Help me, I'm a newcomer to real estate sales. Who can help me say what to say in actual combat drills?

This is a lot. I will focus on telling you 1. The tone is natural, clear, soft and friendly. Neither too high nor too low. Don't sell real estate for quick success, but give customers the image of "property consultant". 2. Take the initiative to greet guests, superiors and colleagues. When the customer approaches, he/she should immediately signal that he/she has noticed his/her arrival, and he/she should not make any noise before the customer speaks first; 3. Use more polite expressions, such as: good morning, please, thank you, sorry, goodbye, welcome, etc. If you know the guest's surname and position, try to address his position, such as Mr. Wang, money manager, etc. 5. Address an unknown surname as "Mr." or "Ms."; Don't say "he" when addressing a third party, but call it "that gentleman" or "that lady"; 6. Don't say "hello" or "I don't know" at any time, but change "I don't know" to "I'll ask first"; 7. Speak a language that guests can understand; 8. Knock before entering the guest room or office. 9. When talking to people, look into each other's eyes, listen attentively and respond appropriately. You shouldn't look around or be absent-minded Don't look at your watch from time to time and interrupt each other at will. -4. Please dial 1 when answering the phone. When you answer the phone, you must kindly say, "Hello, XX Square (Garden), what can I do for you?" 2. All incoming calls must be answered after three rings; 3. When answering questions, try to invite customers to visit the on-site sales department or trade fair and be introduced to him by professional sales staff; 4. When talking with customers, try to ask a few basic questions, namely the customer's name, telephone number, address, purchase intention and information source, and make records; When speaking, one end of the microphone should be placed on the ear, and the other end of the microphone should be placed about 5 cm below the lips. You need to talk to others in the middle, and cover the microphone with your other hand. Don't talk to others when answering the customer's phone; 6. Ask someone to answer the phone, don't shout from a distance, but go to the called side and say that when you put the microphone on, the action should be gentle; 7. Don't cough, yawn, sigh or laugh into the microphone; 8. After the other party hangs up, the call is over, and it is not allowed to hang up before the other party; 9. Answering customer calls is generally controlled within 3 minutes. If it takes more than 2 minutes and 30 seconds, you can tell the customer: "This is the hotline. Can you leave your name and contact information, and we'll call you back? "This will not affect the normal work of the hotline, but also leave an effective customer file. 10, please fill in the caller registration carefully after answering the phone. -5. Civilized terms 1. Welcome: Hello, please come in. This is my business card. Please advise, welcome, please sit down. 2. Friendly inquiry: Thank you. What's your name? what can I do for you? Is this your first visit? Do you want to look around or buy a house? We just launched a new apartment. You might as well have a look. If you don't waste time, I'll introduce you to one. Do you live or invest? If you live by yourself, you might as well look at this house. Ok, no problem. I'd like to hear your opinion. 3. Introduction to hospitality: Please sit here, have a cup of tea and look at our materials. If you don't understand, please tell me. That's our model exhibition area, here is our negotiation room, and there is the signing area. 4. Ask for an apology: Sorry, this apartment has just been sold. Sorry, I didn't catch what you said. A moment, please. Please give me more advice and make a poor introduction. Please forgive me. 5. Praise and compliment: For a successful person like you, choosing our property is the most suitable. Mr. (Ms.) has a good eye. You are not engaged in real estate, you are the most familiar customer of real estate, which makes me feel ashamed. You are really witty. Your first impression is crisp and neat. Mr. (Ms.) is really knowledgeable, and you are not talkative. 6. Farewell class: Please walk slowly. Welcome to come again next time. Thank you for your patronage. Please feel free to call me if you don't understand anything. It doesn't matter if you don't buy a house. Nice to meet you. Bye. What's your last name? 7. Friendly and warm words: Hello, sir! Could you please tell me your surname? What kind of room do you buy? Friendly and warm words: What kind of house do you want to buy? We have a room, a living room, three rooms and two living rooms here ... What else do you want to know? Friendly and warm language: what else don't you understand? Please feel free to ask. -Six. Etiquette code 1. Keep the scene quiet. 2. Speak and walk lightly when receiving customers. 3. Before welcoming the guests and after seeing them off, politely pour tea for the guests, with 70-80% tea in the cup. Don't push the door in until you get permission. 6. Delivery: information: the text is sent to the guest's hand: hand it in, the name points to the customer's pen: the nib points to yourself. 7. When both sides are talking, listen carefully, don't look around, don't look at your watch, don't yawn, and don't cross your legs. 8. Don't ask questions that the other party doesn't want to answer, and don't ask customers questions such as salary, age and marital status. 9. If you don't hear the customer clearly, you can ask 10 again. Customers should be arranged on the right. When seated, sit on the customer's left hand 1 1. When guiding customers, take a step before the customer's left 12. When walking, the folder mouth is facing up, and the text is facing one side of the body. Holding a folder in the left hand-on-site customer reception instructions 1. Receive order 1. Sales staff should receive visiting customers in the prescribed order and must not compete with each other or choose customers. 2. The reception sequence is: from left to right, subject to the orientation of the salesperson. The first visiting customer on that day will be received by the first salesperson on the left, the second visiting customer will be received by the second salesperson on the left, and so on. If the salesperson on duty leaves the sales office temporarily, the next salesperson will be responsible for the reception. 3, the bar is generally not more than 2 people, according to the reception order; One person receives, and other sales staff should cooperate enthusiastically. Help pour water or contact customers to create a good sales atmosphere. -2. The customer division is 1. When new customers visit, they belong to the sales staff on duty. When customers come in, they need to ask if they have been here. Old customers visit, belonging to the original receptionist. If the original receptionist is on a business trip, the sales clerk on duty should get in touch with the original receptionist; If the original receptionist can't be contacted for business trip or visiting relatives, it will be handled according to the sales order of the day, and whoever receives it will take the turn. If a family visits the house at different times, the transaction shall prevail. 3. When an old customer introduces a new customer to visit, the new customer belongs to the original recipient of the introducer. 4. If an old customer asks to change the receptionist halfway, the sales clerk on duty should explain the company's system to the customer, and can't sneak into the warehouse, except in special circumstances. If there is a contradiction between the original receptionist and the customer, this situation should be reported to the sales supervisor, who will solve it. -three. Commission distribution: 1. After the transaction, the commission of the visiting customer belongs to the original payee. 2. Unless the original receptionist agrees, the agent receptionist can't get the commission. If the original receptionist is on a business trip or visiting relatives, the client's transaction commission is divided into 46%, that is, 40% is given to the replacement receptionist and 60% to the original receptionist. Fourth, the reception standard 1, after the customer comes in, he should take the initiative to say hello to the customer, indicating that he has noticed him, and can't wait for the customer to speak first. 2. Sales staff should prepare sales tools such as folders, finish them at once when receiving customers, and don't forget to look around when not receiving customers. 3. Sales personnel must be familiar with the real estate situation, unify the reception caliber, prepare the introduction order and key points in advance, and convey the real estate information systematically and comprehensively. 4. After the reception, try to let customers register, and the registration information should be as detailed as possible. 5. Registered customers must pay a return visit and record the return visit, views on our property, satisfaction and dissatisfaction, purchase resistance, etc.