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Como diz o ditado popular, “a primeira impressão é a que fica”. Com o seu cliente não é diferente. Ele está observando cada detalhe durante o início da conversa, principalmente porque os consumidores estão cada vez mais atentos à qualidade de um atendimento. Eles querem ter a certeza de que você se preocupa com a necessidade deles e vão apresentar a melhor solução para os seus problemas.
No entanto, existem muitos corretores que falam pelos cotovelos, como se não houvesse amanhã, deixando a impressão de um profissional atrapalhado e pouco objetivo. Explicam como começaram a carreira, dão aula de intermediação imobiliária, contam casos de antigos clientes e falam de tudo. São comparáveis à pessoa que fez um maravilhoso bolo de chocolate para alguém que só come bolo de morango.
Neste primeiro momento, a chave não é ser a atração da conversa, e sim o curioso. Afinal, você ainda não over the counter viagra cialis online 24 hour pharmacy conhece o seu cliente para falar exatamente o que ele quer ouvir. E você sabe como demonstrar um interesse genuíno por ele? Fazendo perguntas!
Entenda qual é a motivação em buscar um imóvel e o que mais o atrai. É importante compreender o perfil do comprador para poder indicar as melhores soluções e prestar um atendimento de qualidade. Pergunte se ele já conhece o imóvel escolhido, se já possui outras propriedades, se possui filhos, entre outras perguntas que podem ajudá-lo durante a negociação.
Depois de conhecer mais sobre a pessoa do cliente e entender as suas intenções, agora é hora de dizer algo. Mas, a diferença é que agora você sabe o que falar, com base no seu prévio conhecimento. Você poderá encantar seu cliente com muito mais facilidade e sua venda ficará mais facilitada. Para uma comunicação eficiente, lembre-se sempre: Ouvir mais e falar menos.
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