Skills for salespeople to share experiences. In fact, there is nothing wrong with sales. Trick? There is not much technical stuff to speak of. It is difficult for people to communicate in a unified way. Everyone's personality is different, and the way to deal with problems is naturally different. For a newcomer who has just stepped into the real estate sales industry, others' sales skills can only be used for reference. In addition to learning from others' practices, it is more important to sum up the appropriate negotiation methods and methods in every process of dealing with customers, so that you can have your own unique sales skills. With more attention and practice, everyone can have their own unique sales skills and their own? Trick? . Therefore, sales skills are more about studying hard, understanding hard and doing things hard.
[study hard]
People engaged in real estate sales should devote themselves to personal and career development, because life will only change with the change of self, and only by continuous learning can they gain a firm foothold in this society. So to be a top salesman, the first thing you must learn is how to keep a positive attitude.
[Learn a positive attitude]
After entering the real estate industry, in the process of work, I found that the real estate industry involves a wide range and is very challenging. A positive attitude is an expectation and commitment to yourself, which determines your life direction, your work goal, and correctly treat and evaluate your ability. What kind of person you think you are is very important.
A salesperson with a positive attitude believes that he will smile and say to himself every morning. ? I am in a good mood today. I am very happy. I will contact many clients today. I believe I can solve some problems for them or dispel their doubts. I'll make a deal? ; ? As long as you work hard, I believe we can clinch a deal today and have the best sales performance? ; This is his affirmation of himself.
[Cultivate your affinity]
The so-called affinity is the ability of salespeople to communicate with customers. The nature of a salesperson's job is to deal directly with customers face to face. How to better communicate with customers and make them recognize you must be achieved by standardizing your words and deeds.
In the process of selling a house, language is a bridge of communication. For salespeople, language should be an art of socialization and communication. We should not only pay attention to expressions, attitudes and words, but also pay attention to ways and means, and observe language etiquette, so as to achieve the communication effect smoothly? Lubricant? .
About 80% of information in interpersonal communication is based on polite silence? Second language? To convey. Behavior is a kind of silence? Language? , including people's standing posture, sitting posture, expression and various movements shown by the body. A look, an expression, a tiny gesture and a gesture can all convey important information. A person's behavior reflects his accomplishment, education and trustworthiness. In interpersonal relationships, it is the starting point for shaping a good personal image. More importantly, while reflecting his personal image, it also shows the overall cultural spirit of the company.
[Improve your professional quality]
The particularity of real estate products requires salespeople to have profound product knowledge and professional knowledge. Product knowledge and professional knowledge are the basis of sales staff's self-confidence and the guarantee of sales skills.
Mastering the product knowledge of real estate is the first step to officially enter the promotion. You have a good attitude and are confident, but you know nothing about real estate products. When customers ask you about the characteristics, apartment type, price and decoration standard of a real estate, you will not buy the real estate recommended by you at all.
When real estate faces effective demand and developers supply it effectively, we can't sell it effectively or efficiently. Once you miss the growth period and stable period of real estate sales, there will only be a long wait, which is a pity and passive, especially when there are competing real estate around the sold real estate, and the real estate differentiation is not great, the sales staff who know yourself and know yourself are the decisive weight to beat the competitors. The value of commercial housing is relatively high, and many customers often use their life savings to buy large businesses. Therefore, indecision is a common phenomenon after repeated comparison. When the customer's perceived use value of real estate is still inconclusive, if the salesperson can explain the customer's purchase demand, the success rate will be high.
Professional brokers not only have a basic understanding of the characteristics (taste, culture, planning, landscape, design, style, structure, apartment type, area, function, orientation, convenience, price, public facilities, equipment, community management, community culture, etc.) of the real estate sold, but also have a basic understanding of the real estate sold, surrounding environment, urban planning, infrastructure, development trend, developer strength, etc. More importantly, we have a clear understanding of the advantages of competitive real estate and can make a convincing and appropriate comparison with competitive real estate. Comparatively speaking, unprincipled belittling of competitors' real estate can easily make customers have rebellious psychology. Therefore, it is necessary to seek truth from facts, but also to foster strengths and avoid weaknesses, to provide customers with home ownership advice, so that customers can have trust in you and the real estate you sell.
In the process of communicating with customers, learn to grasp customers' concerns as a breakthrough, and you will succeed.
[Experience with your heart]
1、? Altruism? way of thinking
Some people say that money goes from the customer's pocket to the salesperson's pocket? This distance is the furthest distance in the world, and I think it is very appropriate to describe it. As long as customers don't pay, we will never get it, so how to shorten this distance is very important.
Communicate with customers and get along at any time? Altruism? Think in a new way, how to help customers, how to keep their best interests, how to make customers feel intimate, how to help customers solve problems, how to make customers like to buy the house you sell, and how to make customers treat you as a friend, not just a salesman who always wants to sell the house to him but fails. The altruistic way of thinking allows us to stand on the same front with our customers to solve problems. You are his best comrade-in-arms, not the opposite of business.
2. Avoid the sales misunderstanding made by yourself.
In the process of sales work, we often unconsciously fall into the misunderstanding of our own creation without knowing it. There are two misunderstandings that we are most likely to fall into, so we must remind ourselves at any time.
One is: when we want to sell the house to the customer, does the customer really need it? Does he really need it or do we think he does? If we think he needs it unilaterally, then the transaction may be far away and the opportunity is slim. So how to arouse customers before selling to them? Demand awareness? And how to create their needs is the key point that we must pay attention to, because it is absolutely impossible for him to agree to the deal if he thinks he doesn't need it. The best house for customers is the house where customers have already generated demand, so give priority to selling demand and then sell the house to customers, instead of selling the house first and then selling demand.
The second is: whether our opinions are based on customers' needs or just focus on our own performance, whether our opinions are tailored for customers or for ourselves. These two mentalities have caused different distances between us and our customers. We certainly hope that the bigger the customer's order, the better, and the higher the transaction amount, the better, but the customer's expectation is not the case. Every customer's expectation is to get the highest efficiency with the lowest input. Customers are not stingy with spending money, and they are not picky, because if we look at it from another angle, when we decide to spend money to buy a house, we may be more picky than these complaining customers now. A successful salesperson is a customer problem solver in the eyes of customers, but he is definitely not a customer problem maker.
3. Successfully sell the goods to yourself.
In fact, in this world, the most difficult customers to sell, the most difficult customers to face and the most critical customers are often themselves.
Because you know best whether such a house can meet your own needs, it is not easy to convince yourself to buy it. If you can make yourself want to buy or even make up your mind to buy, what do you need? In the process of selling yourself, nine times out of ten, you will ask yourself questions or customers will ask questions. What kind of answer can satisfy you?
If you have been able to convince yourself to buy successfully, you have considered almost all the problems you will face in the market. This is a good practice method. It's better to try yourself than to try customers. If you can't convince yourself, how can you face your customers with confidence? Therefore, the rejection or frustration that many salespeople face in the sales process is actually the result that they can't reach. Isn't it difficult for customers to accept goods that you can't even accept yourself?
I often hear some property consultants complain about poor performance and how difficult customers are. At this time, we ask ourselves more questions:
1. If I were a customer, would I buy something from myself? This includes my image and attitude.
2. Is the income from the goods I sell enough for my own use?
3. Is my guarantee for the goods enough to make me feel safe?
4. Have I given the goods higher value at a certain price and satisfied myself?
5. If I were a customer, would I be satisfied with my answer?
6. Does this house have my enthusiasm and vitality? If I don't love this commodity, why should this commodity help me create wealth?
Therefore, before we sell houses to customers, we should try our best to sell such goods to ourselves and try our best to convince ourselves to buy them. One person plays two roles at the same time to attack and defend. One is what we call a variety of difficult customers, one is a salesperson, one keeps giving reasons for refusing to buy, one keeps putting forward interests, benefits and values, one plays a customer who has no interest in buying, and the other plays a salesperson who constantly digs and creates customer needs. In this kind of attack and defense, if you can successfully sell the goods to yourself, it means that you already know your customers.
In this way, as long as you keep practicing, you can help a real estate consultant improve his reading and reading ability. Finally, you will find yourself more and more aware of what customers want, more and more aware of what customers are thinking, and never complain again. I don't even know what customers are thinking! Because you can easily get into the deepest part of your customers' hearts in the practice of role transformation, this is called truly mastering customer behavior and customer psychology. For property consultants, stable and practical performance starts from here!
4. Be good at listening and create advantages.
We often encounter this situation in the sales department. When customers enter the sales hall, our property consultants begin to introduce the real estate to customers in an endless stream, just like the lecturers in the exhibition hall. Whether customers like it or not, they just talk about it themselves, saying too much, completely ignoring customers' feelings, recognition and needs. When customers ask some questions, they immediately refute or even try to change the needs expressed by customers in order to complete the transaction. Of course, this way can't complete the transaction! Because, you have no idea what customers need. Maybe you think you have communicated well, but whether a communication is successful or not is the real score, and it is really good to let customers say yes. I often describe this sales method as a bird-hunting sales method, and luck is mostly in the transaction! Unless what he said is exactly what customers need, the opportunity for salespeople to share their experiences and insights will not be closed! We must patiently let customers finish their sentences and capture their purchasing psychology in the process of telling them, so as to convince customers and achieve ideal sales performance.
5. Use less technical terms.
When introducing real estate, salespeople try their best to tap customers' needs and narrow the distance with customers in a colloquial way. We often see some salespeople show off that they are experts in the real estate industry when they receive customers, and introduce them to customers with a lot of professional terms, such as the building density, floor area ratio and greening rate of our community, which makes customers fall into a fog and confused, not knowing what you are going to say, causing a kind of psychological pressure to customers. After careful analysis, we will find that when training customers, salespeople regard customers as colleagues and are full of professionalism. How can people accept it? Since I don't understand, why buy a house? If we can convert these technical terms into simple words, such as directly telling the distance between two buildings, the size of the garden, the number or size of the activity places, etc. , so that people can understand clearly after listening, so as to effectively achieve the purpose of communication, real estate sales will not be hindered.
6. Meet the spiritual needs of customers
The needs of customers are sometimes not only in the house, but also in the house. If you are a customer yourself, it will be the same, but you may not have thought about it carefully. Imagine, when you stand in the sales hall to buy a house, do you only need the function of the house? Or do you have other needs that need to be respected, praised, cared for and paid attention to? Sometimes the other needs of customers may be higher than the demand for houses. Did you notice these in the sales process?
The foreign education system emphasizes heuristic education. The same is true for satisfying customers. The most common mistake we make is to constantly introduce the house to customers and expect them to buy it. But I don't know what kind of house customers need, and I focus on my own performance, which is greater than the needs of customers. I just want to sell such a house to my customers, but I don't think why customers must buy such a house. What other houses may customers need? Without analyzing in advance, you will introduce all the apartment types of the real estate to the customers to choose, without focus, wasting customers' time and spirit, and you will not get a good response. Because nine times out of ten, customers will not have the patience to read all the information you have taken out, and the information will be thrown away like waste paper. Therefore, in the process of talking with customers, I ask the sales staff to prepare a manuscript paper to record some suggestions and opinions of customers at any time, so that customers can feel respected. Through recording, you can fully understand customers' ideas, needs and dissatisfaction. Only in this way can you find a solution to the problem. The customer likes you because you help him think of everything he thinks, and you help him prepare everything he needs, so that the customer feels that you value him. When the customer can't make a decision, you can provide objective reference opinions, so that the customer can do business with you without burden, and the customer can communicate with you easily and happily. You will always be the solver of his problems, not the maker of them, and even you are the intimate friend of customers. If a customer likes doing business with you today and even looks forward to doing business with you next time, then you are successful!
Skills sharing experience of salespeople. In a blink of an eye, 20xx years have passed, and I have been practicing in xx company for almost five months. Recalling the dribs and drabs of working in XX, I was deeply moved. Summarizing and reflecting on the previous work is the development and progress of the future work. 20xx has come, 20xx has come. The new year means a new starting point, new opportunities and new challenges. I am determined to make persistent efforts, by going up one flight of stairs, to open up a new working situation, to better complete the internship opportunities given to us by the school and the work arranged by the company, and to foster strengths and avoid weaknesses.
I still clearly remember that when I first entered here, everything was very confused, and I didn't know what processes were in the work and what to do. But through my accumulated practice and my colleagues' careful explanation, I finally became clearer and easier in my work. However, my biggest feeling from my work these months is that being a salesman and a business assistant is not that simple. Originally, I thought buying and selling a house was a very simple matter. One person wants to buy and the other wants to sell, but things are not as simple as I thought. It is not a day or two from the opening of the house to the sale. The process of buying and selling houses is interlocking, more complicated and more difficult. After the house is sold, we will start to apply for the title certificate. From the developer to the bank and then to the Housing Authority, this procedure is really unusual. After several times of support, I learned that a house must be registered in the computer after opening, subscription and signing, and there must be proof of filing, many identification certificates of customers and so on. If customers are idle, we will be in more trouble. .
At work, I found myself familiar with some real estate businesses, knowing how to handle property rights, how to borrow documents from banks, what procedures to go to the housing management office, and how to inform customers to register after the property right certificate comes out. Also record the summary table, register the delivery time, and record the room letter. If something goes wrong, you have to return it and do it again, which is very troublesome. .
But trouble is trouble. Many things are, after all? Everything is difficult at the beginning? Based on the principle of being responsible for your work, you can only work with ease if you devote yourself passionately and temper yourself in different jobs and challenges. So in any case, I will correct my mentality, accumulate experience, study hard, work hard with my colleagues, improve my cultural quality and work skills, and do all the things I should do well. I believe that every effort will be the embodiment of my progress, and whether I am practicing now or doing any work in the future will be a good foundation.
Therefore, in the new year, I will also do what I should do, successfully complete the internship task given to us by the school, and contribute my meager strength to the company. At the same time, I hope the company is getting better and better, and I also hope that I have a bright future.
First of all, I'd like to start with my own experience of following up with customers as an ordinary salesperson. Maybe we will often say the following points. The problem is that too few people can put it into practice, so there is a very simple fact that few people succeed. Because they always do it and make it a habit.
1: The most basic thing is to always be enthusiastic during the reception. Sales work is dealing with people and requires professional communication skills, which makes sales a challenging job. We should treat customers equally, and we should not treat every customer seriously regardless of grades. Our warm reception made him have a good impression on our property, so our goal was achieved.
Don't chatter when receiving customers. A good salesman must be a good listener. It is necessary to understand the needs of customers by listening. Meanwhile, he should also be a psychologist. It is an important condition to judge the inner thoughts of customers through their words and deeds. More should be negotiators. After synthesizing various factors, seize the opportunity, hit the nail on the head, and go straight to the point. This is the key factor to clinch a deal.
Opportunities are reserved for those who are prepared: when receiving customers, our personal subjective judgment should not be too strong, like? I knew I wouldn't buy a house when I saw this client? This customer is too tricky and insincere? Too strong subjective consciousness leads to the loss of some customers and poor communication with some intended customers, which makes these customers go to other real estate transactions, impatient with customers, poor communication, failure to track customers in time, leading to customer loss and so on. As the old saying goes, opportunities are only reserved for those who are prepared.
4. Do a good job of customer registration and follow-up. Don't call for a long time. If you call, the customer will feel no need to come over.
5. Invite customers to see the house regularly and learn about our real estate. According to some requirements of customers, choose several rooms for customers to make them more selective. Think about the problem from the customer's point of view, so that you can solve the problem pertinently, provide the most suitable house for the customer, and let the customer feel that you really think about him and can buy a house with confidence.
6. Improve your business level, and strengthen real estate-related knowledge and latest developments. In the face of customers' problems, we can establish our own professionalism, and at the same time let customers trust themselves more, so that we have more confidence in our own real estate. When a customer asks about your characteristics, apartment type, price, etc. A real estate, he won't buy the real estate you recommended at all.
7. Learn to use sales skills. He hesitated to treat prospective customers, let colleagues create a buying atmosphere with each other, and appropriately forced customers to make decisions as soon as possible. If you are impatient, you won't be in a hurry. Maybe the customer will close the deal, but for some small reasons, the signing will be delayed. Don't worry at this time, because the more impatient you are, the more suspicious your customers will be. You can kindly ask the customer what other problems need to be solved, and then communicate with him seriously until the contract is finally signed. Of course, when explaining, we should be calm and calm, and don't expect customers to reach a deal too much.
8. Keep a good relationship with customers and think more about them. So you can be friends, and his relatives and friends may be your next customers.
9: If you don't succeed this time, make an appointment for the next meeting immediately. Our sales can't be successful, and we can close the deal with every new customer. After all, the current economic situation will not have such a good ending. Suppose the on-site appointment is unsuccessful, when the customer wants to leave, try to agree with him on the date of coming to the site next time, so that you can better understand the customer's needs and help you determine the customer's intention.
10: Remember the customer's name. There may be many customers, and you may not remember all their names. However, if your customer comes to the site for the second time, you can immediately quote his name, and the customer will feel that you attach great importance to him and show your professional attitude. You might as well strengthen your memory. In fact, think more about the reception process after each customer reception, plus the usual return visit, you can remember, at least his surname!
There is a saying on our wall: If you don't work hard today, look for a job tomorrow. If sometimes, you are a little tired from working and receiving customers, then treat customers as your own commission. No one doesn't like money and treats customers well for commission. Hehe, it seems a bit tacky, but when you are very tired, if you bring personal feelings into your work, you can't do a good job in sales. Try this method, at least as an incentive.
The above is my sales experience. I will do this in the future. An armchair strategist is no good. Quote: all talk and no action is not real skill!