The particularity of real estate products requires salespeople to have profound product knowledge and professional knowledge. Especially in the case that there are competitive properties around the sold properties, and there is little difference in the properties, the sales staff who know why and why are the decisive weight to beat the competitors. Commercial housing is often a bulk product purchased by customers all their lives. After repeated comparisons, indecision is a common phenomenon. When customers are still undecided about the perceived use value of real estate after repeated comparisons, if salespeople can explain the perceived use value of real estate that customers can't perceive, they can tell customers: "Our real estate is not a structure of ………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………… "Socket is the product of ...
Salespeople deal with the whole society, which is constantly changing all kinds of people and things. In the era of knowledge economy, knowledge changes fate, so they must have all kinds of knowledge and experience. Therefore, to master the basic principles of marketing, understand the real estate policies and regulations promulgated by the state and local governments, and have basic common sense such as general sociology, psychology, behavioral knowledge and consumer psychology. Attaching to one's own professional knowledge is the basis of sales staff's self-confidence and the guarantee of sales skills.
3. Good popularity
Some people's faces are liked and accepted by most people, which is called good popularity. This is especially obvious in the entertainment circle, and it is also a phenomenon that social psychologists can't explain clearly at present. We can only say that this is the external comprehensive performance of the individual's internal quality and is recognized by most people. It was Southwest Airlines that first applied this phenomenon to personnel recruitment. Southwest Airlines, founded in 197 1, is the most remarkable symbol of its success. Except for the previous two years, it is the only airline that has been profitable for nearly 30 years. When it recruited flight attendants, it let the regular passengers and ordinary passengers be judges respectively, but the results were strikingly similar. Ensuring passengers' satisfaction with flight attendants means putting user satisfaction in the first place. We can also apply this principle to the recruitment and assessment of real estate sales staff, that is, ask residents to be judges. Residents can be residents of this real estate, or residents of neighboring real estate or even other brands.
Salespeople with good popularity and popularity are often people with a sense of humor, and people with a sense of humor are more approachable.
4. High achievement motivation
Psychological research has proved that two people with roughly the same IQ are more likely to succeed in activities with higher achievement motivation than those with lower achievement motivation. In other words, people who are contented, contented, self-respecting and self-loving are not suitable for real estate sales. An effective real estate salesman is eager to communicate with people, is good at dealing with people, has the character of "fighting with people is endless", and has a strong desire for success and high salary, so he is willing to undertake controversial work, be able to bear constant rejection and failure, and act persistently towards a specific goal; People with high achievement motivation have strong enterprise and perseverance, and have the tolerance and endurance to face customers again at any time; He seizes every opportunity carefully, always thinking about the final result.
5. Have a religious passion for work
An effective real estate salesman has unusual enthusiasm for his work, just as an actor enters a role and treats the real estate he sells like his first lover, with religious enthusiasm and persistence; Just like treating your own children, add all the advantages to your children, lest others feel the same way. He not only has a deep understanding of the real estate sold, but also thinks that the real estate sold is the best, which can meet the basic requirements of potential customers and bring great value.
6. Real estate sales experience.
Experienced people can not only work immediately, but also bring past experience into the company; However, the sales staff with sales experience recruited from the market often have poor loyalty, and even damage the image of the real estate sold and steal customers, which can be eliminated through the company's incentive mechanism and restraint mechanism. In view of this, many real estate developers or sales companies will recruit hostesses or college graduates as sales staff. In fact, although most college graduates have high IQ, they often have strong self-esteem and poor psychological quality, and lack the basic theories and actual combat of psychology, marketing and real estate, so they are simply not qualified for the difficult work of real estate sales. If developers pay more attention to the loyalty of salespeople, they should either recruit potential people or train their own salespeople within the enterprise.
7. Creative thinking mode
Sales itself is a highly creative activity, especially real estate sales. Different properties have different "personalities" and different demand objects, and the surrounding environment is more difficult to achieve "homogeneity". Therefore, there is no "one size fits all" sales method. Only by closely combining marketing theory with real estate can we create targeted sales skills.
Effective or efficient salespeople are good at using new methods and new ideas, never sticking to the rules and never letting go of any opportunity that may produce sales results. Their thinking is creative, and the method of solving problems in the sales process is unconventional and effective. Unconventional, unique, unconventional, accepted by home buyers. In order to achieve the result of "sales", their sales methods emerge one after another.
8. Not a fickle "smart person".
An effective or efficient salesperson is an "optimist" who is good at dealing with people. Salespeople are often hurt in the atmosphere of rejection, neglect, sarcasm, humiliation and failure. Every setback can lead to depression. Those who can tolerate this result must be "stubborn" people who are cheerful and persistent, insist on getting the result and earn profits by mass sales, rather than "smart people" who often change companies and fantasize about unrealistic gains. More than 80% of people who often change sales staff or feel that they are not talented when applying for a job feel that their ability is too poor, so they can't work long in any unit; Most of the rest are people who intend to gain work experience for themselves, undercover employees of competitors, people who have no idea what they want to do, people who test their abilities and so on. Effective or efficient salespeople with good performance will not easily lose their good personal reputation, familiar working environment and previous customer relationship, and the new work unit may not be better, because everything has to start from scratch. It's better to get rid of existing customers when you have time to chop and change.
9. Not a resigned person.
The so-called being hit by life means that people with different psychology and personality muddle along and accept it with resignation.
Obey the tolerance and patience that are different from those necessary for salespeople, and the result of tolerance and patience is to achieve the established goals; Those who are resigned to their fate are because of their strong compromise.
For example, people who are afraid of their wives or husbands look up to each other's existence in life and ignore their own interests and rights, so they can't get along equally. Such people will also have a strong compromise in sales negotiations and are not good at fighting for their own interests. In communication with customers, it is easy to fall into all kinds of traps set by customers in order to reduce prices, believe in all kinds of complaints made by customers for bargaining, and even report such complaints to the manager for the benefit of customers.
10. Is a good listener.
Sharp insight is manifested in the fact that sales staff are particularly good at listening, listening well, not listening but not listening, not watching coldly. It is a high degree of cooperation between body language, spoken language and what customers say. In other words, no matter how boring the content of the customer's speech is, the salesperson should show a positive attitude and sincere enthusiasm to join the topic, love what the customer loves, hate what the customer hates, and mobilize the enthusiasm of the customer with an appreciative expression, appreciative tone, positive attitude and in-place questions. For example, as long as the customer tells jokes, the responsibility of the salesperson is to laugh with a clear voice (no smirking, no smiling), so as to communicate with the customer. Only through the opportunity of in-depth conversation can we understand the psychology, hobbies and habits of customers. Only by resonating with customers' feelings can we find a way to reduce customers' impedance value and provide different types of services for different types of customers.
Another meaning of being good at listening is being good at talking, because sales are ultimately achieved by talking to customers, but being good at talking is not aimed at salespeople themselves, but stimulating customers' interest and desire to buy real estate. Adaptability and extensive knowledge are helpful to convince customers, but we should avoid hurting customers' self-esteem.
1 1. An understanding person.
Understanding is based on accurate judgment. With correct judgment, you can quickly find out the real customers you want to serve, such as asking "Do you want the company to discuss it?" "Do you want to ask your wife for advice again?" And so on, to judge whether he is a decision maker, otherwise it will waste a lot of time, probably in vain. An effective salesperson should not only be considerate, but also have strong sensitivity. If he is only good at listening, although he catches the customer, but he is not good at attribution, it will be difficult to accurately grasp the customer's state of mind and inner intention from the subtle changes in his expression, and as a result, he may still fail in the next price negotiation. Being good at listening can't understand the real motivation of customers; Understanding is to consider each other's psychological state, rather than blindly selling enthusiastically. Only by accurately judging the mentality of the other party can we adopt the correct sales strategy and successfully complete the sales task. In short, it is to receive customers with a purpose. Find customers and close deals in the fastest time, and get rid of customers who are not your own in the fastest time.
12. Flexible adaptability
It is the agility of thinking and behavior. Salespeople come into contact with many customers with different gender, age, cultural background, social experience, living habits and needs. To satisfy most customers, salespeople are required to have more flexible reaction ability and make correct responses to different requirements of consumers in time. Especially when customers have objections, they can make judgments quickly and take countermeasures in time. See all directions and listen to all directions. We should not only concentrate on receiving customers, but also allocate our attention reasonably. The so-called body in A, ears in B, eyes in C, but we say hello to D, sales are impermanent, and the opportunity is not long. Only with keen observation and reaction ability can a salesperson make every customer who comes to the sales office feel that he is the most valued.
In a word, the good quality of sales staff is an important condition to realize real estate sales, because before customers feel the superiority of real estate, they first feel the personal charm of sales staff, which is emotional intelligence.