2065438+2008, the 20xx year of the model essay on the annual work summary of real estate companies is about to pass, and it will enter a new year-20xx year in a blink of an eye. The new year is a year full of challenges, opportunities and pressures. In the past year, I have gained something through hard work. Three years of real estate sales experience made me realize that a different life is approaching the end of the year. I have been working in the company for three years. When I first entered the company, I thought it was yesterday. In three years, I watched many colleagues go in and out, and the familiar faces were replaced by new ones. The company is constantly growing, and I am different every year in the past three years. I think it is necessary to make a summary of my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better next year. The following is my 20xx work summary report.
20xx 10, another property of the company-Shi Sheng Lanting moved in as scheduled, and I was transferred to Shi Sheng Lanting Project Department. After the baptism of these three projects, I also learned a lot from them and improved in all aspects. A new project, a new starting point, I regard every job given to me by the company leaders as a precious opportunity to accumulate personal work experience, and the successful completion of the task is my only goal.
In 20xx, the sales volume of this project department was not ideal. In the first half of the year, property market sales were booming and property prices continued to soar. However, in the second half of the year, due to the introduction of various government policies, banks tightened lending requirements, and the entire property market cooled sharply, making sales difficult. This is also the most severe period since I started my business. As a purely residential area with superior geographical location and as an investment-oriented housing, the sales performance of this case has been greatly reduced under the impact of macro-financial policies.
In the past year, the sales work mainly focused on the residence of this project. Through the in-depth understanding of the local real estate market, residents' consumption habits and housing price acceptance in the early stage, combined with the advantages of this project, a feasible marketing plan suitable for this project is formulated. And through the concerted efforts of all my colleagues in the company, Qi Xin, from the formal entry into this case until this month, this project is sold at the end of the year, and it is difficult to sell it at the same time. It won't be sold in large quantities like new projects, and the number of customers visiting is too small. From the entry to the recorded customer visit in late February this year, there were 400 telephone calls with a sales amount of 2 157856 yuan, which basically completed the company's reservation.
Judging from the above sales performance, our work is not good, which can be said to be a big failure in sales. At present, there are too many competing properties in the market, and the geographical location and prices are different, which puts some pressure on the project department. There is still a long way to go before the company's expected sales target. Through post-sorting analysis, the following aspects mainly caused poor on-site sales.
Some trivial matters before this project are also a major factor leading to the weak entry of products into the off-season area. Due to the unstable factors in the real estate market, the apartment design is too large or unreasonable, and the price is too high. Many people also turn a blind eye. Each stage can promote on-site sales, but there is still a certain gap between facts and plans. It was originally planned to open a water and electricity account within three months, but now it has been delayed for several months, so it has also had a certain impact on on-site sales. Due to the influence of planning, there are still some gaps between this project and the same community, such as small building spacing, no community environment, water pressure, water and electricity account opening, stairs and loan problems. Especially for loans, under the same conditions, the down payment ratio of loan customers when they choose our real estate is 10% higher than when they buy houses in other communities, and the deposit interest rate will also increase a lot in the same period. Therefore, it also invisibly increases the financial pressure on buyers.
However, due to the influence of the overall environment, the original price system of the company has changed greatly compared with the current market situation. At present, from the point of view of unit price alone, our price still has certain advantages, which virtually promotes the sales of real estate.
Several aspects that need to be improved
There is no clear goal and detailed plan, no habit of writing work summary and plan, and the sales work is in a state of laissez-faire, which leads to the bad consequences of no unified management of sales work, unreasonable distribution of working time and chaotic work situation.
Work responsibility and work planning are not strong, and business ability needs to be improved.
In the peak season of sales, the turnover is lower than before, which does not play a leading role and does not show the sales ability in the sales dilemma. Some work situations were not reported to the superiors at the first time, which caused some troubles.
Communication is not deep enough. In the process of communicating with customers, we can't directly convey the information of our real estate to customers and understand their real thoughts and intentions.
While objectively summing up our achievements and experiences, I also clearly see that there are still many problems and shortcomings in our work, mainly because our professional level has not improved and various rules and regulations have not been implemented enough.
We should be brave enough to find and summarize problems, improve our comprehensive quality, find and summarize problems in our work, and put forward our own opinions and suggestions to raise our professional ability to a new level.
Strengthen study and apply it to practical work. In the spirit of reviewing the past, summing up experience, finding shortcomings and enriching yourself.
During this period, I am very grateful to the company leaders for their understanding and teaching. Summing up my work in the past year, there are still many problems and shortcomings in my work. I need to learn working methods and skills from other colleagues to learn from each other's strengths. In the future work, I will correct it in time and achieve better results.
Three years of real estate sales experience has made me realize a different life, especially in the Cuizhu Jiayuan Project Department. The baptism under strict and rigorous management has also created my stable and practical work style. Looking back on the past step by step, I summed up a few points to share with you.
1, "Persistence is victory" Perseverance, we can succeed step by step and don't give up easily. Although we don't know when we will succeed, what is certain is that we are getting closer and closer to our goal. With tenacious spirit, get twice the result with half the effort. Continuous work will inevitably make people tired. Relaxation is human nature. The most difficult time, stick to it and it will pass. Similarly, in sales, customers raise various objections, give up the opportunity to explain to customers, and customers are lost; A little more persistence and persuasion will make a deal. Often hope lies in one more phone call and one more communication. At the same time, we will persistently learn the relevant knowledge of real estate specialty, so that our excellent professional quality can impress our customers from the heart.
2. Learn to listen and seize opportunities. Don't be artificial, treat each other honestly, the customer's statement is true or false. Get the trust of customers, and customers will listen to you. On the contrary, everything you say will have the opposite effect. Understand customer needs. Understand what customers need at the first time and make targeted explanations, otherwise it is a waste of time to say anything. You must recommend a house, know all the houses, including their advantages and disadvantages, and give a reasonable explanation to all the customers' problems. However, don't argue irrationally about obvious injuries. Nothing is perfect, but let customers know that when you see perfection, there must be lies.
3. The most basic selling skill is to keep enthusiasm all the time during the reception. Sales work is dealing with people and requires professional communication skills, which makes sales a challenging job. We should treat customers equally, and we should not treat every customer seriously regardless of grades. Our warm reception made him have a good impression on our property, so our goal was achieved.
4. When communicating with customers, don't talk to yourself. A good salesman must be a good listener. It is necessary to understand the needs of customers by listening. Meanwhile, he should also be a psychologist. It is an important condition to judge the inner thoughts of customers through their words and deeds. More should be negotiators. After synthesizing various factors, seize the opportunity, hit the nail on the head, and go straight to the point. This is the key factor to clinch a deal.
5. Opportunities are reserved for those who are prepared: when receiving customers, our personal subjective judgment should not be too strong, such as "I knew at a glance that this customer would not buy a house" and "this customer is too tricky and insincere", which led to the loss of some customers and poor communication with some intended customers, which made these customers go to other real estate transactions, impatient with customers and poor communication, and lost customers because they did not track customers in time. As the old saying goes, opportunities are only reserved for those who are prepared.
6. Do a good job in customer registration and follow up the return visit. Remember the customer's name. There may be many customers, and you may not remember all their names. However, if your customer comes to the site for the second time, you can immediately quote his name, and the customer will feel that you attach great importance to him and show your professional attitude. You might as well strengthen your memory. In fact, think more about the reception process after each customer reception, plus the usual return visit, you can remember, at least his surname!
7. Often invite customers to look at the house and learn about our real estate. According to some requirements of customers, choose several rooms for customers to make them more selective. Think about the problem from the customer's point of view, so that you can solve the problem pertinently, provide the most suitable house for the customer, and let the customer feel that you really think about him and can buy a house with confidence.
8. Improve your business level, and strengthen real estate-related knowledge and latest developments. In the face of customers' problems, we can establish our own professionalism, and at the same time let customers trust themselves more, so that we have more confidence in our own real estate. When a customer asks about your characteristics, apartment type, price, etc. A real estate, he won't buy the real estate you recommended at all.
9. Use sales skills. He hesitated to treat prospective customers, let colleagues create a buying atmosphere with each other, and appropriately forced customers to make decisions as soon as possible. If you are impatient, you won't be in a hurry. Maybe the customer will close the deal, but for some small reasons, the signing will be delayed. Don't worry at this time, because the more impatient you are, the more suspicious your customers will be. You can kindly ask the customer what other problems need to be solved, and then communicate with him seriously until the contract is finally signed. Of course, when explaining, we should be calm and calm, and don't expect customers to reach a deal too much.
10. It is also a sales skill to keep a good relationship and think more about customers. So you can be friends, and his relatives and friends may be your next customers. Let customers feel that you are their friend, their purchasing consultant and the person they are most willing to talk to. Customers often like what you introduce because they like you. The most important condition for successful sales is self-confidence. To build self-confidence, we must grasp the following key issues: first, we have rich real estate professional knowledge and know the real estate sold like the palm of our hand; The second is repeated drills. Only by presenting impeccable sales to customers, what to say and what not to say, what to say, what to focus on, and what to introduce in general, should we be prepared in advance; Third, sales experience. Only through unremitting efforts, sincere professionalism, being good at summing up in practice and thinking more than others can we obtain the necessary skills for success.
1 1. If it doesn't work this time, make an appointment for the next meeting immediately. Our sales can't be successful, and we can close the deal with every new customer. After all, the current economic situation will not have such a good ending. Suppose the on-site appointment is unsuccessful, when the customer wants to leave, try to agree with him on the date of coming to the site next time, so that you can better understand the customer's needs and help you determine the customer's intention.
12. The promise cannot be fulfilled as scheduled. There is a saying in the marketing field: "80% customers are based on 20% old customers." The same is true of real estate sales. As a commodity house product, the promotion of old customers can not be ignored. In order for old customers to drive sales, in addition to attracting customers with excellent product quality, we also need good word-of-mouth publicity and the image of the whole development company in the eyes of ordinary people.
13. Keep a good attitude. Everyone has been in a bad state. Positive and optimistic salespeople will attribute this to poor personal ability, imperfect arrangement and lack of experience. Taking this as a necessary tempering process, they are willing to constantly improve and develop in a good direction, while negative and pessimistic salespeople complain about opportunities and luck, always complaining, waiting and giving up! The fable of the race between the tortoise and the hare is constantly appearing in real life. Hares tend to be opportunity-oriented, while turtles always adhere to their core competitiveness. In real life, just like the end of the tortoise-hare race, people who keep accumulating core competitiveness will eventually defeat those who chase opportunities. Life is sometimes like climbing a mountain. When I was young and strong, I was always alive and kicking like a rabbit. At the first opportunity, you want to jump ship and take shortcuts. I want to give up my rest when I encounter setbacks. Life needs accumulation. Experienced people, like turtles, know the truth of walking at a constant speed. I firmly believe that as long as the direction is correct and the method is correct, step by step, every step is firmly on the road of progress, but they can reach the finish line earlier. If you are lucky enough to get ahead, your luck will run out one day. Therefore, I have always insisted on doing what I can do well and making steady progress towards my goal step by step.
14. Salespeople should have correct judgment and be able to find out the customers you want to serve. Usually, customers can be evaluated to ensure that they are the people who can make a purchase decision.
15. The first impression made by salespeople to customers is very important, so it is not surprising that the boss of a real estate sales company in Taiwan Province Province allows his salespeople to go to the barber shop during working hours. Real professional salespeople are accurate in everything they say and can attract customers to listen. It is the customer who thinks you are sincere, not boastful. If you can do this, you are half successful. Therefore, as a salesperson, you should exercise this skill and sell yourself successfully.
16. At present, the delivery of many commercial houses is delayed, and complaints about building quality problems are increasing day by day. If your developer is strong, trustworthy and does well in this respect, then you can proudly sell your developer to your customers, making them feel more at ease, more reliable and more practical, and the image of the company will be firmly remembered in his mind.
17. Salespeople should sell with enthusiasm and passion, because sincerity and enthusiasm are easy to infect people, and don't let customers feel that you are talking in generalities. You can at least find a wonderful reason to persuade him to consider buying. You can say "this is the opening price, and the price will increase in two days" and "only ten sets". You should be concise, use it skillfully, and don't let the customer feel that you are setting a trap for him to drill. Otherwise, potential customers will not seriously consider what you say. If the customer can consider it, you can show him around the model house or introduce it on the spot.
18. Smart salespeople will make opening remarks, explain briefly, and then formally introduce them. When customers feel that they can learn fresh and interesting information, they will take the time to listen, give customers detailed information, highlight the advantages and uniqueness of the real estate, be a good actor, memorize your lines, and design your every move, including what customers say as soon as they enter the sales office, what they say on the way to visit the model house, what they say on the spot, and so on. All efforts are made for one goal: to sell your property to customers.
19. Customers buy houses not only to meet the basic living function needs, but also because they see the high added value attached to them. When you introduce your property to customers, you should clearly tell customers where the property is overvalued. Therefore, you have to master the concept value or overestimate it to your real estate introduction.
20. If you want customers to buy your property now, you must skillfully use sales skills-create a sense of urgency. The sense of urgency comes from two factors: the reason to buy now and the return on investment. To create a sense of urgency, you must first make customers want what you want, otherwise there can be no sense of urgency.
2 1. You can't successfully sell the product to everyone, but you can and should make everyone understand your sales plan. At this time, you should once again state the advantages, high added value and preferential conditions of the property with relevant customers. In addition, talk about how the developer is reliable and stable, and the corresponding strength, show your skills, talents and knowledge, and briefly explain the purchase procedures and precautions in the relevant transaction terms.
22. The transaction is the inevitable result of your careful planning, careful arrangement, professional promotion and hard work. When the customer comes to see it several times, which is enough for him to make a conscious purchase decision, he may make a decision at any time. At this moment, it's time to decide whether to buy or not. If you convince the customer and successfully use the above elements, the possibility of a transaction is 80%.
In a word, the ups and downs I experienced in my work will also be valuable experience in my future work. It should be said that I have paid a lot and gained a lot this year. I feel that I have grown up and matured. I dare not say that my work is perfect, but I think that the road ahead, whether it is Ma Pingchuan or difficulties and obstacles, will gain valuable experience as long as you walk through it tenaciously. Because of this, I have been groping, summing up and drawing experience in practice, and I believe these experiences will eventually become valuable wealth in my life.
20xx working prospect
Strengthen business ability and improve water business level, replenish energy and prepare for the next challenge. If there are mistakes, correct them; if there are no mistakes, encourage them. Looking forward to 20xx, I will make greater efforts to enrich myself according to the company's development requirements, actively cooperate with my superiors and strive for by going up one flight of stairs.
Finally, I wish the company more brilliant tomorrow.
I recommend it carefully.