Dicas para não se tornar um chato na venda de imóveis

13 dez, 2016 141 Comentários por








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Corretores e clientes têm o mesmo objetivo, seja encontrar o imóvel ideal depressa ou vender a propriedade pelo melhor preço o mais rápido possível. Mas nem sempre a maneira que o profissional tem de chegar a esse propósito agrada ao cliente.

Ninguém gosta de ser incomodado no momento de uma compra. A premissa vale tanto para a escolha de uma roupa em uma loja quanto para a possibilidade de compra de um imóvel. Durante o processo de escolha, o cliente busca muitas vezes se cercar de todas as informações antes de decidir pela compra.

Com um imóvel, que muitas vezes representa o sonho de uma vida inteira, a necessidade de informação é ainda maior. Cabe ao corretor munir o cliente de todos os dados necessários, apresentando os diferenciais dos imóveis, mas sem pressionar e nem sufocar o possível comprador.

Veja a seguir algumas dicas para agradar o cliente e não se tornar um chato na hora da venda.

CORRETOR CHATO

Um corretor não precisa ficar insistindo na ligação com o cliente. Veja agora dicas sobre como não se tornar um chato na venda de imóveis.

FALE O ESSENCIAL E CONHEÇA O CLIENTE

Na busca por informações, o cliente pode muitas vezes se mostrar muito interessado por um imóvel e, com isso, levar o corretor a insistir no contato com o comprador. Busque sanar as dúvidas do potencial cliente e desde os primeiros momentos da negociação se coloque à disposição. Porém, não insista demasiadamente. Ninguém gosta de ficar recebendo ligações a toda hora. Fale o essencial sobre o imóvel, tire dúvidas, mas jamais pressione o cliente por uma decisão imediata.

É importante conhecer sempre o seu cliente. Ao lidar com várias negociações ao mesmo tempo pode parecer comum trocar os nomes ou alguma característica do perfil dos clientes. Mas esse é um erro crítico e é essencial ficar atento para que isso não aconteça. Tenha sempre em mãos os dados do cliente que está sendo auxiliado. Não tente lembrar ou adivinhar as necessidades dele, por isso, é importante conhecer e ter sempre à mão essas informações.

NÃO SUFOQUE O CLIENTE

Não ligue todos os dias, dê espaço ao cliente para que ele possa pensar na melhor opção de compra. Para isso, mostre mais de um imóvel e esteja sempre disponível para responder as questões do comprador. Escute mais o cliente e não tente impor a ele a sua vontade. Nos momentos finais de uma negociação, pode ser melhor o contato pessoal, mas, quando possível, espere o cliente lhe procurar.

NÃO TRANSFIRA SUAS METAS

Como os corretores ganham por comissão, é comum pensar apenas nas metas que precisa alcançar. Mas não deixe esta busca desenfreada pela meta transparecer ao cliente, ele não tem nada a ver com isso. Ninguém gosta de ser pressionado, muito menos quando sabe que por trás da pressão está o fator financeiro. A ansiedade demonstrada por um corretor no momento de fechar um negócio pode afastar os clientes. Foque no seu trabalho e na maneira de oferecer uma experiência agradável e transparente ao cliente.

O que achou dessas dicas? Compartilhe sua experiência conosco escrevendo sua mensagem nos comentários.

Dicas de Vendas

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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