Affinity: one of the crown pin exercises

A person's affinity has some natural ingredients in it. Affinity is a state of mind and mental model of a person's spontaneous heart. Affinity can only grow naturally from the inside out if you are kind at heart, kind at heart, forgiving others, inclusive and peaceful.

As the old saying goes, appearance comes from the heart. It means that a person's appearance is determined by his inner thoughts. From his words and deeds, we can see the essence of a person-a kind person has a kind mind, a kind face and a broad mind. A crooked person has a stiff expression and erratic eyes, but no matter how good his acting is, it can't be completely covered up. Strong affinity, good popularity, easy to get close to and like, and the team can be highly United.

The essence of sales is dealing with people. Affinity is the first "stepping stone" to build customers' goodwill and enhance their trust. Therefore, affinity is the basic condition and the most important prerequisite for real estate consultants. An excellent property consultant must be an "optimist" who is good at dealing with people. However, the affinity of most property consultants still needs training and exercise the day after tomorrow, and more depends on their own cultivation.

The second practice of selling the crown: character strength

As a property consultant, every word and deed represents the image of the project. An excellent property consultant must have good professional quality and moral cultivation. In other words, to cultivate good professional quality and personal character, this is the key to the establishment of personal relationships among property consultants. For property consultants, connections are the pulse of money.

As the old saying goes, "Self-cultivation and self-cultivation rule the country and level the world", a person's accomplishment, connotation and mind are as great as his achievements. A small victory depends on wisdom, and a big victory depends on virtue. The personal character and personal conduct of real estate consultants are the touchstone to test whether the profession of real estate consultants has lasting vitality.

Selling products is not as good as selling yourself. Excellent real estate consultants expect to be champions. To a great extent, they need to master not only technology and skills, but also the way of being human and inner cultivation. People's inner cultivation can be cultivated; However, whether you can "ascend to heaven" ultimately depends on your feelings, efforts and nature.

Endurance: the third practice of selling crowns

Only when the customer accumulation reaches quantitative change will the sales transaction change qualitatively. Real estate consultants who can become champions are often the ones who can stick to the end; Instead of those exquisite "home fritters" that leave as soon as you open the door. A real estate consultant with great wisdom will not easily lose his personal good reputation and painstaking customer relationship.

Any company will have such problems, and any project will have such shortcomings. Instead of starting from scratch, it is better to repair the existing customer relationships one by one.

Another content of endurance is the ability of self-motivation, which is very important for excellent career counselors. Property consultants often spend their time in the failure of rejection and neglect, which is a great test of their self-esteem and patience. Every setback can lead to depression.

Self-motivation requires real estate consultants to calmly face the pressure and build enough confidence in their products and themselves. Mr. Wang Shi, who often climbs mountains, said: "Everyone is a mountain. The hardest mountain to climb in the world is actually yourself. Going up, even a small step, has a new height. Be the best of yourself, I can! " .

The fourth practice of selling crowns: learning ability

The wave of informatization has brought mankind into a learning society; But the learning ability mentioned here is by no means as simple as reading a few books (or when you are in urgent need, you just want to look up information online and make up for it). But to gradually become a knowledgeable person. Only when you become a knowledgeable person, when you face all kinds of customers, can you do what you like and establish a common language style of communication with customers, so that the relationship with customers will gradually become dense, the trust will gradually increase, and customers will follow the wishes of property consultants.

Excellent real estate consultants must strive to become "miscellaneous" people, be interested in current social hot topics, and be able to speak some doorways, such as astronomy, geography, sports events, financial securities, policies and regulations, leisure travel, food and entertainment, etc. , so as to achieve rapid retrieval in the negotiation process, to cope with it freely, and not to fall into an embarrassing situation of short-circuit thinking or nothing to say.

The fifth practice of selling crowns: creativity

Marketing itself is a creative intellectual labor, so is real estate sales. Different properties have different selling points, different customer groups and different customer needs. There is absolutely no "one size fits all" sales skill in the world, which can be done once and for all.

Excellent real estate consultants must find new ways to promote transactions according to the actual situation of customers. They must not be too rigid in the training course. They should make customer promotion plans according to local conditions and different people, and never miss any opportunity that may lead to the transaction.

The sixth practice of selling crowns: cognitive ability

Cognitive ability mainly includes two aspects: one is self-cognitive ability. In real life, not many people can have a clear understanding of themselves. Once a person has a clear and objective understanding of his long board and short board, he can foster strengths and avoid weaknesses and find ways to give full play to his advantages. Then, this person is not far from success.

The second is the ability to understand things. Property consultants make many clients every day and try to make them friends, but the clients are also mixed, and it is difficult to tell the true from the false.

Property consultants must try to analyze their existing customers, which are prospective customers, which are not, and which have ulterior motives. See the truth clearly, don't be fooled by the illusion. At the same time, no matter how smart people are, they are stupid. Don't rush to find out, but be sure to stick to your bottom line.

The seventh practice of selling crowns: insight

There is a saying in A Dream of Red Mansions: Everything is learned clearly, and human feelings are practiced.

Understanding the world is mainly to see the needs of customers; Instead of showing off your knowledge and chattering in front of customers (customers ask you questions, which shows that customers have a strong interest in the products you sell. When you nag at a customer, the customer may think: When will this guy stop nagging? )。 Generally speaking, an excellent property consultant can find out the basic needs of customers in as short as one or two minutes and as long as three or five minutes.

Insight requires that property consultants must be good at listening; However, in class, you must not just listen to Nuo Nuo attentively like a student, just like a chicken pecking at rice. But through body language and oral language to cooperate with customers. And at any time with an admiring expression, admiring tone and positive attitude ... give customers affirmation or recognition at the right time, but it is by no means a creepy compliment and chat up.

Only by grasping the opportunity of further conversation with customers can real estate consultants deeply understand customers' needs, motivations, hobbies and personalities. Only in this way can we find the reasons and methods to build customer trust and customer resistance, and provide personalized service and promotion for customers.

The eighth practice of needle crown: toughness

Property consultants contact many clients. These customers have different gender, age, knowledge, experience and habits. Different customers have completely different needs. To satisfy most customers and leave a good deep impression, we must have flexible coping ability.

Especially when customers have objections, they can make judgments quickly and take countermeasures in time. The so-called method of "keeping an eye on all sides, listening to all directions, planning impermanence and selling impermanence" can only be calm and calm, calmly deal with it and save the day.

The ninth trick of needle crown cultivation: control

Win a war and lose a friend; If you can't grasp a word correctly, you will lose a customer.

Most property consultants are young people, so it is inevitable to blurt it out when they are young. Forgiveness among colleagues; But customers will never forgive.

An excellent and clever salesman must learn to control his emotions, stay calm and avoid disputes with customers. The stupidest thing is to fight for a moment's anger, to show off for one thing, not to let go for face, and to get the upper hand and be secretly pleased.

Personality determines fate, and career counselors who are often out of control will not do much. Control your emotions and stay calm; So as not to make the upcoming orders disappear.

The tenth trick to sell the crown: persuasiveness

On the market, there are two kinds of real estate consultants who can buy a house best. One is that they can talk (not talk); The second is kindness (dishonesty). In the case of unsalable products, persuading customers becomes an absolute advantage.

Persuasion is not based on aggressive and tough tone; Nor do you preach by nagging programs; It is not by so-called "extraordinary" means such as coercion, carrot and stick, and joint deception. But rely on rich knowledge, experience and patience to conquer customers and convince them. Strive to convince customers and be willing; Rather than impulsive willfulness, this is the highest embodiment of the persuasiveness of property consultants.

To sum up, excellent real estate consultants should be born with their own uniqueness. Need to have some specific conditions, with the tenacity of "how to sweep the world without sweeping a house". An excellent property consultant must learn to lead and guide customers, give them confidence and trust, and always serve customers with the owner's "lifelong event" mentality. Choose the most suitable products for the owners with the concept of "settling down and working with peace of mind". Qualified property consultants don't sell, don't sell, don't cheat, and don't buy a house for the sake of selling it. We should have a happy mood to help customers buy their own homes.