Negotiation skills of real estate agents. 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.
Second, the timing of negotiations.
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.
Third, the negotiation steps
Step 1: Prepare
1. 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.
2. Make an appointment for both parties, and tell the buyers that they must bring a deposit and come out to talk about a higher price, otherwise, don't let both parties waste time, saying that a group of customers bid higher than you, but haven't let the owners know, so we should seize the opportunity.
The owner had better indicate the price first and change the itinerary.
4. Determine the prices of buyers and sellers, and set the prices of both parties.
5. Book a host party and do pre-job education 30 minutes in advance.
6. Both parties have the right to buy and sell with money.
7. Seating arrangements.
8. Arrange on-site cleaning of on-site materials (conference room materials, whiteboard case sources, window advertisements).
9, shaping the rarity of both parties (buyers, products) should not be missed.
10, determine the main talk and help talk.
The second step is negotiation.
1, brokers must first show three points:
1) The meeting between the two parties is transparent and open.
2) Both parties are sincere.
3) Before meeting to talk about this gap, it will definitely come true.
2. greetings:
The two sides introduced each other and recognized each other, but they were not familiar with each other.
3, cut into the theme:
Price exposure, the first wave of price difference mediation.
4. 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)
5, the two sides separately to persuade:
Negotiators visit both sides, provide appropriate information, influence the judgment of both sides and promote the transaction.
6, the price is close, take out the deposit receipt.
The third step is over
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.
Matters needing attention of real estate agents in the negotiation process 1. The real estate agent should remind all the people present to turn off their mobile phones or turn them to mute state, so as to ensure that the whole contract negotiation process is not disturbed, and arrange the buyers and sellers to sit by themselves;
Try not to negotiate on the phone.
3. Real estate agents should introduce themselves and buyers and sellers to each other before starting negotiations;
4. In the process of negotiation, in order to avoid giving customers the impression of unfairness and partiality, the real estate agent must always maintain a neutral position;
5. The principle of negotiation: sense motive, have it both ways, quick response and sincere appearance.
6. Pay attention to your pronunciation, speed and intonation when negotiating. Don't be arrogant and don't be too humble. Maintain a correct working attitude, reflecting the fairness and seriousness of signing contracts.
7. Real estate agents should control the rhythm and atmosphere of on-site negotiations during the negotiation process, maintain the guiding ideology of mutual respect and understanding among the three parties, and let buyers and sellers negotiate on the premise of equality and voluntariness;
8. When the two sides are deadlocked in the negotiation process, it is suggested to temporarily stop the negotiation. Real estate agents should euphemistically separate the two sides temporarily, work separately, ease the embarrassing atmosphere and let the negotiations resume;
9. In the negotiation, the broker should be the main thread of the whole negotiation process, guiding and helping the buyers and sellers to negotiate on the signing matters. Neither party can talk about his own topics unrelated to the signing for a long time, thus distracting both parties and disrupting the negotiation rhythm;
10. 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;
1 1. Brokers should correctly answer all kinds of questions and queries raised by customers and actively explain them in detail, but they should not make rash promises, verbal guarantees and other words and deeds that violate the company's regulations;
12, in the process of negotiation, it is necessary to grasp the customer's psychology and dynamics in time, predict the situation and situation that will appear, and coordinate and control it in time;
13. In the negotiation process, our negotiators should not intensify contradictions, but take advantage of the situation to change the subject first, and then gradually ease it, so as not to create difficulties for signing the contract;
14. When both buyers and sellers insist on their own opinions, can they adopt them? I don't want to fight, but I will defend it? Way, temporarily frozen.
15, leave room for yourself when bargaining.
16. As an intermediary, we need to charge both parties an intermediary fee (commission).
17, don't be inclined to negotiate with any party (let customers and owners feel that they are fair).
18. When negotiating with customers, speak with confidence and confidence. Don't be carried away by the momentum of customers or owners, and think that I am a professional property consultant.
19, try to avoid the controversial issues between the two sides and make up for their disadvantages with other advantages.
20. Don't make any promises to customers easily when you are not sure;