What should a successful real estate salesman have?

Basic qualities and conditions of effective salespeople

1. The external image is credible.

The author has diagnosed the sales situation of many large enterprises and analyzed the relationship between the quality and performance of salespeople. The results show that more than 80% of men are somewhat dull in appearance and behavior, while most women are plain. Those who look smart and capable are always at the bottom of sales performance. Many people can't figure out various 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. Honesty and simplicity is a credible external image, which can psychologically relieve customers' guard and quickly become their friends; Smart and handsome, like a businessman at first glance, will arouse customers' high vigilance, so people with weak credibility will never be good real estate salesmen. Beauty can always get more rights, help and freedom than ordinary people in society, and often gives people an invincible impression in tackling difficulties. In fact, this is limited to certain fields. In the sales of industrial products, especially real estate, sales performance shattered this fantasy. In foreign countries, middle-aged women account for almost half of real estate sales. Beauty is pleasing to the eye, but in the sales of industrial products, especially real estate, it gives people an impression of being ignorant and untrustworthy. Especially when investing in real estate, you will often invest your life savings, and sometimes some debts will be borne by future generations. I'm afraid not many people give up their lives for pleasure.

2. Certain professional background and market knowledge.

The particularity of real estate products requires salespeople to have profound product knowledge and professional knowledge. Especially in the case that there are competitive properties around the sold properties, and there is little difference in the properties, the sales staff who know why and why are the decisive weight to beat the competitors. Commercial housing is often a bulk product purchased by customers all their lives. After repeated comparisons, indecision is a common phenomenon. When customers are still undecided about the perceived use value of real estate after repeated comparisons, if salespeople can explain the perceived use value of real estate that customers can't perceive, they can tell customers: "Our real estate is not a structure of ………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………… "Socket is the product of ...

Salespeople 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 all kinds of knowledge and experience. Therefore, to master the basic principles of marketing, understand the real estate policies and regulations promulgated by the state and local governments, and have basic common sense such as general sociology, psychology, behavioral knowledge and consumer psychology. Attaching to one's own professional knowledge is the basis of sales staff's self-confidence and the guarantee of sales skills.

3. Good popularity

Some people's faces are liked and accepted by most people, which is called good popularity. This is especially obvious in the entertainment circle, 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 performance of the individual's internal quality and is recognized by most people. It was Southwest Airlines that first applied this phenomenon to personnel recruitment. Southwest Airlines, founded in 197 1, is the most remarkable symbol of its success. Except for the previous two years, it is the only airline that has been profitable for nearly 30 years. When it recruited flight attendants, it let the regular passengers and ordinary passengers be judges respectively, but the results were strikingly similar. Ensuring passengers' satisfaction with flight attendants means putting user satisfaction in the first place. We can also apply this principle to the recruitment and assessment of real estate sales staff, that is, ask residents to be judges. Residents can be residents of this real estate, or residents of neighboring real estate or even other brands.

Salespeople with good popularity and popularity are often people with a sense of humor, and people with a sense of humor are more approachable.

4. High achievement motivation

Psychological research has proved that two people with roughly the same IQ are more likely to succeed in activities with higher achievement motivation than those with lower achievement motivation. In other words, people who are contented, contented, self-respecting and self-loving are not suitable for real estate sales. An effective real estate salesman is eager to communicate with people, is good at dealing with people, has the character of "fighting with people is endless", and has a strong desire for success and high salary, so he is willing to undertake controversial work, be able to bear constant rejection and failure, and act persistently towards a specific goal; People with high achievement motivation have strong enterprise and perseverance, and have the tolerance and endurance to face customers again at any time; He seizes every opportunity carefully, always thinking about the final result.

5. Have a religious passion for work

An effective real estate salesman has unusual enthusiasm for his work, just as an actor enters a role and treats the real estate he sells like his first lover, with religious enthusiasm and persistence; Just like treating your own children, add all the advantages to your children, lest others feel the same way. He not only has a deep understanding of the real estate sold, but also thinks 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 analyzed more than 35,000 salespeople from different companies. The results show that most successful salespeople usually show the following characteristics: bold, energetic, trustworthy, decisive, self-controlled, conceited, confident, optimistic, outgoing, willing to persuade, able to face difficulties, eager for success, able 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 characteristics: they can take 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 proposed that an effective salesperson should have at least two basic qualities: ① Empathy, that is, we usually say that we are good at seeing problems from the customer's point of view, that is, caring about what customers need. ② Self-driven and strong personal desire to realize sales. That is to say, we can adjust and guide their introductions at any time according to customers' interests and hobbies to meet customers' expectations.

1. The external image is credible.

The author has diagnosed the sales situation of many large enterprises and analyzed the relationship between the quality and performance of salespeople. The results show that more than 80% of men are somewhat dull in appearance and behavior, while most women are plain. Those who look smart and capable are always at the bottom of sales performance. Many people can't figure out various 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. Honesty and simplicity is a credible external image, which can psychologically relieve customers' guard and quickly become their friends; Smart and handsome, like a businessman at first glance, will arouse customers' high vigilance, so people with weak credibility will never be good real estate salesmen. Beauty can always get more rights, help and freedom than ordinary people in society, and often gives people an invincible impression in tackling difficulties. In fact, this is limited to certain fields. In the sales of industrial products, especially real estate, sales performance shattered this fantasy. In foreign countries, middle-aged women account for almost half of real estate sales. Beauty is pleasing to the eye, but in the sales of industrial products, especially real estate, it gives people an impression of being ignorant and untrustworthy. Especially when investing in real estate, you will often invest your life savings, and sometimes some debts will be borne by future generations. I'm afraid not many people give up their lives for pleasure.

2. Certain professional background and market knowledge.

The particularity of real estate products requires salespeople to have profound product knowledge and professional knowledge. Especially in the case that there are competitive properties around the sold properties, and there is little difference in the properties, the sales staff who know why and why are the decisive weight to beat the competitors. Commercial housing is often a bulk product purchased by customers all their lives. After repeated comparisons, indecision is a common phenomenon. When customers are still undecided about the perceived use value of real estate after repeated comparisons, if salespeople can explain the perceived use value of real estate that customers can't perceive, they can tell customers: "Our real estate is not a structure of ………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………… "Socket is the product of ...

3. Good popularity

Some people's faces are liked and accepted by most people, which is called good popularity. This is especially obvious in the entertainment circle, 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 performance of the individual's internal quality, which is recognized by most people. It was Southwest Airlines that first applied this phenomenon to personnel recruitment. Southwest Airlines, founded in 197 1, is the most remarkable symbol of its success. Except for the previous two years, it is the only airline that has been profitable for nearly 30 years. When it recruited flight attendants, it let the regular passengers and ordinary passengers be judges respectively, but the results were strikingly similar. Ensuring passengers' satisfaction with flight attendants means putting user satisfaction in the first place. We can also apply this principle to the recruitment and assessment of real estate sales staff, that is, ask residents to be judges. Residents can be residents of this real estate, or residents of neighboring real estate or even other brands.

Salespeople with good popularity and popularity are often people with a sense of humor, and people with a sense of humor are more approachable.

4. High achievement motivation

Psychological research has proved that two people with roughly the same IQ are more likely to succeed in activities with higher achievement motivation than those with lower achievement motivation. In other words, people who are contented, contented, self-respecting and self-loving are not suitable for real estate sales. An effective real estate salesman is eager to communicate with people, is good at dealing with people, has the character of "fighting with people is endless", and has a strong desire for success and high salary, so he is willing to undertake controversial work, be able to bear constant rejection and failure, and act persistently towards a specific goal; People with high achievement motivation have strong enterprise and perseverance, and have the tolerance and endurance to face customers again at any time; He seizes every opportunity carefully, always thinking about the final result.

5. Have a religious passion for work

An effective real estate salesman has unusual enthusiasm for his work, just as an actor enters a role and treats the real estate he sells like his first lover, with religious enthusiasm and persistence; Just like treating your own children, add all the advantages to your children, lest others feel the same way. He not only has a deep understanding of the real estate sold, but also thinks that the real estate sold is the best, which can meet the basic requirements of potential customers and bring great value.

6. Real estate sales experience.

Experienced people can not only work immediately, but also bring past experience into the company; However, the sales staff with sales experience recruited from the market often have poor loyalty, and even damage the image of the real estate sold and steal customers, which can be eliminated through the company's incentive mechanism and restraint mechanism. In view of this, many real estate developers or sales companies will recruit hostesses or college graduates as sales staff. In fact, although most college graduates have high IQ, they often have strong self-esteem and poor psychological quality, and lack the basic theories and actual combat of psychology, marketing and real estate, so they are simply not qualified for the difficult work of real estate sales. If developers pay more attention to the loyalty of salespeople, they should either recruit potential people or train their own salespeople within the enterprise.

7. Creative thinking mode

Sales itself is a highly creative activity, especially real estate sales. Different properties have different "personalities" and different demand objects, and the surrounding environment is more difficult to achieve "homogeneity". Therefore, there is no "one size fits all" sales method. Only by closely combining marketing theory with real estate can we create targeted sales skills.

Effective or efficient salespeople are good at using new methods and new ideas, never sticking to the rules and never letting go of any opportunity that may produce sales results. Their thinking is creative, and the method of solving problems in the sales process is unconventional and effective. Unconventional, unique, unconventional, accepted by home buyers. In order to achieve the result of "sales", their sales methods emerge one after another.

8. Not a fickle "smart person".

An effective or efficient salesperson is an "optimist" who is good at dealing with people. Salespeople are often hurt in the atmosphere of rejection, neglect, sarcasm, humiliation and failure. Every setback can lead to depression. Those who can tolerate this result must be "stubborn" people who are cheerful and persistent, insist on getting the result and earn profits by mass sales, rather than "smart people" who often change companies and fantasize about unrealistic gains. More than 80% of people who often change sales staff or feel that they are not talented when applying for a job feel that their ability is too poor, so they can't work long in any unit; Most of the rest are people who intend to gain work experience for themselves, undercover employees of competitors, people who have no idea what they want to do, people who test their abilities and so on. Effective or efficient salespeople with good performance will not easily lose their good personal reputation, familiar working environment and previous customer relationship, and the new work unit may not be better, because everything has to start from scratch. It's better to get rid of existing customers when you have time to chop and change.

In short, the good quality of salespeople is an important condition to realize real estate sales, because before customers feel the superiority of real estate, they first feel the personal charm of salespeople, which is emotional intelligence.