First, it is very important for brokers to position themselves.
1, market target positioning
2. Be confident (self-confidence is an indispensable temperament of a salesman, and self-confidence is very important for the success of a salesman). For example, when you talk to customers, if you can show sufficient silence, you will win the trust of customers. Customers trust you, they will believe you, and they will believe that you will be willing to buy your goods. Trust can only be generated through self-confidence, and trust is the key factor for customers to buy your goods. How can you show your confidence? First of all, you must dress appropriately and neatly, have a charming face, be polite and considerate, be kind and polite to anyone, and be careful.
3. Pride (being able to engage in the real estate industry)
Second, know how to position yourself and package yourself.
1, tool kit (inside: mobile phone, tape measure, compass, calculator, business card holder, stapler, pen and paper)
2, uniforms, badges (if there is no uniform, men: white shirt, pants, tie, shoes, combing hair, etc. ; Ladies are all the same. )
3. Work folder (house information, data, plot plan)
4. Business folder (related forms, sales power of attorney, customer tracking form, information registration form, house inspection power of attorney, working day program arrangement, etc. )
Third, how to become a successful broker (first of all, you must be an expert in housing development)
Fourth, the way to develop housing.
1, network
2. Through newspapers
3. Through communication.
4. Cooperate with other people (such as security guards, managers, and canteen aunts)
Five, how to develop the owner's housing?
1, don't rush to say that you are an intermediary, first understand the specific situation of the housing.
Don't be ashamed to be an intermediary.
3. Explain that you have a better understanding of the housing in this area and have had transactions (unsold).
4. Explain that you have mature customers.
5. Introduce the strength of your company and your professional level.
6. Remind buyers that the whole property transfer transaction is not as simple and simple as imagined. If it is not professional enough, there are some risks and disadvantages in the transaction process, and buyers should be guided to entrust professional institutions to sell. If you entrust me with sales, I can draw up a sales plan for you.
7. If you finally refuse, say politely: Miss or Mr. So-and-so doesn't matter. If you have any problems in the process of buying a house, you can call me for advice. I will provide you with professional services for free, so that the owners can trust you, even trust you, and think that you are very quality and cultured. For example, if you think I am professional, you can entrust me. I am confident and capable of helping you sell real estate. * Remember not to sell it at a high price, and don't hand it in, so as not to discount the agency fee.
6. How to get exclusive commission: Analyze the advantages of exclusive commission.
More: price is one of the factors that form vicious competition among intermediaries.
2, more: save time and trouble, first promote housing, newspapers, online publishing, etc.
3. Find powerful buyers and select target customers.
Seven, three ways to contact customers
1, telephone 2, letter 3, meeting and contact information
Eight, how to make a phone call
1. Advantages of making a phone call: efficient, convenient, time-saving and not limited by time and place.
2, pros and cons: not intuitive enough, lack of human touch, incomplete content.
How to make a good phone call ① Choose a suitable time (opportunity) to make a phone call. ② Confirm the reason and purpose of this call. (4) Sign up and ask if the other party is convenient to answer the phone. You should know that your voice is the first impression of the other person on you (the tone is stable). Don't get into the subject right away, say hello moderately. ⑥ Grasp the main points ⑥ Let the other party participate in the your dialogue. Cause * * *. Are you satisfied with my explanation? ⑧ Remember the goal ⑨ But when your goal can't be accomplished at the moment, remember to accomplish it step by step, without pestering and beating. Attending to arrange a whole time to make a phone call and take notes.
Nine, constantly develop customers and accumulate customers.
How to improve the satisfaction of real estate service: to make the service perfect, refined and professional, resident customers should do more (think from the customer's standpoint) to understand the urgency of customer needs, always be patient with customers and provide endless services. By providing customers with satisfactory service, completely change their real estate, and let customers know that I will help you find a better one, not just a house. How to grasp the customer's heart after improving the service;
1, ask clear questions and aim at the problem.
2, used for concise and powerful, never vague.
3. Be confident.
4. Contact attitude should be serious and sincere.
5, cordial and friendly, can win a good impression.
6, pay attention to each other's strengths
7. Praise each other appropriately
X. Customer analysis
1. Select a customer to know the basic situation. Have you seen the house recently? How long has it been?
2, must go through a training period is divided into four kinds:
I just started thinking about buying a house.
② During the training period, the customer has the intention to buy a house.
(3) Mature customers are mature and want to buy a house, which is a bit urgent.
4 eager to buy a house, eager to live, especially eager.
3. Novices constantly receive customers and analyze customers (characteristics of failed brokers, numbness, mechanical house inspection). The more numb you are (you can't drive), the more you have to analyze yourself and master your psychological preferences and needs.
Eleven, the analysis of housing, the key operation.
1. Analyze the house itself: supporting facilities, environment and transportation.
2. Internal conditions, pattern, lighting, ventilation and appearance of the house.
3. Analyze the transaction process of house ownership A, house B, mortgage C.
4. Whether the communication of the owner is sincere, whether the owner is eager to sell the house, whether the owner's quotation is reasonable, and the urgency of the owner (housing analysis)
Twelve, how to look at the house on the spot and master the basic skills of looking at the house.
1. Make an appointment at an appropriate time and place: if there is any change in the viewing time, inform the customer or the owner in time.
Fang.
2. There should not be too many people in places (such as cinemas and stations) where customers are invited. Owners and customers should be separated and should not be invited together.
3. When looking at the house (knocking at the door), open the door gently, let the customers go in first, and close the door at the back.
4. Introduce customers and owners to each other.
5, open the curtains, if it is night, you should turn on the light first.
6. point out the characteristics of each house, so that customers feel that they already have a house.
7. Emphasize the advantages of real estate (such as location, long-term planning, landscape, developer strength, neighbors and property management).
8. Introduce the real house, not too many words, but be good at observing and asking questions (for example, what do you think of the height and landscape of the living room? In order to understand the customer's thoughts)
9. After seeing the house, let the customer be familiar with the supporting facilities of the community, and follow up the feedback from the customer and the owner in time after seeing the house, so that the owner can better understand the shortcomings and advantages of the house and know the customer's situation and ideas in time (whether there is a chance to clinch a deal).
Thirteen, how to eliminate customer doubts CDDC rule
Step 1: Clarify the doubt.
Step 2: D Admit doubts (from the customer's point of view)
Step 3: D Eliminate doubts (but)
Step 4: c confirm your doubts (do you think there are still doubts now? )
XIV. Promotion Law Men's Law
Does the other party have money and the ability to buy or raise funds?
Has the customer made a purchase decision? If not, you are still wasting your breath.
Do customers have a desire to buy? If the other party doesn't need this product, no matter how rich and powerful you are, it's useless to explain it. How can I know each other's purchasing power? We can only rely on analysis, accumulate experience and cultivate our own observation. Remember the salesman's rules. If you ignore its existence, you waste your labor (energy). In our work, energy and time are money. (For example, only money is real, and no money means no money. First, how can a person with a deposit of only 1000 yuan and no place to borrow money successfully sell his property to him?
Fifteen, quotation and bargaining skills:
To design a complete trading model, brokers must first determine a reasonable price. Remember not to disclose the reserve price, and leave some space for hesitant customers (facilitation method).