购房人的心理分析（Analysis of psychological purchase）.docVIP

购房人的心理分析（Analysis of psychological purchase） Due to peoples ability, temperament and character of different consumers, showing their personality characteristics. We put these characteristics into 12 types. (a) take it leisurely and unoppressively type The buyers are sober, failing to calm, not easily affected by external things and advertising, they suggest that the sales staff listen carefully, sometimes questions and opinions will, but will not easily make purchasing decisions. Take it leisurely and unoppressively type property buyers first impression of the poor sales staff will not give second times the opportunity to meet, and always keep the distance with the. For such buyers, sales personnel must start from the familiar features of the product, carefully applied step by step to guide the way, multi analysis, comparison and evidence, suggest that the purchase of a comprehensive understanding of interests, in order to obtain rational support each other. For this type of buyers when dealing with sales proposals only through the analysis of reason to think about each other, only by property buyers may accept; conversely, with no strong evidence and patient persuasion to explain, sales is not successful. (two) - irresolute and hesitant The general performance of this kind of buyers is whether to buy a real estate shilly-shally, even decided to buy, but for the location, price, apartment layout, architectural style, property management, corporate brand and repeated comparison difficult. Their gentle appearance, the heart is always indecisive, indecisive. For this type of property buyers, sales personnel must first do not influence each other, talks should not rush to deal, to be calm to induce buyers express concerns, and then explained according to the problem, and take effective example, to eliminate buyers hesitate psychological. Wait until the other has the desire to buy produce, sales staff can take direct action, prompting the other side to make a decision. F