First of all, 1 should be familiar with the real estate situation. The advantages and disadvantages of real estate should be clear. Focus on the advantages of real estate when selling to customers. Of course, we should also talk about the shortcomings, but we can mention them artistically. 3. What is the target customer group of this property? 4. In the sales process, you should know the preferences of customer groups, what is your goal, and how to make some relevant plans around the goal. Clear industrial values, I believe you will be an excellent salesperson. The basic qualities and conditions of an effective salesperson are 1. The external image is credible. I have done sales diagnosis for many large enterprises, and analyzed the relationship between the quality and performance of salespeople. I found that more than 80% of men are somewhat dull in appearance and behavior, while most women are plain-looking. Those who look smart and capable always rank last in sales performance. Many people can't figure out various reasons. In fact, this phenomenon conforms to the basic principle of talent science. Psychologically speaking, this is actually a subconscious IQ contest between salespeople and customers. Honesty and simplicity is a credible external image, which can psychologically relieve customers' guard and quickly become their friends; Smart and handsome, like a businessman at first glance, will arouse customers' high vigilance, so people with weak credibility will never be good real estate salesmen. Beauty can always get more rights, help and freedom than ordinary people in society, and often gives people an invincible impression in tackling difficulties. In fact, this is limited to certain fields. In the sales of industrial products, especially real estate, sales performance shattered this fantasy. In foreign countries, middle-aged women account for almost half of real estate sales. Beauty is pleasing to the eye, but in the sales of industrial products, especially real estate, it gives people an impression of being ignorant and untrustworthy. Especially when investing in real estate, you will often invest your life savings, and sometimes some debts will be borne by future generations. I'm afraid not many people give up their lives for pleasure. 2. Certain professional background and market knowledge. 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 a product, and salespeople deal with all kinds of people and things that are constantly changing. 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 just liked and accepted by most people, that is, the so-called good popularity, good popularity, which is particularly 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 personal inner quality, which 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. Psychological research on high achievement motivation proves that two people with roughly the same IQ are more likely to succeed in activities than those with low 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. Religious enthusiasm for work An effective real estate salesperson has an unusual enthusiasm for work, just like an actor entering the role, treating 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. Experts at home and abroad have analyzed the basic qualities of effective salespeople from three aspects: natural physiological quality, psychological quality and social and cultural quality. H. Geropp analyzed more than 35,000 salespeople from different companies, and reported that respondents supplemented 2009-06-04 2 1: 14. The results show that most successful salespeople usually show the following characteristics: courage, vitality, credibility, self-determination, self-control, conceit, self-confidence, optimism, extroversion, willingness to persuade and ability to face. P kotler believes that honesty, reliability, knowledge and helping others are the qualities that an excellent sales representative must possess. C Garfield believes that super salespeople have the following characteristics: they can take risks, have a strong sense of mission, have a hobby of solving problems, take customers seriously and do every interview carefully. D Meyer and H Greenberg proposed that an effective salesperson should have at least two basic qualities: ① Empathy, that is, we usually say that we are good at seeing problems from the customer's point of view, that is, caring about what customers need. ② Self-driven and strong personal desire to realize sales. That is to say, we can adjust and guide their introductions at any time according to customers' interests and hobbies to meet customers' expectations. 1. The external image is credible. The author has diagnosed the sales of many large enterprises and analyzed the relationship between the quality and performance of salespeople. It is found that more than 80% of men are somewhat dull in appearance and behavior, while most women are plain-looking. Those who look smart and capable always come last in sales performance. Many people can't figure out various reasons. In fact, this phenomenon conforms to the basic principle of talent science. Psychologically speaking, this is actually a subconscious IQ contest between salespeople and customers. Honesty and simplicity is a credible external image, which can psychologically relieve customers' guard and quickly become their friends; Smart and handsome, like a businessman at first glance, will arouse customers' high vigilance, so people with weak credibility will never be good real estate salesmen. Beauty can always get more rights, help and freedom than ordinary people in society, and often gives people an invincible impression in tackling difficulties. In fact, this is limited to certain fields. In the sales of industrial products, especially real estate, sales performance shattered this fantasy. In foreign countries, middle-aged women account for almost half of real estate sales. Beauty is pleasing to the eye, but in the sales of industrial products, especially real estate, it gives people the feeling that they don't know anything and are not credible. Especially when investing in real estate, you will often invest your life savings, and sometimes some debts will be borne by future generations. For those who give up their lives for pleasure, I'm afraid there are not many supplementary reports from respondents. 2. Certain professional background and market knowledge. 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, but a … structure with … characteristics, which can reduce … and improve …" Others painted the interior wall as …, but we used …, which is an environmental protection product. Socket is a product. Good popularity Some people's faces are just liked and accepted by most people, that is, the so-called good popularity, good popularity, which is particularly 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 personal inner quality, which 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.