I have no experience in real estate, but I want to work in this field. How can I join such a company?

Work experience is also required, but the most important thing is your real estate expertise. You can go to the real estate school www.fabafree.com to learn some things first. I believe it will be very beneficial to your interview in the future!

I think it’s good, and I recommend it to friends who are new to the industry (repost)

When I was a sales girl, I had many customer friends and established my own unique real estate sales customer network. , every time I visit a new property, there are many old customers who come to buy the property themselves or introduce their friends. Many colleagues are asking me, do you have any tricks to get these customers to follow you one by one? In fact, there is no "special trick" in sales, and there are not many technical skills at all. It is difficult for people to interact with each other according to a unified model. Everyone's personality is different, and the way they deal with problems is naturally different. For a newcomer who has just entered the real estate sales industry, other people's sales skills can only be used as a reference. In addition to learning other people's practices, it is more important to learn from others' practices every time they deal with customers. Summarize the negotiation methods and methods that are suitable for you

so that you have your own unique sales skills. As long as you pay more attention and practice more

everyone can have their own unique sales skills and their own "tricks". Therefore, sales skills are more about learning with heart, experiencing with heart, and doing things with heart.

[Learn with Heart]

Those engaged in real estate sales should be committed to personal and career development, because life will only change as oneself changes

, only by continuous learning can we gain a firm foothold in this society. Therefore, to become a top salesperson, the first thing you must learn is how to maintain a positive attitude.

[Learn a positive attitude]

Before entering the real estate industry, I worked as a bus driver in a cotton spinning factory for 6 years. Later, I passed the Adult College Entrance Examination and studied in Guangxi University

< p>I studied part-time in college for 2 years. I remember that when I graduated from college in 1992, I applied for a job at Guangxi Wantong Real Estate Company. At that time, Guangxi Wantong Real Estate had just been established. The recruitment advertisement stated that it was only recruiting one marketing staff, and the requirement was to have a bachelor's degree or above and be under 26 years old. . I was 28 years old at the time, and I only had a junior college diploma. I didn't meet these two requirements. But I am very confident and I think I can do it. No matter what the conditions are, I will apply first. After I joined Wantong Company, the CEO of the real estate company who interviewed me said that when they were recruiting, there were many people with better basic conditions than me. It was precisely because I was so confident and natural that, Many people thought I was very lucky when they decided to admit me

as a person. In fact, I personally believe that opportunities are up to you to fight for. It is fair to everyone. The key is whether you have the confidence to seize it.

In the process of working, I found that the real estate industry covers a wide range of areas and is very challenging. I set a goal for myself and spent 5 years laying the foundation. After 5 years, I will no longer be a salesperson. After I set my goal, I

took the Adult College Entrance Examination again and took three years of correspondence courses on real estate management to strengthen my professional and theoretical knowledge.

The first real estate project I sold, the "Wantong Sky Garden" project, was in the old city of Nanning. This area is the one with the highest concentration of the three religions in Nanning

The nine streams Many people in the industry are not optimistic about building residential communities in that place. In order to more accurately position the project, we did a lot of market research in the early stage, including competitor research and customer research. At that time, when our

boss asked me to conduct a competitor survey, he did not tell me how to do it. Unlike today, where sales staff are asked to purchase orders,

there is a fixed survey. form, know what they need to know, and provide them with training and explanation before picking the market. The boss just told me that you

go check out what properties are near our project and give me the investigation report in 10 days.

At that time, I was the only soldier in the real estate company.

No one taught me. Two days later, I still didn’t know how to start. I was so anxious that I almost cried, so I asked my friend to teach me.

Me. He told me that he didn't understand either, and suggested that I go to the sales department of other real estate projects every day to look at it. I thought no one could help me, and it was useless to cry. On the third day, I went to the sales department of a project called "Jinming Building" and stayed there for a whole day. Through one day

of observation, I saw how the sales lady sold the property, what kind of people came to buy the property, and I also learned about the property's

unit type, The price, scale and other information are very rewarding. Through the communication with the sales staff, I also made friends in the same industry, which benefited me a lot.

In fact, purchasing properties is not as simple as going to each property to get some sales information. It requires careful observation. In this way, you can truly understand the advantages and disadvantages of each property. , have an in-depth understanding of competitors. In the process of customer investigation, I visited each house and actively communicated with customers. For customers who were interested in buying a house, I recorded them in a notebook. , and keep in touch with customers once a month. Although customer research is hard work, I have accumulated a lot of potential customers

. My personal sales performance at that time accounted for 2/3 of the total sales of the entire project. It only took me three years to achieve my goal and became the sales manager and property manager of Wantong Real Estate Company.

So, a positive attitude is an expectation and commitment to yourself, which determines your life direction, determines your own

work goals, and correctly views and evaluates what you have. ability. What kind of person you think you are is important. For example

Me, I consider myself a positive, optimistic, friendly, very enthusiastic and driven person. This is the image of the self

.

A salesperson with a positive attitude believes that he talks to himself with a smile every morning when he gets up. "Today

I am in a good mood. I am very happy. I will contact many customers today. I believe I can solve some problems for them or relieve their

concerns. I will close the deal. "; "As long as I work hard, I believe I will be able to close the deal today, and my sales performance will be the best." This is his affirmation of himself.

[Develop your affinity]

The so-called affinity is the ability of sales staff to communicate with customers. The nature of a salesperson's job is to deal with customers face-to-face

face to face. How can you better communicate with customers and make them recognize you? You must standardize your words and deeds

To achieve it.

In the process of selling properties, language is the bridge of communication. For sales staff, language should be an art of entertainment and communication. They should not only pay attention to expressions, attitudes, and words, but also pay attention to methods and methods, and abide by language etiquette to achieve smooth communication< /p>

The "lubricant" to the effect.

In interpersonal communication, more than 80% of the information is conveyed through the silent "second language" of behavior.

Behavior is a non-speaking "language", including a person's standing, sitting, expression and various body movements.

A look, an expression, a small gesture or body posture can convey important information. A person's behavior

reflects his level of cultivation, education and trustworthiness. In interpersonal relationships, it is the starting point for shaping a good personal image. More importantly, while embodying his personal image, he also shows the cultural spirit of the company as a whole to the outside world.

Language etiquette is not something you are born with, nor are beautiful manners innate. These are all acquired through long-term formal training

. As long as you take 5 minutes to practice by yourself every day, you will naturally develop good grooming, behavior habits, natural use of polite language, and natural emotional expression. The sales staff trained in this way are approachable.

[Improve your professionalism level]

The particularity of real estate products requires sales staff to have deep product knowledge and professional knowledge.

Product knowledge and professional knowledge

are the basis for sales staff's confidence and the guarantee of sales skills.

Mastering the knowledge of real estate products is the first step to officially enter sales. No matter how good your mentality and self-confidence are, you can still know nothing about the

product knowledge of real estate. Customers When asking you about real estate features, floor plans, prices, decoration standards, etc., if you don’t know the first thing you ask

the customer will simply not buy the real estate you recommend.

We all know the sales rules of real estate. When new projects are launched, they are affected by regional demand, new listings, herd mentality,

expectations of appreciation, need to show off, investment gains, etc. Waiting for consumer demand, it is a period of rapid sales growth for new properties on the market.

This stage usually lasts for about three months. After three months, property sales enter a stable period, and about half a year later, sales enter a gradual phase.

Step down period. Usually, 40% to 60% of the sales volume of a property is completed during the period of rapid sales growth. Three to five months after the property sales enter a stable period, 20% to 30% of the sales volume should be completed. That is, more than 80% of the sales performance of the real estate should be completed within eight months

and more than 90% of the sales volume of the entire real estate should be completed within one year.

When real estate faces effective demand and developers provide effective supply, sales staff cannot sell effectively or sell efficiently

Once the real estate sales growth period and plateau period are missed, , all that is left is a long wait, which is a pity and also very passive, especially

When there are competing properties around the property for sale, and the property differentiation is not big, sales staff who know themselves and their enemies are the best way to defeat the competition< /p>

The opponent’s decisive weight. The value of commercial housing is relatively high, and many customers often use their life savings to purchase large-scale transactions.

Therefore, repeated comparisons and hesitation are common phenomena. Customers have made repeated comparisons on the perceived use value of the property and still cannot make up their minds

If the salesperson can If the customer's home purchase needs are explained, the success rate will be very high.

An old customer of my original "Wantong Sky Garden" called me to consult because his son was about to enter elementary school.

Where is a good school? And I want to buy a house near the school with a price of about 500,000. At that time, there happened to be a newly built bilingual teaching kindergarten and primary school next to the "Xiushan Flower Garden" project I was selling, and nearby was the most famous middle school in Nanning City, San

, which is very suitable for his needs. However, there are three properties to choose from in the same area, and our Xiushan Garden is the one closest to the primary school

and the farthest from the middle school. I was not in a hurry to introduce the properties I was selling to him. Instead, I accompanied my client to view each property and analyzed each property for him. When we arrived near Xiushan Garden, I told him that I now work in Xiushan Garden. He also looked at a lot of real estate today. How about he come to my place and take a rest? When passing the school construction site

I introduced him to the bilingual teaching kindergarten and primary school under construction. The client asked me at that time, why didn't you directly introduce me to the real estate you were selling? I told him, actually, it’s not that I don’t want to introduce the properties I sell to you, you are my regular customer.

I just want you not to regret it after buying a house, so I want you to compare more. And although our Xiushan Garden is the closest to the primary school, it is far from the vegetable market and there is nothing else from the No. 3 Middle School. The project is close, so I don’t want to trick you into buying it, let you

choose by yourself. The client felt that I was sincere and paid the deposit on the spot at Xiushan Garden. In fact, during this process, in addition to sincerely thinking about him, I mainly focused on his need to "buy a house for his son." During the introduction process

I focused on bilingual teaching kindergartens and primary schools to capture the customer's purchasing psychology. Only then can I win the customer's recognition

and achieve sales.

An effective property salesperson should be half a real estate expert. He is not only knowledgeable about the characteristics of the property being sold (taste, culture, planning

landscape, design, style, structure, House type, area, function, orientation, convenience, price, public facilities, equipment,

community management, community culture, etc.), and have a basic understanding of the property location, surrounding environment, urban planning, Have sufficient understanding of basic facilities, development trends, developer strength, etc. What's more important is to have a clear understanding of the advantages of competing properties and be able to make convincing and appropriate comparisons with competing properties. In comparison, the unprincipled approach of belittling competitors' properties can easily cause customers to have a rebellious mentality. Therefore, you must seek truth from facts, but also use your strengths and avoid weaknesses to provide customers with real estate advice

so that customers can have a sense of trust in you and the properties you sell.

When I was selling the Xiushan Garden project, I once received a well-known lawyer in Nanning City. At that time, he came to the sales department. After looking at our apartment model, he didn't ask any questions about the project. I asked him to sit down. After sitting down, he started talking

Started talking about real estate in Nanning City and the status of various projects. At that time, he asked me, what do I think of "Ronghe New City"? I told him

that "Ronghe New City" is considered a relatively good quality community in Nanning City, although the area it belongs to is an industrial zone in Nanning City

But it is close to the Yongjiang River and is not polluted to a great extent. In addition, the community is relatively large and the internal environment is relatively good

. The property management is also quite good, and it enjoys a certain reputation in Nanning City. Especially the third phase of Ronghe New Town, the price

can be sold for more than 3,000 yuan/square meter, and it is recognized as the concentration of high-end residential buildings in Nanning City. The real estate prices in Nanhu Scenic Area are the same and they are selling very well. If the municipal government invests in building the Yongjiang embankment this year, Ronghe New Town will not be flooded every year when floods come.

He told me at that time that he preferred Ronghe Xincheng. He had been to many sales offices and asked many sales staff. No one praised other people's properties like me. After hearing what I said, he would seriously consider buying a house in Ronghe Xincheng. He asked me again, which project do you think is better compared to Xiushan Garden or Ronghe New Town? I said that these are two properties of different properties. Each has its own characteristics and there is no way to compare them. Our Xiushan Garden is the only one with mountain view

in Nanning. At this time, I invited him to visit our split-level model house. In the model room, I introduced him to the characteristics of the split-level house. More emphasis was placed on the fact that this house was Built on the mountain, the height difference in the terrain determines our project

Many apartment types are made into split floors. It is a natural staggering. When you stand in the living room in the future, you will see Outside, there is a staggered and layered three-dimensional landscape. This natural feeling is something that many split-level apartments built on flat land cannot enjoy.

The features of our apartment attracted the customer, and the customer immediately paid the deposit the next day, and the signing went very smoothly.

In fact, during this process, when I talked about the Ronghe New City project, I had already considered the disadvantages of Ronghe New City: it is located in an industrial area,

high prices, and poor terrain. Low, if there is a once-in-a-hundred-year flood, there is a possibility of being flooded, but I just said it in a different way

But the customer's feeling is different, he will think You are more credible. At the same time, during the conversation with him, I found that he was younger and more receptive to new things, so I recommended a split-level apartment to him. Each

project has many advantages, but there is no need to tell the customer all the advantages during sales. If all the advantages are told

to him, the project will become There is no advantage anymore. You must learn to grasp the issues that customers are concerned about as a breakthrough in the process of communicating with customers, and then you will succeed.

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