Real estate sales skills one
The role played by salespeople
Sales is just an activity that needs someone to realize. This man is a salesman. It can be seen that the job of sales staff is to serve as a bridge between developers and customers, not just to help developers produce their goods? Introduce the house to the customer, help the customer feed back the demand information to the developer, and let the developer develop the house that best suits their needs. Specifically, the role of a salesperson is this:
1, enterprise sales staff
First of all, you are a salesman. The products you sell are houses and other benefits attached to houses, including social places, living culture and so on.
2. Client's property consultant
Buying a house involves a lot of professional knowledge, such as lot investigation, lot value judgment, comparison of similar buildings, apartment type evaluation, building structure appraisal, house quality detection, value calculation, area calculation, mortgage payment calculation, contract signing and property right handling. It is not easy for an inexperienced consumer to change from a layman to a professional buyer. Therefore, you are not only a salesperson, but also a senior property consultant. Even if you just entered the business, you should at least have received systematic training from the company, or have more professional home ownership knowledge than customers through self-study. You must be able to provide some reference suggestions for customers to buy houses, so as to guide them to buy houses.
3, corporate image spokesperson
As a salesperson, you are the first line for enterprises to face customers. You have direct contact with customers, and more is face-to-face contact. The work style, professional skills and service consciousness you present to customers fully reflect the business philosophy, value orientation and corporate culture of the enterprise. So your every move, every word and deed represents the image of the enterprise (brand) in the eyes of customers.
4. The bridge of information communication and interaction between enterprises and customers.
In the process of sales, through face-to-face communication with customers, on the one hand, you convey the brand information of enterprises to consumers, on the other hand, you convey the opinions and suggestions of consumers to enterprises, so that enterprises can improve their products and services.
5. Enterprise decision-making information providers
By providing feedback from the market and consumers, they become participants in business decisions.
Real estate sales skills II
The most important thing in sales is to smile and praise customers: as we all know, no one will reach out and hit a smiling face, but someone will smile and praise you. Although you know that many compliments are deliberately touted to achieve his sales goals, some people will still be surrendered under such sugar-coated shells.
Look for all the connections between customers: during the conversation, you will find that the more you have the same experience with customers, the more you can get their approval. As a real estate sales, if you properly add some cases included in the customer's needs, then he will be one step closer to your sales purpose.
Don't talk too much nonsense in the conversation: when introducing the real estate to customers, highlight the advantages of the real estate as concisely as possible, and more can take customers to experience the feeling in the model house. Too many introductions will disgust customers and cause them to lose their desire to continue to look at the house.
Don't take a 180-degree change immediately when the customer asks for the end of today's house inspection very early: in the process of showing the customer the house inspection, the customer suddenly puts forward the idea of ending the house inspection. It is possible that the customer is hesitant about buying a house after your introduction, so your attitude cannot be changed immediately, because there is always a 50% possibility that this customer is interested in buying a house, so you should follow up this customer as an intended customer.