How real estate agents talk about customers.

If you want to be a successful salesman, you should always enrich yourself and exercise yourself in the following aspects. 1. Professional knowledge Sales personnel must have the most basic professional knowledge within their own business scope, including building regulations, architectural design, tax law, land management, contracts, contract behaviors, market conditions, commodity structure, quality and goodwill. , as well as technical terms commonly used in various businesses, in order to explain the advantages and disadvantages of products to customers in detail, and then win customers' orders and achieve sales purposes. Second, six hearts 1, patience-anyone who sells high-priced goods must make long-term and patient demands and explanations to customers. 2. Care-consider their questions from the standpoint of consumers and give perfect answers, so as to win the trust of customers. 3. Enthusiasm-Enthusiastic to help customers, find and solve problems, and achieve the purpose of purchase. 4. Sincerity-the salesperson should be a guide to induce consumers to buy good goods, rather than blindly cheating. 5, determination-when you come into contact with a new case, you must make up your mind, don't hesitate, miss the opportunity. 6. Strong enterprising spirit-set the expected sales target and ideal profit for yourself, and accomplish the goals and tasks with strong enterprising spirit. Three, eight force 1, observation-in a short period of time to keenly observe the types, preferences and intentions of customers, when facing customers, you can immediately observe the advantages and disadvantages, characteristics, countermeasures and solutions of products. 2, understanding-can deeply understand the customer's needs and product quality, characteristics and other issues. 3, creativity-new products have new ideas, innovation, this is your opportunity to make money. 4. Imagination-Before the land and commercial housing are completed, we can imagine their future prospects and make the best judgment and explanation on case investment or sales. 5. Memory-There are many customers in the real estate industry, and customers will always put forward different ideas. Only by strengthening memory can we give each customer the best explanation and service. 6, judgment-good and correct judgment is the biggest factor of success, on the contrary, the wrong judgment is a fiasco, and all previous efforts are in vain. 7. Persuasion-having strong persuasion ability and cleverly publicizing the advantages of the house can often win the hearts of customers and clinch a deal. 8. Analytical power-analyze the market, environment, location, price and value-added development potential from the customer's standpoint, and make a case analysis by comparing the nearby land. If the analysis is more thoughtful, the chances of winning the transaction will be greater. Fourth, rich common sense When negotiating with customers, apart from exchanging opinions on professional knowledge, it is advisable to talk about some gossip outside the theme. If salespeople have rich common sense and flexible conversation skills, they can shorten the distance with customers and strengthen their influence in sales. The judgment of customers' purchasing motives in the second quarter 1. If investment is a non-demand or unnecessary purchase behavior, the customers in this market form are mostly secondary purchases, and the nature of buying houses is mostly suites or office buildings. Second, the demand is mostly personal demand or purchase behavior for residence, office or business. Most products are aimed at pure homes, storefronts, homes or offices, and most of them are first-time buyers. 3. Speculation refers to the purchase behavior that short-term funds are used for circulation and expect to increase in value, or the purchase motivation is generated due to price fluctuations and the expectation of selling in the short term. 4. Value preservation: raising funds to buy commodities due to expected price increase, currency depreciation or price fluctuation, so as to avoid currency depreciation due to price increase. Section 3 Nine promotion methods. The receptionist contacts every customer with polite attitude, clear language, smiling expression and firm confidence. Second, the introduction should focus on the location, environment, building materials, value-added potential, development trend, price, landscape, transportation, market and school (introducing the particularity of products), but it is advisable to adopt a step-by-step introduction method so that customers will not be disgusted and want to buy. Third, observe the customer's further analysis and observation, find out the possibility of buying, and grasp it. Fourth, in the conversation with customers, customers can often draw closer to each other by asking questions, and try to explore the size of the purchase intention in the rhetorical question of customers' approval and consideration. Five, according to experience, judge the customer's reaction, or according to the customer's conversation, judge the customer's actual purchasing power. 6. When selling goods, cater to the demands of catering, and give appropriate treatment to the special requirements of on-site customers in order to win the goodwill and confidence of customers. 7. Stimulating customers' purchasing desire is the most important purpose of selling houses, so the stimulation of purchasing desire depends on the close cooperation of conversation and atmosphere. Eight, after the attack stimulates the desire to buy, it is necessary to launch an offensive to let customers sign orders with satisfaction. Nine, tracking customers, there is often the possibility of repeat customers, so you can't miss the customer's information tracking. Intensive tracking can often achieve [re-promotion]. First of all, real estate agents have national registration qualifications. Your problem is too big. You should study this profession systematically first. Secondly, instead of guiding customers into your mind, you should understand their needs and provide services and help according to their needs. This is the service industry. Okay？ Some areas don't need national registration qualification, so here is not the most important thing in the north. Then, it is to match the original house with the customer. Don't take customers to search the house to attract new customers. As an intermediary, you must make the house feel that you are looking for him. It is also important for you to sell the house as an intermediary. It depends on your experience. This is an industry secret. Call the sales manager of your company and teach you slowly. Every company should have its own systematic training, because real estate sales involve too much professional knowledge. The premise of doing a good job in sales is not to impose your wishes on customers, and it will not last long, but to understand customers' needs from the customer's point of view. Therefore, real estate sales personnel are called "property consultants" rather than "salesmen".