How to be an excellent real estate salesman?

Self-confidence is self-confidence, and self-confidence is a kind of strength.

First of all, we should have confidence in ourselves and encourage ourselves at the beginning of work every day. I am the best! I am the best! Self-confidence will make you more energetic. So, where does our confidence come from?

1, good self-awareness, infinite qualitative concept;

2. Seek the power of example;

3. Have a more accurate positioning of success;

4. Have enough patience for success;

5. Dream, independence, self-improvement and freedom.

At the same time, believe in the company, believe that the company provides the best service to consumers, believe that the house you sell is also very marketable, and believe that the company provides you with opportunities to realize your own value. To be able to see the advantages of the company and its own image and services, and keep these in mind, to compete with competitors, we must have our own advantages and meet customers and consumers with the belief of winning.

As a real estate agent, you are not only selling a house, you are also selling yourself. Only when customers accept you will they accept your goods.

Second, the sense of purpose:

Do everything with a clear goal. If you lose your goal, it is impossible to achieve it.

Florence chadwick, a 34-year-old American woman, was the first woman to swim across the English Channel. After completing this feat, she decided to challenge another further channel-Katarinna Strait, that is, to swim from Katarinna Island, 2 1 mile west of California coast. If her feat is successful, she will be the first woman to swim across the English Channel.

1on the morning of July 4, 952, the west coast of California and the Pacific Ocean near it were shrouded in dense fog. That morning, the sea was cold, her body was numb and foggy, and she could hardly see the escort boat. She swam alone and thousands of people watched it on TV. Time has passed 15 hours, and she is still swimming. In this kind of cross-sea swimming in the past, her biggest problem was not fatigue, but the biting water temperature. Finally, she felt tired and cold. Knowing that she couldn't swim any more, she asked to pull her aboard. The coach and her mother told her that the coast was near and advised her not to give up. But she looked at the coast of California, where there was thick fog, and she could see nothing. Finally, at her request (after her departure 15 hours and 55 minutes), people pulled her on the accompanying boat, but she was only half a mile away from the California coast! Later, she concluded that it was not fatigue or cold that made her give up halfway, but because she couldn't see the target in the dense fog.

This confused goal shook her faith. Two months later, she successfully swam the same channel, still the first woman to swim the Katarinna Strait, about two hours faster than the man's record. Because this time she has a very clear goal. From this perspective, how important the goal is! When grasping the goal, we should pay attention to two major elements: clear quantitative results and mastering limited time.

For the target results, we should achieve them in stages, pay attention to accumulation, step by step, and don't expect to achieve them in one step. In the management of time, we should pay attention to distinguish the priorities of events in the process of achieving the goal, so as to solve the problem and get close to the goal.

1, important emergency;

2. Important but not urgent events;

3. Urgent but unimportant events;

4. Events that are not urgent or important.

Grasp the event analysis, thinking and planning leading to the goal from the above aspects:

1, take time to think and plan as a whole;

2. Make arrangements for the next day every day;

Don't always let urgent things upset the plan.

Only when these things are done, our goal will not be far away.

Third, the degree of professionalism:

As far as real estate agents are concerned, what you are doing is a very professional job. Your professionalism directly affects your customers and, of course, your performance.

Why do customers let you buy a house? Why does the owner want you to sell the house? Because you are a professional and know all the relevant knowledge in the real estate field like the back of your hand, you can give them a professional service industry. Owners can sell houses at the right price, customers can buy houses at the right price, and there is room for appreciation and imagination in the future. You can get all the professional services you need here. If you don't understand this and that, what does the customer want you to do? Why should I pay you a commission?

Betty hardman is a real estate agent in Atlanta. Since any real estate for sale can have several brokers, hardman can only rely on his rich real estate knowledge and enthusiasm for customer service if he wants to get ahead. The hard man stressed: "I have always grasped the market trend, and I know all about the real estate sold in the market." Before leading customers to inspect the property, I must prepare all relevant information about the property and study it clearly. " Hard people emphasize that today's real estate agents must know something about "loans". "It is very important to know what kind of real estate can get what kind of loans. Therefore, real estate agents should always pay attention to the changes in the financial market in order to provide customers with appropriate financing suggestions.

Fourth, expressive force:

Tell your customers what you want to explain in fluent and infectious language, so that customers can clearly understand the meaning of your language and the answers to the questions they want to know, which is an important part of improving work efficiency.

However, please remember a piece of advice: feeling is always ten times faster than language. Because this is absolutely a truth. Please pay attention to yourself and your customers' body language anytime and anywhere. This is the most direct signal you get from your senses, which may be more effective than words. Therefore, in terms of expressiveness, we must pay attention to the following aspects:

1, image: decent appearance, decent nature, dress code, respect each other.

2. Eyes: Eyes are kind, natural and peaceful. Sincerely relative, go with the flow.

3, language: firm tone, full of confidence, rich knowledge, serious advice, good at listening and answering questions.

4, manners: natural and graceful, avoid formality, pay attention to each other, remember arrogance.

From the above aspects, in addition to language, there are three, all in image and body. Therefore, in the process of selling to customers, we should not only improve the expressive force of our own language, but also pay attention to the expressive force of our own body, and pay more attention to the body language of our customers.

Generally speaking, customers will not tell you directly whether they can listen to what you say, but their body language will do so. By observing people's five body language expression channels: face, arm, hand, foot and body angle, we can know the customer's acceptance of the information you provide, which is a kind of expressive force of customers. Like traffic lights, there are three levels: green, yellow and red. When you observe the customer's information, you should start corresponding actions, try your best to understand the customer's thoughts and guide them to adopt a more positive attitude.

[Green light]: This signal indicates that customers are interested in the information you provide and trust you very much. These people's body angles will face you, and their bodies will lean slightly towards you; Their faces are smiling, their eyebrows are raised, and their eyes are always staring at your eyes; When sitting, customers will not cross their legs rudely. When you see these green signals, you can be sure that you have enough marketing opportunities, but don't forget that your own "green" signals will help maintain and strengthen customers' acceptance of you, so you should always be open and friendly.

[Yellow light] Customers who are unmoved by your words will display a yellow signal. They may still have doubts about you, and they may be afraid that they will regret their decision. The characteristics of this kind of people are: the body angle is slightly different from yours, and the expression on their faces is stiff, unhappy, suspicious or arrogant; They will hold their arms and cross their legs, making people restless. Hesitation and worry lead to such an attitude, but it is still relatively easy to change. Maintain a positive and friendly attitude and encourage customers to express their ideas with open-ended questions. You can say, "I want to hear your opinion." Or "What do you think of the situation now?" Customers' answers can help you understand their concerns, find out the crux, provide answers and infect them with your positive attitude.

[Red light] If you ignore the customer's yellow light warning, the customer may start to send a red light signal, and then the situation will be more serious. The red signal is easy to recognize. These people may lean toward you menacingly or stay away from you. Their faces were tense and red, and some people began to shake their heads. Their arms are tighter, their hands are clenched, or they point, or their palms are outward to signal you to stop. At this time, you should take prompt action to appease customers and save the situation. First of all, don't defend yourself, first understand the attitude of customers; Then rearrange the way you speak and focus on the advantages of your suggestion; Third, continue to send a positive signal of openness and friendship.

One thing to remember is that prevention is more useful than cure. When talking with customers, always pay attention to their body language, be alert when you see the yellow light, and let the customer's body language guide you to carry out marketing work smoothly.

Verb (short for verb) Details:

Details are important procedures that need to be completed. Only by grasping every detail and striving for perfection can we achieve perfect results. Specifically, we should grasp the following points:

A, in the reception process, we should pay attention to the work of collecting customer information. For example, the customer's name, surname, number of visitors, customer characteristics, visiting means of transportation, contact telephone number, intended house type, opinions and suggestions, cognitive style, number of visiting groups (people), intended price, delivery standard, customer source, etc.

Record every negotiation process, and record every contact process with customers as detailed as possible (including telephone tracking and multiple visits) in order to grasp the customer situation; Establish communication channels. Keep regular contact with customers, understand customer trends through telephone interviews, and make customers your friends through communication; Perseverance. If the customer has not made a purchase decision, it is necessary to continue to follow up; Case closed. Record the customer's transaction or the reason for the unfinished transaction.

Brokers should often look through clients' files in their spare time, recall clients' looks and reception process, and deepen their impression on clients. When the customer visits or calls for the second time, I can accurately call out his name. This is the first step to establish a friend relationship with customers. As long as you do it conscientiously in your work, you will certainly reach the highest level of sales skills.

B, good at capturing inspiration in details.

1. Have a professional image and smile in every word and deed.

2. Communicate with customers from time to time to bring them closer together.

3. Think about the purpose of every sentence asked by the customer before answering.

4. Listen carefully to every word of the customer.

Don't impose your ideas on customers, affirm them first and then deny them.

6. Don't be a commentator, do sales.

7. Use praise, praise and praise again.

8. Take your time in the negotiation and pay attention to the change of tone, with climax and underestimation.

9. The introduction should be clear and easy to understand.

10, theoretical analysis should be in place, thorough, thorough and detailed.

1 1, flexible and changeable, for example, don't tell the truth, give people an image metaphor in simple terms, and achieve the effect of sound and affection.

12, the customer must grasp the problem, analyze it in place, and hold the customer.

13, indirect pressure is full of confidence, and one round cannot come to the next round.

14, we must be prepared for a comprehensive clearing. Title, no ice.

15, clear pronunciation and clear paragraphs.

C. Grasp all the details patiently and sincerely.

From the customer's point of view, most customers can't take a fancy to it at once. As a broker, customers will appreciate it if they can provide more choices at one time. After all, you thought about their next move. Sometimes brokers want to see the next real estate, and it is best to directly advise customers whether to go or not. Because some houses are defective or do not meet their requirements, it is a waste of time for them to go. Tell them directly yourself, lest they run around. Actually, your service has gone a step further.

Imagine a hundred customers coming to see the house. Can a person pay the bill on the spot? Maybe sometimes, but in most cases, it is impossible. If the customer and the broker don't know each other before and have no trust relationship, the customer will hesitate and then hesitate; Think about it. However, as an excellent real estate agent, you must not let you show him the house just because there are 100 customers, and no one will be disheartened and neglect the customers. If you have no patience, you will never be a good real estate agent.

Take 100 customers as an example. If you take good care of these 100 customers, any of them may become your loyal customers at some point in the future. If you ignore them because they can't give any orders now, you will get nothing. And if you do the opposite, you may win more than 100 customers. Because they have friends and relatives, friends have friends and relatives have relatives. Just because they can't make a decision right now for various reasons doesn't mean they can't make it in the future, and it's not necessarily their fault that they can't be alone right away.

Ordinary people accompany customers to see the house, and may simply give them some information about the house and then register their information. Real gold brokers always arrive as early as possible when accompanying customers to see the house, and prepare information about at least four or five houses with different price points, so that customers have more choices.

JASONE, a well-known real estate agent in New Zealand, must prepare a price trend chart of Wellington real estate market in the past ten years from 1996 every time it receives a client. Before determining the time to see the house, JASONE always asks the owner in advance: What time is the best sunshine in your place every day? I will definitely try to choose to see the house at this time. If you can arrive early in winter and turn on the heating to make the room warm like spring, JASONE said that his heart would warm up first. If you have time, you will also advise the seller to open the curtains and pull up all the blinds (if possible) to make the room brighter. JASONE often cuts some roses or other flowers and puts them in temporary vases to surprise them, both buyers and sellers! These details are the least a good broker should do!