Basic knowledge of real estate sales (ppt)

Today, the editor will share with you the basic knowledge of real estate sales, which will also analyze and answer the basic knowledge of real estate sales ppt. If you can solve the problems you want to know, pay attention to this site.

what basic knowledge should a real estate salesman master?

As a real estate sales, I'd like to give you some suggestions:

1. Know all the data of the projects you sell

2. Grasp the various meanings of "terminology" and "professional words" in the real estate industry

3. Don't make promises that are beyond the sales policy or that you can't make decisions

4. In business, ask your predecessors and sales managers more. Never ask the orderer "why"

6. You are a girl. Remember to keep a beautiful smile all the time.

Do the above six points first, but these six points are the foundation. Good sales are "inspired by the master", and there is no good sales taught by hands. 95% of excellent salespeople are not brought by the master, and they rely entirely on their own experience. There are so many old salesmen in the sales team around you, so you should "eavesdrop" more when they talk about things.

if you are smarter at work, you will have the possibility of getting good grades. Come on, sister

Basic knowledge of real estate sales

What real estate sales staff generally need to know:

1. Basic knowledge of the project: the situation, development, planning, transportation, supporting facilities, business, schools and other contents around the project; The specific situation of the project, the orientation of the project, the four directions, the units sold, the average price, discounts and so on. When contacting new projects, there will be project understanding, project answers, sand table model explanation, regional model explanation and so on. Read the materials and recite the contents.

2. Bank mortgage knowledge: a series of knowledge related to bank mortgage, such as bank interest rate, mortgage percentage, mortgage period, calculation of monthly mortgage amount, definition of mortgage number, and how to handle mortgage.

3. Real estate policy: purchase restriction policy, loan restriction policy, tax policy, obtaining pre-sale certificate of real estate, how to handle real estate license, etc.

4. architectural knowledge: Basic knowledge of real estate construction, such as the definition of usable area, utility rate's calculation and interpretation, the influence of storey height, and various ways to increase usable area.

5. Real estate sales knowledge: How to sell a house is a science. There are different sales words, sales skills and sales methods. You need to listen more, see more and think more!

in real estate sales, customer management is an important indicator to measure whether the work of salespeople is planned and efficient, and it is also the key for salespeople to improve their own sales skills.

most salespeople are not good at customer management in the sales process, so the turnover rate can't be improved all the time, and the sales efficiency fluctuates, not to mention finding their own shortcomings in time. And sales managers can't even use "indicator" tools to find and correct the bad work habits of salespeople and improve everyone's sales efficiency. Many people are puzzled about how to improve their sales performance or how to improve the sales rate of their teams. In fact, the method is very simple and everyone knows it, but everyone has not found a way to use it. ABCD classification of customer management is one of them, and it is also the most basic and effective method to improve the sales rate. Here I will elaborate on how to use ABCD classification to manage customers:

First, ABCD classification

When customers visit for the first time, the sales staff judge that more than 8% to 1% of the transaction probability is classified as Class A, and more than 6% to 79% of the transaction probability is classified as Class B according to the comprehensive situation of the first reception. Those with more than 4% to 59% of the transaction probability are classified as Class C, and those with less than 4% of the transaction probability are classified as Class D. I will call it 8644 classification for short, and the sales staff will make the first judgment according to the 8644 classification.

second, classified customer follow-up

① after a class a customer leaves the sales center for the first time, the salesperson should send a message to the customer at the first time, mainly introducing himself and thanking the customer for visiting. The first return visit should be made within 24 hours, and the content of the return visit is mainly to sincerely express the request to invite customers to return to visit again. According to the return visit, the salesperson uses the 8644 classification method again to make another judgment;

after class b customers visit and leave the sales center for the first time, the sales staff should send a message to the customers before leaving work on the same day. Other follow-up methods are the same as those of class a customers, and the 8644 classification method will be used again at the end of the return visit.

after class c and d customers leave the sales center for the first time, the sales staff should pay a return visit for the first time according to the return visit method of class b customers, and at the same time, when using the 8644 classification method to identify customers, they should adjust the customer management level and follow-up method in time according to the customer feedback information.

② The frequency of follow-up for Class A customers should be the highest. Basically, the first return visit should be kept within 24 hours. The customer's return visit time should be locked within 3 days, and the customer will return visit within one week. If the return visit time cannot be agreed or is not within the agreed time, the customer can be automatically downgraded.

the follow-up density of Class B customers can be kept normal, and the first return visit is basically kept within 24 hours. Those who can reach the return visit time with customers during the first return visit can be changed to Class A customers for follow-up. If the customer can't be transferred to Class A for follow-up, the normal contact will be maintained, and the contact intensity will be maintained at least twice a week. If the two phone calls can't achieve the purpose of returning to the customer, the customer can be downgraded for follow-up;

the follow-up density of class c and class d customers should be kept normal, and the first return visit should be kept within 24 hours. If there is any chance to change to class a or class b, it should be handled accordingly. On the contrary, you can keep occasional telephone contact and text messages. Usually, we don't know much about the reasons that affect this kind of customer's purchase, so we only have two purposes to pay a return visit: first, to show courtesy and make a return visit to deepen the impression and pave the way for the next purchase; Second, tap the potential customers around them.

③ No matter what kind of customers, as salespeople, they should show their professionalism, good and positive self-image, and enrich their contacts and thoughts.

third, classify customers' transaction opportunities

① customers who return to the sales center within a short period of time or within the agreed time after the first return visit should be regarded as key follow-up customers of Class A customers, that is, they can be regarded as A+ customers, and the mode is: Class A+Class A+Class A.

A+ customers belong to a group of customers who have a very strong demand for buying houses and will definitely make a purchase decision in a short time. Basically, the opportunity to clinch a deal has come when the customer pays a return visit for the first time. Therefore, the sales staff should actively put forward the signal of clinching a deal and seize the opportunity. For example, the final transaction of A+ customer shows that the salesperson has a more accurate grasp of the customer and a clearer thinking, and the customer's judgment can reach 8 points. On the other hand, if there is no transaction in the end, the salesperson should record the real reason of the transaction in the work log, review whether the reason of the transaction is himself, the product, the price or other reasons, and at the same time use the 8644 classification method to downgrade the customer.

(2) After the first return visit, class B customers will be automatically upgraded to class A customers for follow-up if they return visit at the request. Otherwise, the customer should be downgraded and followed up. Class B customers are basically people who have purchasing needs, but it is difficult to make a purchasing decision because of some factors. Therefore, at this stage, our follow-up focus is how to find out the main reason that interferes with their purchase decision, and then help customers solve this problem and turn it into a class A customer, and quickly and directly put forward the transaction request, without giving customers too much time to consider. The ability of sales staff to find and solve problems is particularly critical when B-type customers are transformed into A-type customers, so the ability to find customers' doubts in this process is the opportunity to clinch a deal.

③ among the class a customers who visit for the first time, there is an impulsive customer who can also seize the weakness of the customer's impulse at the first time and put forward the intention to close the transaction in time to create a closing opportunity.

fourth, find the direction by using ABCD classification

most salespeople are blind and have no direction when following up with customers.

① The so-called blindness means that you don't know what to say or communicate with customers when you pick up the phone. Blind communication will make customers think that you are unprofessional and easily lead to failure. So how can we solve this problem?

suppose a customer visits for the first time and you use the 8644 method to judge that it is a class A customer. What are the reasons that support you to think that it is a class A customer? If you think it's a feeling, it proves that you are blind. To solve this problem is to turn feelings into data or reasons. Data is the result of comprehensive analysis, and the reason is the true expression of customers' own wishes.

② The so-called no direction means that you don't know what to do next. No direction means no goal. Without a goal, it is impossible to achieve it. So how can we find the goal?

In fact, the goal is very simple. If it is a class A customer, how to get the customer to clinch a deal and how to propose a deal is the direction; If it is a class B customer, how to turn it into a class A customer as soon as possible is the direction, then this direction is actually to find out and solve the interference factors that affect the customer's purchase decision; If you are a C-class or D-class customer, how to deepen the customer's impression score on you and help you find interested customers? This is your direction.

③ what are the probabilities of our success in applying ABCD classification? How to improve the success rate of distinguishing and classifying customers is an effective way to make up for the "short board", and the success rate is also an index to measure work efficiency.

V. Sales management personnel use ABCD classification

① Require sales personnel to leave records for each customer in their own customer tracking management registration book according to the 8644 rule during each customer tracking;

② Follow up the progress according to the classified customer follow-up technique, and at the same time, effectively grasp the specific situation of each salesperson's Class A and Class B customers and guide them to follow up the customers;

③ By monitoring and improving the accuracy of each salesperson's customer classification, help the salesperson make up for the "short board";

④ Taking the 8644 rule as the executive index to measure the working efficiency of sales staff

A complete collection of basic knowledge of real estate

The real estate industry refers to; It is a comprehensive industry that takes land and buildings as business objects, engages in real estate development, construction, operation, management, maintenance, decoration and service, and is a pioneering, basic, driving and risky industry. Below I have compiled the basic knowledge of real estate for you, I hope you like it.

Basic knowledge of real estate

1. Real estate market

The primary market refers to the trading market where the state, as the land owner and manager, transfers the land use right to real estate operators and users;

the secondary market refers to the market where real estate operators engage in real estate transactions such as house sale, lease, land transfer and mortgage after the transfer of land use rights is completed;

the tertiary market refers to the real estate trading market that is re-transferred or leased on the basis of the secondary market.

2. The Bureau of Land and Resources

is a government department that exercises the functions and powers of land owners and manages the real estate market and real estate industry on behalf of the state.

3. Commercial housing

refers to the real estate that the developer obtains the land use right at the market land price, carries out development and construction, and is circulated in the market with the approval of the Bureau of Land and Resources. It is a real estate that can be transferred, leased, inherited, mortgaged, donated and exchanged with an independent real estate license.

4. Developers

Enterprises specializing in real estate development and management.

5. Agent

An intermediary service institution established with the approval of the government and engaged in real estate consulting, brokerage and evaluation, and an enterprise entrusted to provide paid services for the sale, purchase, lease, lease, property consulting and evaluation report and sales planning of real estate.

6. Land types

According to their nature of use, the land is divided into residential, commercial, industrial, warehousing, comprehensive land, land for public facilities, land for free fund-raising and small-scale housing.

7. The term of land use

means that the government will transfer the state-owned land use right to land users within a certain period of time by auction, bidding and agreement. After the expiration of the land use right, if the comprehensive land use meets the requirements of urban planning at that time, the land use right can be applied for renewal. If it does not meet the requirements, the comprehensive land use right will be recovered by the government free of charge. The current government stipulates the land use period as follows: 7 years for residential land, 5 years for industrial, educational, scientific and technological, cultural, health, sports and comprehensive land, and 4 years for commercial, tourism and entertainment land.

8. Land use fee

Land users pay the fees to the government every year according to the regulations for using land.

9. Real estate property right

refers to the property owner's ownership of the house and the right to use the land occupied by the house. As real estate and land, housing is an inseparable whole. When property rights change such as transfer, housing must be carried out as a whole, and it is impossible to separate housing from land. In the sales of specific real estate projects, developers own the property rights of houses and garages and sell them independently, but public buildings belonging to the green space of residential areas do not have the concept of property rights for buying houses.

1. How to handle the property right

The property right certificate of each commercial house can only be divided after the developer obtains the property right certificate of the big house in the whole building where the house is located. The buyer and the seller must go through the deed tax formalities with the house sales contract, house purchase invoice, identity certificate and enterprise-related documents before going through the transfer formalities. Can also be entrusted to an intermediary or by the developer.

11. Registration of real estate property rights

means that all real estate rights within the prescribed scope, no matter who owns them, must apply for registration with the real estate management authority where the real estate is located in accordance with the provisions of the registration method. After the examination and confirmation of property rights, the real estate management authority shall issue the Real Estate Property Certificate. Property right registration is the main administrative means of real estate right management. Only through property right registration can we effectively manage all kinds of real estate rights and determine real estate rights. When registering real estate, it is necessary to record the obligee, the nature of the right, the source of ownership, the time of acquisition, changes and the area, structure, use, value, grade, location, coordinates and shape of the real estate. The registration authority shall set up a real estate register and make a comprehensive record of the real estate registration items by number.

12. Property right certificate

refers to the combination of "house ownership certificate" and "land ownership certificate", which is the legal certificate of real estate right. Housing property certificate includes: property right category and property right proportion. Location address, source of property rights, building structure, number of rooms, construction area, usable area, minutes of ownership, minutes of other rights and supplementary notes, and the floor plan of individual houses of the real estate survey department is provided.

13. Pre-sale permit for commercial housing

According to the regulations, this certificate is required for the sale of houses before they are built. The developer will send the relevant materials to the Land and Resources Bureau for application, and the pre-sale of uncompleted flats can only be carried out after approval.

14. A real estate sales contract

is an agreement compiled by the Land and Resources Bureau to clarify the rights and obligations of the buyer and the seller. All commercial housing sales must sign this contract, and the domestic real estate contract can be notarized, and the export real estate contract must be notarized.

15. Ownership of the house

The ownership of the house is the sum of the possession, management, enjoyment, exclusivity and disposal rights of the house. Having the ownership of a house means having the right to the house within the scope permitted by law.