Real estate sales are the same as other sales, except that products become houses. House belongs to real estate, which is a commodity and has its own characteristics. The first step is to have a good attitude, especially in the half-dead state of the real estate market. Don't be afraid of failure. The current market is a great challenge for any real estate agent. If you choose, you must stick to it!
To sell real estate, you must first have a house in your heart, and be familiar with the houses in your holding area, including floor, orientation, apartment type, number of households in one staircase, building age, developers, property management companies, property fees, parking fees, parking spaces, room types, electricity, water and gas charges here, surrounding traffic conditions, whether there is a big shopping center around, how far it is, and the surrounding area. This is the basic condition, know the products you sell, so run well and remember!
Fully understand customer needs. Talk to customers more, and of course have some chatting skills. This is what you should learn from old brokers.
Knowing the needs of the house and customers, the next step is to match the house. It's like matching a key with a lock to find the house that best meets the needs of customers. After matching, you can show the customer the house! However, it is necessary for you to look at the house in advance before showing it to the customers. ① You can observe the surrounding environment and decide where to meet customers recently. Don't let the customer go the wrong way, give way more, in case the customer can't find the place you said. You must not show the customer the house, and you can't find the house after a circle in the community! (This is the most taboo for customers) 2 After seeing the house, understand the advantages and disadvantages of the house. The advantage is that you can bargain with the customer, and the disadvantage is left to bargain with the owner. After you know the shortcomings, you will be prepared in advance for the questions raised by customers. (3) After understanding the house, we can take some measures to cover up this shortcoming when customers look at the house. This requires you to have a good relationship with the owner before he will cooperate with you.
After the client has seen the house, you should talk to him to find out what he thinks of the house. If you are not satisfied, be sure to ask the customer's resistance points, that is, why you are not satisfied, so that you can have a clearer goal in finding a house for him next. If he is satisfied (observing the customer's expression, he will not tell you that he is satisfied, which requires observing experience), then force him to make a decision quickly (forcing the customer to make a decision), which requires a series of ways and means, various words and conditions. This is the room where you play.
Finally, bargain and sign a contract. Signing the contract was a flash, but the previous preparations were quite complicated.
Send you a word: housing is the core, customers are the guide, display is the result, and signing a contract is the purpose.
You work in sales. It's not like the client wants a house, so you can find it for him. It's that you have a house product and you have to push it out (housing is the core).
Finally, keep an empty cup mentality and learn more! Empty cup mentality!