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I think it's good and recommend it to new friends (repost)

When I was a sales girl, I had many customers and friends and established my own unique real estate sales customer network.

When they arrive at new buildings, many old customers buy them themselves or are introduced by friends. Many colleagues are asking me, what do you have?

What, let these customers follow you plate by plate? In fact, there are no "tricks" in sales, and there are not many skills.

There are some clever things about it. It is difficult for people to communicate in a unified mode, and everyone's personality is different, which is difficult to deal with.

The way of asking questions is naturally different. For a newcomer who has just stepped into the real estate sales industry, other people's sales skills can only be

For reference, in addition to learning from other people's practices, it is more important to sum up the appropriate ones in every process of dealing with customers.

Your own negotiation method allows you to have your own unique sales skills. Just pay more attention and practice.

Xi, everyone can have their own unique sales skills and their own "unique tricks". So there are many sales skills.

Is to study hard, experience hard, and work hard.

[study hard]

People engaged in real estate sales should devote themselves to personal and career development, because life will only change with themselves.

Change, only continuous learning, can be firmly based on this society. So to be an excellent salesperson, first of all,

The first thing you must learn is how to keep a positive attitude.

[Learn a positive attitude]

Before entering the real estate industry, I worked as a parking girl in a cotton mill for six years, and later passed the adult college entrance examination in Guangxi University.

Full-time study, two years in college. I remember 1992 when I graduated from college, I went to Guangxi Wantong Real Estate Company to apply for a job. At that time, Guangxi Wantong.

The real estate has just been established, and the job advertisement says that only one marketer is needed, requiring a bachelor degree or above and under 26 years old. At that time, I

I am 28 years old and have only a college diploma. I don't meet these two requirements. But I am very confident, and I think I can do it.

Whatever the conditions, apply first. After entering Wantong Company, the boss of the real estate company who interviewed me at that time said that he confessed at that time.

Yes, there are many people with better basic conditions than me. Because I am confident and natural, I decided to admit me.

Personally, I think many people think I am very lucky. In fact, I personally think that the opportunity is for ourselves and for everyone.

On the whole, it is fair. The key is whether you have the confidence to catch it.

In the course of my work, I found that the real estate industry covers a wide range and is very challenging. I give myself

I set a goal to lay a good foundation in five years. I won't be a salesman in five years. After having a goal, I

By taking the adult college entrance examination again and taking the correspondence course of real estate management for three years, I strengthened my professional knowledge and theoretical knowledge.

The first real estate I sold, "Wantong Hanging Garden", is in the old city of Nanning, and this area is Nanning Sanjiao.

Many people in the industry are not optimistic about building residential quarters in the most concentrated place in the Ninth Five-Year Plan. In order to be more accurate

In order to locate the project, we did a lot of market research in the early stage, including competitor survey and customer survey. At that time, we

When the boss asked me to do a competitor survey, he didn't tell me how to do it. Unlike today, he asked the sales staff to choose the plates.

Have a fixed survey form, know what to know, and give them training and explanation before digging. The boss just told me that you

Go and see what real estate is near our project,/kloc-give me the investigation report in 0/0 days. I was the only soldier in the real estate company at that time.

Nobody taught me. Two days later, I still don't know how to do it. I was so anxious that I almost cried that I asked my friend to teach me.

Me. He told me that he didn't understand it either, and suggested that I go to other real estate sales departments to gawk every day. I think no one can help me,

It's no use crying. On the third day, I went to the sales department of a project called "Jin Ming Building" and stayed for a whole day. A whole day.

Careful observation, I saw how the sales girl sold the building, what kind of people came to buy the building, and also understood the situation of the real estate.

Huxing, price, scale and other information, very rewarding. Through the communication with the sales staff, I also made friends with my peers, which benefited me a lot.

Very shallow. In fact, it is not as simple as going to various real estates to understand some sales information, but more to observe with your heart, which

Only in this way can you truly understand the advantages and disadvantages of each disk and have a deep understanding of competitors. As a customer

In the process of research, I went door to door and actively communicated with customers. I used this book for customers who are interested in buying a house.

Write it down and keep in touch with customers once a month. Although customer survey is very hard, I have accumulated many potential customers.

For home use. My personal sales at that time accounted for 2/3 of the total sales of the whole project. And mine only took three years to realize.

Goal: to be the sales manager and property manager of Wantong Real Estate Company.

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

Work objectives, correctly view and evaluate your own abilities. What kind of person you think you are is very important. like

I, I think I am a positive, optimistic, friendly, very enthusiastic and enterprising person. This is the self.

The image of.

A salesperson with a positive attitude believes that he will smile and say to himself every morning. "Today.

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

Doubt, I'll make a deal. As long as I work hard, I believe I can make a deal today, and my sales performance is the best.

"; This is his affirmation of himself.

[Cultivate your affinity]

The so-called affinity is the ability of salespeople to communicate with customers. The nature of a salesperson's job is to face up to it.

Dealing with customers face to face, how can we better communicate with customers and let them recognize you? We must regulate your words and deeds.

Stop and realize.

In the sales process, language is the bridge of communication. For salespeople, language should be a kind of entertainment and communication.

Art should not only pay attention to expressions, attitudes and words, but also pay attention to ways and means, observe language etiquette and achieve smooth communication.

Achieve the effect of "lubricant".

In interpersonal communication, more than 80% of information is transmitted through politeness, a silent "second language".

Behavior is a kind of "language" that can't speak, including people's standing posture, sitting posture, expression and various actions shown by the body.

A look, an expression, a tiny gesture and a gesture can all convey important information. Human behavior

It reflects his achievements, education and trustworthiness. In interpersonal relationship, it is to shape a good personal image.

Starting point, more importantly, he not only embodies his personal image, but also shows the overall cultural spirit of the company to the outside world.

Language etiquette is not innate, and beautiful manners are not innate. These are all cultivated through long-term formal training.

Here it is. As long as you practice for 5 minutes every day, you will naturally develop good gfd and manners.

Habit, natural use of polite language, natural emotional expression. Only in this way can trained salespeople have affinity.

[Improve your professional quality]

The particularity of real estate products requires salespeople to have profound product knowledge and professional knowledge. Product knowledge and professional knowledge

It is the basis of sales staff's self-confidence and the guarantee of sales skills.

Mastering the knowledge of real estate products is the first step to officially enter the promotion. You have a good attitude and self-confidence and can be used in real estate.

I know nothing about products. When customers ask you about characteristics, apartment type, price, decoration standards and other issues. , you ask.

I don't know, customers won't buy the real estate you recommended at all.

We all know the law of real estate sales. The new listing is due to regional demand, new listing and herd mentality.

Consumer demand, such as appreciation expectation, ostentatious demand, investment benefit, etc. , is a period of new listing and rapid sales growth.

This stage usually lasts about three months. Three months later, real estate sales entered a stable period, and sales entered one by one in about half a year.

Decompression period. Under normal circumstances, 40% to 60% of the sales volume of real estate is completed during the period of rapid sales growth, and real estate sales enter.

In the stable period of three to five months, 20% to 30% of the sales volume should be completed, that is, more than 80% of the sales performance of the property should be completed within eight months.

Within a year, the sales of the whole building will exceed 90%.

When the real estate is faced with effective demand, the developers supply it effectively, but the sales staff can't sell it effectively or efficiently.

Sales, once missed the growth and stability of real estate sales, only a long wait, unfortunately, also very passive, especially

However, when there are competitive properties around the sold properties, and there is little difference in the properties, the sales staff who know themselves and know each other will overcome the competition.

The decisive weight of the opponent. The value of commercial housing is relatively high, and many customers often use their life savings to buy large businesses.

Therefore, after repeated comparisons, indecision is a common phenomenon, and customers still can't get it after repeated comparisons on the perceived use value of real estate.

When making up your mind, if the salesperson can explain the customer's purchase demand, the success rate will be high.

An old customer of my original "Wantong Hanging Garden" called me because his son was going to primary school.

Where is a good school? And I want to buy a house of about 500 thousand near the school. I was selling Xiushan flowers at that time.

There is a newly-built bilingual kindergarten and primary school next to the "Garden" project, as well as the most famous middle school in Nanning-No.3 Middle School.

It suits his needs, but there are three properties in the same area to choose from, and our Xiushan Garden is far from the primary school.

The nearest and farthest building from the middle school. I didn't rush to introduce the real estate I sold to him, but accompanied a client.

Look at it plate by plate and analyze it for him. When I arrived near Xiushan Garden, I told him that I was in Xiuxiu now.

Shanyuan's work, he also saw a lot of real estate today, how about coming to my place to have a rest? On the construction site passing by the school

At that time, it was mainly to introduce him to bilingual kindergartens and primary schools under construction. The client asked me at that time, why not give it to me directly?

I introduce the real estate you sell. I told him, in fact, it's not that I don't want to introduce the real estate I sold to you. You are an old customer of mine.

The door is closed. I just want you to buy a house without regret, let you compare more, and our Xiushan Garden is far away.

The primary school is the nearest, but it is far from the vegetable market, and there are no other projects near No.3 Middle School. I don't want to cheat you into buying it.

Choose for yourself. At that time, the customer felt that I was sincere and paid a deposit in Xiushan Garden on the spot. In fact, in the process, I

In addition to sincerely thinking for him, it is mainly aimed at his demand of "buying a house for his son". In the process of introduction

Focus on bilingual kindergartens and primary schools, so as to grasp the purchasing psychology of customers, and I can win the recognition of customers.

Yes, achieve sales.

Effective salespeople should be half real estate experts, not only for the characteristics of the real estate sold (taste, culture, rules

Planning, landscape, design, style, structure, apartment type, area, function, orientation, convenience, price, public facilities and equipment,

Community management, community culture, etc. ) have a basic understanding, but also the location, surrounding environment, urban planning and foundation of the real estate.

Have a good understanding of facilities, development trends and developer strength. More importantly, we have a clear understanding of the advantages of competitive real estate.

Can make a convincing and appropriate comparison with competitive real estate. Comparatively speaking, unprincipled belittle competitors' real estate.

It is easy for customers to have rebellious psychology. Therefore, it is necessary to seek truth from facts, but also to foster strengths and avoid weaknesses, and to provide customers with home ownership intentions.

Look, make customers trust you and the real estate you sell.

When I was selling Xiushan Garden project, I received a famous lawyer in Nanning. He went to the sales department at that time.

Come, look at our apartment, and I didn't ask questions about the project, so I let him sit down. After sitting down, he drove.

Start talking about the real estate in Nanning and the situation of various projects. At that time, he asked me what I thought of "Ronghe New Town". he and I

It is said that "Ronghe New Town" is a good quality community in Nanning, although it belongs to Nanning.

Industrial area, but close to Yongjiang River, the pollution level is not very great. In addition, the scale of the community is relatively large, and the internal environment is doing well.

Much better. Property management is also relatively in place, enjoying a certain popularity in Nanning, especially in the third phase of Ronghe New Town, the price.

Can be sold for more than 3000 yuan/square meter, and Nanning recognized high-end residential buildings concentrated in the South Lake scenic area is a comparison.

Samples, and sell well. If the municipal government invests in the construction of Yongjiang River embankment this year, Ronghe New Town will not be flooded every year.

It was flooded. He told me at that time that he preferred Ronghe New Town. He has been to many sales offices and asked many sellers.

None of the staff in the building praised other people's real estate like me. After listening to me, he should seriously consider whether to go or not.

Buy a house with a new town. He asked me again, which project do you think is better, Xiushan Garden or Ronghe New Town? I said these are two.

Different attributes, each with its own characteristics, cannot be compared. Our Xiushan Garden is the only one in Nanning now.

Mountain view plate At this time, I invited him to visit our model house with split-level apartment. In the model room, I introduced him to the split-level apartment.

Huxing characteristics, it is emphasized that because this plate is built on the mountain, the height difference on the terrain determines our project.

Many units are made into staggered floors, which is a natural strewn at random. In the future, when you stand in the living room, you will see a patchwork outside.

A three-dimensional landscape with a strong sense of hierarchy, this natural feeling is not enjoyed by many split-level houses built on the flat ground.

Yes The characteristics of our apartment attracted customers, and the customer immediately paid the deposit the next day, and the signing was very smooth.

In fact, in this process, when I was talking about the project of Ronghe New Town, I had already put out the disadvantages of Ronghe New Town: being at work.

The industrial zone, with high prices and low terrain, may be flooded if it encounters a once-in-a-century flood, but I just changed it.

The expression is just spoken, but the customer feels different, and he will think you are more credible. In the meantime, talk to him

In this process, I found that he was younger and more receptive to new things, so I recommended him a split-level apartment. each

The project has many advantages, but you don't need to tell all the advantages to the customers when you sell it. If you tell all the advantages.

Sue him, and the project will have no advantage. You should learn to grasp the concerns of customers in the process of communicating with them.

As a breakthrough, then you have succeeded.

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