The key links of sales staff in the training materials for real estate consultants are around "one center", "two abilities", "three hearts", "four familiarities" and "five necessities". -two abilities, namely adaptability and coordination; -three hearts are enthusiasm for work, patience with customers and confidence in success; □ Article 4 Familiarity refers to familiarity with the national political and economic situation, real estate policies and regulations, real estate market and company property; You must learn market research, analyze accounts, try to figure out customers' psychology, follow customers and make friends with them. Customer-oriented, one center, adaptability and coordination, two abilities, enthusiasm, patience and confidence, three hearts, economic situation, laws and regulations, market conditions, four familiar investigations, accounting, calculation, tracking and mastering five societies. First, the company image represents a correct understanding of sales: (1) What is sold is a kind of benefit, that is, customers can get benefits from it; (2) Sales is a function, that is, the customer can meet his requirements in some aspects after receiving the service; (3) Sales is an emotion, and people have feelings. At the same time, sales need a kind of psychological care and emotional care for customers, not just sales itself. Only by fully understanding and mastering the correct direction of marketing work can we do marketing work better. 3. The guide/professional consultant of the client's house purchase involves a lot of professional knowledge, such as the judgment of lots, the comparison of similar properties, the evaluation of apartment types, the appraisal of building structure, the judgment of lot value, the detection of residential quality, the calculation of value, the calculation of area, the calculation of mortgage payment, the signing of contracts, the handling of property rights, etc. Each link contains many professional and meticulous aspects. It is not easy for an inexperienced consumer to change from a layman to a semi-ignorant buyer. Therefore, sales staff should fully understand and use professional knowledge to provide customers with consulting convenience and services, so as to guide customers to buy houses. 4. Expert salespeople who recommend real estate to customers must have absolute confidence in three things: believe in the company they represent, believe in the products they sell, and believe in their sales ability. Only in this way can we give full play to the sales skills of salespeople. This is because: first of all, trust your own company. In the promotion activities, salespeople not only represent the company, but also their working attitude, service quality and promotion effect directly affect the company's economic benefits, social reputation and development prospects. Secondly, they believe that they can complete the promotion task. This ability is the source of confidence and determination to promote success, and it can generate motivation and enthusiasm. Third, I believe that the products I sell can meet the needs of customers. Believe that the goods you sell are real goods, so that you can successfully sell them, so that you can identify yourself as an expert in recommending real estate. 5. As the intermediary between the company and the customers, the media salespeople whose customers feed back information to the company should not only convey the company information, but also bear the responsibility of reflecting the customers' opinions to the company, so that the company can make corresponding corrections and treatments in time according to the customers' opinions and establish a good corporate image of the company. 6. Collectors of market information Sales personnel should have strong responsiveness, adaptability and rich business knowledge, and have a keen sense of the real estate market, which requires sales personnel to collect, summarize, analyze and summarize a large amount of real estate market information, such as judging the development situation and trend of the macro real estate market, grasping the overall development level of the regional market, understanding the advantages and disadvantages of surrounding real estate and competitors and market activities, and grasping the purchasing mentality of consumers, so as to provide accurate decisions for the company. First, the quality of real estate sales staff 1, good mentality 2, strong sense of responsibility 3, tenacious willpower 4, a belief in success 5, correct professional values 2, the ability that real estate sales staff should have? 1, learning ability 2, driving ability 3, expression ability 4, professional skills 5, public relations ability 6, communication ability 3, real estate sales staff knowledge? 1. Know the company. Understand the product. Understand market knowledge. Understand the psychology of customers. What are the success factors of salespeople? 1, work with a sense of mission, deeply understand the significance of work 2, indomitable willpower 3, firm belief in success 4, more comprehensive planning, research and analysis 5, be prepared. 6. Strong initiative. Establish good interpersonal relationships and use a unified mechanism. 8. Help the company establish a win-win goal with customers. 5. Psychological quality of property consultants: 1. Build confidence and remember materials. 2. Have a correct attitude. 3. Correct hospitality attitude. Think from the perspective of seeking truth from facts. Six, the key points of successful home ownership consultant. 1, love sales 2, work tirelessly and work overtime. 3. Have a strong desire for success. 4, optimistic attitude 5, rich knowledge.