How to do a good job in real estate sales?

Basic quality and sales process of case field sales staff

First, the basic quality of the staff at the scene of the case.

1. Employees shall abide by the laws and regulations of the country, the rules and regulations of our company and the regulations of the place where this case is located.

2. Employees should wear the uniform of the crime scene during working hours, keep it clean and tidy, and must wear nameplates. Employees who are not issued with uniforms should dress neatly and do not wear casual clothes to work. All male employees wear dark leather shoes, and female employees wear leather shoes, but the color is Li Yan, and the upper is always clean.

Be polite to the guests and don't quarrel with the customers.

4. Employees should keep their nails clean, not too long and not painted with colored nail polish.

5, employees should obey the superior leadership, if there are legitimate opinions, should be declared in advance, not against the superior, not perfunctory, duplicity.

6. Colleagues should live in harmony and help each other. They should cooperate with each other in the case of busy work. No cliques, no relationships, no attacks on each other, no incitement to negative emotions.

7. No swearing, beating, insulting, threatening or intimidating others.

8. Take good care of public property, and don't damage or take away the property at the crime scene without permission.

9. Keep personal belongings separately and keep the site clean and hygienic at all times.

10. All staff are prohibited from smoking, drinking, eating snacks, playing cards, playing electronic games and reading novels and magazines unrelated to business, and are prohibited from talking loudly, chatting and joking.

1 1. It is strictly forbidden to disclose secrets such as company and case business.

12, no voice calls, no long-term personal calls, short official calls, and keep the case hotline open.

13. Do not receive friends and relatives, so as not to affect the normal business reception. If it is necessary to meet relatives and friends because of important matters, it must be approved by the venue manager, and the guests will be received at the designated place for no more than fifteen minutes.

14. Employees must obey the orders of superiors and accept meetings, trainings and inspections arranged by superiors.

15. It is forbidden to distort the facts and spread statements that are not conducive to the company's image.

16. It is forbidden to engage in acts that damage the company's image inside and outside the venue.

Second, answer the hotline.

1, basic action

(1) Answer the phone in a friendly manner and with a friendly voice. Generally, they will take the initiative to say hello: "Hello, Huilong New City" and then start a dialogue.

(2) Usually, customers will ask questions about price, location, area, pattern, progress, loan, etc. on the phone. Salespeople should foster strengths and avoid weaknesses, and skillfully integrate the selling points of products in their answers.

(3) in the conversation with customers, try to get the information we want:

The first requirement is personal background information such as the customer's name, address and contact number.

The second requirement is the information about the specific requirements of products such as price, area and pattern that customers can accept.

Among them, the determination of contact information with customers is the most important.

(4) The best way is to invite customers to see the house directly.

(5) Give the name of the salesman before hanging up (if possible, you can leave the salesman's own mobile phone number and pager number for customers to consult at any time), and once again express the hope that customers will come to the sales office to see the house.

(6) Record the obtained information on the Customer Visit Registration Form in time.

2. Preventive measures

(1) Pay attention to the company's requirements when answering the phone.

(2) Seriously study how to deal with the problems that customers may involve.

(3) On the opening day, there were many telephone calls, and time was precious. Therefore, answering the phone should be controlled in 2-3 minutes, not too long.

(4) When answering the phone, try to change from passive answer to active introduction and inquiry.

(5) Invite the customer to specify a specific time and place and tell him that you will be special.

(6) To sort out and summarize the customer's call information in time, and fully communicate with the site manager and advertisement producer.

(7) Remember: the purpose of answering the phone is to urge customers to come to the sales office for further interviews and introductions.

Third, meet customers.

1, basic action

(1) When a customer enters the door, every salesperson who sees it should take the initiative to say "Welcome" to remind other salespeople to pay attention.

(2) The sales staff immediately came forward to give a warm reception.

(3) Help customers pack rain gear and put clothes and hats.

(4) through casual greetings, identify the authenticity of customers, understand the region where customers come from and the media they accept (from which media they learned about the real estate).

(5) Ask whether the customer has contacted other salesmen. If he is a customer of another salesman, please wait a moment and be received by the salesman; If it is not another salesman's customer or the salesman is absent, introduce the customer enthusiastically.

2. Preventive measures

(1) Sales personnel should be well dressed and friendly.

(2) reception of customers or one person, or one master and one helper, limited to two people, no more than three people.

(3) If it is not a real customer, it is still necessary to provide a message for a concise and warm reception.

Fourth, introduce the project

After polite greetings, you can simply use the sand table model to explain the project (such as orientation, building height, configuration, surrounding environment, etc.) ), so that customers can form a general concept of the project.

1, basic action

(1) Exchange business cards, introduce each other, and learn about customers' personal information.

(2) According to the sales promotion route planned at the sales site, with the help of sales props such as light boxes, models and model rooms, naturally and emphatically introduce the products (mainly describing the location, environment, transportation, supporting facilities and housing design, main building materials, etc.). ).

2. Preventive measures

(1) At this time, the overall advantages of this property were emphasized.

(2) sell your enthusiasm and sincerity to customers and try to establish a relationship of mutual trust with them.

(3) Correctly grasp the real needs of customers through conversation, and quickly formulate their own coping strategies accordingly.

(4) When there is more than one customer, pay attention to distinguish the decision makers and grasp the relationship between them.

(5) In the process of explaining the vehicle model, you can inquire about the customer's needs (such as area, purchase intention, etc. ). After explaining the model, you can invite him to visit the model room. In the process of visiting the model room, the sales staff should make some auxiliary introductions around the advantages of the project to cater to customers' preferences.

Verb (short for verb) shows the scene.

In the sales office made a basic introduction, visited the model room, to lead customers to visit the project site.

1, basic action

(1) Combined with the present situation and surrounding features of the construction site, it is introduced while walking.

(2) According to the room plan, let customers feel the tenants they choose.

(3) Talk as much as possible, so that customers will always be attracted to you.

2. Preventive measures

(1) The route of the exhibition site should be planned in advance, and attention should be paid to cleanliness and safety along the way.

(2) Require customers to carry safety helmet (see delivery room) and other items.

Preliminary negotiation of intransitive verbs

After the model room and site visit, guests can be guided to the negotiation area for preliminary negotiation.

1, basic action

(1) pour tea, guide customers to the sales table, give them project information, and introduce the price and payment method of the project.

(2) When the customer does not take the initiative, he should immediately take the initiative to choose the room type for tentative introduction.

(3) According to the units that customers like, on the basis of affirmation, make a more detailed explanation.

(4) According to the customer's requirements, calculate the price, down payment, monthly repayment and various related procedures of the floor unit that the customer is satisfied with.

(5) Explain customers' doubts and help customers overcome the purchase obstacles one by one.

(6) Create the scene atmosphere in time and strengthen their purchasing desire.

(7) On the basis of the customer's 70% approval of the product, try to persuade him to make a down payment.

2. Preventive measures

(1) When seated, pay attention to putting customers in a convenient and controllable wearing range.

(2) To prepare personal sales materials and sales tools to meet the needs of customers at any time.

(3) Understand the real needs of customers and the main problems of customers.