What sales skills should a property consultant have?

There is no fixed model for real estate sales, and it is not necessary to apply sales skills to every customer in order to successfully achieve sales. Only by constantly summing up in practical work, deeply understanding the real estate projects you sell, sincerely facing every customer and winning the trust and support of customers as your friends can you achieve good sales performance. In the past sales work, a successful salesperson summed up the following real and effective sales experience, hoping to inspire and help the actual work of our project sales staff. \x0d\\x0d\ 1。 Sincere praise \x0d\ The first lesson that many salespeople learn when they first enter the business is praise, praise, praise. Most consumers like to listen to nice words, such as praise, praise and encouragement. If someone praises your new clothes, you will be in a good mood all day. Similarly, a family of three is headed by Mr. Li, who is nearly 60 years old. His son is engaged in the IT industry in Shanghai, and his income is very high. His son contributed money to improve his parents' living conditions. Mr Li is an old stockholder. He didn't invest much money, but he also made some money because of his unique vision. As a result, after the salesman introduced the house, he chatted with Mr. Li about the stock market. Mr. Li is just an ordinary retired worker whose hobby is stock trading. Seeing that the salesman showed interest, he enthusiastically recommended two stocks to the salesman. The salesman praised Mr. Li for his timing, vision and decisiveness. Mr. Li's family was very happy and paid a deposit on their first visit. There are many such examples. In short, sincere praise to customers can win their first trust. \x0d\\x0d\ II。 Persistence is victory \x0d\ Many customers who do the most sales give up the customers they have received, thinking that it is impossible to close the deal and that they are chasing "death". That salesman once made such a mistake, making dozens of phone calls to track customers every day, but none of them made a deal. Finally, he got angry and threw away the customer register, but some customers in the book took the initiative to buy it after half a year or a year. Salespeople reflect on themselves, how can they subjectively judge that a customer is invalid? I remember a month, more than half a month passed, and the salesman didn't make a deal. At that time, he was really disheartened, and the salesman worked hard by himself, which was puzzling. As a result, in the last ten days, the salesman sold five sets in one breath. Some of these five sets are customers from last month, and some are old customers before. Then the salesman realized that the transaction is actually a process of customer accumulation. Only when the usual visiting customers are well received, the customers will naturally make a deal after comparing themselves. Therefore, it is a simple matter to persist in doing well every day. \x0d\\x0d\ III。 Don't judge a book by its cover \x0d\ One day, colleagues were waiting in line for customers to arrive. At this time, a customer came in, wearing a famous brand, holding a big running button and a VERTU mobile phone. A colleague ran up to introduce customers and pour tea. But when a male client came to see the house for the first time, he wore a shabby suit, his clothes were dirty, covered with oil and buttons, and his hair was badly worn. He drove an old Changan van, and as soon as he entered the clean and bright sales hall, he was in sharp contrast with the rich man. He came to the sales front desk a little timidly to ask about the housing situation, but the sales staff on duty ignored him. At this time, the salesman thinks he is a guest, whether he buys it or not. The salesman received him seriously and gave him a detailed introduction. From the conversation, the salesman learned that the customer's hometown is in the suburbs, and his family has been doing waste recycling business in the urban area, and the waste recycling business is profitable. After making money, all the brothers and sisters of a large family want to live in a community with environment, and it is best to live in the same community and take care of each other. At the same time, customers still agree with the house recommended by the salesman and are satisfied with the warm reception of the salesman. He quickly chose three houses. This result is unexpected for colleagues who choose customers. As the saying goes, people can't judge by appearances, and the sea can't be measured. \x0d\\x0d\ IV。 Really grasp the needs of customers \x0d\ Salespeople are full of passion when they first start their sales career. Memorize the knowledge of the project, the width and depth of the apartment, and I must receive each group of customers very enthusiastically. Explain the sand table and model in detail, show the customer around the demonstration environment and model room, and he will be greeted like a tour guide. The salesman thought that he would have a good sales performance if he worked hard, but in fact he didn't sell many houses. The salesman is puzzled. What happened to his job? The internal and external quality of the building is very good. Later, in his constant reflection, he realized that he, like many new salespeople, had not yet become a real property consultant. I don't even know the basic family situation, professional background, real needs and purchase motives of customers. I just think that customers will take the initiative to buy the real estate after the introduction. He constantly sums up experience in his work. Since then, his sales work has become more and more smooth, and old customers will also bring new customers. Many customers made friends with the salesman. Therefore, only when the salesperson really grasps the customer's needs can it be easy to reach a deal. \x0d\x0d\ V. Good mentality \ x0d \ Real estate sales staff is a high-income profession, and high income means high willpower, high frustration and high mobility. Sales work is a career that does not necessarily succeed with hard work, and it will definitely not succeed without hard work. Behind the successful sales performance of many excellent salespeople, it is often a hundredfold effort and effort. There is a saying in The World's Greatest Salesman: The reward of life is far at the end of the journey, not near the starting point. The salesman said that he didn't know how many steps he had to take to achieve his goal. He might still fail if he took the first step 1000, but success was hidden behind the corner. Unless he turned the corner, he never knew how far it was. Take a step forward. If not, take a step forward. In fact, it is not difficult to make progress every time. But the hard part is whether you can persist. He firmly believes that the end of the desert must be an oasis. Persevere until you succeed.