【正文】 不可以讓客戶知道業(yè)主出售或出租之底價。因為每個人都是天生希望對方認同自己，當你 表示同意他便會對你減低抗拒，覺得你是他的同一陣線。你與客戶所建立的關系，他對你的信任程度有多少，而影響難度的高低。但你必須要有一個至兩個目標盤，然 19 后作出重點推薦，利用其他不是目標盤作為比較目標盤的好處。 如何了解客戶呢？ 每個客戶無論是電話或是自尋到公司，他都會給你說他的基本需要，但是這基本需要是不夠的，所以我們要加深了解對方，最好的辦法是帶客戶多看幾套房，在看房時了解他的需要，而做出適當?shù)慕ㄗh及介紹，增加客戶的購買欲念。 身體語言是包擴你的身體所做的任何動作及眼睛的交流，所以你要留意你自己的動作，眼睛與人交談不要東張西望，身體的動作不要太夸張，動作自然大方。 賣出 ：收取傭金 1% （上下家各 1%） 租出：收取傭金一個月租金的 70% （上下家各 35%） 18 言談及身體語言： 言談及身體語言是表現(xiàn)你品格的一種方法，亦直接的影響你的說服力及影響力。 電話放盤； 親自到我們公司放盤； 是我們主動要求業(yè)主放盤； 是朋友或老客戶介紹。 二，中介的角色 請問閣下是否想過中介起什么角色呢？你認為中介是賣房給客人還是幫客人找房子買呢 ？ 其實中介是一個比較特別的行業(yè)，我們同其他行業(yè)的業(yè)務員是有很大的不同，一般行業(yè)的業(yè)務員是公司有一些自己產(chǎn)品推出市場，公司應因市場定好價格，業(yè)務員只需推銷該產(chǎn)品的優(yōu)點便完任務。t be late, don39。t do this, because you sell something if the guest does not suit pletely, no matter how good the things, he is not interested, he feels you are wasting his time, but also a waste of your time. So in contact with customers to understand his needs, then introduces. How to understand the customer? Each customer is either telephone or to seek to the pany, he will give you his basic needs, but the basic need is not enough, so we should enhance mutual understanding of each other, the best way is to take the customer to see a few more suites, in the house to understand his needs, and make remendations and introduce appropriate, increase customer purchase desire. The most basic is to understand customer, customers buy 14 a house is owneroccupied or investment, need more area, the number of housing prices, the budget, why choose this area, and other real estate panies see real etc.. To understand his basic needs, introduce some approximation of the property to him. Radio disc: When you understand the customer39。 4, is the friend or the old client to introduce. Or above no matter what, you must be careful to record the details, must not be missed. Because this program is very important, if you accidentally recorded fault data will affect you or your colleagues step number. ( 2 ) the closing record data are as follows: Sell. 1, the owners name 2, detailed address 3, area 4, telephone number ( must try to record more owners telephone) 5, the price (which may include price, even the mission price ) 6, whether the tax package 7, decoration condition 8, the property is vacant, if the vacancy must get the keys in our pany 12 9, whether the loan ( now try to understand owes the bank money ) 10, house ( such as the owners keys need not ask ) 11, real estate certificate whether he ( if it is the agent, whether legitimate authorization document ) 12, whether the price renegotiation 13, if there are special treaty 14 other projects, selling properties will buy Rental: 1, the owners name 2, detailed address 3, area 4, telephone number 5, the price 6, equipment 7, decoration condition 8, whether the change interval 9, the property is Ji ( vacancy ) 10, house 11, the price can be negotiable 12, there is no special treaty 13, after the lease will buy other projects The last bear a few remind owners we managed to help him sell or lease is required to charge a mission. Sell: Commission 1% ( on the 1% ) Out: a month rent charge a mission of 70% ( on the 35% ) Speech and body language: Speech and body language is a method of representing your character, but also directly affect your powers of persuasion and influence. Speech is a kind of knowledge, for your statement is equivalent to your idea, 13 your career charm to play out, Lin to make each other want to purlin, listen to your speaking to persuade you, so please think carefully before you s