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Can I apply for public rental housing in Chongqing?

Chapter VI Real Estate Sales Skills

First, analysis of customer types and countermeasures

(1) According to personality differences.

1. Rational and steady characteristics: thoughtful, calm and steady, not easily persuaded by the salesman's words, and must ask questions in detail.

Countermeasures: strengthen the explanation of product quality, company nature, characteristics and advantages. All explanations must be well-founded in order to obtain rational support from customers.

2. Emotional? Features: naturally excited, easily encouraged and stimulated by the outside world, able to make decisions quickly.

? Countermeasures: from the very beginning, the characteristics and benefits of the products are strongly emphasized to promote their rapid decision-making. When customers don't want to buy, they must handle it properly so as not to affect other customers.

3. taciturn? Features: cautious in speaking, ignorant in asking questions, indifferent in response and serious in appearance.

Countermeasures: In addition to introducing products, we should also try our best to get to know their work, family and children with a cordial and sincere attitude, so that we can take them home and understand their real needs.

4. indecisive? Features: indecision, repetition, and fear of making decisions. If you think the fourth floor is good at first, then you also think the fifth floor is good at first, but parking on the sixth floor is not bad.

Countermeasures: Don't give customers too many choices, gain their trust after fully understanding their needs and help them make choices.

5. What is the chat type? Features: Because I am too careful, I even talk endlessly. Everything is within my worries, and sometimes it is far from the point.

Countermeasures: the salesman must first gain his trust and strengthen his confidence in the product. When the topic is too far away, we must always pay attention to the appropriate time to introduce the topic. From the deposit to the signing of the contract, we must cut the gordian knot quickly so as not to fall asleep.

6. domineering? Features: Being cocky, scaring salesmen by showing off, and often refusing salesmen to stay away.

Countermeasures: Stand firm, be modest, respect each other, compliment each other, and find each other's weaknesses.

7. Divination-seeking characteristics: determined by God's will or Mr. Feng Shui.

Countermeasures: Try to match his geomantic conception with modern viewpoint, remind him not to be confused by some crooked geomantic theories, and emphasize human value.

8. timid? Features: lack of purchasing experience, not easy to make a decision.

Countermeasures: Put forward credible and powerful performance, quality and guarantee. Actions and words must be able to win each other's trust.

9. Nervous? Features: easy to think the worst, anything will stimulate him.

Countermeasures: Be cautious in words and deeds, listen more and talk less, take a serious attitude and give priority to persuasion.

10. haggle over every ounce features: thoughtful, big and small, haggle over every ounce.

Countermeasures: use the atmosphere to force each other, emphasize the preferential products, promote their quick decision and avoid their haggling over every ounce.

1 1. Procrastinate and make excuses, and put off three things?

Features: Hesitant personality, procrastination in borrowing words, procrastination.

Countermeasures: trace back to the real reason why customers can't decide. Try to solve it so as not to be dragged down by it.

(II) Types of customers by age

1. Characteristics of elderly customers: This kind of customers include the elderly, widows and single husbands. Their common feature is loneliness. They often ask friends and family for advice to decide whether to buy goods. For salespeople, their attitude is mixed, so they are more cautious than the average person when making a purchase decision. Countermeasures: When you explain the goods, your words must be clear, true, sincere and kind, and at the same time show that you can eliminate his loneliness. To sell goods to such customers, the most important thing is that you must convince them of your personality, so. Not only is it easy to make a deal, but you can also become good friends.

2. Characteristics of young couples and single aristocrats: For such customers, you can talk to them in the above way, and you can also win their favor.

Countermeasures: For this kind of customers, you must show your enthusiasm, and when you explain the goods, you can stimulate their desire to buy. At the same time, we might as well talk about each other's life background, future, feelings and other issues in the conversation. This kind of dialogue can easily prompt them to buy impulsively. However, you must consider the psychological burden of such customers as a principle.

In short, as long as they have confidence in the goods and are slightly stimulated, they will naturally buy them.

3. Characteristics of middle-aged customers: These customers not only have families, but also have stable jobs. They hope to have a better life, pay attention to their future and strive to live more freely.

Countermeasures: The most important thing is to make friends with them and let them trust you. You must show concern for his family, praise and affirm him personally, and show that the goods are inextricably linked with their bright future, so that he will be happy and the business will naturally be concluded. Middle-aged families are the dominant consumer market. If you are not good at words, try to avoid grandiose sentences and talk to customers seriously and sincerely. This is the best way.

Strategic methods and personality characteristics of occupational division.

Entrepreneurs are open-minded and positive. They can decide whether to buy or not on the spot, brag about their professional achievements, stimulate their conceit, and then introduce the goods enthusiastically, and they will soon complete the transaction.

Although an enterprise can decide whether to buy or not, if it needs advice from others, it must have the professional ability to highlight the advantages of its products, and should not dispel his concerns and improve the chances of clinching a deal.

Workers don't trust others easily and have their own ideas. Only when they really understand the benefits of the product will they have the motivation to buy.

Civil servants are too alert to make a decision. Salespeople need to explain the advantages of the product in detail to induce and convince them, otherwise they will never buy it.

Doctors with good economic conditions and conservative thoughts often show off themselves by emphasizing the actual value of goods and showing their professional knowledge and unique style, and it is easy to reach a deal.

Nurses are optimistic about everything and proud of their careers. As long as they enthusiastically introduce their products and show interest and respect for their careers, they will probably achieve the purpose of closing the deal.

Bank employees are conservative and suspicious by nature, smart and arrogant, and decide to choose goods according to their mood. They don't like to bear external pressure. As long as you can explain the goods modestly and show a confident professional attitude, you can still make a deal.

Senior architects like to work and play, they are enterprising and rich, and they like to buy. They should introduce the advantages and values of their products, and the most important thing is to be close to them and make friends with them.

Engineers are sober about everything and never buy on impulse. Only by introducing the advantages of products with your own sincerity and respecting your rights is the most effective way.

Agricultural technicians are conservative, confident, independent, open-minded and willing to communicate with others. They can accept positive and enthusiastic sales explanations for everything and establish friendship with them, which will become your most loyal customers in the future.

The police are good at doubting people, finding fault with the products they buy, taking pride in their profession and like to brag. Listen attentively, respect their profession and personality, and improve the possibility of trading.

Retirees are conservative about buying, and their decision-making and actions are quite slow. They resort to stimulating emotions and trigger their buying motives. The introduction should be respectful and steady, focusing on theory, detailed explanation, and gradually exerting pressure to stimulate their desire to buy.

A salesperson has a positive personality and will make an impulsive decision only after full consideration. When selling, let him think that he knows the product market and admire his knowledge and professional ability in words, and it will be easy to clinch a deal.

Teachers are used to talking and being conservative. They must know something about everything before they are willing to put it into practice. When introducing, they should follow the principle of clarity and no exaggeration, pay tribute to their profession and listen carefully to their conversation.

Drivers have common sense and like to make friends and make jokes. He should explain the practical value of the product in detail and encourage him to tell his works in words. He needs to listen attentively and not argue with him, so it's easy to make a deal.

Business planners are smart and realistic, and never make decisions easily. They should explain the advantages of the product in detail and emphasize these advantages, then the transaction is inevitable.

Interior designers don't study the details of products, only care about the value and practicality of products, emphasize the advantages and charm of products, and give them an opportunity to think about the deal.

Second, the technique of coercion.

In the actual sales process, we should adhere to the principle of negotiable and defensible. For example, assuming that the salesperson has fully grasped the customer's purchasing motivation, budget and preferences, how to recommend a satisfactory room type to the customer based on experience, and then force sales?

1. Lock the only house that can satisfy customers, and then urge them to make up their minds:

1) snapping mode (using on-site SP to make customers nervous); 2) directly ask for confirmation;

3) Guide customers to enter the bargaining stage; 4) Make up your mind to pay the deposit;

2. Emphasize the advantages: (Strengthen according to the different advantages of each project)

1) Good geographical location; 2) Reasonable product planning (orientation, apartment type, utility rate and other advantages);

3) Broad vision and good landscape; 4) Unique architectural style;

5) Good living environment and high greening rate; 6) The surrounding facilities are complete and the life is convenient;

7) The reputation, financial status, project quality and timely delivery of the developer. ;

The above can be done by chatting, observing customers' reactions, grasping customers' psychology and making them make up their minds. If you can't enter the bargaining stage smoothly, you may wish to emphasize the advantages of the product repeatedly according to customers' preferences, so that they can make up their minds again. Remember, when customers are hesitant, we must be tight before loosening, which will make customers more nervous. If we persist nervously, it may backfire.

3. Direct coercion: If you meet the following customers, you can adopt the direct coercion method:

1) peers with rich customer experience and secondary house purchase and investment;

2) Customers are familiar with the nearby house prices and costs, and directly request to buy at a reasonable price;

3) Customers are very familiar with competitive cases, and if they have no advantages, they may lose customers;

4) The customer paid a small deposit to buy other properties, and you want to persuade him to change.

4. Inquiry method: In the process of receiving customers, we usually use inquiry method to understand customers' psychology and highlight the advantages of products according to customers' preferences, so as to dispel their doubts that may arise when buying a house. There are several ways to ask:

1) Ask about the required area, number of rooms, budget, preferences, etc. During the house inspection;

2) Inquiries can be made in the negotiation area with the help of sales materials. For example, "Because there are many rooms, you can tell me your favorite room type, and I can recommend a suitable house for you".

5. Hot-selling houses: For relatively good houses that are popular with customers, we can achieve the purpose of closing by emphasizing that many customers are watching or even creating hot-selling scenes (such as someone closing the house on the spot). Whether this method is effective depends on whether the customer trusts you very much, so this method is only applicable to: to create an on-site sales atmosphere or to ensure that the customer trusts you.

6. Simplify the complexity: When signing a contract, if a customer proposes an amendment, you may wish to ask the other party to read all the contents of the contract before proposing it, and then answer the customer's concerns one by one. In fact, picky customers are the ones who are really interested in buying. These are just some opportunities to contact customers in the sales process. A truly successful sales promotion requires constant practice and long-term accumulated experience in negotiating with customers, so as to complete the judgment in the shortest time and focus on sales promotion, thus achieving the final transaction.

7. Closing skills: The final result of negotiation should be booking, so the attitude of booking should be cordial, not nervous and logical. "If you have no other questions, you can make a reservation. The room number is just to show your sincerity. The important thing is that you have the opportunity to buy this house. If you don't decide on a house, you may not have it tomorrow. To tell you the truth, I am thinking of you from your position, and I don't want you to lose your satisfactory house. It is the same for our sales staff to actually sell to any customer. "

Third, the skills of persuading customers.

1. Assertion way: If a salesperson has enough knowledge of goods and accurate customer information, he can speak confidently in front of customers. If you are not confident, you are unconvincing. With self-confidence, the salesperson can make a clear and powerful ending at the end of the speech, thus giving the other party a clear message. For example, "I'm sure I can satisfy you." At this point, this language will make customers have some confidence in the goods you introduced.

2. Repetition: What the salesperson said will not 100% remain in the other party's memory. And many times, even the emphasized part just passes through the other person's ear, leaving no trace of memory, which is difficult to do. Therefore, it's best to repeat the important content you want to emphasize and explain it from different angles. In this way, customers will believe and deepen their impression of what they are talking about.

Remember: you should express your key points to each other from different angles and in different ways.

3. Infection: It is impossible to convince all customers only by relying on the fluent writing and rich knowledge of sales staff.

"Too talkative." "Is this salesman credible?"

"Although this condition is very good, will it only be like this at first?"

Customers will have the above questions and anxieties. To eliminate anxiety and doubt, the most important thing is to be honest. Therefore, we must have confidence in the company, products, methods and ourselves. Attitude and language should show connotation, which will naturally infect each other.

4. Learn to be a good listener: in the sales process, try to make customers talk more and turn themselves into listeners. You should be mentally prepared to make customers feel that they are choosing and buying according to their own wishes. This is a clever sales method. Hard selling and boasting will only make customers feel unhappy. You must have the attitude of listening to the other person's opinions carefully, interrupt the other person's speech halfway and rush to speak. This kind of thing should definitely be avoided. If necessary, you can skillfully echo the other party's speech, and sometimes you can ask questions appropriately in order to let the other party go on smoothly.

5. Questioning skills

Good negotiation skills should make the conversation customer-centric. In order to achieve this goal, you should ask questions. The quality of salespeople determines the method and effect of asking questions. Good salespeople will listen and ask questions. By asking clever questions, you can:

1) According to whether the customer has a conversation, you can guess the degree of concern;

2) According to the customer's answer, formulate the countermeasures for the next visit;

3) When the customer raises an objection, use "Why?" Start "How?" Ask questions to understand the reasons for their opposition and know what to do next.

4) It can create an atmosphere of conversation and relax the mood;

5) Make a good impression on each other and gain trust.

6. Use the people who are right there: It will promote sales by introducing customers' friends, subordinates and colleagues to our position or not opposing our position through clever methods. Facts also show that letting them know your intentions and become your friends is of great help to the success of sales. A good salesman will pay more attention to how to win over the friends of customers who happen to be present. If the people around him say "this house is good and worth it", there will be no problem. On the contrary, if someone says, "Forget it." In this way, it's over. Therefore, ignoring the people present will not succeed.

7. Use other customers: quoting other customers to prove the effect of goods is an extremely effective method. For example, "someone you know bought this product last month, and the response was good." It is not easy to convince the other party that the comments and attitudes of influential institutions or people who have a certain position in the eyes of customers are very convincing just by selling their own ideas.

8. Use information: Use information that can prove your position skillfully and accurately. Generally speaking, after reading these related materials, customers will know more about the goods you sell. The information to be collected by salesmen is not limited to the contents provided by general companies, but also includes wholesalers, colleagues, relevant reports, etc., which are collected and sorted through the interview records and used or copied to the other party when introducing.

9. Speak in a clear tone: A clear tone is an important basis for the other party to feel good about themselves. Honest people, quiet people try to be cheerful in sales work. Many famous comedians are interesting people when they perform, but they are not like the images on the stage in real life. Therefore, the same is true for salespeople, who should maintain a professional attitude in front of customers and speak clearly.

10. When asking questions, never let the other person's answer bring you bad consequences.

"Are you interested in this commodity?" "Can you make a decision now?"

Such a question will produce an unfavorable answer to the salesperson, and there will be silence because the conversation cannot continue.

"What do you think of this product?"

"If you buy now, can you get a special gift?"

1 1. Psychological suggestion method ... Use positive actions to avoid negative actions.

Salespeople's own mentality will be manifested in their attitude, and a bad attitude is a bad attitude. Sales people with good performance often show positive body language when negotiating. Nodding indicates positive information, and shaking from side to side indicates negative information. Generally speaking, poor sales people tend to make negative actions. They often sway from side to side to negotiate intentionally or unintentionally, and then at the end of the negotiation stage, they directly ask the other party to say, "Would you please buy some?" As a result, it was found that the other party was interested in buying the product and could not make a deal.

12. The key to negotiation lies in initiative, self-confidence and persistence.

1) The salesperson should assume that the negotiation is successful and the transaction is promising (after all, you recommended it to the customer with hope), and take the initiative to ask the customer to close the transaction. Some salespeople suffer from transaction phobia, fearing that the transaction request will be rejected by customers. This fear of failure and the fear of asking for a deal will make sales fail at the beginning. Have a confident spirit and positive attitude, and confidently propose transactions to customers. Self-confidence is contagious. If the salesperson has confidence, the customer will be infected by the salesperson. If the customer has confidence, he will naturally be able to make a quick purchase. If the salesperson has no confidence, it will make the customer suspicious. Have confidence, on the one hand, have confidence in yourself, and the second is have confidence in the product;

2) Ask the customer for the transaction many times. In fact, the possibility of clinching a deal will be very low. However, it turns out that the failure of one transaction does not mean the failure of the whole transaction. The customer's "no" does not mean the end of the sales work. The customer's "no" is just a challenge, not a red light to stop the salesperson from moving forward.

3) Understand the customers' needs and the characteristics and selling points of the products. First, let customers feel that you are a professional salesperson, enhance their trust in you, and then create a relaxed sales atmosphere. In addition, you should have confidence in your project, and then let the customer feel that you have been thinking about him. First, we must have full confidence in the company, the project and ourselves; Second, we must establish our "professional status" within a short period of communication with customers; Third, sincerely consider the interests of customers and make them realize that we are serving, not just doing business. Persuade customers with objective facts; Persuade customers from the standpoint of customers; Persuade customers with good sales.

4) If the product or company conflicts with the buyer, to whom? Everything can't be lifted by a word "reason". The principle of doing things is who is right and who is right. As salespeople, if a product or company conflicts with the buyer, we should handle the matter on the principle of understanding the customer and facing the company. It depends on the cause of the conflict. If it is the company's fault, try to coordinate the customers to reach an agreement with the company or basically get an understanding. If it's the customer's fault, try your best to convince the customer. Under the premise of not violating the company's principles, let the customer feel that you are thinking of him and standing in his position. Don't be partial, have something to say, and don't offend any party. Analyze the main causes of the conflict and strive for concessions from both sides. First of all, help customers solve problems, but if I have to face anyone, I will stand in the company's position. On the basis of equality, under the premise of not affecting the economic interests of both parties, more consideration should be given to the ideas and opinions of customers. We should deal with specific problems, find the crux of the contradiction, and then consider how to solve the problem, not who is right or wrong.

5) What are the three important reasons why customers finally decide to buy? What are the three most important reasons for giving up buying?

Customers' purchasing psychology is mainly based on "value for money, value for money", and the reasons for giving up buying are nothing more than these two points. The three important reasons why customers finally decide to buy are location, room type and price. They give up buying because these three points are not suitable for their own needs. There are three reasons why customers decide to buy: they like this project, they can invest, and friends recommend it here. There are three reasons for giving up buying: financial problems, having better choices or not liking the project.

The reasons that determine the final purchase of a house by a customer are:

The first is whether the customer can bear it (referring to the total price);

The second is whether the salesperson is recognized;

The third is whether the project is recognized.

There are three main reasons for customers to buy a house: one is to look for lots, and the other is to look for products; The third is to recognize the price.

The reason for giving up the purchase is to find a more suitable project. The delay of the project makes the customer's confidence in the project decline and the ideal price is not won. The high degree of perfection of the project itself, good surrounding environment and reasonable price will prompt buyers to buy. The reason for giving up the purchase is also because of the poor surrounding environment, poor project perfection and poor service quality of sales staff. Property buyers mainly look at: location, price (including selling price and investment value) and quality. Quality includes architectural design, apartment type, orientation and utilization rate, as well as environmental quality (including residential environment, greening and humanistic atmosphere) and property management. The first is the identity of the lot, the quality of the project itself and the consistency of the price. Because other projects are closer to the requirements of buyers, the decision-making groups have different opinions and give up buying.

Fourth, how to shape a successful salesman.

1. Some bad habits of salespeople

1) What you say is true. Many young people who just graduated from school are too bookish and love to preach, which will give people an empty and unrealistic feeling and easily lead to the distrust of customers. Salespeople should strive to accumulate social knowledge and experience, establish a mature and confident image, and enhance their attractiveness.

2) In the face of customers with low educational level, be patient enough, don't show dissatisfaction because of the impolite or unreasonable behavior of the other party, or fight back with blunt language, and don't get angry easily and make rude remarks. On the contrary, in the face of some low-level performance of customers, show self-restraint and quality, and impress each other with sincerity and patience.

3) I like to refute at any time. Some people like to retort without thinking when listening to others. This is a flaw in character. We should learn to respect other people's opinions and put forward our own opinions in an appropriate way. From a psychological point of view, habitually refuting customers is easy to make customers go to their opposite.

4) Blow yourself up. Don't blow yourself up in front of customers. Because generally speaking, salespeople are not as experienced as customers, and improper self-expression will lead to many adverse consequences. In front of customers, we should be confident and modest, so that the negotiation can be conducted in a friendly atmosphere.

5) Be too self-deprecating, don't brag, and don't be too self-deprecating. If you always talk about your shortcomings in front of customers, over time, customers will gradually think that you really can't. This requires salespeople to maintain a good mental outlook and fully demonstrate their confidence in themselves, the company and the products. Especially when it comes to the quality of products and services, we must not be vague, and we must be aware of it, so as to effectively convince customers.

6) Words are full of doubts. Before establishing business relations with customers, you should fully investigate the credit status of customers. But in communication, don't always be suspicious and have doubts about customers.

7) Attack others at will. Sometimes customers will report that other manufacturers' products are better than ours in some aspects. Inexperienced salespeople will immediately refute and attack customers' views. The appropriate response should be to use professional language, first recognize that other manufacturers' products are really good, and then state the characteristics of their own products and explain their advantages in quality and performance. In this way, our views are more easily accepted by customers.

8) Incoherent salespeople should be organized in their thinking and have a good sense of hierarchy when expressing themselves, so as to make their thinking clear and accurate. A big company once had a sales promotion girl whose work performance was not very good. The general manager talked to her once and asked her to give a satisfactory explanation for her performance. She told the general manager that the clerk bullied her and the manager didn't like her. There are many things in her family, too. I have talked for a long time, and I don't know why, because her expression is really incoherent. Salespeople should strengthen the training of expression and make themselves excellent speakers.

9) It is also a bad habit to talk big and say something irrelevant. If you promise at will but don't honor it, you will gradually lose the trust of your customers. Don't promise anything you are not sure about. You should take appropriate circuitous tactics and give the customer a satisfactory answer after investigation.

10) lacks confidence in tone. As a salesperson, you should show enough self-confidence, especially when talking with customers, you should use your self-confidence to infect each other. The establishment of customers' confidence in sales staff often begins with the confidence of sales staff, which comes from familiarity with business and mastery of sales skills, and requires long-term professional training.

1 1) like to ridicule others. From a psychological point of view, people who like to ridicule others are the least popular. This bad habit should be avoided in sales work. On the contrary, we should be good at discovering the advantages of others and praising them in time, so as to gain emotional communication and recognition.

12) Arrogant customers are always God, so we must respect customers. Especially when the products sell well, we should avoid being complacent, always remind ourselves to guard against arrogance and rashness, and communicate with customers with a normal heart.

13) argue irrationally salespeople should not just try to be brave verbally, but should respect objective facts and clarify their views realistically. Facts speak louder than words, which is the eternal truth.

14) The purpose of using incomprehensible language is to convey information and communicate. Simplicity is a realm that salespeople should pursue. Words should be simple and clear, avoiding obscure language expressions.

15) A good salesman is not a glib talker. He should stop talking and pay attention to the word "degree".

16) Making vulgar jokes is not the same as humor. It will damage the image of salespeople and should be avoided. Never joke at will.