I want to interview a salesperson. What qualities are required? What should you pay attention to during the interview?

What kind of quality of property sales personnel are effective property sales personnel? Based on my many years of experience in case work

, selecting effective sales personnel should start from the following aspects:

1. Have credibility in the image

2. Have certain professional background and market knowledge

3. Popular, well-motivated and highly motivated

4. Have religious enthusiasm for work

5. Have experience in real estate sales

6. Creative way of thinking

7. Not a "smart person" who is always in a hurry

8. Not a happy-go-lucky person

9. An insightful person who is good at listening

10. A considerate person

11. Flexible adaptability

12. People who are willing to endure hardship and are not afraid of hardship

13. People who have the courage to challenge themselves

In short, the good quality of the sales staff is an important condition for realizing real estate sales, because customers feel the Before looking at the superiority of a property

the first thing to feel is the personal charm of the property sales staff

The basic qualities and conditions of effective property sales staff

So possess What kind of quality property sales personnel are effective property sales personnel? According to expert theoretical research and the author's experience, selecting effective property sales personnel should start from the following aspects.

1. The external image is credible

The author once conducted sales diagnosis for many large enterprises, analyzed the relationship between the quality of sales staff and performance, and found that the appearance and behavior of men with top sales performance are those over 80. Some are dull, and most of the women are mediocre in appearance. Those who look smart and capable always rank at the bottom of the list in terms of sales performance. Many people can't figure out the various reasons. In fact, this phenomenon is in line with the basic principles of talent science. From a psychological perspective, this is actually a subconscious IQ contest between sales staff and customers. Honesty and simplicity is a credible external image, which can relieve customers' psychological precautions and quickly become customers' friends; smart, comely people who look like businessmen will arouse customers' high degree of wariness, so People who don't have a strong sense of credibility will never be a good real estate salesperson. Beautiful women always get more rights, help and freedom than ordinary people in society. They often give people the impression of being invincible in research and development. In fact, this is limited to some fields, such as industrial product sales, especially real estate sales. Sales shattered that illusion. Abroad, middle-aged women account for almost half of real estate sales. Beautiful women are pleasing to the eye, but in the sales of industrial products, especially real estate, they give people the impression of knowing nothing and being untrustworthy. Especially when investing in real estate, one often invests one's own life savings, and sometimes it is borne by future generations. Part of the debt, I'm afraid not many people would hand over their wealth and life for the sake of pleasing the eyes.

2. Certain professional background and market knowledge

The particularity of real estate products requires sales staff to have deep product knowledge and professional knowledge. Especially when there are competing properties around the property being sold and the properties are not very differentiated, a salesperson who knows what is happening and why is the decisive factor in defeating the competition. Commercial housing is often a bulk product that customers spend their whole life on. Repeated comparisons and hesitation are common phenomena. When customers are still undecided after repeated comparisons of the perceptible use value of the property, if the salesperson can make it difficult for the customer to detect Explain the use value of the real estate. For example, you can tell the customer: "Our real estate is not a... structure, but a... structure with... characteristics. This structure can reduce... and improve..."; "Inner "Wall coatings are... for others, but we use..., are... environmentally friendly products, have... effects"; "sockets are... products, are... materials, have... features", etc., it is possible to win Customer recognition leads to sales.

What salespeople deal with is the entire society and all kinds of people and things that are constantly changing. In the era of knowledge economy, knowledge changes destiny, so they must have a wide range of knowledge and experience. Therefore, master the basic principles of marketing, understand various real estate policies and regulations issued by the national and local governments, and have basic common sense in general sociology, psychology, behavioral science knowledge, consumer psychology, etc., coupled with your own professional knowledge, It is the basis for sales staff's self-confidence and the guarantee of sales skills.

3. Popularity and popularity

Some people’s faces are liked and accepted by most people, which is called popularity and popularity. This is especially obvious in the entertainment industry, and it is also something that social psychologists cannot explain yet. We can only say that this is a comprehensive external manifestation of a person's inner qualities that is recognized by most people. The first person to actually apply this phenomenon to personnel recruitment was Southwest Airlines. The most outstanding success symbol of Southwest Airlines, founded in 1971, is its high efficiency. Except for the first two years, it is the only airline that has been consistently profitable in the past 30 years. When it recruited flight attendants, it asked frequent flyers and ordinary passengers to be judges respectively, but the results were surprisingly similar. Ensuring that passengers are satisfied with flight attendants means putting user satisfaction first. We can also apply this principle to the recruitment and evaluation of real estate sales personnel, that is, asking residents to be the judges, and the residents can be residents of this building, surrounding properties, or even residents of other brands.

Popular and well-liked salespeople 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 proven that between two people with roughly the same IQ, the person with high achievement motivation is more likely to succeed in activities than the person with low achievement motivation. That is to say, those who are content, happy with poverty, have too strong self-esteem, and have too much self-love are not suitable to be real estate salespeople. An effective real estate salesperson is eager to communicate with others, good at dealing with others, has a personality of "endless joy in working with others", and has a strong desire for success and high salary. Therefore, he is willing to take on work that is likely to cause controversy and is able to withstand Constant rejection and failure, persistent action towards a specific goal; people with high achievement motivation have a strong enterprising spirit and perseverance, and have the spirit of tolerance and endurance; he Seize every opportunity prudently, always thinking of the end result.

5． Have a religious enthusiasm for the work

An effective real estate salesperson has an unusual enthusiasm for the work, just like an actor stepping into the role, treating the properties he sells like his first love, with a religious attitude enthusiasm and perseverance; and like treating one's own children, adding all the advantages to it, lest others not feel the same way. Not only does he have a deep understanding of the properties he sells, but he also firmly believes that the properties he sells are the best, can meet the basic requirements of potential customers, and provide excellent value. Domestic and foreign experts have analyzed the basic qualities of effective salespeople from three aspects: natural physiological qualities, psychological qualities, and social and cultural qualities.

H. Gropp has analyzed more than 35,000 salespeople in different types of companies. The results show that most successful salespeople usually show the following traits: courage, energy, trustworthiness, decisiveness, and emotion. Able to be self-controlled, conceited, confident, optimistic, outgoing, willing to persuade, able to face difficulties, eager to succeed, able to acknowledge and accept constraints, etc.

P. Kotler believes that honesty, reliability, knowledge and helpfulness are the qualities that a good sales representative must possess.

C. Garfield believes that a super salesperson has the following qualities: the ability to tolerate risks, a strong sense of mission, a penchant for solving problems, taking customers seriously and carefully preparing each visit.

D. Meyer and H. Greenberg proposed that effective salespeople should possess at least two basic qualities: ① Empathy, which is what we usually call being good at seeing problems from the customer’s perspective; That is, caring about what customers need. ②Ego-drive, the strong personal desire to achieve sales.

That is, according to the customer's preferences, they can adjust and guide their introduction at any time to meet the customer's expectations.

R. McMurray believes that: an efficient salesperson is a habitual pursuer, a person who has an urgent need to win and capture the favor of others, and at the same time has the ability to regard various objections, resistance or obstacles as Competitive tendencies to take on challenges.

Taiwanese scholar Zhong Longjin believes that the basic qualities of excellent marketers can be divided into two categories: intrinsic qualities and extrinsic qualities. Intrinsic qualities include: ① Loyal service to the company; ② Rich product knowledge; ③ Good moral habits; ④ The ability to identify others and unique insights; ⑤ A sense of humor; ⑥ Good social and public relations; ⑦ Judgment and common sense; ⑧ Satisfaction of customer needs and sincere concern; ⑨ Comprehension; ⑩ Persuasive ability; ⑩ Alert and changeable; ⑩ Strong endurance, sufficient energy, and diligence; ⑩ See what people love and satisfy their requirements ; ⑩ Optimism and creativity; ⑩ Memory; ⑩ Compliance. The external qualities are: ① good at approaching customers and attracting their attention; ② good at expressing oneself and related products; ③ good at stimulating customers' confidence in products; ④ good at arousing customers' desire to possess products and winning their trust; ⑤ grasping customers The desire to possess leads to purchase.

1. The external image is credible

The author once conducted sales diagnosis for many large enterprises, analyzed the relationship between the quality of sales staff and performance, and found that the appearance and behavior of men with top sales performance are those over 80. Some are dull, and most of the women are mediocre in appearance. Those who look smart and capable always rank at the bottom of the list in terms of sales performance. Many people can't figure out the various reasons. In fact, this phenomenon is in line with the basic principles of talent science. From a psychological perspective, this is actually a subconscious IQ contest between sales staff and customers. Honesty and simplicity is a credible external image, which can relieve customers' psychological precautions and quickly become customers' friends; smart, comely people who look like businessmen will arouse customers' high degree of wariness, so People who don't have a strong sense of credibility will never be a good real estate salesperson. Beautiful women always get more rights, help and freedom than ordinary people in society. They often give people the impression of being invincible in research and development. In fact, this is limited to some fields, such as industrial product sales, especially real estate sales. Sales shattered that illusion. Abroad, middle-aged women account for almost half of real estate sales. Beautiful women are pleasing to the eye, but in the sales of industrial products, especially real estate, they give people the impression of knowing nothing and being untrustworthy. Especially when investing in real estate, one often invests one's own life savings, and sometimes it is borne by future generations. Part of the debt, I'm afraid not many people would hand over their wealth and life for the sake of pleasing the eyes.

2. Certain professional background and market knowledge

The particularity of real estate products requires sales staff to have deep product knowledge and professional knowledge. Especially when there are competing properties around the property being sold and the properties are not very differentiated, a salesperson who knows what is happening and why is the decisive factor in defeating the competition. Commercial housing is often a bulk product that customers spend their whole life on. Repeated comparisons and hesitation are common phenomena. When customers are still undecided after repeated comparisons of the perceptible use value of the property, if the salesperson can make it difficult for the customer to detect Explain the use value of the real estate. For example, you can tell the customer: "Our real estate is not a... structure, but a... structure with... characteristics. This structure can reduce... and improve..."; "Inner "Wall coatings are... for others, but we use..., are... environmentally friendly products, have... effects"; "sockets are... products, are... materials, have... features", etc., it is possible to win Customer recognition leads to sales.

What salespeople deal with is the entire society and all kinds of people and things that are constantly changing. In the era of knowledge economy, knowledge changes destiny, so they must have a wide range of knowledge and experience. Therefore, master the basic principles of marketing, understand various real estate policies and regulations issued by the national and local governments, and have basic common sense in general sociology, psychology, behavioral science knowledge, consumer psychology, etc., coupled with your own professional knowledge, It is the basis for sales staff's self-confidence and the guarantee of sales skills.

3. Popularity and popularity

Some people’s faces are liked and accepted by most people, which is called popularity and popularity. This is especially obvious in the entertainment industry, and it is also something that social psychologists cannot explain yet. We can only say that this is a comprehensive external manifestation of a person's inner qualities that is recognized by most people. The first person to actually apply this phenomenon to personnel recruitment was Southwest Airlines. The most outstanding success symbol of Southwest Airlines, founded in 1971, is its high efficiency. Except for the first two years, it is the only airline that has been consistently profitable in the past 30 years. When it recruited flight attendants, it asked frequent flyers and ordinary passengers to be judges respectively, but the results were surprisingly similar. Ensuring that passengers are satisfied with flight attendants means putting user satisfaction first. We can also apply this principle to the recruitment and evaluation of real estate sales personnel, that is, asking residents to be the judges, and the residents can be residents of this building, surrounding properties, or even residents of other brands.

Popular and well-liked salespeople 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 proven that between two people with roughly the same IQ, the person with high achievement motivation is more likely to succeed in activities than the person with low achievement motivation. That is to say, those who are content, happy with poverty, have too strong self-esteem, and have too much self-love are not suitable to be real estate salespeople. An effective real estate salesperson is eager to communicate with others, good at dealing with others, has a personality of "endless joy in working with others", and has a strong desire for success and high salary. Therefore, he is willing to take on work that is likely to cause controversy and is able to withstand Constant rejection and failure, persistent action towards a specific goal; people with high achievement motivation have a strong enterprising spirit and perseverance, and have the spirit of tolerance and endurance; he Seize every opportunity prudently, always thinking of the end result.

5． Have a religious enthusiasm for the work

An effective real estate salesperson has an unusual enthusiasm for the work, just like an actor stepping into the role, treating the properties he sells like his first love, with a religious attitude enthusiasm and perseverance; and like treating one's own children, adding all the advantages to it, lest others not feel the same way. Not only does he have a deep understanding of the properties he sells, but he also firmly believes that the properties he sells are the best, can meet the basic requirements of potential customers, and provide excellent value.

6. Those with real estate sales experience

Experienced people can not only start working immediately, but also bring past experience into the company; but salespeople with sales experience recruited from the market The loyalty of personnel is often poor, and may even damage the image of the properties being sold and drive away customers. This can be prevented through the company's incentive and restraint mechanisms. Many real estate developers or sales companies take this into consideration and recruit hostesses or recent college graduates as sales staff. In fact, although most college graduates have high IQs, they often have a high self-esteem, generally have poor psychological quality, and lack basic theories and practical knowledge of psychology, marketing, and real estate, and are simply not qualified for real estate sales. Difficult work. If developers pay more attention to the loyalty of sales staff, they will either recruit people with potential or train their own sales staff within the company.

7. Creative way of thinking

Sales itself is a highly creative activity, and real estate sales are even more so. Different properties have different "characters" and different demand objects, and the surrounding environment is even more difficult to "identify". Therefore, there is no "one-size-fits-all" sales method. Only by closely integrating marketing theory with real estate developments can targeted sales techniques be created.

Effective or efficient sales personnel are good at using new methods and new thinking, never stick to the old rules, and never miss any opportunity that may produce sales results. Their thinking is creative, and their methods of solving problems in the property sales process are unconventional and effective. They are unconventional, unique, break through tradition, and are accepted by home buyers.

In order to achieve the result of "sales", they use endless sales methods.

8． Not a "smart person" who is quick and easy

An effective or efficient salesperson is an "optimist" who is good at dealing with people. Salespeople often suffer from rejection, neglect, sarcasm, humiliation and failure in an atmosphere of self-esteem. Every setback may lead to depression. People who can endure such results must be optimistic, perseverant and hardworking. A "stubborn" person who insists on achieving results and relies on large-scale sales to obtain profits, rather than a "smart person" who often changes units and fantasizes about unrealistic profits. Salespeople who often change units, or who are underappreciated when applying for jobs and feel that there is an imbalance between effort and gain, those above 80 are too incompetent and will not work in any unit for a long time; most of the rest are planning to gain for themselves. People with work experience, undercover employees of competitors, people who have no idea what they want to do, people who test their abilities, etc. Effective or efficient salespeople with good performance will not easily lose their personal good reputation, familiar working environment and previous customer relationships. The new workplace may not be better, because everything has to start from scratch. If you don’t have enough time, it’s better to deal with existing customers.

9. You are not a person who accepts things as they come.

The so-called people who are hit by life are people whose psychology and personality are different from ordinary people, who muddle along and accept things as they come.

Submissiveness is different from the spirit of tolerance and tolerance that salespeople must have. The result of tolerance and patience is to achieve the set goal; while people who are submissive are because they have a strong sense of compromise.

For example, those who are afraid of their wives or their husbands, who look up to the existence of the other party in their lives, ignore their own interests and rights, and cannot get along with each other on an equal footing, such people will also have the power to negotiate for property sales. Strong compromising nature and not good at fighting for one's own interests. In the communication with customers, Ji Yi easily fell into various traps set by customers to reduce prices, believed in various complaints made by customers for bargaining, and even reported such complaints to managers to fight for the interests of customers.

10． Is an insight who is good at listening

The keen insight is reflected in the fact that the sales staff are particularly good at listening. Being good at listening does not mean being indifferent to listening, nor is it a cold-eyed bystander. It is a high degree of coordination between body language, spoken language and the content of what the customer is saying. That is to say, no matter how boring the content of the customer's speech is, the sales staff must show a positive attitude and sincere enthusiasm to join the topic, love what the customer likes, hate what the customer hates, and use admiring expressions, admiring tones, and A positive attitude and well-posed questions motivate customers to speak. For example, as long as the customer tells a joke, the salesperson's duty is to laugh loudly (not a silly smile, nor a superficial laugh), so as to achieve communication with the customer. purpose. Only by having an in-depth conversation can we understand the customer's psychology, hobbies, personality and habits. Only by having an emotional connection with customers can we find ways to reduce customer resistance and provide different types of services to different types of customers in a targeted manner.

Another meaning of being good at listening is being good at talking, because sales ultimately achieve their goals through talking to customers, but being good at talking is not about the sales staff talking, but about stimulating customer interaction. For the purpose of building real estate interest and desire to purchase, adaptability and extensive knowledge are certainly helpful in persuading customers, but they should avoid hurting the customer's self-esteem.

11. Is an empathetic person

The foundation of empatheticness is accurate judgment. Only with correct judgment can you quickly find out the real customers you want to serve. For example, you can ask questions in a tactful manner, "Do you want the company to discuss it?", "Should I ask your wife's opinion again?" People, otherwise a lot of time will be wasted and probably in vain. An effective salesperson must not only be considerate but also have strong sensitivity. If he is just good at listening, although he has captured the customer, he is not good at attributing it, and it will be difficult to accurately learn from the subtle changes in the customer's expression. Grasp their ideological status and inner intentions, and the result may still be failure in the next price negotiation.

Being good at listening does not mean recognizing the true inner motivations of customers; being empathetic means taking into account the other person's psychological state, rather than blindly selling enthusiastically. Only by accurately judging the other party's mentality can we adopt the correct sales strategy and successfully complete the sales task. In short, it is to receive customers with a purpose. Use the fastest time to find customers and close deals as quickly as possible, and use the fastest time to get rid of customers who are not yours.

12． Flexible adaptability

It means agility in thinking and behavior. Sales staff come into contact with many customers. They have different genders, ages, cultural backgrounds, social experiences, and living habits, and have different needs. To satisfy the majority of customers, sales staff are required to have more flexible response capabilities and respond promptly and correctly to different consumer requirements. Especially when customers have objections, they can quickly make judgments and take timely countermeasures. You have to see six directions and listen to all directions. You must not only concentrate on receiving customers, but also allocate your attention reasonably. The so-called body is in A, the ears are in B, and the eyes are in C, but you are saying hello to D. Sales of properties are unpredictable and opportunities are unpredictable. Chang Cun, only with keen observation and responsiveness can sales staff make every customer who comes to the sales office feel that they are the most valued.

In short, the good quality of the sales staff is an important condition for the realization of real estate sales, because before customers feel the superiority of the real estate, the first thing they feel is the personal charm of the sales staff, and this charm is emotional intelligence (Emotional Intelligence).