No mercado imobiliário, é melhor perder o negócio do que perder o cliente

[vc_row][vc_column][vc_column_text]Seja como corretor, ou qualquer outro profissional da área de vendas do mercado imobiliário, precisa entender que nem sempre o “não” significa um “nunca” do seu cliente.

 

Nós vemos muito isso quando o corretor faz um atendimento, o cliente falou não, ou deu um sinal de que não iria comprar naquele momento e o profissional corretor desiste daquele cliente.

 

Isso é um grande erro para qualquer pessoa que trabalha com vendas no mercado imobiliário.

 

Entendendo o “não” do seu cliente

Existe um estudo que expõe que 63% das vendas acontece após a sexta objeção. Então, com certeza você vai ouvir muitas respostas como “está caro”, ou “não sou quem decido” e até aquele “me deixa pensar” no qual a pessoa não volta para dar uma resposta.

 

Isso ocorre porque às vezes ele não está querendo dizer que não quer comprar, mas sim que não vai fechar aquela compra naquele momento. E isso pode ter muitos motivos, por exemplo, o imóvel que você apresentou naquele momento não atendia as expectativas do seu cliente.

 

Mas é importante estar atento de que isso não significa que ele não quer comprar, pode ser que ele não gostou daquele, mas que ele precisa de outras possibilidades.

Na minha experiência de todos esses anos no mercado imobiliário, é que o corretor quer empurrar aquele produto para o cliente.

 

Mas é muito melhor perder o negócio do que perder o seu cliente.

Se você perde o negócio e não perde o cliente, você vai conseguir fazer uma venda na segunda apresentação, na terceira, na quarta.

 

E como você pode fazer isso? Estimulando seu cliente a esclarecer o que ele quer, o que ele precisa. Isso acontece se você perguntar bastante, isso faz muita diferença para que ele tenha um feedback, para que ele seja muito mais assertivo naquilo que ele realmente quer e que você consiga apresentar isso.

 

Em uma entrevista que eu fiz com o Sérgio Langer, um dos grandes nomes do marketing imobiliário no Brasil, ele expôs exatamente um conselho que todo corretor, toda pessoa que trabalha com vendas, precisas ter em mente:

“Entender qual é o perfil, se é aquele cliente que vai comprar agora, se é o cliente que está indeciso, se o cliente que precisa vender o imóvel antes de comprar. Ele [o corretor] tem que ouvir um pouco, tem que ser menos afoito. E ele tem que entender que muitos clientes tem o tempo deles, não adianta tentar empurrar qualquer coisa, que não vai conseguir.”

 

E é exatamente isso que quero deixar muito claro hoje. É sempre melhor perder o negócio do que perder o seu cliente. É mais fácil você ouvir, entender e apresentar o que ele busca do que ter que buscar por novos clientes para vender aquilo que você quer vender no momento.

 

[/vc_column_text][/vc_column][/vc_row][vc_row][vc_column][vc_zigzag][/vc_column][/vc_row][vc_row][vc_column][vc_column_text]Edgar Ueda, sócio fundador do Instituto Êxito,  fundador da Neximob, empresa de inteligência imobiliária, palestrante e escritor best-seller dos livros, Kintsugi – O poder de dar a volta por cima, Desvendando a caixa-preta do sucesso e O poder do método, Idealizador do Inside Imob, um dos maiores eventos de Inteligência Imobiliária da América Latina, idealizador do Podcast Inside Imob Cast.

 

Acesse: www.neximob.com.br / www.insideimob.com.br / www.opoderdometodomi.com.br / www.riconomercadoimobiliario.com.br

Siga nas redes sociais: @insideimob / @edgaruedaoficial

Faça parte do meu grupo exclusivo no Telegram:

https://t.me/edgaruedaimob[/vc_column_text][/vc_column][/vc_row]

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