Sharing experience and skills in real estate sales, real estate sales is now a booming industry, so many people have done real estate sales. It is not so easy to do a good job in sales, and the accumulation of experience is very important. Below I sorted out the experience and skills of real estate sales.
Sharing experience and skills in real estate sales 1 1, with strong psychological quality.
When I first started, I encountered the dilemma that I didn't make a single order for a month or two, but I couldn't make a single performance task all day. I was going crazy at that time. Fortunately, under the guidance of my predecessors and my own adjustment, I persisted.
Therefore, novices, in particular, should not deny themselves because of initial frustration, but should be positive and optimistic and have strong psychological resistance.
At the same time, it is normal to encounter various problems when communicating with customers. All we have to do is be thick-skinned, sincere and insist on sales, otherwise how can we say that sales is an extremely experienced profession?
2. Excellent comprehensive strength
Nowadays, there are many peers and great competition. How can we attract customers' attention and choice?
I never stop learning, because only by enriching my knowledge horizon can I win the respect of more customers;
And every day, there are hot spots related to watching real estate, broadening knowledge, advancing with the times and giving customers a professional feeling.
In fact, appearance and behavior are one of the criteria we are considered by our customers. I will keep my image clean and tidy every day, and treat people with courtesy and propriety, which will make it easier to win the favor of customers.
Therefore, if you don't want to be left behind by your peers, you must first have excellent comprehensive strength to compete with it, and the strong will survive.
3. Accumulated interpersonal relationships
Many times, in addition to looking for information about tourists, we will also get help from others.
Needless to say, friends and relatives like you have always been supporters of our work; However, objects closely related to our work, such as property and safety, cannot be ignored. They hold the first-hand information of the community, which is more worthy of our good relationship.
There are also peers, although competitors, but sometimes they can cooperate and benefit each other, so there are still some peers.
Old customers have always been the focus of our care, but this is not the only one here, and there are really not many people who maintain them.
We should treat all our customers equally and sincerely. After all, we can't say which one will be our next goal.
If you can think of you as soon as people have a need to buy and sell a house, it will be really amazing.
4. Good communication skills
To put it bluntly, sales is a job done by mouth. From beginning to end, just to make this order possible, so good communication skills are necessary for us.
Whether we wash dishes, make appointments, interview, show and so on. We need to "speak" and "listen".
We should not only learn to praise, but also draw closer to our customers. While selling a house, we should also listen to customers' ideas and let them feel respected.
In this way, we can also find the real needs of customers in communication, and even find the intention of both parties to form a single order, which is helpful for our subsequent work planning.
5, looking for a house and publicity
I don't need to say more about the traditional methods of washing dishes, sending orders and staying at the station. Mainly share with you the skills of finding and distributing houses online.
Now there are many real estate websites, not to mention many fake houses, not to mention that we spend more than half of our work outside looking at houses, so how can we find a new house in time?
I use ERP software to do house cleaning, which contains the latest house information of many websites and can get first-hand news anytime and anywhere;
And it can be sent in groups, and I don't have to think about the title and description myself. There is a template directly on it, which is very convenient.
At the same time, we need to pay attention to the time when the housing is issued, otherwise no one will read it for nothing. Generally, 9:00- 12:00, 14:00- 16:00 and 19:00-22:00 are the peak hours for netizens to find houses, and the publicity effect is good.
6. Strive for exclusive housing.
Everyone knows how important housing is to us, so we should strive to get exclusive housing and increase competitive capital if possible. In fact, after being an intermediary for a long time, it is easy to distinguish which houses are suitable for exclusive use, and then it depends on our efforts.
First of all, we should leave a good impression on the host, gain trust and establish friendly relations; Then it is to analyze the market situation and real estate assessment for the homeowner from a professional perspective, so that he can feel your professionalism and he can safely hand over the house to you;
Finally, you must introduce the benefits of exclusive entrustment, which are convenient, fast, safe and efficient, which can be the basis for you to convince the homeowner.
7. Make a good presentation.
Be prepared before looking at the house, and prepare a suitable house in advance through the customer needs you probably mastered during the interview; Or take a picture of the house with your mobile phone in advance, so that customers can screen it more intuitively and efficiently.
Moreover, it is necessary to plan the tour route and related matters in advance, pick up the customer to see the house on the premise of arriving earlier than the customer, introduce the information of the house on the way, pay attention to the advantages and obvious disadvantages, and let the customer be psychologically prepared in advance.
When looking at the house, we should pay attention to avoiding the contact between the landlord and the customer as much as possible. Skipping a single order is not good for us;
We'd better not introduce ourselves to customers all the time. It's not effective to say too many annoying words. It's best to leave customers a few minutes to feel the house for themselves.
After watching the tape, you can take the customer to the company to inquire about the intention. If the customer has something to leave, it is best to watch him leave.
8. Effective negotiation skills
After the exhibition, customers show their intention, and then it depends on our ability to talk about orders.
First of all, we must gain the trust and recognition of both sides and maintain the principle of neutrality; Then there is the price. We have to lower the psychological expectations of both sides, or tell them the bottom price and then talk.
Secondly, it depends on who is easier to negotiate. If one side is tough, we should talk about the other side and make some adjustments. It would be better if both sides could make concessions. After all, our ultimate goal is to sign the bill.
The atmosphere during the negotiation is very important. Both parties should make a good impression and sign the bill harmoniously.
In addition to listening to the opinions of both sides and coordinating, if there is little difference, we must seize the opportunity and dare to make demands to facilitate the signing of the bill;
You can also place an order by force if necessary, but you must grasp the degree.
9. Do a good job of after-sales service
It doesn't mean that signing the bill will end our work, but we should do a good job in after-sales work. We should sincerely serve any customer in need, leave a good impression on them, let us better understand the customer's situation, follow up in time, and get more business opportunities, so as to make the service sustainable and improve work efficiency.
10, constantly summarizing and reflecting.
As we are real estate agents, it is normal that the list is not completed, and at this time, we need to summarize and reflect on our work frequently.
Every day after work, we should record the contents and achievements of the day's work, which will help us to better analyze the causes of failure, accumulate experience and lessons, and not make the same mistakes again.
Doing any job is a process of constant challenge and learning. Although being a real estate agent is really tiring and bitter, it is more my own experience and growth.
Real estate sales experience and skills sharing II. Good manners and thoughtful service leave a good impression on people.
Sales should pay attention to dress appropriately and speak coherently. Pay attention to your clothes when you sell a house, especially your sales friends. You can wear suits and leather shoes. This kind of formal dress is a respect for customers.
Sales can't be said to be too expensive. We should choose a satisfactory house for each other according to the economic needs of customers.
Choose high-quality housing according to everyone's bottom line, so that customers can live with satisfaction and peace of mind. Don't raise the price too high in sales to avoid losing a lot of customer resources. The sales price should be in accordance with the supervisor's instructions, and the price target should not be too high.
Don't be afraid of hardships in sales, and often go out to find suitable lots to sell.
The working hours of sales can basically reach 10 hour. I usually work 8 hours and often run errands in my spare time, trying to find the best place to sell a house, so as to find a good house and win more customers.
Ask questions to the sales supervisor, improve yourself and summarize the shortcomings.
After work, I often walk around with the sales supervisor, find my own shortcomings in constant communication, and strive to improve. College students who have just entered the workplace do housing sales, sometimes they are particularly proud, afraid to talk to people and lack experience. They should learn more from their superiors and learn from each other's strengths.
Run errands frequently and look for favorable customer resources everywhere.
A new sales member just arrived. Although he doesn't understand, he asked, but he gets up early every morning to sell real estate everywhere. Where there are many people, it is difficult. After continuous efforts, he quickly found new customers.
Keep in touch with customers by phone to enhance feelings.
Customers get to know each other through communication, give them warm greetings on holidays, leave a good impression on each other, and constantly safeguard customer resources to increase efficiency. The client has bought his own house and should contact him frequently. When they have other time, customers will introduce familiar friends to buy a house.
Sales offices should always know some common sense of property, so that customers feel that you are very professional. In addition, the sales office has also opened online sales. Through online sales and network communication, we can find more customers from the internet and open up new channels for selling houses.
Real estate sales experience and skills sharing 3 sales are all about dealing with people. In essence, it is to meet the needs and meet the pain points of the other party. The same is true of real estate sales. Knowing what customers want is the premise of any sales skill and method.
The way to understand customer needs and pain points is communication. Only through each other's complaints and feedback can we know and master these. There are many ways to communicate, but the premise is that no matter which one, customers can't hate you. Once you have a plan from the beginning, you can't talk about it later. The most common communication methods are telephone communication, chat tool communication and face-to-face communication, which are different, but they all need to gain the trust of the other party first. When communicating initially, don't mention selling the house at the beginning. You should first introduce the location, apartment type and facilities of your house from the house itself, and then eliminate the strangeness by answering each other's questions and make further communication.
At this time, you can basically know the purpose of customers buying a house, such as getting married, sending their children to school, living with the elderly, improving the living environment and so on. For different reasons, you can make different introductions and recommendations, and make an appointment for the next time to see the house.
It is a very important process to show customers around the house. If there is no problem with the existing house, you can see the structure of the house intuitively. If it is an auction house, there are only drawings, which are not intuitive enough, but it does not hinder. The most important thing is to bring it to customers. For example, when introducing the floor plan of the living room, the customer can only see a square of one size, but the salesperson can describe to him how long a sofa of what material and color can be placed in this square, what kind of TV, and what kind of TV.
The last step is to negotiate the price and then make a deal. Usually, the price of a house will remain basically unchanged, but there are many benefits, such as giving customers a set of furniture or decoration vouchers, which can make them feel value for money, strengthen their purchasing determination and promote sales orders.