Real estate agents need to master many skills in their work. Here are the three-way negotiation skills of real estate agents I brought to you. Welcome to reading.
Concept and mentality of negotiation
1. Purpose of negotiation: In a win-win situation, the first needs of both sides should be met as much as possible, the situation should be controlled with momentum instead of suppressing either side, and mutual equality should be established, so the negotiation will be easier to succeed. (because the intermediary is an intermediary service person, a bowl of water is flat. )
2. Don't harm the interests of the innocent third party. (such as references, feng shui masters, lawyers, friends of the other party, etc. ) You should hit him professionally and logically, and infect each other with warm body language.
The significance of negotiation:
1. When there is a gap in trading conditions such as price, interview will help to narrow the gap, speed up intermediate links and increase trading probability;
2. In the case of similar trading conditions such as price, the interview can grasp the buyers and sellers as much as possible, reduce trading variables and promote fast trading.
Matters needing attention and steps in negotiation
Before:
A, first determine how much the buyer wants to talk, then call the buyer and tell him that the owner is unwilling to talk because of the price difference, and then compile a telegram saying that the owner is unwilling to agree to talk. This method can also be used for homeowners.
B, make an appointment for both parties, and tell the buyer to bring a deposit and come out to talk about a higher price, otherwise, don't let both parties spend time, saying that a group of customers bid higher than you, but haven't let the owner know, so we should seize the opportunity.
C, the owner had better indicate the price first and change the itinerary.
D, determine the price of the buyer and the seller, and set the price of both parties.
E. The scheduled master will arrive 30 minutes in advance for pre-job education.
F, buy and sell with money, and both parties use the right.
G. seating arrangements.
H, site layout to clear the site information (conference room information and whiteboard case source, window advertising).
First, the rarity of both parties (buyers and products) should not be missed.
J, determine the main talk and help talk.
Medium:
1, the broker shows three points:
A. The meeting between the two sides was transparent and open.
B, both sides are very sincere.
C, talking about this gap before meeting is sure to succeed.
2. greetings:
The two sides introduced each other and recognized each other, but they were not familiar with each other.
1, get to the point:
Price exposure, the first wave of price difference mediation.
2. Both sides insist on:
Pull one side apart, the two sides will persuade, make appropriate concessions to adjust the price, and the second wave will strongly persuade. (Dialogue with the disadvantaged)
3, the two sides separately to persuade:
Negotiators visit both sides, provide appropriate information, influence the judgment of both sides and promote the transaction.
4, the price is close, take out the deposit receipt: both sides insist on …
After that:
1. Fill in the deposit receipt.
2. Sign the contract as soon as possible (the signing conditions will be introduced during the negotiation).
3. Send away one party:
The buyer accepts the model, and the seller changes the schedule and makes a final effort.
4. Troubleshooting:
Afterwards, review the improved methods and analyze the reasons for the failure.
Precautions:
1. Let customers feel your sincerity and work hard at all times.
In any case, completing the transaction is the first priority.
3. During the negotiation, try to hold on to at least one party.
4. Brokers should stick to it properly and always be good people.
5. Don't put the price until the end.
6. Red face and white face cooperate tacitly in the promotion process.
7. Brokers should control the negotiation rhythm in their own hands.
8. Brokers should be cautious when making promises to either party, and must leave room for themselves.
9. Try to be "four more and one less" in the negotiation, that is, listen more, watch more, do more and talk less.
10. If we want to convince the customer, we must first make the other party feel that we are thinking of him. This is especially true separately.
1 1. Show the hardships at any time in the negotiation process.
Factors affecting the transaction in the negotiation
Property address, ownership, method of obtaining property rights, year, giving away coal pipes and cables, water, electricity, furniture, electricity and other hardware facilities, transaction price, delivery time, withdrawal method, withdrawal time, payment method, bank loan, buyer's credit, broker, etc.
Matters needing attention in negotiation
A. Remind all people present to turn off their mobile phones or turn them to mute state, so as to ensure that the whole contract negotiation process will not be disturbed, and arrange the buyers and sellers to sit by themselves;
B, try not to negotiate on the phone.
C. Negotiators should introduce themselves and buyers and sellers to each other before starting negotiations;
D, in the process of negotiation, we must always maintain a neutral position, so as not to give customers the impression of being unfair and partial to one side, which will cause the negotiation to be blocked or suspended;
E. Negotiation principle: Observe words and deeds, have it both ways, respond promptly, and make a sincere appearance.
F, pay attention to your own pronunciation, speed and intonation when negotiating, don't be arrogant or too humble, and maintain a correct working attitude to reflect the fairness and seriousness of signing the contract;
G. Negotiators should control the rhythm and atmosphere of on-site negotiations during the negotiation process, maintain the leading ideology of mutual respect and understanding among the three parties, and allow buyers and sellers to negotiate on the premise of equality and voluntariness;
H. When the two sides are deadlocked in the negotiation process, it is suggested to temporarily stop the negotiation. Negotiators should euphemistically separate the two sides temporarily and do their work separately to ease the embarrassing atmosphere and restore the negotiations;
1. In the negotiation, the broker should be the main thread of the whole negotiation process, guiding and helping the buyer and the seller to negotiate on the signing matters, and neither party can talk about the topic irrelevant to the signing for a long time, thus distracting both parties and disrupting the negotiation rhythm;
J. During the negotiation, the broker should explain and describe the whole transaction process and spare parts in detail, so as to reflect the professional and high-quality service and lay a good foundation for the next signing;
K. Renji should correctly answer all kinds of questions and doubts raised by customers and actively explain them in detail, but should not rashly make promises, verbal guarantees and other words and deeds that violate the company's regulations;
L, in the process of negotiation, to grasp the customer's psychology and dynamics in time, to predict the situation and situation that will appear, timely coordination and control;
M, in the process of negotiation, our negotiators should not intensify contradictions, but should take advantage of the situation, first change the subject, and then slowly ease, and don't create difficulties for signing the contract;
N. When both the buyer and the seller insist on their own opinions, they can adopt the way of "I don't want to fight, but I will defend" and temporarily freeze it.
O leave room for yourself when negotiating the price.
P, we are an intermediary, and we have to charge both parties an intermediary fee (commission).
Q, don't be inclined to negotiate with either side (let customers and owners feel that they are fair).
R, when negotiating with customers, be confident and confident, and don't be carried away by the momentum of customers or owners, thinking that I am a professional property consultant.
In the United States, try to avoid disputes between the two sides and make up for your disadvantages with other advantages.
T, in the case of not sure, don't make any promises to customers easily.
U try not to meet and talk when you are uncertain.
Matters needing attention after negotiation
A. If the negotiation is successful, the contract shall be signed immediately and the documents brought by both parties shall be checked;
B. If the negotiation is unsuccessful, don't spend too long and waste the precious time of customers. Tenants should be allowed to leave alone, giving customers enough autonomy and full consideration, but the later property consultants should follow up and maintain in time to strive for the opportunity to sign again;
C, regardless of negotiation or not, we should leave a good impression on our customers. When customers leave, they should politely send both parties to the door and shake hands to say goodbye, which embodies our professional and meticulous service concept, establishes the brand image of the company and lays a good foundation for the next negotiation.
Key points of negotiation:
1. Generally, buyers and sellers stand in opposite positions, so when customers ask questions or shortcomings, they must stand in a synchronous position, agree with their own views first, and then put forward our reasons in time to convince him. Note: Generally speaking, buyers accept "people" in advance and then begin to accept "things". So for buyers, kind-hearted brokers are also the reasons that impress them.
2. Try to let the other side relax during the negotiation, but keep a high degree of vigilance and humorous conversation. In other words, we should choose the golden mean at any time and on any occasion; "Relaxed but not casual", "vigilant but not serious", and pay attention to adjust your facial expressions and changes at any time-"smile"
3. To control each other's emotional reaction, we must first control our emotions, so we need enough patience, not afraid of customers' criticism and accusations, keep good manners, don't get angry easily, and show a beautiful smile at any time. If you lose your temper and show impatience, or let the other party control their emotions, it is easy for the other party to find flaws or misunderstand, leading to half the effort or failure of negotiations.
4. The agent must first direct a play (layout) with the buyer and the seller respectively, and give a perfect performance in the negotiation process, but the agent is the person who fully knows the content of the whole drama, rather than being led by the buyer and the seller. (Negotiation means a beautiful performance)
;