How do real estate developers bring owners to their stores?

The first is the real estate salesman.

1. Familiar with the real estate situation.

2. The advantages and disadvantages of real estate should be clear. Focus on the advantages of real estate when selling to customers. Of course, we should also talk about the disadvantages, but we can take them artistically.

3. What is the target customer group of this property?

4. Customer group preference

Be conscious in the sales process, what is your goal and how to make relevant plans around it.

Clear industrial values, I believe you will be an excellent salesperson.

Basic qualities and conditions of sales staff

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 the customer is still undecided about the perceived use value of real estate after repeated comparisons, if the salesperson can explain the perceived use value of real estate that the customer cannot perceive, for example, we can tell the customer: "Our real estate is not a … structure, but a … structure with the characteristics of …, which can reduce … and improve …" Others painted the interior wall as …, but we used …. "Socket is the product of ...

Salesmen 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, thldl.org.cn, has an unusual enthusiasm for his work, just like an actor entering a role, treating 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？ 6? 1 Geropp has analyzed the sales staff of more than 35,000 different companies. The results show that most successful salespeople usually show the following characteristics: boldness, vitality, credibility, willfulness, 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？ 6? 1 kotler believes that honesty, reliability, knowledge and helpfulness are the qualities that an excellent sales representative must possess.

c？ 6? 1 Garfield believes that super salespeople have the following qualities: 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？ 6? 1 Meyer and h? 6? 1 Greenberg pointed out 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 Self-driven and strong personal desire to realize sales. That is, according to customers' hobbies, adjust and guide their introductions at any time 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 the customer is still undecided about the perceived use value of real estate after repeated comparisons, if the salesperson can explain the perceived use value of real estate that the customer cannot perceive, for example, we can tell the customer: "Our real estate is not a … structure, but a … structure with the characteristics of …, which can reduce … and improve …" Others painted the interior wall as …, but we used …. "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 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.

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. Many real estate developers or sales companies take this into consideration and recruit etiquette girls 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.

An effective or efficient salesperson is 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. People who can tolerate this result must be "stubborn" people who are cheerful, have perseverance, persist in getting results and earn profits from large-scale sales, rather than "smart people" who often change companies and fantasize about unrealistic gains. More than 80% of people who often change sales staff in their units, or who feel that they are not talented when applying for a job, feel that their ability is too poor and 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. An effective or efficient salesperson will not easily lose his personal good reputation, familiar working environment and previous customer relationships, and a new work unit is not necessarily 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 a word, the good quality of sales staff 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 sales staff, which is emotional intelligence.

1. Being brave is more helpful to solve problems than avoiding them.

As long as there is trading behavior, customers will refuse, complain and complain. For this, people engaged in sales work must have a clear understanding.

If you give up contact with customers because you are afraid of rejection, then no matter how tight the goods are, they will not be successfully sold to customers from you.

As long as you choose the job of sales, you should actively face the ruthless rejection of customers and their complaints and complaints about products. Avoiding it will make you never make a successful deal with them.

Before every sales activity, it is natural to tell yourself that customers will definitely refuse. What matters is what attitude you take towards their refusal. Then, based on your careful analysis of customers, put forward a forecast of the reasons why customers may refuse, which will help you to deal with it more easily in sales activities.

2. Empathy for customers' rejection.

Don't complain to customers. If you don't have them, you won't get paid. If all customers give up on themselves and actively complete the transaction, is it necessary for the company to hire us with wages?

Customers don't have to buy our products. In fact, they usually don't do any business with us easily until they are satisfied.

Customers can vent their dissatisfaction with our products for any reason, but we have no reason to argue with them.

Your customers won't always be as happy as an angel. When you first appear in front of them, it's hard for them to feel that you are an angel to help them solve their problems.

Customers have enough reasons to refuse your arrival. In fact, they can also refuse for no reason.

Only if you accept the rejection, you will have a chance to close the deal.

You should sincerely accept the rejection of all potential customers, because you don't know who will eventually become your big customer and often refuse you the most, so the person you want to give up the most is the customer who needs it the most.

The customer's rejection is not a terrible devil for you, but the biggest challenge before the opportunity comes. Accept it, and you will have the hope of success. If you back down, all your efforts will be in vain.

The customer's refusal needs the positive response of the real estate salesman, and sometimes their refusal itself is to seek relevant information from us. It is a pity to give up easily at this time.

Accepting customers' rejection is a test of salespeople's will and ability. Only those who can stand the test can finally succeed in the transaction.

No matter how customers refuse us, as long as they are willing to communicate with us, they give us a chance to clinch a deal. Seize the opportunity, and success is not far away.

4. Dig the hidden feelings behind rejection

Many times, the reason why customers initially reject you is to shirk your excuses. If you blindly believe these excuses, your next promotion may deviate greatly from the closing target.

There must be a reason why customers are unwilling to say no. If the customer doesn't want to talk about it, then you don't have to point out the real reason. Many times, both sides just need to understand clearly.

Even if you know that the reason given by the customer is not valid, you should first express your recognition and understanding, which will help to close the psychological distance with the customer.

Once the real reasons for customer rejection are found, it is important to communicate with customers around these reasons and try not to deviate from the theme, which is an important way to improve sales efficiency.

5. Find out what your customers care about most.

As long as you ponder carefully, it is not difficult to find out what customers care most about. If these problems are solved in time and effectively, the chances of reaching a deal will be greatly increased.

If the real estate salesman doesn't know what the customer is most concerned about, then all your efforts in the whole promotion activity may be classified as invalid and even cause the customer's boredom. Clients don't have time to listen to you talk about topics they don't care about.

What do your customers care about most? They may not say the answer first, which requires you to actively guide them in an appropriate way.

If the real estate salesman can't know what they are most concerned about from the customer's mouth, then you might as well investigate from the periphery of the customer. The information obtained by indirect investigation can often effectively supplement the information obtained by direct inquiry.

If the real estate salesman doesn't know what the customer is most concerned about, he should continue to try to find out the real answer to the question, and never take measures to sell it through his own guesses. Your cleverness is often the most important factor that leads to the failure of the transaction.

6. Opposition is often a prelude to a transaction.

When customers start to comment on your products, it is often the time when they are no longer disgusted with the whole promotion, so you should warmly welcome all their objections.

Pay attention to the content that customers raise the most objections. If you can deal with these problems effectively, then you can seize the trading opportunity.

Effective communication for specific objections raised by customers is not only a process of understanding customer needs, but also a process of transferring product knowledge to customers. Grasping this process will help to realize the transaction.

Objection is usually the prelude to a deal. You should observe the change of customer's attitude while listening to and handling the customer's objections, so as to understand the customer's psychological changes and seize the transaction opportunity at any time.

For the objections raised by customers, real estate salesmen should respond positively, enthusiastically and reasonably, but at the same time, they should not take any section lightly. The opportunity to clinch a deal is often hidden in these details.