Three stages of real estate sales: first, sell yourself; Second, enhance the value of housing; Finally, it is sold on promotional terms.
The first stage: be a man in advance. Customers can't accept you and your products. This stage is the most difficult, because the types of customers are different, the sales staff have different personalities, and the real estate tools are lacking, so it is difficult to classify and summarize how to be a person. It is also the essence of sales. All sales experts in the world must be likable people, at least not disgusting; This training is mainly based on the salesperson's own personality, thinking from the customer's point of view: What kind of salesperson do I like? For an aunt who buys a house, I may like a warm and optimistic young man; For a teacher, she may like a rational, calm and confident professional woman.
The second stage: the value of selling the house. Please note that it is not selling a house. From the content point of view, the value of selling a house (function, advantage, comfort, life or property return) is originally the same as selling a house, but it is from a completely different standpoint. Yuan, a sales guru, once said, "What the customer buys is not your product, but the return your product brings him." . How to understand this sentence? It should be said that sales staff must stand on the customer's position and start from the customer's interests to explore the value of the house in order to establish the customer's desire to buy.
The third stage: the last stage, telling customers the price, preferential terms, payment methods, contracts and other procedures, this stage is the least difficult, and there is only one skill: quotation.
Note: the order of the three stages. Don't sell the house if the customer doesn't accept you, and don't discuss the conditions of real estate sales if the customer doesn't understand and accept the value of the house.