The development of real estate sales and the details needing attention

In order to solve the real estate problem in China professionally, Consultant Li Rui is positioned as "China real estate value integration service provider" with international standards and global vision. We pursue to continuously explore value for customers in the market, save transaction costs, reduce professional risks, solve substantive problems for customers, and maximize customer interests and value.

Li Rui's service areas include: development consultant, market positioning, product positioning, conceptual design, marketing planning and sales agency, providing value-added services for real estate enterprises in an all-round way.

Li Rui and his partners have participated in the development consultants of more than 50 domestic real estate projects; Acting as an agent to plan and sell more than 30 property projects, with the actual sales amount exceeding 654.38+000 billion yuan; The service projects are all over the country, including Russia, Shanghai, Nanchang, Suzhou, Zhenjiang, Taizhou, Dalian, Tianjin, Qingdao, Hefei, Hangzhou, Urumqi and other large and medium-sized cities in China.

Li Rui "bases himself on Shanghai and radiates the whole country". Its advantageous service property types include high-end apartments (luxury houses), villas (businesses), headquarters bases, urban markets, business offices and regional development. It is concentrated in the Yangtze River Delta and Bohai Rim, which are the most economically developed areas in China, and provides professional real estate comprehensive services for customers who are pursuing growth and strength.

Li Rui will conform to the trend of China real estate wealth growth, and grow into a leading value integration service provider in China real estate industry through the unremitting efforts of all Li Ruiren!

Cao Cao 2008-65438

Inside are the details of sales:

Process 1: Answer the phone

basic element

(1) answered the phone with a friendly attitude and a friendly voice. Generally take the initiative to say hello to "Zhongfoshan Road Pedestrian Commercial Street, hello!" Then he started talking.

⑵ Usually, customers will ask questions about price, location, area, apartment type and bank mortgage. Salespeople should foster strengths and avoid weaknesses, and skillfully integrate products and rewards.

(3) When talking with customers, try to get the information you want, such as the customer's name, address, telephone number, acceptable price, area, apartment type, product requirements, etc.

(4) directly invite customers to the marketing center to watch the model.

5] Record all inquiries on the customer's call form immediately.

2. Precautions.

(1) Before the sales staff officially take up their posts, they should be systematically trained and speak in unison.

⑵ Understand all the contents of advertisements published by us, carefully study and seriously deal with the problems that customers may involve.

(3) Control the time of answering the phone. Generally speaking, it is advisable to answer the phone in 2-3 minutes.

(4) The adaptation of telephone answering has changed from passive answering to active introduction and inquiry.

5] When inviting a customer, specify the specific time and place, and tell him that you will wait specially.

[6] Organize and summarize customer call information in a timely manner, and fully communicate with the site manager and the imagination division of CUHK.

Process 2: Welcome customers

basic element

(1) When customers enter the door, everyone who sees them should take the initiative to meet them and politely say "Welcome" to remind other salespeople to pay attention.

(2) Sales personnel should immediately come forward to receive warmly.

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

(4) Distinguish the authenticity of customers by greeting them at will, and know the region and the accepted media.

Matters needing attention

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

(2) Generally, only one customer is received at a time, with no more than two people at most.

(3) If you are not a real customer, you should also pay attention to the cleanliness and personal appearance of the site, so as to leave a good impression on the customer at any time.

(4) Whether the customer decides to buy on the spot or not, send the customer to the door of the marketing center.

Process 3: Introduce the product

basic element

(1) Understand the personal information of customers.

(2) Introduce products naturally and emphatically (focusing on environment, geomantic omen, product functions, general situation of pedestrian street, main building materials, etc.). )

2. Preventive measures

(1) Emphasize the overall advantages of the pedestrian street.

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

⑶ Correctly grasp the real needs of customers through conversation, and quickly formulate coping strategies accordingly.

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

Process 4: Purchase negotiation

basic element

(1) Pour tea, greet customers and guide them to the sales table.

⑵ When the customer does not take the initiative, he should immediately take the initiative to choose a household for tentative introduction.

(3) According to the customer's favorite apartment, on the basis of affirmation, make a more detailed explanation.

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

5] On the basis of the customer's 70% approval, try to persuade him to make a down payment.

[6] Create the scene atmosphere in time and strengthen the desire to buy. ⑺⑻

Matters needing attention

(1) When taking a seat, pay attention to putting the customer in a pleasant and easy-to-control area.

⑵ Prepare personal sales materials and sales tools to meet customers' needs at any time.

⑶ Understand the real needs of customers.

(4) Pay attention to communication and cooperation with colleagues on site, and let the site manager know which household the customer is looking at.

5] Pay attention to judge the sincerity, purchasing power and transaction probability of customers.

[6] The atmosphere should be friendly and the temperature should be well controlled.

(7) The description of the product shall not be exaggerated or fictitious.

If it does not belong to its own authority, it should report to the site manager if it promises.

Process 5: Show the scene.

basic element

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

⑵ Combine the floor plan with the floor plan, so that customers can truly feel their choice of households.

⑶ Talk as much as possible to attract customers.

Matters needing attention

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

(2) Please ask customers to carry safety helmets and other items with them.

Process 6: There is no transaction yet.

1, basic action

(1) Prepare a sales material and poster for customers to carefully consider or spread on their behalf.

⑵ Inform the customer's contact information and telephone number again, and promise to do voluntary house purchase consultation for them.

(3) Re-arrange the time for interested customers to see the house.

2. Preventive measures

(1) The customers who have clinched or failed to clinch a deal are still customers, and the sales staff should be kind and consistent.

⑵ Analyze the reasons for not closing the case or not closing the case in time and put it on record.

(3) Report to the site manager the reasons for not closing or not closing, and take corresponding remedial measures according to the specific situation.

Process 7: Fill in the customer data sheet.

basic element

(1) Whether the transaction is completed or not, fill in the customer information form immediately after receiving the customer.

⑵ Fill in the contact information and personal information of the guest, the customer's requirements and conditions for the product and the real reason for the transaction or not.

(3) According to the possibility of clinching a deal, fill it out carefully in four levels: promising, promising, average and hopeless, so as to track customers in the future.

Matters needing attention

(1) Customer information should be filled in carefully, and the more detailed the better.

⑵ Customer information is a cornucopia of salespeople, so it should be properly kept.

⑶ The customer grade should be adjusted by stages according to the specific situation.

(4) Every day or every week, the site manager should hold regular working meetings to review the sales situation according to the customer data table and take corresponding measures.