You are currently viewing O cliente está indeciso? Siga estas dicas vencedoras

O cliente está indeciso? Siga estas dicas vencedoras

Não é raro um cliente ficar indeciso em relação à compra de um imóvel. Afinal, estamos falando de um patrimônio que realmente custa caro, e muitos, de fato, são cautelosos antes de fechar qualquer negócio.

Porém, não dá pra negar que existem alguns que pecam pelo excesso de indecisão, e se o corretor não souber encaminhar bem a negociação, pode perder a venda do imóvel. Por isso, é necessário saber lidar com essa situação da melhor forma possível.

Vamos saber como?

Respeite todo o processo de venda, do início ao fim

Processos exigem normas e regras bem definidos. E elas não estão ali à toa. Possuem um propósito, e é por isso que seguir todo passo a passo é fundamental para fazer com que qualquer cliente deixe a indecisão de lado.

Desde o planejamento da venda do imóvel em si, passando pela abordagem do comprador, as informações básicas do cliente, indo até a apresentação do valor, a negociação e o fechamento do negócio, pra, enfim, chegar no pós-venda.

Todas essas etapas são primordiais para fazer com que o cliente se sinta mais seguro de estar fazendo negócio com você, pois isso mostra, acima de tudo, profissionalismo.

Preze pela qualidade na comunicação

Existe um ditado popular que diz: “é conversando que a gente se entende”. Quando se está fazendo qualquer negócio (especialmente na área de imóveis), essa máxima é mais do que válida (é essencial). Só lembrando, contudo, que comunicação não é simplesmente falar demais, e sim, manter um bom diálogo entre ambas as partes.

Muitos corretores cometem o erro de falar demais, o que reduz as chances de fechar uma boa venda, e ainda mais se o cliente estiver indeciso. Ou seja, ouça bem o que o cliente está falando, e tente entender as suas necessidades.

Evite os chamados “ruídos” na comunicação, e tente ser o mais prático e objetivo possível. Olhe sempre nos olhos do seu interlocutor, e evite passar insegurança nos gestos. É o que chamamos de comunicação não-verbal.

Inclusive, ainda nessa questão da comunicação, tente ter bons argumentos, no sentido de não mostrar os benefícios de um imóvel de maneira superficial, e faça perguntas mais suaves e menos agressivas. Experimente, portanto, perguntar se ele precisa de mais alguma coisa, ou do que ele gostaria.

Se possível, treine antes da visita

Um dos momentos mais importantes numa negociação de imóveis é a visita que o corretor irá fazer junto com o cliente. Por isso, estudar com antecedência pode ajudar bastante a não deixar a pessoa indecisa. Saber detalhes sobre o imóvel e fazer um roteiro mostrando as suas principais características, ajuda muito.

Também é preciso que na visita as respostas sejam ágeis e dinâmicas da sua parte, e que apresentem o máximo de segurança possível para o cliente. Antecipe as perguntas mais comuns nessas ocasiões, e não se esqueça de saber alguns pontos importantes, como localização e segurança na região onde o imóvel se encontra.

Faça atendimentos personalizados

A rotina de um corretor de imóveis é bastante atribulada, havendo compromissos constantes, desde assinatura de contratos a outras responsabilidades quanto a compra e venda de um imóvel.

Mesmo assim, é preciso que cada cliente possa ser atendido de maneira bem personalizada e com qualidade. Dessa maneira, ele se sentirá mais seguro, e perceberá o quanto você é atencioso e profissional. Isso, inclusive, pode gerar novas indicações de clientes.

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