Sales, say big, say small. It can be a stitch in a thread or a multinational group. But in essence, they are similar. Sales is by no means difficu
Sales, say big, say small. It can be a stitch in a thread or a multinational group. But in essence, they are similar. Sales is by no means difficult and low in the minds of ordinary people, and there is no mystery in the hearts of ordinary people. It is just a life test and lifestyle, and it exists in a free and unstable state. Not only can you make no money, but you can also be rich and prosperous. ? Come and have a look with me. I hope you will be satisfied. Thank you.
The basic process of real estate sales 1. Welcome customers.
First, the basic movements
1. When a customer enters the door, every salesperson who sees it should take the initiative to say "Welcome" to remind other salespeople.
2. The sales staff on duty immediately received warmly.
3. Help customers pack rain gear and put clothes and hats.
4. After the reception, identify the authenticity of the customer and understand the accepted region and media.
Second, matters needing attention
1. Salespeople should be well dressed and friendly.
2. Receive customers or one person, or one master and one deputy, limited to two people, and never more than three people.
3. If you are not a real customer, you should still provide a document for a simple and warm reception.
4. When there are no customers, we should also pay attention to the cleanliness of the venue and personal gfd, so as to leave a good impression on customers at any time.
The basic process of real estate sales II. introduce the product
First, the basic movements
1. Exchange business cards, get to know each other and get to know the personal information of customers.
2. According to the sales route planned by the sales site, with the help of sales props such as light boxes, models and model rooms, the product is introduced naturally and emphatically, and the location, environment, transportation, living facilities, building functions and main building materials are described emphatically.
Second, matters needing attention
1. Emphasize the overall advantages of the property.
2. Infect customers with their enthusiasm and sincerity, and strive to establish a relationship of mutual trust with them.
3. Accurately grasp the real needs of customers through conversation, and quickly formulate your own coping strategies accordingly.
4. When there is more than one customer, pay attention to distinguish the decision makers and grasp the relationship between them.
The basic process of real estate sales. Purchase negotiation
I. Basic movements
1. Pour tea to greet customers and guide them to the sales table.
2. When the customer does not take the initiative, he should immediately take the initiative to choose a household for tentative introduction.
3. According to the company that customers like, make a more detailed explanation on the basis of affirmation.
4. Explain customers' doubts and help them overcome the purchase obstacles one by one.
5. Create an on-site buying atmosphere in time and strengthen their buying desire.
6. On the basis of the customer's 70% approval of the product, try to persuade him to make a down payment.
Two. preventive measure
1. When seated, pay attention to placing the customer in a space with a wide field of vision and easy control.
2. Prepare personal sales materials and sales tools to meet customers' needs at any time.
3. Understand the real needs of customers and the main problems of customers.
4. Pay attention to communication and cooperation with colleagues on site, and let the site manager know which household the customer is looking at.
5. Pay attention to judge the sincerity, purchasing power and transaction probability of customers.
6. The atmosphere should be natural and friendly, and the temperature should be well controlled.
7. The description of the product should not contain exaggerated or fictional elements.
8. Commitments not within the scope of authorization shall be reported to the site manager for approval.
The basic process of real estate sales. Show the scene.
First, the basic movements
1. Combined with the present situation and surrounding characteristics of the construction site, it is introduced while walking.
2. According to the floor plan, let customers really feel the floor plan they choose.
Talk as much as possible, so that customers will always be attracted to you.
Second, matters needing attention
1. The route to show the construction site should be planned in advance, and attention should be paid to cleanliness and safety along the way.
2. Tell customers to wear safety helmets and other personal belongings.
The basic process of real estate sales v. has not been closed yet.
First, the basic movements
1. Prepare a sales poster and other materials for customers to carefully consider or spread on their behalf.
2. Tell customers * * * and * * again, and promise to do voluntary house purchase consultation for them.
3. Reschedule the viewing time for interested customers.
4. Send the guests to the door.
Second, matters needing attention
1. Customers who haven't made a deal or haven't made a deal are still customers, and the sales staff should be kind and consistent.
2. Timely analyze the real reason for not closing or not closing, and put it on record.
3. Report to the site manager the unfinished transaction or the reasons for the unfinished transaction, and take corresponding remedial measures according to the specific situation.
The basic process of real estate sales. Fill in the customer data sheet.
First, the basic movements
1. Whether it is successful or not, fill in the data form immediately after receiving a group of customers.
2. Fill in the main points:
Contact information and personal information of the customer;
Customer's requirements for real estate;
The real reason for the deal or not.
3. According to the possibility of the customer's transaction, it is divided into four grades: A is promising, B is promising, and C is generally hopeless. , so as to focus on follow-up enquiries in the future.
4. One copy will be sent to the site manager for inspection and filing, and the other copy will be kept by yourself, so as to track customers in the future.
Second, matters needing attention
1. The customer data sheet should be filled in carefully, and the more detailed the better.
2. The customer data table is a cornucopia of sales staff and should be properly preserved.
3. The customer grade should be adjusted by stages according to the specific situation.
4. Every day or every week, the site manager should hold regular working meetings to check the sales situation according to the customer data table and take corresponding countermeasures.
The basic process of real estate sales. Customer tracking
First, the basic movements
1. During busy hours, contact customers according to customer level, and report orally to the site manager at any time.
2. For A-and B-level customers, sales staff should be listed as key projects, keep close contact, mobilize all possible conditions and try to convince them.
3. Record the first tracking in detail for future analysis and judgment.
Whether the transaction is finalized or not, please ask the customer to help introduce the customer.
Second, matters needing attention
1. When tracking customers, we should pay attention to the choice of topics, and don't leave customers with the impression that they are hard to sell.
2. Pay attention to the time interval when tracking customers, generally two or three days is appropriate.
3. Pay attention to the changes in tracking methods: calling, sending messages, visiting at home, inviting to participate in promotional activities and so on.
When two people or two people contact the same customer, they should communicate with each other, unify their positions and coordinate their actions.
The basic process of real estate sales. completion
First, the basic movements
1. When the customer decides to buy and pay the deposit, he will tell the site manager by using the sales control response.
Step 2 congratulate customers
3. According to the specific situation, collect a small deposit or a large deposit from the customer. And tell customers the behavior constraints of buyers and sellers.
4. Explain the terms and contents of the order in detail: fill in the table price of house sales in the total price column; Fill in the paid-in amount in the deposit column. If the deposit received is a bill, fill in the bill details; If it is a small deposit, agree with the customer on the date and amount of the large deposit to fill in the form; Agree with the customer on the date and amount of signing the contract and fill it in the order; Indicate the discount amount, payment method or other additional conditions in the blank; Other contents shall be truthfully filled in according to the order format.
5. Collect the deposit and ask the customer, sales agent and site manager to sign for confirmation.
6. Fill in the purchase order and send it to the site manager together with the deposit for collection and filing.
7. Send the first copy of the order to the customer and send it to the customer for signing, and inform the customer to bring the order when filling the order or signing the contract.
8. Determine the date of paying the deposit or signing the contract, and inform the customer in detail of all matters needing attention and all kinds of documents that need to be brought together.
9. Congratulations to the customer again.
10. Send the guests to the door.