one
Because I am very interested in real estate sales, and we are majoring in real estate management and valuation, I went to Shanghai xx Real Estate Nanjing Branch for an internship in June 2009. The internship is completed in the form of independent operation. There are two materials for internship: one is outdoor advertising to attract investment, and the other is selling real estate? Property consultant. At this time, the internship has ended, and it is very gratifying to summarize my internship report later. It let me know about society in practice, let us learn a lot of knowledge that we can't learn in class, broaden our horizons and increase our knowledge, which laid a solid foundation for me to go to society and basically achieved the internship purpose required by the school. In order to express the joy of my harvest, I mainly talk about my internship experience in real estate sales.
Xx Real Estate is a real estate enterprise with professional qualifications. The company's main business is specialized in the whole process planning, integrated marketing and promotion of real estate development projects, and it is an advanced taxpayer in the city. The company has successfully planned and sold a number of real estate projects, which have been reported in all directions by TV and newspapers for many times. The company now has excellent real estate and marketing elites and managers. My internship is divided into two stages. The first stage is the investment promotion of outdoor advertising in the sales department. Job information is to take the initiative to find customers and tell them the location and price of the store. If customers are interested, they will negotiate the contract. Later, I was a real estate consultant in the sales department. The main information of the job is to receive customers, introduce the information of real estate to customers, and help customers calculate the total house price. Help them better understand the whole building. At the same time, give our customers some opinions about ourselves. Sometimes cooperate with office staff to handle daily work.
Time flies, and the half-year internship is over. I learned a lot about real estate through practice, and gradually improved my business level through continuous learning. But as a newcomer, I deeply understand that self-experience is still relatively lacking and needs constant learning and tempering. Therefore, in the formal work in the future, I hope that through continuous study and practice in the sales front line, I will constantly increase my on-site experience and knowledge, strive to raise my business level to a higher level, make more contributions to the company, and pave the way for brilliant achievements in future work.
A new job means a new starting point, new opportunities and new challenges. Let yourself find a foothold in the waves. There is a long way to go in Xiu Yuan, and I will go up and down. A journey of a thousand miles begins with a single step.
two
Housing policy is a very open place where people can learn a lot. I wrote a new work to summarize everyone's comments, hehe.
Summary of work in April and May
April work summary
I have been in the sales department 1 2 months, and I have experienced the opening of the last issue of xx, and I have learned a lot in the opening. Some people say that "a good memory is not as good as a bad writing". I always sum up my work and let myself get more growth in summing up.
In April, about130,000 yuan was subscribed, and about120,000 yuan was signed, of which two sets have not been signed because of the project payment. At the beginning of the month, it reached the task of 6.5438+million subscription. In this process, I learned more about the job of property consultant and learned a lot, as follows:
1。 To be an excellent real estate consultant, one is diligence and persistence, the other is mentality, and the third is professional knowledge and skills.
I put diligence and persistence in the first place because I learn from XXX. She can become a sales champion when others are bored and tired of receiving customers, and she still continues to receive customers with excitement and dedication. What is more commendable is that we can adhere to this work spirit. Life is a long-distance race. Maybe we are the champion in the 50-meter race, but what about the 800-meter, 1000-meter? Can you still guarantee it? This will be very difficult.
Have a good attitude, treat problems, and can look at problems from a dialectical point of view. It is not a good thing for many people to enter the sales department from XX department. It is a more unstable job than the XX department, and it is in danger of leaving at any time. But from another perspective, as a trainee property consultant, my personal potential can be improved more, which is a good thing. Mentality is also very important when dealing with customers. Every time a customer comes in, you should be patient and full of expectations. I believe they are here to look at the house. Our house is very suitable for them and they will like it very much. Many times, we have no confidence in our products and our customers. In fact, many hesitant customers may be able to clinch a deal as long as they pay more attention to themselves.
With good professional knowledge, customers will trust you more, which requires me to constantly strengthen self-learning in my work. At the same time, skill is also necessary. Before I became a real estate consultant, I often didn't understand why I could give my clients more discounts, but I had to sell them at a high price instead of giving them. Personally, I sell them at high prices, most of which are above 10 yuan, but for my customers, it can save a lot of money. As a property consultant, I understand that high-priced sales can create more benefits for enterprises. From a small point of view, discounts are often not given, which is the result of negotiations. If more concessions are mentioned, the opposite may happen, and there is no way to reach a deal in the end. In a word, I'm still trying to learn my skills.
2。 Respond to everything with gratitude.
I have contact with several property managers in XX. They are all young people. Although he is a property manager, he also has his own ideals. XX said that she used to be an intern in the sales department and worked with XXX. Later, I became a property manager for various reasons, but I still want to be a property consultant. XX is also very honest and honest. He is engaged in property management to pay off debts, but he also plans to be a property consultant in the future. Everyone has dreams, but not everyone is willing to pay for their dreams. To realize their dreams, they need to "work hard, starve to death and be empty." At this moment, I should be honored to be an intern property consultant, so I need to constantly enrich myself, such as marketing, planning, architecture, home and other aspects, such as collection and sports, and I should learn more.
3。 make best use of the advantages and bypass the disadvantages
Entering XX real estate company, a good corporate culture can give me more opportunities to get rid of my shortcomings. My personal weakness is procrastination and weak execution.
So many transactions were concluded last month, which was inseparable from my efforts to receive customers. So as long as I give, I will definitely get something back.
Work plan for May:
1。 In May, we worked hard to receive customers and achieved a subscription of 3 million.
2。 Use your spare time to complete the study of marketing.
3。 Write down the specific implementation of the opening of XX as a case study.
4。 Write two articles, one with villas as the research project and the other with the overall local market as the research object, with topics to be determined.
5。 Learn from supervisors and planning managers.
three
Through these months of internship, my interest in real estate is getting stronger and stronger. From my previous ignorance and interest to my growing interest, I have learned a lot about real estate, sales skills and a series of buying procedures. Because you have to do everything yourself in this department, from making an appointment with customers to signing a house purchase contract later, you have to learn a lot, not only to be familiar with your own company's real estate, but also to understand other real estate. Including lots, supporting facilities and a series of all-round knowledge. I mainly summarized the following points:
1。 During my tenure in this company, I have a detailed understanding of the functions, responsible persons and personnel composition of various departments in this company. Of course, a detailed analysis of your sales department can accurately locate your position in this company or department. It helped me adapt to this new environment and join this group quickly.
2。 I must learn the most knowledge in the shortest time, and master all the knowledge as soon as possible and apply it to practice. Otherwise, where you go and how long you work will always be sales. There are no shortcuts and secrets to this goal, that is, you should pick up one more customer than others, reward customers with a smile and responsibility, think more, and get on well with colleagues. It is more correct to live a little more tired than others.
3。 No matter how timid your heart is, you should show your confident, energetic, decent, neat and capable side to everyone and your customers. Don't impose any sense of self on colleagues and customers. There are no colleagues and friends at school. You must use your sunny side to influence others, so that others will appreciate you and recognize you.
4。 The ego must take care of its customers and let them remember that you have left a good impression on them. Don't be indifferent when you encounter a collision or someone tries to rob your customers. Don't be red-faced and unreasonable. We should learn to use the company system and colleague relationship to safeguard our own interests.
5。 Don't doubt yourself when you don't perform well, or even blame others or say that you are unlucky. You should treat it with a normal heart. Don't let people think you have any mood swings. Be good at learning from other people's sales experience and learn from colleagues who sell well. Always share your work experience with your colleagues and learn to learn from each other's strengths. You will find that your colleagues' experience is very helpful and your progress will be faster and faster. Real estate sales is not just a job that pays off as long as you work hard. You have to understand that others are on the same platform as you. Other people's performance is good because that person works harder or longer hours than you, has more experience than you, has more customers than you, and has a good way of doing things. To overcome these, you must think more.
6。 The competitive sale of real estate is fierce, and the last elimination system is generally adopted. Mentality is really important, no matter whether you are successful in this industry or not, don't care too much. What matters is whether you wasted time in your study, learned anything, and regretted your original choice. So, I want to make a life plan for myself. If I do any work, I will feel a little tired. The client doesn't want to answer the phone, and I don't want to answer the phone. It is already very good to rely on old customers to introduce performance. No passion. This time is not because your passion has run out. Because your inner goal has been achieved. When a person achieves his goal, he often loses his way. At this time, you should quickly set new goals and give your life a correct direction.
Internship recommendation
Through this period of internship, I have deep feelings. For sales students, the most important thing is to find customer groups, correctly understand customer needs and analyze interested customers, which is easy for us, but due to lack of experience, we are not good enough in this respect. To be a salesman, you must know every customer very well. Age, personality, hobbies, family members, industry and income are the most basic, as well as the type of apartment needed, the price range to understand, the purpose of buying a house and so on. These are the decisive factors in understanding customer needs. Just out of school, I don't know the needs of customers thoroughly, which shows that our marketing major is still relatively theoretical, but it has not been well applied in practice, so I lack social experience. And our company requires us to record all the customers you meet, including the problems encountered during the conversation with customers. Don't forget these customers just because you think they are not suitable for this project, or because you are not interested in this project at that time. These are all your wealth. You will need it one day. Moreover, the realm of sales is to listen, solve problems for customers, and never create trouble and unnecessary thinking for him. Give the customer what he wants, not what you want to give him. After listening to the customer's ideas, you will find that the work is getting easier and easier. In order to make the negotiation process more interesting, you must have a wide range of knowledge. This knowledge will improve your signing success rate. Therefore, through my professional knowledge study and internship at school,
Compared with the experience gained, I think students majoring in marketing like us must master the following points;
1。 Strong professional knowledge (using necessary technical terms will make us more convincing and convince customers)
2。 A wide range of knowledge (with different customers, there will be different emphasis, some customers like to travel, some customers like finance and economics, and some customers pay attention to current political news. Different people chat with different materials, and the communication will be more pleasant)
3。 Be good at finding the eyes of customers' needs (according to the chat materials, sort out the information disclosed by customers in time, whether to live or invest, what is the economic condition, and the range that the economic potential can bear)
4。 Be good at listening (sometimes listening is more useful than telling a lot of truth. You talked about the advantages of many communities, but customers are worried about the supporting facilities of surrounding schools. The problem you solved is not what the customer cares about, so it is also an unsuccessful communication)
5。 The potential of being good at learning and communicating (the first problem that salespeople face can be the potential of communicating with others. You can introduce yourself by being good at communication, and then sell yourself and your products. In order to sell products successfully, you must learn the composition, function and effect of products, which is also an aspect of learning.
6。 Always know that practice is the criterion for testing truth (never draw a conclusion before touching a thing). For example, making a phone call is quite simple, but it is really not easy to successfully break the fear of property buyers and increase their interest in the project. So never underestimate anything.