3 thoughts on “How to enter the real estate company without work experience in the real estate industry for sales?”
David
The sales of the real estate industry are the same as other industries. They are dealing with people. It is difficult for people to communicate with people according to a unified model. Each person's personality is different, and the way of dealing with problems is naturally different. For a newcomer who has just stepped into the real estate sales industry, other people's sales skills can only be for reference. In addition to learning other people's approach, it is more to summarize the appropriate way of discussions in each time they deal with customers. , Method, so you have your own unique sales skills. As long as you pay more attention and practice, everyone can have their own unique sales skills and have their own "tricks". Therefore, sales skills are more to learn with heart, experience, and work hard.
[Learn with your heart] The people engaged in real estate sales should be committed to the development of individual and career, because life will only change with self -changes. Estimation in this society. Therefore, to be a top sales staff, the first thing to learn is how to maintain a positive mentality.
[Learning positive mentality] The face involved in the real estate industry is very wide and challenging. Therefore, a positive mentality is a expectation and commitment to yourself, determining your direction of life, determining your work goals, and correcting and evaluating your ability. What kind of person do you think is important. For example, like me, I think I am a positive, optimistic, friendly, very enthusiastic, and vigorous person. This is the image of self. The salesperson with a positive attitude, I believe he said to himself with a smile every morning. "I am in a good mood today, I am very happy, I will contact many customers today. I believe I can solve some problems or relieve their doubts." "As long as I work hard, I believe I will be able to deal with today. My sales performance is the best "; this is his affirmation of himself. [Cultivate your affinity] The so -called affinity is the ability to communicate with sales staff and customers. The nature of the sales staff is to deal with customers directly face -to -face. How can we better communicate with customers and let customers recognize you, and must be achieved by regulating your words and deeds. During the sales process, language is a bridge of communication. For sales staff, language should be an art of entertainment and interaction. It must not only pay attention to expressions, attitudes, words, but also pay attention to methods and methods, observe language etiquette, and is a "lubricant" that successfully achieves the effect of communication. The more than 80%of the information in interpersonal communication is conveyed by the silent "second language" of this silence. Behavioral behavior is a kind of "language" that does not speak, including people's standing, sitting positions, expressions, and various actions displayed by the body. A look, an expression, a tiny gesture and body can spread important information. A person's behavior reflects his level of cultivation, education level, and trustworthiness. In interpersonal relationships, it is the starting point of shaping a good personal image. More importantly, while reflecting the personal image, he also shows the overall cultural spirit of the company to the outside world. The etiquette of language is not inherently to speak, and the beautiful behavior is not inherently, these are all trained through long -term formal. As long as you practice for 5 minutes a day, you can naturally develop a good appearance and manner, and naturally use polite words, and natural emotional expression. Sales personnel trained in this way have affinity.
[Improve your professional level] The special characteristics of real estate products require sales staff to have deep product knowledge and professional knowledge. Product knowledge and professional knowledge are the basis for the self -confidence of sales staff and the guarantee of sales skills. The masterpiece of real estate product knowledge is the first step to officially enter the sales. You have a good mentality and self -confidence. You can know nothing about the real estate product knowledge. Customers consult you with the characteristics, units, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, and price of When the decoration standards, etc., if you ask three as soon as possible, the customer will not buy the real estate you recommend. Is all know the sales law of real estate. When the new market opens the market, consumer needs such as regional demand, new market listing, from public psychology, appreciation expectations, showing off demand, investment benefits, etc. are During the high -speed growth period of sales, this stage usually lasts about three months. Three months later, real estate sales have entered a relatively stable period, and sales entering a gradual decline in about half a year later. Generally, 40%to 60%of real estate sales are completed during the high -speed growth period of sales. Real estate sales have entered three or five months in a stable period. The performance should be completed within eight months, and the sales volume of more than 90%of the entire real estate within one year should be completed. Is when the real estate faces effective demand and the developer is effective, the sales staff cannot be effectively sold or it cannot be sold at high efficiency. Once the real estate sales growth period and stable period, there is only a long wait. Unfortunately, it is a pity that it is a pity It is also very passive, especially when there is a competitive real estate existence around the real estate, and the real estate is not much different, the sales staff who knows and knows that they are the decisive weight of the competitors. The value of commercial housing is relatively high, and often many customers are buying and selling large -scale savings for a lifetime savings. Therefore, repeated comparisons and hesitation are common phenomena. When customers make the value of real estate that they can not be aware of the use value, they are still unspeakable. Essence A effective sales personnel should be half real estate experts, not only the characteristics of the real estate itself (taste, culture, planning, landscape, design, style, structure, area, function, orientation, convenience, price, price , Public construction facilities, equipment, community management, community culture, etc.) have a fundamental understanding, and have sufficient understanding of the real estate location, surrounding environment, urban planning, infrastructure, development trends, developer strength, etc. More importantly, I have a clear understanding of the advantages of competitive real estate, and can compare people with convincing and appropriate comparison with competitive real estate. In comparison, the practice of degradation of competitors' real estate without principles can easily cause customers to have rebellious psychology. Therefore, we must seek truth from facts, but also to avoid strengths, provide customers with real estate opinions, so that customers have trust in the real estate they and you sell. has many advantages in each project, but you do not need to tell the customer when you sell all the advantages. If you tell him all the advantages, the project will become without advantages. You have to learn to seize the issues that customers care about in the process of communicating with customers as breakthroughs, then you will succeed. [Experience of the heart] 1. The way of thinking of "Li His" In someone said, "Money from customer pockets to sales staff pockets" is the longest distance in the world. I think Described very well. As long as the customer does not pay money, we will never get it, so how to shorten this distance is crucial. The communication with the customer and the way to get along with "altruism" to think at any time, how to help customers, how to make customers be in the state of the best interests, how to make customers feel intimate, to help customers help customers To solve the trouble, it will make customers like to buy the house you sell, so that customers will see you as friends, instead of just a salesperson who wants to sell the house to him in the eyes of the customer. The way of thinking can allow us to stand on the same line with our customers to solve the problem. You are his best comrades, not the opposition between you sell me. 2. Avoid the sales misunderstanding of your own In the process of sales, you often unconsciously fall into the misunderstanding of your own manufacturing without knowing it. Two of these misunderstandings are the easiest to fall in, so we must remind ourselves at any time. The one is: When we want to sell the house on our hands to the customer, do customers really need it? Is he really needed or we think he needs. If we only think he needs, the transaction may be far away from us and the opportunity is slim. So before facing customer sales, how to evoke his "consciousness" and how to create their needs is the focus of our intention, because when he does not think he needs it, it is absolutely impossible for him to nod to agree to the transaction. Essence The best house for customers is that the house that the customer has already produced the needs is the best house, so it is the best house for sales, and then sell the house to the customer, instead of selling the house before the sales demand. The second is: the opinions we put forward are based on the needs of customers, or we only focus on the completion of our performance. Tailor -made. These two mentality cause different distances between us and customers. Of course, we hope that the larger the order of the customer, the better, the higher the amount of the transaction, the better, but this is not the expectations of customers. The expectations of each customer are hoping to be able to play the highest efficiency at the lowest amount. The customer does not spend money or picking problems, because if we change from another angle, if we are customers, we decide to spend money to buy a house to buy a house Maybe it may be more picky than these complaint customers. A successful salesman is the solution of the customer's problem in the minds of the customer, and it is definitely not a manufacturer of customer problems. 3. Successfully selling products for yourself It the most difficult and difficult to face in this world, and the most discerning customers are often themselves. because you know whether such a house can meet your needs. It is not easy to persuade yourself to buy. What do you need? In the process of selling yourself, there are ten eight or nine. You will ask your question that may also be a question that customers will ask. What kind of answers can satisfy yourself? If you can successfully persuade yourself to buy, then you have almost considered the problems you will face in the market. This is a good practice. Try it yourself, it must be better than the customer. If you ca n’t convince you, how can you have full confidence to face the customer? Therefore, many sales personnel's rejection or setbacks faced during the sales process are actually the result of their lack of contact. Isn't this a difficult person if you can't even accept the goods that you can't accept? I often hear some real estate consultants complaining that the performance is not ideal. How difficult it is for customers. At this time, we ask If I am a customer, I wo n’t won't I do Will you buy something with me? This contains my image and attitude. The benefits of the goods I sell are enough to satisfy myself? The guarantee in the product is enough to give me a sense of security? Is I have given it more value -for -money value in terms of a certain price of the product and satisfy myself? The questions raised by customers, if I am a customer, will I be satisfied with the answer I answered? The residential house has my enthusiasm and my vitality. If I don't like this product, why should the goods create wealth? So we should try to sell such products to our ourselves before we sell houses to customers, try to persuade ourselves to buy, and one person plays two characters at the same time for offense and defense. One is our so -called difficult customers, the other is a salesperson, one is constantly proposed to refuse to buy, and the other continues to put forward benefits, benefits, and values. The other plays customers who are not interested in buying. Seller. In such an offensive and defensive, if you can successfully sell products to yourself, it is equivalent to knowing customers. Igly, as long as you continue to practice, you can help a home consultant to improve his ability to observe. In the end, you will find that you know what customers want. The more you know what the customer is thinking, and you will never complain about it anymore. I do n’t know what the customer is thinking! Because you can already enter the deepest part of your customer's heart in the practice of character conversion, so that you are called real grasp of customer behavior and customer psychology. For the buying consultant, the stable and solid performance starts from here! 4. Good at listening and creating advantages We often encounter this situation in the sales department. When customers enter the sales hall, our home business consultant begins to introduce to customers Real estate, it seems that the interpreter of a exhibition hall, regardless of whether the customer loves or not, wants to listen, just say that he only said that the mouth is too much, and he doesn't care about the customer's feelings and recognition and demand. When customers ask some questions, they immediately refute, and even try to change the transaction that the customer has expressed. Of course, the transaction cannot be completed! Because you don't know what the customer needs. Maybe you feel that you communicate well, but whether the success of a communication is the real score, and it is really good to say that the customer says good. I often describe the way of selling this kind of sales called the way of selling birds. Most of the ingredients of transactions or not! Unless what he talked about is just what the customer needs, more than 90%of the chances will not be sold! We must be patient to let our customers say that in the process of customer complaints, we must capture the customer's purchase psychology so that we can focus on persuading customers and achieve ideal sales performance. 5. Use too much professional terms The salesperson to introduce the needs of customers as much as possible when introducing real estate to dig out the needs of customers and closer the distance between customers. We often see that when some salesperson receives customers, a brain shows the customers who are experts in the real estate industry. They are introduced to customers in a lot of professional terms. How much, how much greening, etc., let customers fall into the fog of Wuli, fog, I don't know what you want to say, and cause a psychological pressure to the customer. Let's analyze it carefully, and we will find that the salesperson regards customers as colleagues to train them. They are full of professionalism. How can people accept it? Since you don't understand, what else do you talk about buying a house? If you can convert these professional terms with simple words, such as the distance between the two buildings directly, how big is the area of the garden, how much or big the event field is, etc., so that it is After listening to it, it is clear to achieve the purpose of communication, and real estate sales have not hindered. 6. Meet the spiritual needs of customers The customer needs sometimes do not necessarily only be on the house. The demand of the house is only one of his needs. If you are a customer yourself, you may never think about it. Imagine that when you stand in the sales hall to buy a house, do you only need the function of the house? Or do you have other needs that are respected, praised, cared, and noticed? Sometimes the other needs of customers may be higher than the demand for the house. Do you notice these in the process of sales? The foreign education system emphasizes inspiration education. The same is true to satisfy customers. The easiest fault for us is to keep introducing the house to customers and look forward to customers buying. However, I do n’t know what kind of houses customers need to focus on their own performance. They just want to sell houses like customers, but they do n’t think of why customers have to buy such a house. What other houses may be needed by customers. There is no analysis beforehand. The allocation of all the units of the real estate is introduced to the customer to pick it up. As a result, the time and spirit of the customer waste the customer, and you will not get a good one. Response. Because the ten -nine customers do not have such patience to read the information you took out, the information was thrown away like waste paper. Therefore, in the process of talking to customers, I asked the sales staff to prepare a manuscript paper to record some suggestions and opinions of the customer at any time, so that the customer feels respected and through the records, you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record. Know what the customer thinks, what he needs, and what he is dissatisfied. In this way, you can find a solution to the problem. The customer likes you because he thinks of it. You think of him. You need to help him need him to make the customer feel that you value him. When the customer can't make a decision, you can provide objective reference opinions so that the customer has no burden on doing business with you. The customer communicates with you easily and happily. The conscience. If a client likes to do business with you and even look forward to doing business next time, then you will succeed!
[Do your heart] 1. A good work attitude The implementation of any strategy must be reflected through the market, and the marketing team must be strongly supported. Therefore, many companies will continue to conduct sales training for sales staff, and look forward to making sales performance rapidly through these training. In the process of training, the problems of almost all sales personnel are related to methods and skills: how can I do so that customers can deposit deposit and sell the house? This is the most asked. What is the most important sales? The answer is actually very simple and heavy: ideas and attitudes. If you are facing a person who is unwilling to face the market at all, or does not treat the sales as a business, he keeps telling her how to sell the method and technique of sales. Just waste time. Because his brain will determine his actions and change the thoughts in his brain to change his external behavior. Therefore Essence In fact, sales training is a long -term job, the entire process of running through the entire sales. It is not a technical training. It is more about the adjustment of the mentality at work, that is, the marketing psychology training. 50%of the problems arising from a marketing personnel come from their own problems. Only the methods and techniques of solving the problem are also the cure of the standard. To train a mature salesperson, the most important thing is how to make a salesperson first establish a correct sales concept and attitude, otherwise the subsequent issues will be more complicated, I do not know where to start. This methods and techniques are not unique. People have different personality and different ways to deal with people. Those who have a good job attitude will create their own sales methods and techniques. Therefore, there must be a good work mentality, the key is the issue of the sales staff's own entity and attitude. As a salesperson, the core quality is affinity and professionalism. Finity is not born, but it is done by long -term, careful and seriously exercise. At the same time, as a consultant who has a certain professional literacy and can take the client to buy a house, we must first know what they are "selling" and "doing well". Therefore, it must be very familiar with business. 2. Persist in practicing words, behavior, raising, stop when I used to be a home consultant, I took 5 minutes to practice with a mirror with a smile on the mirror. In terms of long -term persistence, friends around me began to feel my changes, saying that I became more and more beautiful. 3. Persist in doing business assignments every day In improvement of the awareness of real estate, my usual approach is to use the free time to carry out business training. Operations, so my business capabilities and professional standards have improved rapidly. The content of the business operations includes: The economic and technical indicators of the project; The location of the project, the surrounding environment; the plane layout of the project, the length and width of the surrounding; ; The opening, depth and area, layer height, and building spacing of each function of each function; The interpretation of sales documents; decoration standards; supporting facilities; r; to understand the progress of the project; property management; price, preferential conditions; listing project selling points; n Real Estate's registration process, charging standards and requirements for personal materials provided; The personal materials provided by the bank mortgage, charging standards and requirements; The personal materials provided by land certificates and expenses and requirements; Morton banking and interest rates and calculations; related expenses after buying a house. 4. Careful records of customer files Names, surnames, number of visitors, customer characteristics, visiting transportation, contact telephone number, intention units, opinions and suggestions, cognitive channels, visit approval (person) (person) Numbers, intentions, dealership standards, customer sources, etc.; records each negotiation through each contact process with the customer as much as possible (including telephone tracking and multiple visits) as much as possible in order to master customers Situation; Create a connection channel. Maintain regular connections with customers, understand customer dynamics through telephone interviews, etc., and use contacts to hand over the customer as their friends; The persistence. If the customer has not made a purchase decision, he must continue to track; to the case. Record the transaction situation or the reasons for not transaction. I. I used to look at my customer files, recalling the appearance of customers, the process of reception, and deepening my impression of customers. When the customer visits or calls for the second time, I can accurately call his name. The relationship between the client and I start a friend's relationship from this step. As long as you do it seriously in your work, I believe you will do and do well. Therefore, today I can tell all those engaged in the sales industry say that the intention is the highest level of sales skills. The professional quality that excellent sales personnel should have include:
The first, the necessary professional knowledge, you must be an expert in this industry, so that you are qualified to recommend you to others to recommend you The product.
Secondly, the correct sales mentality (integrity is fundamental), not to achieve transactions by gobolic words or deception, change more thinking.
Third: personal appearance and potential high quality. Professional image and courteous discipline will win the first good impression, which helps to eliminate customer alert psychology and sense of distance.
Fourth: Have good communication ability (affinity) with customers, first let customers agree with you and accept you so that customers will better accept the products you recommend.
Fess fifth: Learn to get along well with colleagues, especially when there is a conflict between interests. said.
Sixth: virtual care, constantly learning, thinking hard
In fact, you can be bolder. As long as you know the information of finding someone there, you come directly to the door. The surrounding environment, so that your success rate will increase, and the most important thing for sales is self -confidence. You can only have confidence in yourself. If you have any problems, you can directly Hi. —————— Professional answers, contempt for copying ——————
I have no experience in sales, but in real estate, as long as you learn, work hard, and work hard, you can do well. As for the interview, I don't know, because there are a lot of people who are interviewed at the same time, but in the end they only leave us two. It's bold and confident
The sales of the real estate industry are the same as other industries. They are dealing with people. It is difficult for people to communicate with people according to a unified model. Each person's personality is different, and the way of dealing with problems is naturally different. For a newcomer who has just stepped into the real estate sales industry, other people's sales skills can only be for reference. In addition to learning other people's approach, it is more to summarize the appropriate way of discussions in each time they deal with customers. , Method, so you have your own unique sales skills. As long as you pay more attention and practice, everyone can have their own unique sales skills and have their own "tricks". Therefore, sales skills are more to learn with heart, experience, and work hard.
[Learn with your heart]
The people engaged in real estate sales should be committed to the development of individual and career, because life will only change with self -changes. Estimation in this society. Therefore, to be a top sales staff, the first thing to learn is how to maintain a positive mentality.
[Learning positive mentality]
The face involved in the real estate industry is very wide and challenging. Therefore, a positive mentality is a expectation and commitment to yourself, determining your direction of life, determining your work goals, and correcting and evaluating your ability. What kind of person do you think is important. For example, like me, I think I am a positive, optimistic, friendly, very enthusiastic, and vigorous person. This is the image of self.
The salesperson with a positive attitude, I believe he said to himself with a smile every morning. "I am in a good mood today, I am very happy, I will contact many customers today. I believe I can solve some problems or relieve their doubts." "As long as I work hard, I believe I will be able to deal with today. My sales performance is the best "; this is his affirmation of himself.
[Cultivate your affinity]
The so -called affinity is the ability to communicate with sales staff and customers. The nature of the sales staff is to deal with customers directly face -to -face. How can we better communicate with customers and let customers recognize you, and must be achieved by regulating your words and deeds.
During the sales process, language is a bridge of communication. For sales staff, language should be an art of entertainment and interaction. It must not only pay attention to expressions, attitudes, words, but also pay attention to methods and methods, observe language etiquette, and is a "lubricant" that successfully achieves the effect of communication.
The more than 80%of the information in interpersonal communication is conveyed by the silent "second language" of this silence. Behavioral behavior is a kind of "language" that does not speak, including people's standing, sitting positions, expressions, and various actions displayed by the body. A look, an expression, a tiny gesture and body can spread important information. A person's behavior reflects his level of cultivation, education level, and trustworthiness. In interpersonal relationships, it is the starting point of shaping a good personal image. More importantly, while reflecting the personal image, he also shows the overall cultural spirit of the company to the outside world.
The etiquette of language is not inherently to speak, and the beautiful behavior is not inherently, these are all trained through long -term formal. As long as you practice for 5 minutes a day, you can naturally develop a good appearance and manner, and naturally use polite words, and natural emotional expression. Sales personnel trained in this way have affinity.
[Improve your professional level]
The special characteristics of real estate products require sales staff to have deep product knowledge and professional knowledge. Product knowledge and professional knowledge are the basis for the self -confidence of sales staff and the guarantee of sales skills.
The masterpiece of real estate product knowledge is the first step to officially enter the sales. You have a good mentality and self -confidence. You can know nothing about the real estate product knowledge. Customers consult you with the characteristics, units, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, price, and price of When the decoration standards, etc., if you ask three as soon as possible, the customer will not buy the real estate you recommend.
Is all know the sales law of real estate. When the new market opens the market, consumer needs such as regional demand, new market listing, from public psychology, appreciation expectations, showing off demand, investment benefits, etc. are During the high -speed growth period of sales, this stage usually lasts about three months. Three months later, real estate sales have entered a relatively stable period, and sales entering a gradual decline in about half a year later. Generally, 40%to 60%of real estate sales are completed during the high -speed growth period of sales. Real estate sales have entered three or five months in a stable period. The performance should be completed within eight months, and the sales volume of more than 90%of the entire real estate within one year should be completed.
Is when the real estate faces effective demand and the developer is effective, the sales staff cannot be effectively sold or it cannot be sold at high efficiency. Once the real estate sales growth period and stable period, there is only a long wait. Unfortunately, it is a pity that it is a pity It is also very passive, especially when there is a competitive real estate existence around the real estate, and the real estate is not much different, the sales staff who knows and knows that they are the decisive weight of the competitors. The value of commercial housing is relatively high, and often many customers are buying and selling large -scale savings for a lifetime savings. Therefore, repeated comparisons and hesitation are common phenomena. When customers make the value of real estate that they can not be aware of the use value, they are still unspeakable. Essence
A effective sales personnel should be half real estate experts, not only the characteristics of the real estate itself (taste, culture, planning, landscape, design, style, structure, area, function, orientation, convenience, price, price , Public construction facilities, equipment, community management, community culture, etc.) have a fundamental understanding, and have sufficient understanding of the real estate location, surrounding environment, urban planning, infrastructure, development trends, developer strength, etc. More importantly, I have a clear understanding of the advantages of competitive real estate, and can compare people with convincing and appropriate comparison with competitive real estate. In comparison, the practice of degradation of competitors' real estate without principles can easily cause customers to have rebellious psychology. Therefore, we must seek truth from facts, but also to avoid strengths, provide customers with real estate opinions, so that customers have trust in the real estate they and you sell.
has many advantages in each project, but you do not need to tell the customer when you sell all the advantages. If you tell him all the advantages, the project will become without advantages. You have to learn to seize the issues that customers care about in the process of communicating with customers as breakthroughs, then you will succeed.
[Experience of the heart]
1. The way of thinking of "Li His"
In someone said, "Money from customer pockets to sales staff pockets" is the longest distance in the world. I think Described very well. As long as the customer does not pay money, we will never get it, so how to shorten this distance is crucial.
The communication with the customer and the way to get along with "altruism" to think at any time, how to help customers, how to make customers be in the state of the best interests, how to make customers feel intimate, to help customers help customers To solve the trouble, it will make customers like to buy the house you sell, so that customers will see you as friends, instead of just a salesperson who wants to sell the house to him in the eyes of the customer. The way of thinking can allow us to stand on the same line with our customers to solve the problem. You are his best comrades, not the opposition between you sell me.
2. Avoid the sales misunderstanding of your own
In the process of sales, you often unconsciously fall into the misunderstanding of your own manufacturing without knowing it. Two of these misunderstandings are the easiest to fall in, so we must remind ourselves at any time.
The one is: When we want to sell the house on our hands to the customer, do customers really need it? Is he really needed or we think he needs. If we only think he needs, the transaction may be far away from us and the opportunity is slim. So before facing customer sales, how to evoke his "consciousness" and how to create their needs is the focus of our intention, because when he does not think he needs it, it is absolutely impossible for him to nod to agree to the transaction. Essence The best house for customers is that the house that the customer has already produced the needs is the best house, so it is the best house for sales, and then sell the house to the customer, instead of selling the house before the sales demand.
The second is: the opinions we put forward are based on the needs of customers, or we only focus on the completion of our performance. Tailor -made. These two mentality cause different distances between us and customers. Of course, we hope that the larger the order of the customer, the better, the higher the amount of the transaction, the better, but this is not the expectations of customers. The expectations of each customer are hoping to be able to play the highest efficiency at the lowest amount. The customer does not spend money or picking problems, because if we change from another angle, if we are customers, we decide to spend money to buy a house to buy a house Maybe it may be more picky than these complaint customers. A successful salesman is the solution of the customer's problem in the minds of the customer, and it is definitely not a manufacturer of customer problems.
3. Successfully selling products for yourself
It the most difficult and difficult to face in this world, and the most discerning customers are often themselves.
because you know whether such a house can meet your needs. It is not easy to persuade yourself to buy. What do you need? In the process of selling yourself, there are ten eight or nine. You will ask your question that may also be a question that customers will ask. What kind of answers can satisfy yourself?
If you can successfully persuade yourself to buy, then you have almost considered the problems you will face in the market. This is a good practice. Try it yourself, it must be better than the customer. If you ca n’t convince you, how can you have full confidence to face the customer? Therefore, many sales personnel's rejection or setbacks faced during the sales process are actually the result of their lack of contact. Isn't this a difficult person if you can't even accept the goods that you can't accept?
I often hear some real estate consultants complaining that the performance is not ideal. How difficult it is for customers. At this time, we ask
If I am a customer, I wo n’t won't I do Will you buy something with me? This contains my image and attitude.
The benefits of the goods I sell are enough to satisfy myself?
The guarantee in the product is enough to give me a sense of security?
Is I have given it more value -for -money value in terms of a certain price of the product and satisfy myself?
The questions raised by customers, if I am a customer, will I be satisfied with the answer I answered?
The residential house has my enthusiasm and my vitality. If I don't like this product, why should the goods create wealth?
So we should try to sell such products to our ourselves before we sell houses to customers, try to persuade ourselves to buy, and one person plays two characters at the same time for offense and defense. One is our so -called difficult customers, the other is a salesperson, one is constantly proposed to refuse to buy, and the other continues to put forward benefits, benefits, and values. The other plays customers who are not interested in buying. Seller. In such an offensive and defensive, if you can successfully sell products to yourself, it is equivalent to knowing customers.
Igly, as long as you continue to practice, you can help a home consultant to improve his ability to observe. In the end, you will find that you know what customers want. The more you know what the customer is thinking, and you will never complain about it anymore. I do n’t know what the customer is thinking! Because you can already enter the deepest part of your customer's heart in the practice of character conversion, so that you are called real grasp of customer behavior and customer psychology. For the buying consultant, the stable and solid performance starts from here!
4. Good at listening and creating advantages
We often encounter this situation in the sales department. When customers enter the sales hall, our home business consultant begins to introduce to customers Real estate, it seems that the interpreter of a exhibition hall, regardless of whether the customer loves or not, wants to listen, just say that he only said that the mouth is too much, and he doesn't care about the customer's feelings and recognition and demand. When customers ask some questions, they immediately refute, and even try to change the transaction that the customer has expressed. Of course, the transaction cannot be completed! Because you don't know what the customer needs. Maybe you feel that you communicate well, but whether the success of a communication is the real score, and it is really good to say that the customer says good. I often describe the way of selling this kind of sales called the way of selling birds. Most of the ingredients of transactions or not! Unless what he talked about is just what the customer needs, more than 90%of the chances will not be sold! We must be patient to let our customers say that in the process of customer complaints, we must capture the customer's purchase psychology so that we can focus on persuading customers and achieve ideal sales performance.
5. Use too much professional terms
The salesperson to introduce the needs of customers as much as possible when introducing real estate to dig out the needs of customers and closer the distance between customers. We often see that when some salesperson receives customers, a brain shows the customers who are experts in the real estate industry. They are introduced to customers in a lot of professional terms. How much, how much greening, etc., let customers fall into the fog of Wuli, fog, I don't know what you want to say, and cause a psychological pressure to the customer. Let's analyze it carefully, and we will find that the salesperson regards customers as colleagues to train them. They are full of professionalism. How can people accept it? Since you don't understand, what else do you talk about buying a house? If you can convert these professional terms with simple words, such as the distance between the two buildings directly, how big is the area of the garden, how much or big the event field is, etc., so that it is After listening to it, it is clear to achieve the purpose of communication, and real estate sales have not hindered.
6. Meet the spiritual needs of customers
The customer needs sometimes do not necessarily only be on the house. The demand of the house is only one of his needs. If you are a customer yourself, you may never think about it. Imagine that when you stand in the sales hall to buy a house, do you only need the function of the house? Or do you have other needs that are respected, praised, cared, and noticed? Sometimes the other needs of customers may be higher than the demand for the house. Do you notice these in the process of sales?
The foreign education system emphasizes inspiration education. The same is true to satisfy customers. The easiest fault for us is to keep introducing the house to customers and look forward to customers buying. However, I do n’t know what kind of houses customers need to focus on their own performance. They just want to sell houses like customers, but they do n’t think of why customers have to buy such a house. What other houses may be needed by customers. There is no analysis beforehand. The allocation of all the units of the real estate is introduced to the customer to pick it up. As a result, the time and spirit of the customer waste the customer, and you will not get a good one. Response. Because the ten -nine customers do not have such patience to read the information you took out, the information was thrown away like waste paper. Therefore, in the process of talking to customers, I asked the sales staff to prepare a manuscript paper to record some suggestions and opinions of the customer at any time, so that the customer feels respected and through the records, you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record that you can fully record. Know what the customer thinks, what he needs, and what he is dissatisfied. In this way, you can find a solution to the problem. The customer likes you because he thinks of it. You think of him. You need to help him need him to make the customer feel that you value him. When the customer can't make a decision, you can provide objective reference opinions so that the customer has no burden on doing business with you. The customer communicates with you easily and happily. The conscience. If a client likes to do business with you and even look forward to doing business next time, then you will succeed!
[Do your heart]
1. A good work attitude
The implementation of any strategy must be reflected through the market, and the marketing team must be strongly supported. Therefore, many companies will continue to conduct sales training for sales staff, and look forward to making sales performance rapidly through these training. In the process of training, the problems of almost all sales personnel are related to methods and skills: how can I do so that customers can deposit deposit and sell the house? This is the most asked. What is the most important sales? The answer is actually very simple and heavy: ideas and attitudes.
If you are facing a person who is unwilling to face the market at all, or does not treat the sales as a business, he keeps telling her how to sell the method and technique of sales. Just waste time. Because his brain will determine his actions and change the thoughts in his brain to change his external behavior. Therefore Essence In fact, sales training is a long -term job, the entire process of running through the entire sales. It is not a technical training. It is more about the adjustment of the mentality at work, that is, the marketing psychology training.
50%of the problems arising from a marketing personnel come from their own problems. Only the methods and techniques of solving the problem are also the cure of the standard. To train a mature salesperson, the most important thing is how to make a salesperson first establish a correct sales concept and attitude, otherwise the subsequent issues will be more complicated, I do not know where to start.
This methods and techniques are not unique. People have different personality and different ways to deal with people. Those who have a good job attitude will create their own sales methods and techniques. Therefore, there must be a good work mentality, the key is the issue of the sales staff's own entity and attitude. As a salesperson, the core quality is affinity and professionalism. Finity is not born, but it is done by long -term, careful and seriously exercise. At the same time, as a consultant who has a certain professional literacy and can take the client to buy a house, we must first know what they are "selling" and "doing well". Therefore, it must be very familiar with business.
2. Persist in practicing words, behavior, raising, stop
when I used to be a home consultant, I took 5 minutes to practice with a mirror with a smile on the mirror. In terms of long -term persistence, friends around me began to feel my changes, saying that I became more and more beautiful.
3. Persist in doing business assignments every day
In improvement of the awareness of real estate, my usual approach is to use the free time to carry out business training. Operations, so my business capabilities and professional standards have improved rapidly. The content of the business operations includes:
The economic and technical indicators of the project;
The location of the project, the surrounding environment; the plane layout of the project, the length and width of the surrounding; ;
The opening, depth and area, layer height, and building spacing of each function of each function;
The interpretation of sales documents;
decoration standards;
supporting facilities; r;
to understand the progress of the project;
property management;
price, preferential conditions;
listing project selling points;
n Real Estate's registration process, charging standards and requirements for personal materials provided;
The personal materials provided by the bank mortgage, charging standards and requirements;
The personal materials provided by land certificates and expenses and requirements;
Morton banking and interest rates and calculations;
related expenses after buying a house.
4. Careful records of customer files
Names, surnames, number of visitors, customer characteristics, visiting transportation, contact telephone number, intention units, opinions and suggestions, cognitive channels, visit approval (person) (person) Numbers, intentions, dealership standards, customer sources, etc.;
records each negotiation through each contact process with the customer as much as possible (including telephone tracking and multiple visits) as much as possible in order to master customers Situation;
Create a connection channel. Maintain regular connections with customers, understand customer dynamics through telephone interviews, etc., and use contacts to hand over the customer as their friends;
The persistence. If the customer has not made a purchase decision, he must continue to track;
to the case. Record the transaction situation or the reasons for not transaction.
I. I used to look at my customer files, recalling the appearance of customers, the process of reception, and deepening my impression of customers. When the customer visits or calls for the second time, I can accurately call his name. The relationship between the client and I start a friend's relationship from this step. As long as you do it seriously in your work, I believe you will do and do well.
Therefore, today I can tell all those engaged in the sales industry say that the intention is the highest level of sales skills.
The professional quality that excellent sales personnel should have include:
The first, the necessary professional knowledge, you must be an expert in this industry, so that you are qualified to recommend you to others to recommend you The product.
Secondly, the correct sales mentality (integrity is fundamental), not to achieve transactions by gobolic words or deception, change more
thinking.
Third: personal appearance and potential high quality. Professional image and courteous discipline will win the first
good impression, which helps to eliminate customer alert psychology and sense of distance.
Fourth: Have good communication ability (affinity) with customers, first let customers agree with you and accept you so that customers will better accept the products you recommend.
Fess fifth: Learn to get along well with colleagues, especially when there is a conflict between interests. said.
Sixth: virtual care, constantly learning, thinking hard
In fact, you can be bolder. As long as you know the information of finding someone there, you come directly to the door. The surrounding environment, so that your success rate will increase, and the most important thing for sales is self -confidence. You can only have confidence in yourself. If you have any problems, you can directly Hi.
—————— Professional answers, contempt for copying ——————
I have no experience in sales, but in real estate, as long as you learn, work hard, and work hard, you can do well. As for the interview, I don't know, because there are a lot of people who are interviewed at the same time, but in the end they only leave us two. It's bold and confident