یک مشاور املاک کارآمد برای درک بهتر مردم، خود را به جای آن‌ها می‌گذارد و از روش‌های خاصی برای فروش استفاده می‌کند. همواره همراهی درست مردم و درک آن‌ها به انتخابی منطقی منجر می‌شود. از این رو افزایش فروش با یادگیری روانشناسی فروش مرتبط است.
روانشناسی فروش چه اصولی دارد؟
برای فروش بهتر ملک باید به نکات روانشناسی دقت نمایید که در ادامه بیان کرده‌ایم:
سعی کنید به جای فروختن به مشتری مشاوره و آموزش دهید.
یک مشاور املاک موفق باید بداند که وظیفه او تنها فروختن ملک نیست. او باید به نیازهای مشتری بیشتر فکر و بر آن تمرکز کند با این کار مطابق با اهداف مشتری او را به انتخابی درست راهنمایی خواهد کرد. یک مشاور موفق به جای اینکه بفروشد، همواره سعی می‌کند به مشتری مشاوره دهد.
به مشتری خود ارزش دهید.
همه مردم تمایل دارند در املاک معامله صورت بگیرد اما قبل از هر چیز یک مشاور املاک موفق همواره سعی می‌کند تا با وجود توان مالی متوسط، به مشتری خود ارزش دهد. او را قوی کند و فرصت‌های بزرگ به دست آمده را از دست ندهد. با ایجاد ارزش برای مشتری یک احساس اعتماد قوی در دل آن‌ها ایجاد خواهد شد.
صادقانه برخورد کنید.
اگر دیگران در زمان خرید به شما مراجعه می‌کنند کافی است با آن‌ها صادقانه برخورد کنید. اگر پاسخ سوال آن‌ها را نمی‌دانید نیازی نیست حتما به آن پاسخ دهید، بهتر است وانمود کنید که نمی‌دانید. به هیچ عنوان دروغ نگویید و با ایجاد اطمینان در دل مشتری حتما او دوباره به شما مراجعه خواهد کرد.
ارائه راه‌حل‌های ساده و تداوم ارتباط را فراموش نکنید.
برای اینکه فردی به اهداف خود برسد شما باید نشان دهید راه‌حل‌های ساده در ذهن دارید که می‌تواند موانع پیچیده را از بین ببرد. کافی است چالش‌های مشتری را برطرف کنید و با مردم ارتباط مستمر داشته باشید. ارتباط، تبلیغات و ارائه شماره تماس به یک فرد روشی است که می‌تواند ثابت کند شما وجود دارید. اگر ساکت باشید هیچ گاه کسی از برند یا املاک شما باخبر نخواهد شد، بنابراین بدون تبلیغات به هیچ سودی نخواهید رسید.
نشان دهید که فرد از سرمایه‌گذاری سود خواهد کرد.
همواره خریدار ملک تمایل دارد که در جایی درست سرمایه‌گذاری کند و از آن سرمایه‌گذاری منفعت ببرد. شما می‌توانید با صحبت در زمینه افزایش قیمت ملک در سال‌های آینده، به او خاطر نشان کنید که از سرمایه‌گذاری ضرر نخواهد کرد.
استراتژی‌های خود را تغییر دهید.
اگر در فروش ملک از روش‌هایی که در بین همه اشباع شده است استفاده کنید به یقین روند فروش شما ثابت می‌ماند. تغییر استراتژی یکی از اقدامات ضروری برای افزایش فروش با یادگیری روانشناسی فروش است.
هنگام فروش به فردی دیگر مراجعه کنید و به اصطلاح فروش خود را کوچینگ نمایید.
خوب است با خود صادق باشید. شما همواره نمی‌توانید به تنهایی همه راه‌حل‌های درست را به افراد ارائه دهید. از این رو بهتر است برای رساندن فروش به حداکثر پتانسیل موجود، به فردی با جایگاهی بالا‌تر یا به یک مربی با‌تجربه مراجعه کنید. با این کار او وضعیت را به نحوی درست ارزیابی می‌کند و با ارائه راه‌حل‌های درست، مشتری را به سمت هدف مدنظرش پیش می‌برد.
در کار خود از بروزترین تکنولوژی استفاده کنید.
شما به عنوان یک مشاوره باید بدانید که 80 درصد مردم برای خرید یا اجاره ملک وقت خود را در اینترنت می‌گذرانند. از این رو شما با استفاده از تکنولوژی‌های روز دنیا می‌توانید فروش خود را به اندازه حدودا 40 درصد افزایش دهید.
از اصطلاح (زیر قیمت) استفاده کنید.
امروزه شرایط فروش بسیار بحرانی شده است و اکثر خریداران به دنبال قیمت‌های مناسب و پایین هستند. اگر در زمان فروش یک ملک به مشکل برخوردید کافیست آن را زیر قیمت پیشنهاد کنید. با اینکار حتی اگر مبلغ نامحسوس باشد تمایل افراد به خرید بیشتر خواهد شد.
سعی کنید متمایز باشید.
استفاده از استراتژی‌های گوناگون به شما کمک می‌کند تا شکاف‌های موجود را بیشتر ببینید. در این صورت از یک راهکار بسیار عالی برای بستن این شکاف‌ها بهره خواهید برد. شما با یادگیری تحلیل‌های رقابتی، مزایایی بزرگ را کسب خواهید کرد.
هرگز مشتری را رها نکنید و ناامید نشوید.
بسیاری از اوقات مشتری‌هایی به شما مراجعه می‌کنند که در زمان خرید تردید دارند و دودل هستند، همچنین گرفتن یک تصمیم درست برای آن‌ها دشوار است. در چنین شرایطی کافیست راهنمایی‌های درست و اصولی را به آن‌ها ارائه دهید. شما با ارائه راه‌حل‌های جدید و خلاقانه آن‌ها را به سمت انتخابی درست سوق خواهید داد. با این کار فرصت‌های طلایی را از دست نخواهید داد.
سرعت عمل داشته باشید.
وقتی فردی به شما مراجعه می‌کند دوست ندارد معطل و منتظر بماند. خوب است در کار خود سرعت و دقت بالایی داشته باشید. با سرعت عمل در ارائه موارد متعدد موقعیت بسیار خوبی به دست می‌آورید. در ضمن می‌توانید سرنخ‌های مختلف را جذب کنید.
با دیگران جلسه تشکیل دهید.
تشکیل جلسات مداوم با دیگران و ارائه فعالیت‌های مرتبط فروش به شما کمک خواهد کرد از نتیجه فروش لذت ببرید. سعی کنید فعالیت‌های خود را دائما پیگیری کنید. با این کار رویدادهای بیشتری را مشاهده خواهید کرد و به راحتی خواهید دید که در کار خود پیشرفت کرده‌اید.
سعی کنید فردی مثبت نگر باشید.
یک فرد مثبت اندیش راحت‌تر با نظر بیشتر مشتریان کنار می‌آید. در بازار املاک بیشتر مشتری‌ها به دنبال اطلاعات مفید می‌گردند. آن‌ها می‌خواهند با مشورت با یک فرد متخصص و مثبت‌اندیش که گزینه‌های درست ارائه می‌دهد تعامل برقرار کنند. از این رو برای فروش بیشتر اجتماعی باشید و حضور خود را با القای انرژی مثبت به دیگران در اجتماع پررنگ‌تر کنید.
نتیجه‌گیری
خوب است بدانید یک مشاور املاک موفق و کارآمد با رعایت نکات فوق، برای رسیدن به افزایش فروش با یادگیری روانشناسی فروش نقشی برجسته‌تر نسبت به یک فروشنده بی‌حوصله خواهد داشت.
استفاده از نکات بالا به شما کمک خواهد کرد تا در نظر دیگران قابل اعتماد باشید و در زمان معامله آن‌ها را به انتخاب یک گزینه درست و گرفتن تصمیمی عاقلانه سوق دهید.
سوال داری شمارتو بذار
هر سوالی داری بپرس حداکثر تا پایان وقت اداری امروز بهت زنگ میزنیم
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نکات مهمی که پیش از خرید ملک باید به مشتری بگویید
خرید یک ملک، یکی از تصمیمات مهم و حیاتی در زندگی افراد است. چنانچه می‌دانید برای مشتریان بسیار مهم بوده که در مورد نکات کلیدی قبل از خرید ملک آگاهی داشته باشند. ارائه اطلاعات صحیح و جامع به مشتریان می‌تواند آن‌ها را در فرآیند خرید یک ملک هدایت کرده و از بروز مشکلات و سردرگمی‌های آتی جلوگیری کند.
مشتریان باید در ابتدا درباره وضعیت قانونی و مالی ملک مورد نظر مطلع شوند. این موضوع شامل بررسی مستندات…
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