How to do a good job in building sales

First of all, we should know the real estate situation like the palm of our hand. Second, the advantages and disadvantages of the real estate should be clear. When selling to customers, we should focus on the advantages of the real estate. Of course, the disadvantages should also be talked about. However, we can take an artistic view of what the customer group is targeted at. Fourth, we should be aware of the preferences of the customer group during the sales process, what is your goal and how to make some relevant plans around your goal. Make clear the industrial values. I believe that you will be an excellent salesperson. The basic qualities and conditions of an effective salesperson 1. The external image is credible. I have conducted sales diagnosis for many large enterprises, analyzed the relationship between the quality and performance of salespeople, and found that more than 8% of men are somewhat dull in appearance and behavior, while women are mostly plain-looking. Those who look smart and capable always rank at the bottom in sales performance. Many people can't figure out all kinds of reasons. In fact, this phenomenon conforms to the basic principle of talent science. Psychologically speaking, this is actually a subconscious IQ contest between salespeople and customers. Honest and simple is a credible external image, which can psychologically relieve customers' guard and quickly become customers' friends; Smart and handsome, like a businessman at first glance, will arouse customers' high vigilance, so people who give people a weak sense of credibility will never be good real estate salesmen. Beautiful women can always get more rights, help and freedom than ordinary people in society, and they often give people an invincible impression in tackling key problems. In fact, this is limited to some fields. In industrial products sales, especially real estate sales, sales performance shattered this illusion. In foreign countries, middle-aged women account for almost half of real estate sales. Beautiful women are pleasing to the eye, but in the sale of industrial products, especially real estate, they give people the impression that they know nothing and are not credible. In particular, when investing in real estate, they often invest their life savings, and sometimes some debts are borne by future generations. I'm afraid there are not many people who give up their lives for pleasure. 2. A certain professional background and market knowledge. The particularity of real estate products requires salespeople to have deep product knowledge and professional knowledge. Especially when there are competitive properties around the sold properties, and the differentiation of the properties is not great, the sales staff who know why and why are the decisive weight to defeat the competitors. Commercial housing is often the bulk product that customers buy all their lives. Repeated comparison and indecision are common phenomena. When customers are still undecided about the perceived use value of real estate after repeated comparison, if the sales staff can explain the use value of real estate that customers can't perceive, they can tell customers: "Our real estate is not a … structure, but a … structure with the characteristics of …, which can reduce … and improve …" "Other people paint the interior wall as …, but we use …, which is an environmentally friendly product with … efficacy"; "Socket is a product of ………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………… Sales staff deal with the whole society, which is constantly changing all kinds of people and things. In the era of knowledge economy, knowledge changes fate, so they must have various knowledge and experience. Therefore, mastering the basic principles of marketing, understanding various real estate policies and regulations issued by the state and local governments, and having basic common sense of general sociology, psychology, behavioral science knowledge, consumer psychology, etc., attached to their own professional knowledge, are the basis of sales staff's self-confidence and the guarantee of sales skills. 3. Good popularity Some people's faces are just liked and accepted by most people, that is, the so-called good popularity and popularity, which is particularly obvious in the entertainment industry, and it is also a phenomenon that social psychologists can't explain clearly at present. We can only say that this is the external comprehensive expression of personal inner quality and is recognized by most people. It is Southwest Airlines that first applied this phenomenon to personnel recruitment. Southwest Airlines, founded in 1971, is the most prominent symbol of its success. Except for the first two years, it is the only airline that has been profitable for nearly 3 years. When it recruited flight attendants, it asked Chang Fei passengers and ordinary passengers to be judges respectively, but the results were strikingly similar. Ensuring passengers' satisfaction with flight attendants means putting user satisfaction first. We can also apply this principle to the recruitment and evaluation of real estate sales staff, that is, ask the residents to be judges, and the residents can be residents of this property, neighboring properties or even residents of other brands. Sales staff with good popularity and popularity are often people with a sense of humor, and people with a sense of humor are more approachable. 4. Psychological research on high achievement motivation proves that two people with roughly the same IQ are more likely to succeed in activities than those with low achievement motivation. That is to say, those who are contented, contented, self-respecting and self-loving are not suitable for real estate sales staff. An effective real estate salesman is eager to communicate with people, is good at dealing with people, has the personality of "fighting with people is fun", and has a strong desire for success and high salary, so he is willing to undertake controversial work, be able to withstand constant rejection and failure, and act persistently towards a specific goal; People with high achievement motivation have strong enterprising spirit and perseverance, and have the tolerance and endurance to face customers again at any time; He seized every opportunity carefully, always thinking of the final result. 5. Religious enthusiasm for work An effective real estate salesperson has unusual enthusiasm for work, just like an actor entering a role, treating the real estate he sells like a first-time lover, with religious enthusiasm and persistence; It is also like treating your own children, adding all the advantages to them, lest others feel the same way. He not only has a deep understanding of the real estate sold, but also believes that the real estate sold is the best, which can meet the basic requirements of potential customers and bring great value. Experts at home and abroad have analyzed the basic qualities of effective salespeople from three aspects: natural physiological quality, psychological quality and social and cultural quality. H Geropp once analyzed more than 35, salespeople in different companies, and reported the supplement of respondents at 21: 14 on June 29. The results show that most successful salespeople usually show the following characteristics: boldness, vitality, trustworthiness, decisiveness, self-control, conceit, self-confidence, optimism, extroversion, willingness to persuade, ability to face difficulties, desire for success, and ability to admit and accept constraints. P kotler believes that honesty, reliability, knowledge and helping others are the qualities that an excellent sales representative must possess. C Garfield believes that super salespeople have the following qualities: they can bear risks, have a strong sense of mission, have a hobby of solving problems, take customers seriously and do every interview carefully. D Meyer and H Greenberg put forward that an effective salesperson should have at least two basic qualities: ① Empathy, that is, we usually say that we are good at looking at problems from the customer's point of view, that is, caring about what customers need. ② ego—drive, strong personal desire to achieve sales. That is, according to customers' hobbies, we can adjust and guide their introductions at any time to meet customers' expectations. 1. The external image is credible. The author once diagnosed the sales of a number of large enterprises, analyzed the relationship between the quality and performance of sales staff, and found that more than 8% of men were somewhat dull in appearance and behavior, while women were mostly plain-looking, and those who looked smart and capable always ranked last in sales performance. Many people can't figure out all kinds of reasons. In fact, this phenomenon conforms to the basic principle of talent science. Psychologically speaking, this is actually a subconscious IQ contest between salespeople and customers. Honest and simple is a credible external image, which can psychologically relieve customers' guard and quickly become customers' friends; Smart and handsome, like a businessman at first glance, will arouse customers' high vigilance, so people who give people a weak sense of credibility will never be good real estate salesmen. Beautiful women can always get more rights, help and freedom than ordinary people in society, and they often give people an invincible impression in tackling key problems. In fact, this is limited to some fields. In industrial products sales, especially real estate sales, sales performance shattered this illusion. In foreign countries, middle-aged women account for almost half of real estate sales. Beautiful women are pleasing to the eye, but in the sale of industrial products, especially real estate, they give people the impression that they don't know anything, and they are not credible. Especially when investing in real estate, they often invest their life savings, and sometimes their descendants have to bear part of the debts. I am afraid that those who give up their lives for the sake of pleasing the eye will not report much to the respondents. 2. A certain professional background and market knowledge. The particularity of real estate products requires salespeople to have deep product knowledge and professional knowledge. Especially when there are competitive properties around the sold properties, and the differentiation of the properties is not great, the sales staff who know why and why are the decisive weight to defeat the competitors. Commercial housing is often the bulk product that customers buy all their lives. Repeated comparison and indecision are common phenomena. When customers are still undecided about the perceived use value of real estate after repeated comparison, if the sales staff can explain the use value of real estate that customers can't perceive, they can tell customers: "Our real estate is not a … structure, but a … structure with the characteristics of …, which can reduce … and improve …" "Other people paint the interior wall as …, but we use …, which is an environmentally friendly product with … efficacy"; "Socket is a product of ………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………… 3. Good popularity Some people's faces are just liked and accepted by most people, that is, the so-called good popularity and popularity, which is particularly obvious in the entertainment industry, and it is also a phenomenon that social psychologists can't explain clearly at present. We can only say that this is the external comprehensive expression of personal inner quality and is recognized by most people. It is Southwest Airlines that first applied this phenomenon to personnel recruitment. Southwest Airlines, founded in 1971, is the most prominent symbol of its success. Except for the first two years, it is the only airline that has been profitable for nearly 3 years. When it recruited flight attendants, it asked Chang Fei passengers and ordinary passengers to be judges respectively, but the results were strikingly similar. Ensuring passengers' satisfaction with flight attendants means putting user satisfaction first. We can also apply this principle to the recruitment and evaluation of real estate sales staff, that is, ask the residents to be judges, and the residents can be residents of this property, neighboring properties or even residents of other brands. Sales staff with good popularity and popularity are often people with a sense of humor, and people with a sense of humor have more affinity.