Sales staff must have the most basic professional knowledge within their own business scope, including building regulations, architectural design, tax laws, land management, contracts, contractual behavior, market conditions, commodity structure, quality, goodwill and so on. , 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.
Two, six hearts.
1, Patience-Anyone who sells high-priced goods must make long-term 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 or eight troops
1. Observability —— We should keenly observe the types, preferences and intentions of customers in a short time, and immediately observe the advantages and disadvantages, characteristics, countermeasures and solutions of products when facing customers.
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, in addition to exchanging professional opinions, it is better to talk about gossip that is off topic. If salespeople have rich common sense and flexible conversation skills, they can shorten the distance with customers and strengthen their influence in sales.
The second part: Research on customer's purchase motivation.
I. Investment
If it is a non-demand or unnecessary purchase behavior, most customers in this market form are buying for the second time, and the nature of buying houses is mostly suites or office buildings.
Second, demand.
Most of them are personal needs or purchases for living, office or business. Most products are aimed at pure homes, storefronts, homes or offices, and most of them are first-time buyers.
Third, speculation.
Short-term capital circulation and the purchase behavior of expected appreciation or price fluctuation, which leads to the purchase motivation and is expected to sell in the short term.
Fourth, preserve value.
Due to the expected price increase, currency depreciation or price fluctuation, raise funds to buy goods to avoid currency depreciation caused by price increase.
In the third quarter, sell nine tricks
I. Reception
Contact every customer with polite attitude, clear speech, smiling expression and firm confidence.
II. Introduction
The focus of the introduction should be the location, environment, building materials, value-added potential, development trend, price, landscape, transportation, market and school (the particularity of the product should be introduced), but it is advisable to adopt a step-by-step introduction method, so that customers will not be disgusted and will be impressed and want to buy.
Third, observe
Further analyze and observe customers, find out the possibility of purchase intention, and grasp it.
Fourth, rhetorical questions.
When talking with customers, customers can often get closer to each other by asking questions, and try to explore the size of the purchase intention in the counter-question of customers' approval and consideration.
Verb (abbreviation of verb) judgment
Judge the customer's reaction according to experience, or judge the customer's actual purchasing power according to the dialogue put forward and answered by the customer.
Sixth, cater to
When selling goods, we sometimes have to meet the requirements and give appropriate treatment to the special requirements put forward by customers on the spot in order to win their goodwill and confidence.
Seven. stimulate
Stimulating customers' desire to buy is the most important purpose of selling a house, so the stimulation of desire to buy depends on the close cooperation of conversation and atmosphere.
Eight, attack
After stimulating the desire to buy, it is necessary to launch an offensive and let customers sign the bill with satisfaction.
Nine, tracking
Tracking customers, there is always the possibility of repeat customers, so you can't miss customer information tracking. Intensive tracking can often achieve the success of "re-promotion".