What should I pay attention to in real estate sales? Are there many villains?

As an excellent salesman, you must master flexible and diverse marketing skills in order to win by surprise.

1. Lead the momentum and stimulate the desire to buy. For a first-time home buyer, he did not rush to see the house, but led them to the Garden Square in the villa area, introducing the location, environment, welfare, semi-welfare nature of Zhuo Da and the student subsidy of 300-4,000 yuan for all the immediate children of home buyers, and so on, giving them a preliminary understanding of Zhuo Da's powerful advantages, which virtually stimulated customers' desire to buy and laid a good foundation for further transactions.

2. Actively promote, the effect is extremely significant. On one occasion, the salesman said: "A customer wants to buy a building in the middle of the building, but he can talk about it many times, but he just doesn't pay. What do you say? " This salesman has just been transferred from the external relations department for a few days and lacks marketing experience. When she contacted the customer again, she did have the intention to buy a house, so we said, "This apartment is very good in structure, and this is the only one left in the company. So far, several people have seen it and expressed their intention to buy it. Someone may pay in these two days, but according to company regulations, whoever pays the deposit first will have it. " No sooner had I finished than she said anxiously, "Please wait a moment. I want this suite. " As a result, in a short time, customers rushed to pay the deposit. This shows that if customers really want to buy a house, they will definitely make a quick deal.

3. Broaden channels and expand sales network. During the period of 1997, the business of real estate agency was booming. In order to broaden the marketing channels, we first invited four most influential intermediary companies in Shijiazhuang, namely Heping Intermediary, Zheng Da Intermediary, Golden Ear Intermediary and Jincheng Intermediary, and introduced the company's situation to them in detail, sent them information such as housing and prices, and rewarded them according to the company's reward regulations after the transaction. Because both sides are beneficial and the cooperation is very pleasant. Later, 20 intermediary companies such as Konka, Kangda and Jin Xin were invited, which not only strengthened business ties, but also deepened the feelings of both sides. In this way, 24 real estate agencies in the city have become our part-time sales outlets, and with the strong assistance of intermediary companies, our sales have soared.

4. Treat guests sincerely and avoid anticlimactic. We should treat every customer warmly, frankly and consistently. Think about what customers think, be anxious about what customers are anxious about, and help their needs. Housing transactions are not the end. Visit customers frequently, strengthen contact, help customers solve problems, and establish a good image in customers' minds. If their relatives and friends buy a house again, they will definitely look for you, so that customers will snowball and form a secondary buying market for customers. A customer is in charge of sales in China Pharmaceutical Co., Ltd., and has sold more than 20 customers through him alone. In the increasingly fierce market competition, how to do a good job of customers who have bought houses without giving up advertising is a major problem that real estate developers can't ignore at present. On the contrary, when selling a house, people are very enthusiastic. Later, people asked you questions, but you ignored them coldly. This will not only lose many customers, but more importantly, it will have a very bad negative impact on the company.

5. Keep your promise and seek truth from facts. As a qualified salesperson, you must have all kinds of professional knowledge and management ability, and be familiar with the principles, policies and market conditions of real estate market management. When selling a house, we should explain the advantages of the enterprise to customers realistically, keep our word, don't exaggerate, don't just make a wish to sell a house at random, and don't add unnecessary clauses in the purchase contract at will, so as not to cause a lot of trouble and make customers have different opinions. Otherwise, it will not only affect the company's sales, but also ruin the company's image. As long as we persist in seeking truth from facts and keeping promises, we can win the trust of customers and do our marketing work better and better.

6. Distinguish the true from the false, and don't be confused by the false. 1998, a man who claimed to be the deputy director of the Asian Department wanted to buy a villa with a room of 537 square meters. He said that it was bought by foreign businessmen in Korea with foreign exchange, and he saw the house twice. I happened to meet Yang Zong for the second time. After the customer left, Yang Zong immediately said, "This man is a liar!" Facts have proved that the man is indeed a liar. Another time, a 50-year-old customer showed a beautiful little girl several suites, asked questions seriously, and finally took a fancy to the 232-square-meter villa and said to the girl around him, "In a few days, this villa will be ours." The phone number you left when you left is actually an empty number. It turns out that this man is also a liar with ulterior motives. Therefore, we should conscientiously sum up the experience and lessons in marketing work and carefully analyze prospective buyers to avoid wasting time.

7. Have a deep understanding of customers and be targeted. When receiving customers, we should first understand his psychology and the purpose of buying a house. Generally, buying a house has two purposes. 1. In order to improve the living conditions, such customers should pay more attention to the quality, function, characteristics, surrounding environment, supporting facilities, traffic conditions, property management, etc. of the house when introducing a real estate, focusing on the convenience of living and the superiority of the environment? It is necessary to focus on the quality, planning, surrounding environment, improvement prospects, preservation and appreciation potential of houses, etc., so as to induce and enhance their confidence in buying houses and get twice the result with half the effort.

8. Be good at listening and persuading. It is a very complicated and prudent process for customers to decide to buy real estate with their life-long efforts and savings. At first, many questions and questions of one kind or another will be raised. In this regard, marketers should never rush to achieve success, let alone be opinionated, be patient, use observation skills and language skills, and explain a series of questions raised by themselves clearly according to their own economic situation and affordability, so as to dispel their doubts, make the best use of the situation, and be good staff officers and let them. To do this, every salesperson should learn and master comprehensive knowledge such as psychology, engineering construction and finance, and strengthen their self-cultivation. Only in this way can it come naturally.

9. Convenient for customers and all-round service. During the period of 1998, the owner of Mi Furniture City wanted to buy a house for the managers of its four departments. Because these managers are all in charge of their own stalls, they are busy during the day and can't get together, so they can't make a decision. It is understood that they didn't have time until after 9 pm, so they were invited to meet in Zhuo Da at 9 pm. At that time, the first phase of Shuxiang Garden was under construction outside the network, and ditches were everywhere in the yard. Because they just wanted to give them light, they tripped over a pile of stones, cut a big hole in their legs and bled profusely ... they were deeply moved. After seeing the room, they immediately made a decision and ordered four sets at once. It is very important for the real estate industry to provide all-round services for many different classes of consumers.

10. Collect information and keep in touch. Every time you receive a customer, politely hand the customer your business card first, and then ask them to leave their name, company and telephone number. The purpose of doing this is to provide some information to customers often in order to contact feelings. On the other hand, find the right opportunity, and then ask customers to look at the house. In this way, customers will be moved by your enthusiasm and sincerity whether they buy it or not. Maybe they can't buy it now, but they will find you later. Maybe these people are likely to be references for other customers. Once, a friend introduced a guest room to buy a house, but was deeply moved by our warm service. In February 2004, he introduced another guest room and bought a suite in Dong Zhuo 1.

1 1. Respect customers and remember to be polite. We must respect all customers, be polite, kind and enthusiastic, give them a warm feeling and leave a good impression, and never judge a book by its cover. Only by providing customers with continuous, thoughtful and satisfactory quality services can we get twice the result with half the effort. There is a disabled customer with crutches in Zhongyuan Community of the company. There was a dispute with the company due to the purchase contract, and the multi-department coordination failed. Later, at the reception, he was deeply touched by two cigarettes and a cup of tea. The dispute was quickly settled satisfactorily because he felt at least respected.

12. Pay attention to small things, care for and care for customers. In enterprises and factories, we should pay more attention to every customer, whether it is a big customer or a small customer. A little thing may affect the company's reputation, so don't take it lightly. 1996 once an old lady in her sixties told us, "The heating in my house is not hot, and the children can't stand the cold. I have been looking for it for many days and I have not solved it. " Although she is not our client, we found out the reason, led her to the manager of the property company, and sent someone to buy the heating device for maintenance. The old lady was very grateful and later introduced some customers to us. It can be seen that customers will buy products that can help them solve problems better from enterprises with good service attitude. Although this is a trivial matter, Excellence is often manifested in these nuances. These little things may be nothing if they are done once in a while, but when these thousands of little things add up, they will produce great changes and cause different repercussions. He will bring a good reputation to the enterprise, improve the visibility of the enterprise, generate more repeat customers and bring rich profits and returns to the enterprise.

13. Complaining is golden, "I am happy when I smell it". In the marketing process, some people tend to turn a blind eye to customers' complaints about products, which is actually wrong. Joe? Gillard said: "Every customer who complains will have 250 friends, of whom 100 will tell him about the unpleasant experience in the process of trading with you, and then 50% of this 100 will tell his 250 friends about this unpleasant experience." It can be seen that a customer's complaint must not be taken lightly, and it may be from small to large, which has a very bad impact on the enterprise. So, what attitude should we take towards customer complaints? We believe that we should take customers' complaints as an opportunity to improve our work, and we should "enjoy it". Customer complaints must have his reasons, indicating that product quality or service attitude is still unsatisfactory, and there is still a certain gap that needs further improvement. It can be said that every customer complaint is undoubtedly a bitter medicine and must be highly valued.

I hope it helps you.