Salespeople must have strong ambition-high pursuit.
Don't always do sales for money-have ideals.
3. The number of visits is the lifeline of sales diligence.
4. Salespeople should have "essence" and "blood"-passion.
5. There is no customer who can't communicate-self-confidence.
6. "Shoot" first, then "aim"-efficient execution
7. Be a "farmer" instead of a "hunter"-be diligent.
8. Persistence may not succeed, but giving up will definitely fail-persistence.
9. Raise a glass to celebrate if you win, and save yourself if you are in danger-unity.
Second, the seven basic principles of communication with customers
The first principle: customer first, pay more, take less.
1. Help customers buy products, not just sell them to customers;
2. Sales is to take the customer's business as your own business;
3. Sales means that we can succeed only if our customers succeed;
The second principle: don't satisfy the imaginary customers in the minds of salespeople.
1. Don't be prejudiced against customers.
2. Case: Sometimes customers are not the attitude you think.
3. It is meaningless to talk about the previous ideas;
4. Case: What the customer puts forward is not necessarily what he cares about.
5. Case: The people who sign the bill with you are the people you like.
The third principle: don't "hurt" and don't be easily "hurt".
1. When a customer lies to a salesperson, he also thinks that the other party is dishonest;
2. Customers don't like people who "hurt" themselves, and they don't like people who have been "hurt" by themselves.
2. How can I not be "hurt" by customers?
The fourth principle is that attitude cannot completely determine behavior.
1. Case: Will customers definitely buy if they are interested? Don't buy without intention?
2. Case: We all like to find reasons for our actions.
3. How to change the customer's mind by changing his behavior?
The fifth principle is that the customer's attitude is guided by the salesperson.
1, the customers you see are just what we think;
2. Case: Different mentality leads to different behaviors;
3. Don't always find reasons for the company, products, brands, services, customers and yourself.
The sixth principle is not to speculate subjectively.
1. Sales work is too easy to succeed in a short time, so keep an empty cup mentality at any time.
2. Case: Don't be a fickle "smart person" or a person with high potential and low performance.
The seventh principle should have expert knowledge, not expert attitude.
1. The strength lies in the company and the products themselves, not the sales staff themselves;
2. There are only big customers and small customers, and there is no distinction between high and low customers.
1, advantages of direct selling channels
(1) Real estate developers control the whole process of development and operation, which can avoid short-term marketing behaviors caused by the intervention of some low-quality agents, such as simply selling well-sold real estate, which leads to a backlog of relatively difficult-to-sell real estate.
(2) The direct connection between production and marketing is convenient for real estate developers to directly understand customers' needs, purchasing characteristics and changing trends, so as to quickly adjust various functions of real estate.
2. Weaknesses of direct selling channels
(1) Generally speaking, real estate developers have advantages in centralized development and engineering. Real estate marketing is a very professional job. The direct marketing of real estate developers is difficult to gather talents with real marketing expertise and form the advantages of marketing specialty, which affects the promotion of marketing performance to a considerable extent.
(2) Direct selling by real estate developers will distract the manpower, material resources and financial resources of enterprises and the attention of decision-makers of enterprises. Perhaps it will make enterprises pay attention to one thing and lose sight of another, and both production and sales will be affected.
References:
Real estate marketing _ Baidu Encyclopedia