What should I pay attention to in real estate sales interview?

When interviewing for real estate sales, we should pay attention to the following questions:

1. The external image is credible.

By analyzing the relationship between the quality and performance of salespeople, it is found that more than 80% of men are somewhat dull in appearance and behavior, while most women are plain. Those who look smart and capable always rank last in 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.

R McMurray believes that an efficient salesman is a habitual pursuer, who has an urgent need to win and seize the goodwill of others, and at the same time has a competitive psychological tendency to take all kinds of objections, obstacles or obstacles as challenges.

Taiwan Province scholar Zhong believes that the basic qualities of excellent marketers can be divided into internal qualities and external qualities. Intrinsic qualities are: ① Loyal service to the company; (2) Rich commodity knowledge; ③ Good moral habits; (4) the ability to identify others and unique insight; 5 sense of humor; ⑥ Good social relations; 7 judgment and common sense; (8) to meet the needs of customers and sincere concern; 9 smart; Attending persuasion ability; Attending alert and fickle; Attending endurance, energy and diligence; Attending to see people love, meet their requirements; Attending optimistic and creative; Attending memory; Participate in compliance. External qualities include: ① being good at approaching customers and attracting their attention; 2 Be good at expressing yourself and related commodities; ③ Be good at stimulating customers' confidence in commodities; (4) Be good at arousing customers' commodity desires and winning customers' trust; ⑤ Seize the possessiveness of customers and promote purchase.