Knowledge points that real estate sales personnel should know.
A. State-owned and collective land
At present, there are only two kinds of land owners in China: one is state-owned and the other is collective-owned. The owner of state-owned land is the only one, while collectively owned land belongs to many different collectives. Land owned by the state is: urban land, rural land and suburban land owned by the state according to law. Collectively owned land is: rural and suburban land, homestead, private plots and private hills. For collectively owned land, the state can expropriate it according to law.
B. Two types of land ownership and commercial housing sales
Of the two kinds of land ownership, only the land owned by the state can be used for the development and operation of commercial housing according to law. Collectively owned land cannot be used for the development and operation of commercial housing. Of course, collectively owned land can still be used for commercial housing development after it has been requisitioned by the state according to law. Conditionally, the land owned by the state is used for the development and operation of commercial housing, that is, the developer must pay the leasing fee for the land use right to the state in order to obtain the land use right from the state within a certain period of time. At present, units engaged in residential development in China can obtain land use rights from the state in two ways: one is administrative allocation, the other is paid use; Transfer. The main difference between the two ways lies in whether the land use right is paid or unpaid. The land used by real estate developers for commercial housing development must be paid, that is, it must be the land that has paid the land use right transfer fee to the state. Otherwise, the construction unit can't get the ownership of the houses built on the land, and the buyers can't get the ownership even if they pay the house price.
Shouldn't buy a house
Houses built on collectively owned land. Some areas such as Beijing prohibit the use of collectively owned land for the development and operation of land and commercial housing. Only by obtaining the right to use state-owned land can real estate developers develop and operate land and commercial housing according to regulations. If the developer has not obtained a valid state-owned land use certificate, the buyer should not consider buying the house he sells.
Houses built and sold by non-real estate developers. Only real estate developers with real estate development qualifications and business licenses can develop, build and sell commercial housing.
Houses with only the right to use. In some areas, illegal reselling of the right to use public houses will be severely punished, knowing that the houses built by them cannot be bought or sold, and that they cannot go through legal real estate buying and selling procedures. So this kind of house with only the right to use should not be bought. Chief engineer with the title of senior engineer. Chief accountant with the title of senior accountant. Chief economist with the title of economist or above. Engineering technology. The person in charge of economy, statistics, finance and other businesses has the corresponding professional and technical titles at or above the intermediate level.
The skills of real estate sales staff to introduce products;
First, introduce it by telling stories.
Everyone likes to listen to stories, so if you tell stories to introduce your products, you can get good results. Once, when I was investigating in a shopping mall, I came to the counter of Haier refrigerator. I pretended to be a customer and said to Haier's sales staff. Is your quality guaranteed? The salesman didn't say that much, but told me the story of Haier President Zhang Ruimin smashing the refrigerator when he took office. A story made me immediately pay tribute to the quality of Haier's refrigerator.
Any commodity has its own interesting topics: its invention, production process, the benefits that products bring to customers and so on. Salespeople can choose lively and interesting parts and string them into exciting and moving stories as an effective sales method. So Paul, the sales guru? Meyer said: In this way, you can cater to customers, attract customers' attention, make customers have confidence and interest, and then achieve the purpose of sales without difficulty. ?
Second, we should impress customers with vivid descriptions.
When I am doing training, I always say this sentence to the students: Speaking must touch the heart of the customer, not the head of the customer. ? Why do you say that? Because the customer's wallet is closest to his heart and touches his heart, it touches his wallet!
The most effective way to impress customers is to describe them vividly. For example, once I went shopping with my wife, the lady who bought clothes said a word to her wife, asking her to take out her wallet without hesitation, but I couldn't pull it. What did the salesman say to my wife that was so magical? Very simple, the sentence is:? Can wearing this dress make you beautiful? . ? Complete your beauty? My wife is tempted at a word. This female shopkeeper is really good at talking and doing business. In the customer's mind, it is not that the customer is managing her business, but that she is perfecting the beauty of the customer. Although this is also a compliment, it sounds completely different.
Third, use humorous language to explain.
Everyone likes to deal with humorous people instead of staying with a dead person, so a humorous salesperson is more easily recognized by everyone. There are always two insurance salesmen in my neighborhood. They belong to two different companies. Once, when I was consulting. I am skeptical about the efficiency of insurance companies. At this time, the salesman of Company A said that nine times out of ten, his insurance company delivered the check to the policyholder on the day of the accident. And the salesman of company B said to me:? That's nothing! One of my clients accidentally fell downstairs, and I handed him the check for payment before he landed. ? Finally, which insurance company should I choose?
Humor can be said to be the golden key to successful sales. It has strong appeal and attraction, which can quickly open the door to customers' hearts, make customers have a good impression on you and goods or services after smiling, thus inducing the purchase motivation and facilitating the rapid conclusion of the transaction. So the attraction of a person with language charm to customers is simply unimaginable.