Convencendo clientes indecisos a fechar negócio

25 nov, 2016 86 Comentários por








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Quando se está negociando um imóvel, os corretores querem bater o martelo sobre a venda o mais rápido possível. Mas, nem sempre, clientes e profissionais do ramo imobiliário têm o mesmo ritmo na tomada de decisões. São muitas as dúvidas e indecisões que pesam no momento da escolha da compra de um imóvel. Para os futuros proprietários, é preciso pensar bem antes de uma escolha tão importante na vida de cada um.

Ainda mais na decisão de onde morar, afinal, ninguém quer se arrepender logo depois da mudança. Por isso, o corretor precisa estar disponível e atento aos sinais de indecisão dos clientes. Estar pronto para responder as dúvidas e conhecer bem o perfil do cliente são aspectos fundamentais para conseguir garantir o negócio.

São muitos os receios que podem aparecer antes de se concretizar a compra. O medo de não encontrar a casa ou apartamento ideal, as complicações de um financiamento imobiliário, os altos custos e as taxas de manutenção para se manter um imóvel. Então, o cliente gostou do imóvel, mas falta bater o martelo? É claro que a decisão final é dele, mas o corretor pode dar aquele empurrãozinho que faltava para a decisão final.

Saiba como convencer o cliente indeciso e vencer a insegurança.

CASAL DECIDIDO

O corretor deve ficar atento aos sinais do cliente. Veja como o corretor pode ajudar na hora da decisão final do cliente.

CONHEÇA O CLIENTE

Mais do que estar com a sua carteira de imóveis na ponta da língua e conhecendo as particularidades de cada um deles, é preciso estar atento aos clientes. Conhecer suas necessidades e saber exatamente o que eles procuram é a melhor maneira de evitar as indecisões.

Apresente imóveis dentro daquilo que é o desejo deles, faça perguntas sobre as preferências dos futuros proprietários e esteja preparado para responder as dúvidas e questionamentos que possam surgir no processo.

Entendendo melhor o que o cliente busca e quais seus anseios, é possível se adiantar às dúvidas e deixar o comprador mais confiante no trabalho do corretor. Para isso, é preciso desenvolver a habilidade de escutar o cliente e prestar atenção naquilo que é falado por ele. Desenvolver uma afinidade e buscar a empatia dos clientes é essencial para fechar um bom negócio.

SEJA DISPONÍVEL

No momento da dúvida, é preciso agilidade para responder ao cliente. Por isso, mais do que estar disponível é preciso ser disponível. Mostra-se atento e disposto a ajudar o comprador cria confiança entre os envolvidos nas negociações.

Não enrole nas explicações, seja objetivo e prático nas respostas das, às vezes, dúvidas complexas. A disponibilidade do corretor deve ser demonstrada de maneira natural ao cliente, sem forçar a barra. Buscar ser verdadeiro e franco com o cliente é sempre a melhor opção. Mostrar mais de um imóvel e voltar com o cliente naquele que mais o interessou pode o convencer pela compra.

TENHA BONS ARGUMENTOS

Debater com alguém que tem boas ideias e argumentos é melhor do que com alguém despreparado para o confronto de pensamentos. Isso também vale para quando se esta negociando algo. Para convencer o cliente é preciso fugir do comum "esse imóvel é excelente e atende as suas necessidades".

Deixe que o cliente chegue a essas conclusões. O corretor precisa ter argumentos que o levem a pensar isso. Apresente os pontos positivos, destaque a localização e as facilidades da vizinhança, fale sobre os custos compatíveis do imóvel com o preço de mercado, ressalte a valorização futura do imóvel e apresente as opções de financiamento.

Além de mostrar a casa ou apartamento, é preciso destacar aquilo que os olhos não veem. Mais do que nunca, é preciso conhecer o cliente para racionar como ele e chegar ao sucesso da venda. Não seja presunçoso com o cliente. O jogo só acaba quando terminar. O negócio só estará fechado com o contrato assinado. Não se deixe levar pela proposta de aumentar o preço quando o cliente estiver muito interessado em um imóvel.

É preciso ser justo e disciplinado. O corretor precisa ser um facilitador do negócio e não mais um dos empecilhos. Aposte em descontos no valor do imóvel quando possível. Trate o cliente com atenção até o último minuto e responda até as dúvidas finais.

Deixe sua mensagem nos comentários e nos diga o que você achou dessas dicas.

Dicas de Vendas, Mercado Imobiliário

Sobre o autor

O aplicativo Homer é uma rede de parcerias gratuita que conecta milhares de corretores. Multiplique sua carteira de imóveis, venda mais rápido e se organize melhor através de parcerias a um clique de distância. No Homer, a comissão é sua e do seu parceiro.

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