20xx years have passed and new challenges are just around the corner. This year, there are pressures and challenges. At the beginning of the year, the real estate market has not fully recovered, and the pressure at that time was actually quite great. Customers are worried, and the media is unfavorable. However, I firmly believe in the stability and appreciation potential of xx real estate. In the next few months, the housing market picked up, and my colleagues and I seized the opportunity to reach the company's indicators and create good results.
In practice, I have a new understanding of sales, and I would like to sum up some points to share with you:
1, without affectation, treat each other honestly, and 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.
2. 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.
3. Be sure to recommend a house, understand all the houses, including their advantages and disadvantages, and make a reasonable explanation for all the problems of customers. But don't argue irrationally about obvious injuries. Nothing is perfect. Let customers know that when you see perfection, there must be lies.
4. Maintain customer relationship. Every customer has a different contact person. As long as they are guaranteed to love the project, they will pass on their love, and the resources are endless.
5. Identify yourself. We don't sell houses, we are consultants, and we use our expertise to help customers. More professional knowledge with customers and neutral evaluation of other properties can increase customers' trust.
6. A good team needs unity and cooperation.
There are still some areas that need to be improved:
1, sometimes impatient, often tit-for-tat for some customers who have more questions or talk more. In fact, for such customers, it may be more effective to adopt circuitous or soft means. Therefore, in the future, it is necessary to exercise more, increase patience, and make customers feel more intimate, so that they will have more trust.
2. Not paying enough attention to customers. Some customers need the constant attention of the sales staff, otherwise they may not ask you questions, but ask others or think for themselves, so that we lose their initiative in trading. So in the future, I will strengthen contact with customers, always pay attention to them, ask them questions, and then solve them politely, so that I can take the initiative and control the overall situation, increase my feelings with customers and increase the opportunities to bring guests.
I have been working for more than a year now. During this year's work, I sold xxx sets, with a total sales volume of X million. In the future work, I will improve myself, improve myself, and increase my knowledge and understanding of all aspects of xx. I will not only do a good job in this project, but also move south with the company to open up a new battlefield. Here, thank you very much for giving me this exercise opportunity. I will work harder, study harder and hand over my satisfactory report card.
2.202 1 personal work summary of real estate salesman
Unconsciously, I have been working in xx for more than one semester. In this month, the workload is not big, but I have a lot to learn. Although I used to be engaged in real estate sales, sales knowledge is always a bottomless abyss. This is why I like this job more and more. It is often heard and met that salespeople compete for commission in order to compete for performance, often by hook or by crook. Fortunately, now xx has a harmonious sales atmosphere. Colleagues are more competitive and help each other. Every disagreement can always be eliminated in communication, and every problem is often solved by brainstorming (even if there are only four of us). It is precisely because of such a strong corporate atmosphere and team spirit that it gave me the nutrients I needed to grow up in xx.
However, through my work, I still find that there are still many shortcomings that need to be solved urgently.
First of all, I just entered xx, and I haven't been able to understand the corporate culture of xx real estate and the related situation of xx project. When introducing to customers, they did not show a good reputation and image for enterprises and projects, which led customers to have a little knowledge of our corporate brands and projects. I think as a' property consultant' of a large enterprise, we should not only be proficient in selling houses, but also make customers feel that xx has advantages over other real estates in terms of corporate brand, community environment, property quality and staff quality, and strengthen customers' purchasing confidence. In view of this problem, my colleague Xiao Shen and I had a profound discussion, learning more and asking for advice more, and building up our absolute confidence and superiority in the brand of this enterprise from ourselves, thus infecting every customer.
Secondly, because all the houses have been basically sold out when entering xx, only two sets of large-sized houses and shops with 170 flat are on sale, so it can be said that there is basically no experience in shop sales. I think, compared with high-income investment groups such as houses and shops, the purchasing mentality and personal temperament are definitely different, so the sales methods of these two types of customers must also be changed accordingly. For example, store customers are more concerned about the rate of return, so we should focus on introducing the surrounding development trends and prospects, strengthen customers' purchasing confidence, and let them buy happily and safely. I used to think that a good salesman must have his own personality, and a salesman without personality is just a waiter. But through practical work, I found that a truly successful salesperson should not only have the personality that can infect customers, but also have the ability to adapt to different consumer mentality at any time. At the same time, keep in mind that he is professional, polite, active in serving customers, giving customers more than he expected, and adhering to the professional ethics of putting the company's interests first. Therefore, in order to do a good job in the sales of xx shops, I urgently need to improve my self-cultivation. I must make myself a real estate consultant suitable for the atmosphere of xx real estate, regardless of personal temperament or professional ability.
In addition, because I haven't been in xx for a long time, I haven't had a chance to fully understand some rules, regulations and processes of the company, and occasionally I make some low-level mistakes. Although a lot of progress has been made with the help of the supervisor, there are definitely many places that are not clear enough. This aspect also needs to be improved in future work and life. On the one hand, I study more and ask more questions. On the other hand, I hope my leaders will spur me and my colleagues will give me some advice.
I know that personal development is inseparable from the development of enterprises, and doing every job well is inseparable from love. Therefore, in this promising enterprise, I will fully serve the company, love my post, work hard, be strict with myself, study hard and keep learning, face customers with mission-like passion, face the cause with a serious and rigorous attitude, create feelings for customers and create profits for the company!
3.202 1 Personal Work Summary of Real Estate Salesman
Since I officially joined the company in the month of 20xx, I have unconsciously ushered in the year of 20xx in my busy and fulfilling work. It has been almost a year since I came to xx Real Estate Group in a blink of an eye. During this period, I experienced the professional training of sales staff in our company, participated in the sales work of xx project, joined the enthusiastic sales team, and appreciated the advanced and humanized company culture. Looking back on this unforgettable work course, in order to better devote myself to this passionate work in the new year, I make the following summary of the past year:
First, there are still many shortcomings in our work, so we should continue to learn from our colleagues.
First of all, as a newcomer to the company in 20xx, I don't know much about the real estate market in xx. Facing the new environment and new projects, especially the xx project, I am very strange. One year, while learning the experience of companies, collectives and colleagues, I explored my own sales plan. There are still more or less deficiencies in many places, and I need to study better and improve myself.
Secondly, it is still a short time to join this United and progressive group, and many excellent corporate cultures and rich corporate details have not been better understood and accommodated. This requires me to better understand and grasp in the future team life, enrich my knowledge, arm my thoughts, and make better use of the excellent corporate culture of this team in the future sales work.
2. Enthusiastic collective and passionate team have achieved self-transcendence for themselves.
As a member of the sales department, since I joined the company, I have deeply felt the heavy responsibility I have undertaken. As the window of the company, the image of the company, my every move, words and deeds also represent the image of a company, which inspires me to constantly improve myself from beginning to end, constantly demand myself with high standards, and constantly overcome my shortcomings to give play to my strengths. On the basis of high quality, constantly strengthen professional knowledge and armed professional skills, and be an excellent salesperson with excellent professional knowledge, strong communication and coordination skills, hard work and good teamwork spirit.
From my employment to the end of 20xx, I * * * sold xx houses with a total sales of xxx million yuan, accounting for xx% of the total sales, and won the monthly sales champion for X months in a row. However, as an old business person who has been doing real estate sales for X years, although I have been in the company for a short time, such a set of figures is still not satisfactory to me personally. I hope that in 20xx, I can make progress, make a breakthrough, and better embody and realize my self-worth.
Third, the powerful group enterprises as the backing, bring me more confidence and enthusiasm to praise the company.
The new environment brings new opportunities, but it also brings self-pressure. After a short period of professional training, with the care of company leaders and the careful help of colleagues, I can quickly get familiar with our xxx project knowledge and understand the form of xx real estate market. Humanized management mode, smooth department connection, enthusiastic team spirit ... Faced with these good working environments, I strengthened my belief as a member of this group, gave me confidence in being a business window salesperson, and inspired my love for such a group, an enterprise and a group. Let me forge ahead in this beautiful space and gallop happily on the stage of sales work.
Strong enterprise strength, solid capital foundation and excellent management team, even as an ordinary salesperson, I feel extremely confident, so that when I face the customer group directly, I can use my confidence to infect customers, build customers' confidence in our enterprise and our project, and better complete the sales task and our sales work.
Four. 20xx annual sales
20xx is a meaningful, valuable and rewarding year. The successful opening of X month has made our xxx a well-known high-end project, and it is also the starting point for us to establish a brand image. All the projects in Phase X were sold, which increased our confidence in Phase X. The successful sales of Phase X pushed us to another peak villa.
In the course of studying other projects in the past x months, we visited high-end projects in some cities, which made our sales team have different degrees of promotion and new understanding, not only broadened their horizons, but also better understood the market demand, advantages, resilience and value preservation of high-end projects in the current policy environment. Through these understandings, combined with the present situation of more and more high-end projects in xxx, I have a deeper understanding that the particularity of xx land determines its non-replicability and extraordinary potential.
Verb (abbreviation of verb) 20xx year's challenge
In 20xx, our villa project will realize the sale of existing houses, but combined with the whole market of xxx, the pressure is still great.
First, our price advantage is not obvious compared with the same type of villa project in xxx.
Second, building materials and building materials also have certain disadvantages compared with other projects.
Third, there are many villa projects in the same area, which will inevitably increase the sales pressure of our villa projects.
Although the pressure is great, with the efforts of our excellent team, there will be new breakthroughs and new atmosphere in the new year, and we will certainly occupy a place in the increasingly fierce market competition.
4.202 1 Personal Work Summary of Real Estate Salesman
The first half of xx has passed, and new challenges are just around the corner. In the first half of the year, there were pressures and challenges. At the beginning of the year, the real estate market has not fully recovered, and the pressure at that time was actually quite great. Customers are worried, and the media is unfavorable. However, I firmly believe in the stability and appreciation potential of xx real estate. In the next few months, the housing market picked up, and my colleagues and I seized the opportunity to reach the company's indicators and create good results.
In practice, I have a new understanding of sales, and I would like to sum up some points to share with you:
1, without affectation, treat each other honestly, and 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.
2. 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.
3. Be sure to recommend a house, understand all the houses, including their advantages and disadvantages, and make a reasonable explanation for all the problems of customers. But don't argue irrationally about obvious injuries. Nothing is perfect. Let customers know that when you see perfection, there must be lies.
4. Maintain customer relationship. Every customer has a different contact person. As long as they are guaranteed to love the project, they will pass on their love, and the resources are endless.
5. Identify yourself. We don't sell houses, we are consultants, and we use our expertise to help customers. More professional knowledge with customers and neutral evaluation of other properties can increase customers' trust.
6. A good team needs unity and cooperation.
There are still some areas that need to be improved:
1, sometimes impatient, often tit-for-tat for some customers who have more questions or talk more. In fact, for such customers, it may be more effective to adopt circuitous or soft means. Therefore, in the future, it is necessary to exercise more, increase patience, and make customers feel more intimate, so that they will have more trust.
2. Not paying enough attention to customers. Some customers need the constant attention of the sales staff, otherwise they may not ask you questions, but ask others or think for themselves, so that we lose their initiative in trading. So in the future, I will strengthen contact with customers, always pay attention to them, ask them questions, and then solve them politely, so that I can take the initiative and control the overall situation, increase my feelings with customers and increase the opportunities to bring guests.
I have been working for more than half a year now. I sold 69 sets in the first half of the year, with a total sales of 60 million. In the future work, I will improve myself, improve myself, and increase my knowledge and understanding of all aspects of xx. I will not only do a good job in this project, but also move south with the company to open up a new battlefield.
Here, thank you very much for giving me this exercise opportunity. I will work harder, study harder and hand over my satisfactory report card.
5.202 1 Personal Work Summary of Real Estate Salesman
In the busy work, unconsciously ushered in a new year. Looking back on this year's work process, I'm glad I found a job that suits me. I majored in xx, but I have never done sales at all. Just came back from xx, I have been looking for my suitable position in xx, but I found that this management mode is not the same as what I learned and I can't integrate into the team.
I have joined the real estate company for more than half a year. I have made great progress, not only in business, but also in many practical problems. For example, the principle of dealing with people, the ability to deal with problems, and the relationship with colleagues and customers. I have made great progress in these areas. I feel that I really didn't make the wrong choice to work in a real estate company. I feel lucky to enter an industry and company that suits me. 20xx years have passed. Let me summarize my work in the past year:
I. Business ability
1, enter an industry, learn about the industry knowledge, be familiar with the operation process, and establish your own customer relationship. In practical work, I also learned how to identify and track customers and understand the different needs of different customers.
2. Understanding of the market. Understand not only the target market, but also the competitors. You must never sit still and look at the sky, not knowing what is happening in the world. Because the constant in the world is "change", we must formulate corresponding strategies according to the changes in the market in order to win in the fierce competition. We should constantly learn and accumulate to understand the industry trends and price fluctuations. Understand the competitors huxing and price information, you can highlight the advantages of your own property.
3, handle the relationship with customers, and establish a good relationship with customers. Because the same customer may receive many huxing and huxing prices, if the relationship is good, the customer will take the initiative to tell the competitors the price information and huxing characteristics. In this process, we should make full use of our own advantages and the characteristics of real estate, analyze the price of the other party, emphasize our own advantages, and further promote the transaction.
Second, personal qualities and abilities.
1, integrity-doing business is the most afraid of "business", so customers like to make friends and do business with honest people. The same is true of sales. In the process of dealing with people, we should show sincerity. In the process of communicating with customers, only honesty can gain trust.
2. Enthusiasm-As long as you have enthusiasm for your career, you can concentrate on your energy, especially real estate sales, because sales is a long sales process.
3. Patience-the transaction time for a new customer in real estate sales is generally a week or a month or even longer. Therefore, whether it is a door-to-door customer or a telephone customer, or a new customer brought by an old customer, there are many visitors in general, but not many customers have completed the transaction. We may spend a lot of time doing "useless work". But you must be patient. There are many potential customers, and it will take a long time to become real customers, so you must be patient to do better. As long as you are interested in the customer, you should have the cheek to keep him, and one day you will get unexpected gains. Needless to say, it is the most important thing for the customers who clinch the deal. You need to ask if you need help from time to time and keep a good relationship.
In this long process, when you don't make a deal and your colleagues make a deal, you must be patient. After the storm, there must be a rainbow.
4, self-confidence-this is very important, catch him, one day there will be unexpected gains. Needless to say, it is the most important thing for the customers who clinch the deal. You need to ask if you need help from time to time and keep a good relationship.
5. Diligence, unity and mutual assistance. One person's strength is very small in the whole work. Only by unity and careful cooperation can we ensure the smooth completion of the transaction.
6. Be careful. Only in this way can we avoid making mistakes, and clearly realize from the deep heart that anyone can make mistakes, customers are not gods, and even customers may not be as good as us in some aspects-we will work harder, check the information carefully, and find and reduce the occurrence of mistakes in time. Making mistakes and rework is a waste of time and waste.
7. Further standardize your own workflow. In the new year, avoid some low-level mistakes, reduce confusion and develop good work habits. Strengthen the planning of work, avoid forgetting what you should do and reduce forgetfulness.
I also deeply realize that I still have many shortcomings in my work, and I need to further study and improve in my 20xx years of work.
Nothing is perfect in the world, everyone has his advantages and disadvantages. Once there is too much work, it is easy to make noise when there is too much work, or it will not take time to check, and it is also careless.
Judging from the current behavior, I am not a qualified real estate consultant, or just a beginner real estate consultant. My own speech and eloquence are not good enough, and my expressive ability is not outstanding enough. The main reason is that they don't break through their shortcomings, their skin is not thick enough, their psychological quality is not enough, and everyone's experience and knowledge level are different, which determines that everyone's ability to do things will be different, but in many cases, whether the work can be done well is not the decisive ability. In practical work, a considerable part of the work can be done well not by ability, but by a strong sense of responsibility and strong execution for the company, the department and ourselves.
I think I will continue to work hard in the following aspects in the future. First of all, I will spend time learning some professional knowledge about real estate sales. As a salesman, if a customer asks some professional questions about the product, if he doesn't understand it, he is likely to lose this customer. Therefore, if you want to seize every potential customer, you must be very familiar with the real estate you sell, and you must know everything before you can answer customers' questions professionally. Secondly, the manager also said before that as a qualified salesperson, if you really want to have a sense of accomplishment, you must make achievements, so I will work hard in this direction in the future.
In the busy work, we unconsciously ushered in a new year. Looking back on this year's work process, as every employee of a real estate enterprise, we deeply feel the hot air of a booming enterprise and the spirit of struggle of a person.
A seemingly simple job needs more care and patience. Throughout my work, providing all kinds of sales materials, ordinary and monotonous work has become the cornerstone of sales assistants. By managing these materials, I can learn more about the company's real estate projects and related customers, from unfamiliar to familiar. I'm not familiar with the knowledge of real estate at first, so I'm often caught off guard when answering customers' calls. The sales department is the external image window. Every question we answer from customers is closely related to the interests of the company, and every word we say is responsible for the company, paving the way for establishing a good company image. I feel deeply inexperienced in this respect. Department leaders and colleagues have extended a helping hand to me, giving me a lot of good suggestions and help to solve problems in time. After receiving a customer every time, we should also be good at summing up experience and mistakes to avoid the recurrence of similar mistakes and ensure new improvements in the next work. With the deepening of my work, I have begun to contact the customers managed by the sales department. Telephone dunning is a language art, which requires not only good expression but also some experience. As the saying goes: "Customer is God", it is my bounden duty to entertain visiting customers and establish a good company image in customer psychology.
As far as the overall work experience is concerned, I think the working environment here is quite satisfactory. First, the concern of leaders and the continuous improvement of working conditions have given me motivation to work; Secondly, the friendship, care, cooperation and mutual assistance among colleagues make me feel comfortable and practical in my work.
When I first arrived at the real estate, I was not very proficient in real estate knowledge and unfamiliar with the new environment and new things. With the help of company leaders, I quickly learned about the nature of the company and the real estate market. As a member of the sales department, I feel a great responsibility. As the facade and window of an enterprise, a person's words and deeds also represent the image of the enterprise. Therefore, we should improve our own quality and set high standards for ourselves. On the basis of high quality, we should strengthen professional knowledge and skills. In addition, we should have a broad understanding of the whole real estate market and stand at the forefront of the market. After this period of training, I have become a qualified salesperson and try my best to do my job well.
I am an ordinary employee in the sales department. When he first arrived in real estate, this comrade was not very proficient in real estate. He quickly understood the nature of the company and its real estate market by comparing the new environment with new things. As a member of the sales department, this comrade feels a great responsibility. As the facade and window of an enterprise, a person's words and deeds also represent the image of the enterprise. Therefore, we should improve our own quality and set high standards for ourselves. On the basis of high quality, we should strengthen professional knowledge and skills. In addition, we should have a broad understanding of the whole real estate market and stand at the forefront of the market. After this period of training, a comrade has become a qualified salesman and tried to do his job well.
With the ups and downs of the real estate market, the company established a joint venture with xx Company in 20xx to complete the sales work together. During this period, a comrade actively cooperated with the employees of a company, and under the guidance of the company's leaders, completed the formulation of the operating price, and planned to complete the advertising before the Spring Festival, laying the foundation for the sales boom in a month. Finally, it ended with a good result of completing the contract amount of 10 thousand yuan in a month. After the baptism of this enterprise, a comrade has gained a lot of professional knowledge and improved himself in all aspects.
This period is mainly aimed at the sale of houses. Prior to this, the sales department implemented internal subscription and other means to lay the groundwork and create a hot scene. In the sales department, a comrade has two jobs: sales office and accountant. Faced with the increase of workload and the systematization and normalization of sales work, the work seems heavy and moderate. At the opening ceremony, this comrade basically worked overtime to finish his work every day. After more than a month of familiarity and understanding, a comrade immediately entered the role and skillfully completed his own job. Due to the huge amount of house payment, the comrade was careful and serious in the process of collecting money. Now he has collected tens of millions of house payments, and all the accounts complement each other without any mistakes. In addition, in the monthly work summary and weekly meeting in the sales process, the comrade constantly summed up his own work experience, found the shortcomings in time and improved as soon as possible. In a short period of three months, the sales department cleared all the houses in the second phase, and the remaining houses in the first phase were also sold out, which was inseparable from the efforts of Comrade A and other members of the sales department.
Sales this year: 5 houses. There are about 77 garages. Sales are not ideal. Main self-problems. Didn't sell a good result. I will work harder next year and hope to achieve better results.