1. Corporate image representative: As a real estate company's property consultant, it will directly represent the company to customers, and its shape also represents the company's image. The neatness of clothes, the sweetness of smiles and the pertinence of suggestions will leave a good impression on customers and increase their confidence in the company.
2. Communicator of the company's business philosophy: Property consultants should understand that they are the intermediary between the company and customers, and their main role is to convey information such as the background and strength of developers, the function and quality of real estate, price policies, promotional offers and service contents to customers, so as to achieve the purpose of promoting sales.
3. Professional consultant for customers to buy a house: buying a house involves a lot of professional knowledge. For an inexperienced consumer, it is not easy to change from a layman to a semi-ignorant buyer. Therefore, real estate consultants should fully understand and use professional knowledge to provide customers with unhurried consulting services, so as to guide customers to buy houses.
4. Experts who introduce real estate to customers: Real estate consultants must have absolute confidence and must do three things: believe in the company they represent, believe in the products they sell, and believe in their sales ability. Make yourself an expert in recommending real estate.
5. Media for reflecting customers' opinions to the company: As an intermediary between the company and customers, the property consultant should not only convey the company information, but also take the responsibility of reflecting customers' opinions to the company so that the company can make corresponding adjustments in time.
6. The customer's best friend: The property consultant should try to take various effective measures, such as a good image and a sincere attitude to close the distance with the customer, so that the customer can feel that you are the best friend and think for him everywhere.
7. Collectors of market information: Property consultants require strong adaptability and keen perception of the real estate market, which requires property consultants to collect and analyze a large amount of real estate market information to provide a basis for the company's decision-making.
8. Pursuit with innovative spirit and outstanding performance: As a property consultant, you should clearly know your pursuit and purpose. Only by continuous innovation and pursuit can we have excellent performance.
Second, the real estate consultant matters needing attention
1. I can digest the product, so I'd better go home and eat it myself.
2. Develop the habit and ability of not picking products.
3. Have confidence in the products you sell. No matter what the result is, you must agree with the product before you can sell it.
4. Be able to ask for a high deposit and sign the contract as soon as possible.
5. Senior salesmen must have no occupational aging and no feeling of job burnout.
6. You must have a fanatical selling personality.
7. Salespeople are high-income groups, so don't sell yourself short and do cheap marketing.
8. Salespeople should understand the truth of "death and afterlife". After being discouraged, they must quickly summon up courage before starting. This kind of frustration is also a once-in-a-lifetime opportunity to hone, and it is also a blessing.
9. Understand the truth of "making money for yourself and doing things for others". Doing things for others is equal to making money for yourself. Let people feel that you really think of him, and the other party will easily accept your suggestion.
Third, we chose to sell.
Sales is also a promotion, which is essentially the same, but the products and sales methods are different. In the final analysis, it is to sell tangible or intangible products and get corresponding returns.
According to statistics, many successful CEOs in the world started from sales, such as the president of Coca-Cola, the president of TCL Information Technology Company and the general manager of Lenovo.
Sales promotion, the greatest profession in the world.
-with this skill, life safety can be guaranteed;
-there is a greater chance of realizing self-worth and achieving career success;
-long-term persuasion, so that they have a strong influence;
-Attractive income.
-everyone is a salesman, and everything is sales promotion;
-learn to sell yourself.
Fourth, sales is a profession that needs passion.
No one said that sales were easy.
Rejection and bad luck are common in this business.
1, establish a positive attitude:
Attitude towards your work
Attitude towards your company
Attitude towards your product
Attitude towards customers
2. Seven points of positive attitude:
1) enthusiasm-can make up for many shortcomings.
2) Focus on the positive side.
3) Professional pride and dedication
4) invest in yourself
5) make unremitting efforts
6) cheer yourself up
7) Learn from failure
Step 3 keep a positive attitude
Write "attitude" on the first page of your customer register;
Avoid negative people or attitudes;
Let everyone who meets you be happy to know you;
Encourage yourself with an example.
4. Treat failure correctly.
Take failure as a basic learning tool;
Success is the most powerful counterattack;
Once you are aware of a problem or obstacle, learn from it as soon as possible;
Adequate preparation and positive action are the best weapons to deal with fear.
Five, the psychological barriers that affect successful sales
lack confidence
There are no clear goals and plans.
Not enough action
Incorrect marketing psychology
Lack of interpersonal skills
Insufficient professional knowledge
Unskilled in sales skills.
Failing to find or meet the real needs of customers
Dishonest and trustworthy
Can't adapt to the changes in the market.
Get quick success and instant benefit, but you can't stick to it.
Six or eight basic qualities of successful sales
professional ethics
be sure of oneself
I like your product.
passionate
Skilled
Good psychological quality
professional knowledge
Open mind
Seven, sales staff should have the mentality.
1, positive attitude:
First of all, we need to have a positive attitude. A positive attitude is to expand the good and correct aspects and put them into it at the first time. A country, an enterprise, certainly has many good aspects, and there are also many places that are not good enough, which need us to treat with a positive attitude. Corruption criminals still exist, but we must see that the state has vigorously rectified them; There are many unreasonable management in enterprises, but we should see the change of enterprise management mode. Maybe you have encountered many difficulties in sales, but we should see a blue sky after overcoming these difficulties. At the same time, we should invest in the right and good things at the first time. Only by investing in the first time will you stimulate your passion. Only by investing in the first time will the difficulties become smaller in front of you and the good places will shine in front of you.
Positive people are like the sun. They glow everywhere they go. Negative people are like the moon, and the fifteenth day of the first month is different. When some dark phenomenon or difficulty appears in front of you, if you pay attention to it, you will be depressed, but if you pay more attention to this dark change and the elimination of this difficulty, you will feel that your heart is full of sunshine and strength. At the same time, a positive attitude not only fills you with the sunshine of struggle, but also brings sunshine to people around you.
Step 2 have a positive attitude
What is initiative? Initiative is "no one tells you that you are doing the right thing". In the era of fierce competition, passive beatings take the initiative to occupy the dominant position. Our career, our life, is not arranged by heaven, but we actively strive for it. In the enterprise, there are many things that may not be arranged for you to do, and there are many job vacancies. If you take the initiative, you not only exercise yourself, but also accumulate strength for yourself to win such a position. However, if you need others to tell you everything, you are already very backward, and such a position is crowded with active people.
Initiative is to give yourself more opportunities, exercise yourself and realize your own value. Society and enterprises can only provide you with props, but you need to build the stage and rehearse the performance yourself. What wonderful programs you can perform and what ratings you have are up to you.
3, empty cup mentality
No one is perfect. Everyone has his own shortcomings, where he is relatively weak. Maybe you already know everything about an industry, maybe you have rich skills, but for new enterprises, new distributors and new customers, you are still you, and you are nothing special. You need to rearrange your wisdom with an empty cup mentality and absorb the excellent things that are correct with others now. Enterprises have their own culture, development ideas and management methods. As long as it is correct and reasonable, we must understand and feel it. Integrate yourself into the enterprise and the team, otherwise, you will always be an outsider in the enterprise.
4. Win-win mentality
Some people do beheading, but no one does business at a loss. This is a business rule. You must handle the relationship between you and the enterprise, the relationship between the enterprise and the merchant, and the relationship between the enterprise and the consumer with a win-win attitude. You can't harm the interests of the enterprise for your own benefit. Without everyone and a small family? Enterprises are first and foremost profit centers. Enterprises have no interests, of course you have no interests. Similarly, we can't break the win-win rule between enterprises and businesses. As long as one party's interests are damaged, it will definitely give up such cooperation. Consumers meet their own needs, enterprises realize their own product value, which is also a win-win situation, and any party's interests will pay a price if they are damaged.
5. An inclusive attitude
As a salesperson, you will come into contact with all kinds of dealers and all kinds of consumers. This dealer has such a hobby and that consumer has such a demand. We provide services to customers and meet their needs, which requires us to learn to be tolerant, tolerant of other people's different preferences, and tolerant of other people's picky. Your colleagues may have different preferences and styles from yours, so you should tolerate them.
Clear water means no fish, and all rivers run into the sea. We need to exercise empathy, we need to accept differences, and we need to tolerate differences.
6. Confident attitude
Self-confidence is the source of all actions. Without confidence, there is no action. We are full of confidence in the enterprises we serve, our products, our abilities, our colleagues and the future. I recommend excellent products to our consumers to meet their needs, and all our activities are valuable. Many salespeople don't believe in their products, so how can they convince others to believe in their products? Many salespeople don't believe in their own abilities and products, and hesitate for a long time outside the customer's door, afraid to knock on the customer's door.
If you are full of confidence, you will be full of enthusiasm, and you will begin to feel that these things can be done by us and should be done by us.
7, the mentality of action
Actions are the most convincing. A thousand words are not as good as actual actions. We need to prove our existence and value with actions; We need to take action to really care about our customers; We need action to accomplish our goal. If all the plans, goals and visions stay on paper and are not put into action, then the plans can't be implemented, the goals can't be achieved, and the vision is a soap bubble. (This mentality is elaborated in more detail in the article "Heart is not as good as action")
8. Give a mentality
To take, you must first learn to give. If you don't give it, you can't take it We should care about our colleagues; We should provide services for our dealers; We should provide consumers with products that meet their needs. Give, give or give. Only giving is eternal, because giving will not be rejected by others, but will be appreciated by others.
9. Learning mentality
It's never too late to study. Competition is intensifying, and the competition for strength and ability will become more and more fierce. Whoever doesn't learn can't make progress, and whoever doesn't innovate will fall behind in weapons. Colleagues are teachers; The superior is the teacher; The party concerned is a teacher; The competitor is a teacher. Learning is not only a mentality, but also a way of life. 2 1 century, whoever can learn will succeed, and learning has become the competitiveness of enterprises themselves and enterprises.
10, the boss's mentality
Think like a boss and act like a boss. You have the boss's mentality, you will consider the growth of the enterprise and the cost of the enterprise, and you will feel that the business of the enterprise is your own business. You know what to do and what not to do. On the contrary, you will muddle along without taking responsibility, thinking that you will always be a migrant worker, and the fate of the enterprise has nothing to do with you. You won't get the boss's approval, and you won't be reused. The bottom wage earners will be your career forever.
What kind of mentality will determine what kind of life we live. Only when the mentality is solved will you feel your existence; Only when the mentality is solved can we feel the happiness of life and work; Only when the mentality is solved will you feel that everything I do is taken for granted.
Eight, the division standard of sales staff
Third-rate salespeople: never know what customers want, and signing the bill depends on luck;
Second-rate salespeople: know what customers want, but unfortunately what they sell often does not meet the needs of customers;
First-class salesman: Not only can he always sell things to customers, but he can also convince customers that this is what he wants.
Nine, become an excellent sales standard
Positive fighting spirit
Perseverance endurance
Constantly enrich relevant knowledge
Pay close attention to the market situation
Bear the burden of humiliation and bear hardships and stand hard work.
Elegant manners
Constantly ponder eloquence and make good use of the power of language.
A sincere and pragmatic attitude
Steady but not grandiose
Persuade the owners with professional knowledge, not please them with gambling.
Let people respect, not entertain.
Principles and style, rather die than surrender, don't take unnecessary risks of inequality.
Nothing is difficult in the world.
Keep in touch with the host, ask questions, and don't contact until you need them.
Day and night, everything is in line with working hours.