First of all, it should be clear that the primary goal of training is to realize the sales performance of enterprises by improving the personal performance of sales personnel, and the performance of employees at work depends on three factors: employees' attitude, knowledge and skills. Through training, sales staff can master the advantages and disadvantages of the project, competitors' situation, relevant national policies and regulations, professional knowledge and sales skills, as well as understand the psychological characteristics, consumption habits, life tastes, investment and home ownership habits of different target customers, cultivate the team spirit of sales staff, understand the corporate culture, exercise oral expression skills, observe market sensitivity, develop resilience, enthusiasm and good service attitude, and learn to analyze things scientifically. Secondly, we should really understand the meaning of sales representative. Sales representatives are not simply "commentators" or "price calculators". She/he generally refers to a comprehensive talent who guides customers to buy and promote real estate sales through on-site service in the sales office and provides customers with professional consulting services for investment and home ownership. They have distinct characteristics of home ownership: sales is the face-to-face communication between corporate image spokespersons and customers. Their work style, professional skills and service awareness fully reflect the company's business philosophy, value orientation and corporate culture, and their every move, words and deeds represent the corporate image in the eyes of customers. Sales is a bridge for information communication and interaction between enterprises and customers. On the one hand, salespeople convey brand information to consumers, on the other hand, they convey consumers' opinions, suggestions and other information to enterprises, so that enterprises can better serve consumers' sales representatives, first of all, customers' friends and consultants, help customers realize their dream of home ownership and make them become long-term supporters of the company. Secondly, the direct feedback of the company's project planning and advertising effect; The third is the best collector and processor of the latest market trends, customers' actual needs and customer information, and the fourth is the participant who provides constructive opinions for enterprise decision-making. Sales is the service ambassador. Only when the sales staff fully understand the characteristics, functions and service packages of the real estate sold, can they provide good suggestions and help to customers in time. Good service can make customers "buy again"

The famous sales rule of "customer-related purchase" and "customer-recommended purchase" is 1: 8: 25: 1, which directly affects 1 customer, indirectly affects 8 customers, and makes 25 customers have purchase intentions, and 1 customer has purchase behavior. On the contrary, you need to pay a higher price to save customers. Training program Pre-job training for personnel department and on-the-job training for sales department Company boss concept training for sales director professional training content Company background and growth process, company image in the market, enterprise concept and enterprise spirit, enterprise development goals, and company rules and regulations. Professional knowledge A. Basic knowledge of real estate: including the basic concept of real estate, the planning of building base cities and communities, garden knowledge, Chinese and foreign architectural history, laws and regulations, financial knowledge, mortgage payment rate, etc. B. Details of the real estate sold: including project scale, market positioning, project supporting facilities, price, detailed explanation of apartment structure, main selling points and promotion methods, surrounding environment and public facilities, traffic conditions, regional urban development planning, etc.; C. Analysis of the real estate market situation and competitive buildings: including the market situation and development direction, and the advantages and disadvantages of competitors' projects; D. Property management and after-sales service: including service contents and charging standards, management norms, public contracts and owners' rights and interests; E. Market survey and mathematical statistics: including survey contents and techniques, data collection, collation and analysis. Sales skills mainly include: reception etiquette, telephone answering skills, negotiation skills, answering questions, asking customers' needs, economic situation, house purchase expectation and other skills, customer psychological analysis, transaction obstacle point analysis, "forced reservation" skills, sales scene atmosphere grasping skills, customer tracking skills and so on. The history of human settlement and the latest concept of human settlement, the influence of the evolution of modern lifestyle on architecture, the basic concept of indoor and outdoor space coordination, interior design knowledge, decoration knowledge, traditional cultural ideas, taste cultivation, humanities, aesthetics, philosophy, home feng shui, etc. Training forms include lectures, limited-time speeches, observation, case analysis, discussion, investigation, visiting and studying development projects in different places, and participating in other trainings organized by the Group. Training organization steps: make training plans, collect training materials, organize sales lectures, conduct actual combat drills, and guide training effect evaluation.