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Treinamento de atendimento
em plantão de vendas
O	
  corretor	
  de	
  imóveis,	
  quando	
  está	
  trabalhando	
  em	
  um	
  
stand	
  de	
  vendas,	
  representa	
  a...
1º	
  Passo	
  
Planejamento	
  
Organização:	
  Tenha	
  em	
  mãos	
  Book	
  do	
  
empreendimento,	
  ficha	
  técnica,	
  tabela,	
  master	
  
plan,	
...
Apresentação:	
  Trajes	
  adequados	
  para	
  o	
  
atendimento.	
  
Prevenção:	
  Saia	
  	
  
com	
  antecedência	
  	
  
para	
  evitar	
  atrasos.	
  
2º	
  Passo	
  
Cumprimento	
  
das	
  regras	
  do	
  
plantão	
  
-­‐	
  Sempre	
  que	
  entrar	
  
um	
  cliente	
  no	
  stand	
  
aguardar	
  ser	
  
chamado(a)	
  pela	
  
recepcionis...
-­‐	
  No	
  caso	
  de	
  regra	
  3,	
  o	
  corretor	
  que	
  atender	
  
nessas	
  condições	
  só	
  terá	
  par<cip...
3º	
  Passo	
  
Cumprimentar	
  o	
  
cliente	
  apenas	
  
com	
  um	
  aperto	
  de	
  
mão	
  ou	
  apenas	
  
reverenc...
4º	
  Passo	
  
Faça	
  uma	
  breve	
  
apresentação	
  
verbal	
  do	
  
empreendimento	
  
ao	
  cliente	
  
5º	
  Passo	
  
Faça	
  uso	
  eficaz	
  das	
  ferramentas	
  de	
  
apresentação	
  disponíveis	
  no	
  stand	
  
-­‐  Análise	
  da	
  maquete	
  do	
  empreendimento	
  com	
  
base	
  no	
  conteúdo	
  apresentado.	
  
-­‐  Análise	
...
6º	
  Passo	
  
Ouvir	
  todas	
  as	
  necessidades	
  do	
  
clientes	
  para	
  adequação	
  da	
  
proposta	
  e	
  fe...
7º	
  Passo	
  
Simular	
  cálculos	
  e	
  formas	
  de	
  pagamento	
  
dentro	
  do	
  perfil	
  financeiro	
  e	
  psico...
8º	
  Passo	
  
Equalizar	
  as	
  necessidades	
  com	
  o	
  
objeGvo	
  de	
  viabilizar	
  a	
  proposta	
  de	
  
fina...
9º	
  Passo	
  
Levantar-­‐se	
  da	
  cadeira	
  somente	
  
após	
  o	
  cliente	
  
	
  e	
  conduzi-­‐lo	
  
	
  até	
...
BOAS	
  VENDAS!!	
  
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Treinamento para corretores de imóveis em stand de vendas

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Esta apresentação tem por objetivo treinar corretores de imóveis que irão trabalhar em stand de vendas em lançamentos imobiliários.
O trabalho do corretor no stand de vendas não permite erros. O corretor deve portar-se de maneira correta e atender as necessidades dos clientes de forma inteligente e educada.
Uma palavra ou gesto fora de contexto pode levar a perda da venda para o corretor, imobiliária e incorporadora.

Published in: Real Estate
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Treinamento para corretores de imóveis em stand de vendas

  1. 1. Treinamento de atendimento em plantão de vendas
  2. 2. O  corretor  de  imóveis,  quando  está  trabalhando  em  um   stand  de  vendas,  representa  além  de  si  mesmo,  sua   empresa  e  todo  empreendimento.           Por  isso  é  fundamental  aprender  e  pra<car  como  se   portar  em  uma  negociação  dentro  de  um  plantão   imobiliário.  
  3. 3. 1º  Passo   Planejamento  
  4. 4. Organização:  Tenha  em  mãos  Book  do   empreendimento,  ficha  técnica,  tabela,  master   plan,  bloco  de  notas,  caneta,  laptop,  etc...      
  5. 5. Apresentação:  Trajes  adequados  para  o   atendimento.  
  6. 6. Prevenção:  Saia     com  antecedência     para  evitar  atrasos.  
  7. 7. 2º  Passo   Cumprimento   das  regras  do   plantão  
  8. 8. -­‐  Sempre  que  entrar   um  cliente  no  stand   aguardar  ser   chamado(a)  pela   recepcionista.  
  9. 9. -­‐  No  caso  de  regra  3,  o  corretor  que  atender   nessas  condições  só  terá  par<cipação  na   comissão  se  conseguir  efetuar  a  venda  neste   mesmo  atendimento  do  stand  ou  recolher   cheque  reserva.  
  10. 10. 3º  Passo   Cumprimentar  o   cliente  apenas   com  um  aperto  de   mão  ou  apenas   reverenciando-­‐o,   e  sentar-­‐se  à  mesa   somente  quando   o  cliente  se   sentar.  
  11. 11. 4º  Passo   Faça  uma  breve   apresentação   verbal  do   empreendimento   ao  cliente  
  12. 12. 5º  Passo   Faça  uso  eficaz  das  ferramentas  de   apresentação  disponíveis  no  stand  
  13. 13. -­‐  Análise  da  maquete  do  empreendimento  com   base  no  conteúdo  apresentado.   -­‐  Análise  da  imagem  do  empreendimento   referente  a  localização  .     -­‐  Visita  ao  decorado.      -­‐  Análise  do  quadro  de     disponibilidade.   -­‐  Retorno  a  mesa  para     análise  das  necessidades     do  clientes.  
  14. 14. 6º  Passo   Ouvir  todas  as  necessidades  do   clientes  para  adequação  da   proposta  e  fechamento  
  15. 15. 7º  Passo   Simular  cálculos  e  formas  de  pagamento   dentro  do  perfil  financeiro  e  psicológico   do  cliente,  previamente  idenGficados  no   atendimento  
  16. 16. 8º  Passo   Equalizar  as  necessidades  com  o   objeGvo  de  viabilizar  a  proposta  de   financiamento,  cheque  de  reserva   ou  fechamento  (agendar  escritura)  
  17. 17. 9º  Passo   Levantar-­‐se  da  cadeira  somente   após  o  cliente    e  conduzi-­‐lo    até  a  porta  
  18. 18. BOAS  VENDAS!!  

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