How do novices do a good job in real estate sales

Sales skills are more about studying hard, understanding hard and doing things hard. Look at the following ways to do a good job in real estate sales!

Study hard.

People engaged in real estate sales should devote themselves to personal and career development, because life will only change with the change of self, and only by continuous learning can they gain a firm foothold in this society.

So to be a top salesman, the first thing you must learn is how to keep a positive attitude.

Learn a positive attitude.

Before I entered the real estate industry, I worked in a cotton mill for six years, then passed the adult college entrance examination and went to Guangxi University for two years.

I remember 1992 when I graduated from college, I went to Guangxi Wantong Real Estate Company to apply for a job. At that time, Guangxi Wantong Real Estate had just been established, and the job advertisement said that only one marketer was needed, requiring a bachelor's degree or above and under 26 years old.

I was 28 years old and only had a college diploma. I didn't meet these two requirements.

But I'm confident. I think I can do it. No matter what the conditions are, I will apply first.

After entering Wantong Company, the boss of the real estate company who interviewed me at that time said that many people had better basic conditions than me. Because I am confident and natural, I decided to enroll me alone. Many people think I am very lucky.

In fact, I personally think that the opportunity was won by myself, which is fair to everyone. The key is whether you are sure to catch it.

In the course of my work, I found that the real estate industry covers a wide range and is very challenging.

I set myself a goal to lay a good foundation in five years. I won't be a salesman in five years.

With the goal in mind, I took the adult college entrance examination again and took the correspondence course of real estate management for three years, which strengthened my professional knowledge and theoretical knowledge.

The first property I sold? Wantong Hanging Garden? The project is located in the old city of Nanning, which is the most concentrated place of three religions and nine streams in Nanning. Many people in the industry are not optimistic about building residential areas in that place.

In order to locate the project more accurately, we did a lot of market research in the early stage, including competitor survey and customer survey.

When our boss asked me to do a competitor survey, he didn't tell me how to do it. Unlike today, he asked the sales staff to choose the plate, had a fixed questionnaire, knew what to know, and gave them training and explanation before choosing the plate.

The boss just told me that you should go and see what real estate is near our project, and give me the investigation report after 10.

At that time, I was the only soldier in the real estate company and no one taught me. Two days later, I still don't know how to do it. I was so anxious that I almost cried that I asked my friend to teach me.

He told me that he didn't understand it either, and suggested that I go to other real estate sales departments to gawk every day.

I don't think anyone can help me. It's no use crying. On the third day, I went to a place called. Jin Ming building? I spent the whole day in the sales department of the project.

Through a day's observation, I saw how the sales girl sold the building, what kind of people came to buy the building, and learned the information about the apartment type, price and scale of the building, which gained a lot.

Through the communication with sales staff, I also made friends with my peers and benefited a lot.

In fact, it's not as simple as going to each building to know some sales information, but more about observing with your heart, so as to truly understand the advantages and disadvantages of each building and deeply understand your competitors.

In the process of doing customer survey, I visited door to door and actively communicated with customers. For customers who are interested in buying a house, I record it in my notebook and keep in touch with them once a month.

Although customer survey is very hard, I have accumulated many potential customers.

My personal sales at that time accounted for 2/3 of the total sales of the whole project.

It took only three years to achieve my goal, and I became the sales manager and property manager of Wantong Real Estate Company.

Therefore, a positive attitude is an expectation and commitment to yourself, which determines your life direction, your work goal, and correctly treat and evaluate your ability.

What kind of person you think you are is very important.

For example, like me, I think I am a positive, optimistic, friendly, very enthusiastic and enterprising person.

This is the image of self.

A salesperson with a positive attitude believes that he will smile and say to himself every morning.

? I am in a good mood today. I am very happy. I will contact many clients today. I believe I can solve some problems for them or dispel their doubts. I'll make a deal? ; ? As long as you work hard, I believe we can clinch a deal today and have the best sales performance? ; This is his affirmation of himself.

Cultivate your affinity

The so-called affinity is the ability of salespeople to communicate with customers.

The nature of a salesperson's job is to deal directly with customers face to face. How to better communicate with customers and make them recognize you must be achieved by standardizing your words and deeds.

In the sales process, language is the bridge of communication.

For salespeople, language should be an art of socialization and communication. We should not only pay attention to expressions, attitudes and words, but also pay attention to ways and means, and observe language etiquette, so as to achieve the communication effect smoothly? Lubricant? .

About 80% of information in interpersonal communication is based on polite silence? Second language? To convey.

Behavior is a kind of silence? Language? , including people's standing posture, sitting posture, expression and various movements shown by the body.

A look, an expression, a tiny gesture and a gesture can all convey important information.

A person's behavior reflects his accomplishment, education and trustworthiness.

In interpersonal relationships, it is the starting point for shaping a good personal image. More importantly, while reflecting his personal image, it also shows the overall cultural spirit of the company.

Language etiquette is not innate, and beautiful manners are not innate. These are all cultivated through long-term formal training.

As long as you practice for 5 minutes every day, you will naturally develop good gfd, manners and posture, use polite language and naturally express your feelings.

Only in this way can trained salespeople have affinity.

Improve your professional quality.

The particularity of real estate products requires salespeople to have profound product knowledge and professional knowledge.

Product knowledge and professional knowledge are the basis of sales staff's self-confidence and the guarantee of sales skills.

Mastering the product knowledge of real estate is the first step to officially enter the promotion. You have a good attitude and are confident, but you know nothing about real estate products. When customers ask you about the characteristics, apartment type, price and decoration standard of a real estate, you will not buy the real estate recommended by you at all.

We all know the sales rules of real estate. At the time of new listing, due to regional demand, new listing, herd mentality, appreciation expectation, ostentation demand, investment benefit and other consumer demand, new listing quickly entered a period of rapid sales growth. This stage usually lasts about three months. After three months, real estate sales entered a stable period, and about half a year later, sales entered a period of gradual decline.

Usually, 40% to 60% of real estate sales are completed during the period of rapid sales growth. In the three to five months when the sales volume of real estate enters a stable period, it is necessary to complete 20% to 30% of the sales volume, that is, to complete more than 80% of the sales performance of real estate in eight months and more than 90% of the sales volume of the whole real estate in one year.

When the real estate is faced with effective demand and the developer supplies it effectively, the sales staff cannot sell it effectively or efficiently. Once you miss the growth period and stable period of real estate sales, there is only a long wait, which is a pity and very passive, especially when there are competitive real estate around the sold real estate, and the real estate differentiation is not great, the sales staff who know yourself and know yourself are the decisive weight to beat the competitors.

The value of commercial housing is relatively high, and many customers often use their life savings to buy large-sized businesses.

Therefore, indecision is a common phenomenon after repeated comparison. When the customer's perceived use value of real estate is still inconclusive, if the salesperson can explain the customer's purchase demand, the success rate will be high.

I used to? Wantong Hanging Garden? An old customer of mine called me to ask where there is a good school, because his son is going to primary school soon. And I want to buy a house of about 500 thousand near the school.

I was selling it? Xiushan Garden? There are newly-built bilingual kindergartens and primary schools next to the project, and the most famous middle schools in Nanning are nearby? No.3 middle school is very suitable for his needs, but there are three properties in the same area to choose from. Our Xiushan Garden is the closest to the primary school and the farthest from the middle school.

I didn't rush to introduce the real estate I sold to him, but accompanied the customer to look at it plate by plate, and each plate was analyzed for him.

When I arrived near Xiushan Garden, I told him that I was working in Xiushan Garden now. He also saw a lot of real estate today. How about having a rest at my house? When passing by the school site, I mainly introduced him to the bilingual kindergarten and primary school under construction.

The client asked me at that time, why didn't you directly introduce me to the real estate you sold?

I told him, in fact, it's not that I don't want to introduce the real estate I sold to you. You are an old customer of mine.

I just want you not to regret buying a house, so let you compare more. In addition, Xiushan Garden is the closest to the primary school, but it is far from the vegetable market, and there are no other projects near No.3 Middle School, so I don't want to cheat you into buying it, so let you choose it yourself.

At that time, the customer felt that I was sincere and paid a deposit in Xiushan Garden on the spot.

In fact, in this process, in addition to really thinking about him, I mainly targeted him. Buy a house for your son? Demand.

In the process of introduction, bilingual kindergartens and primary schools are highlighted, so as to grasp the purchasing psychology of customers, and I can win the recognition of customers and realize sales.

Effective sales staff should be half real estate experts, who not only have a basic understanding of the characteristics of the real estate sold (taste, culture, planning, landscape, design, style, structure, apartment type, area, function, orientation, convenience, price, public facilities, equipment, community management, community culture, etc.), but also have a basic understanding of the lot, surrounding environment, urban planning, infrastructure, etc.

More importantly, we have a clear understanding of the advantages of competitive real estate and can make a convincing and appropriate comparison with competitive real estate.

Comparatively speaking, unprincipled belittling of competitors' real estate can easily make customers have rebellious psychology.

Therefore, it is necessary to seek truth from facts, but also to foster strengths and avoid weaknesses, to provide customers with home ownership advice, so that customers can have trust in you and the real estate you sell.