Monthly summary of real estate sales and next month's plan

Monthly summary of real estate sales and five model articles on next month's plan

Summary refers to the written materials that summarize and summarize the experience or situation in a certain stage of work, study or thought. It is a good way to increase your talents. You should review well and write a summary. So do you know how to write a summary? The following are my monthly summary of real estate sales and five model essays for next month, which are for reference only and I hope to help you.

Monthly summary of real estate sales and plan for next month: 5 model papers 1 20xx In the first half of the year, with the help of company leaders and colleagues, we successfully opened the building 1. Let's talk about some gains and feelings from half a year's work.

First of all, in the first half of X year, we achieved sales of14707.71001%and cash withdrawal of 17 17644, with a completion rate of 95.4%. The tasks we need to complete in the second half of the year are: sales of 654.38+55.05 million yuan, and payment back of 654.38+39.97 million yuan. I am confident in the sales and payment collection tasks in the second half of the year, because I believe that with the unremitting efforts of our whole team, we will achieve the sales targets issued by the group company.

Since the second half of 20xx, the real estate industry has entered policy regulation. On the surface, the real estate sales situation is optimistic. In fact, with the appreciation of RMB, the real estate industry will continue to develop at a high speed. The purpose of the state's regulation of the real estate industry is to gradually standardize the industry and avoid the financial crisis caused by bank funds falling into danger. So I don't think the price of real estate will fluctuate too much, but will only rise steadily and slightly. In the first half of 20xx, the market was relatively cold, and suddenly there was an oversupply situation. In such an optimistic market environment, we need to highlight the advantages of this project and stand out among many real estates. In the second half of the year, we need to constantly learn the relevant policies of national real estate, and pay more attention to the sales strategy and situation of surrounding real estate.

When the 1 building was launched, it was also affected by the cold current of real estate regulation, and the sales situation was average. However, with the increase of enterprises in Hexi and the expansion of scale, the foreign population has gradually increased. With the trend of giving priority to the development of Hexi New Town, the surrounding real estate sales will gradually improve. We should highlight the characteristics of our project in our sales strategy. While introducing the project, we should constantly improve our sales skills and focus on the advantages compared with other real estate projects in terms of geographical location and future facilities. At the same time, pay attention to collecting information of large companies in Hexi area. In the second half of the year, the special recommendation meeting arranged by the company in some alliance businesses will also attract some people to buy, and we can communicate one-on-one to deepen the impression of potential buyers. It is expected that through our efforts, the house in 1 will be decontaminated as soon as possible.

At the same time, we should also do a good job in front of Building 2. The work pressure is there and the sales task is arduous. At this time, I thought of a sentence in Soldier Assault: "Don't abandon, don't give up!" " I believe our team is the strongest!

The monthly summary of real estate sales and the plan for next month are 5 2 1. Customers will always only buy things from the most tenacious salesmen.

"Persistence in the end is victory" has been heard a lot, and everyone just regards it as a slogan, but when you think about it carefully, this sentence is actually of great significance. Perseverance and not giving up easily can lead to success step by step. Although we don't know when we will succeed, what is certain is that we are getting closer and closer to our goal. With tenacious spirit, get twice the result with half the effort. After working for a period of time, fatigue is inevitable. Relaxation is human nature. Sometimes it's just a matter of relaxation, but it's just a matter of persistence. Similarly, in sales, customers raise various objections, give up the opportunity to explain to customers, and customers are lost; A little more persistence and persuasion will make a deal. Often hope lies in one more phone call and one more communication.

Step 2 seize the opportunity

As a salesperson, you will realize the old saying "If you don't come back now, you will never come back". Some salesmen have too strong subjective judgment, that is, too strong subjective consciousness. For example, "I think this customer will not buy a house at first sight" and "this customer is not sincere", which leads to the loss of some customers, and some old customers are not well managed, which leads to these customers going to other real estate transactions, impatient with customers, poor communication, and failure to track customer changes in time, which leads to customer loss. As the old saying goes, opportunities are only reserved for those who are prepared.

Doing sales work means dealing with people, which requires professional communication skills, which makes sales an art work.

Everyone wants to be respected, and treating customers and giving them full respect is the premise; A good salesperson must be a good listener, who needs to know all aspects of customer information by listening. Meanwhile, he should also be a psychologist. It is an important condition to judge their potential thoughts through their words and deeds, and even to master their character. More should be negotiators. After synthesizing various factors, or timing, hit the nail on the head and hit the nail on the head. This is the key factor to clinch a deal. The perfect combination of these conditions will be a successful sale, which will satisfy both parties.

4. To maintain long-term enthusiasm and enthusiasm for work, we also need the spirit of "Don't wait to whip yourself".

I believe that hard work will make excellent employees. So from the moment I entered xxx company, I have always maintained a serious work attitude and a positive spirit. No matter what position you are in, as a salesperson, try to be fully familiar with the product; Treat customers warmly; Down-to-earth follow-up with customers has made the impossible possible and the possibility a reality, and dribs and drabs of accumulation have created my outstanding performance. At the same time, because I participated in the sales of several projects, the old customers accumulated during the period fully affirmed my serious work and enthusiastic attitude, and also brought me more potential customers, which made my work performance by going up one flight of stairs. This is my harvest and wealth in sales work, and I am most proud of it.

5. Being a salesman is like an athlete competing on the field. You must have a winning mentality-anything is possible.

Wuxi Lanshu is the first villa project operated by Shanghai xxx in different places. The project was once represented by a local agency in Wuxi for one year, and sales stagnated. The developer turned to xxx for help, and xxx became the sales consultant of the project. As a sales supervisor, I was stationed in Wuxi to help developers train and manage sales staff. Two months later, I broke the sales dilemma and successfully billed the bill. After the Spring Festival in the third quarter, the project sales rate successfully exceeded 40%.

6. I think grades always belong to the past, and what I can get from them is an experience, but isn't the wealth of life an experience?

With xxx entering Wuxi Lanshu Project, the sales work is getting smoother and smoother. As a real estate company of xxx in Wuxi, how to help the company better explore the Wuxi market and improve the service quality and brand effect of xxx has become the top priority in my sales work. Facts tell us that people are moved by details. Without the perfection of details, there is no perfection of the whole situation. Think about it carefully, some small details play a key role in the success or failure of many cases. If handled well, there will often be a turn for the better, otherwise all efforts may be in vain. Therefore, I pay more attention to the perfection of details, starting from small things and satisfying customers through every detail and standard service. Invisible accumulation of xxx brand effect. It is also because the work in Wuxi Lanshu has been affirmed by old customers, and she strongly recommended our xxx to Wuxi Yinren developer. I'm glad that I'm well prepared for the takeover of the company. I won the high recognition of developers and the respect of market rivals with my own efforts.

7. No matter what you do, you can't do it well without a good attitude.

At work, I think attitude is everything. When personal needs are frustrated, attitude can best reflect your values. Positive and optimistic people attribute this to the imperfection of personal ability and experience. They are willing to constantly improve and develop in a good direction, while negative and pessimistic people complain about the injustice of opportunities and environment, always complaining, waiting and giving up! What kind of attitude determines what kind of life, today's life is determined by our choices and attitudes three years ago, and today's choices and attitudes will determine our life three years later.

8. It is always the most important to find and recognize your goals and constantly strengthen your confidence in going forward and sticking to the end.

I have been engaged in sales for almost six years. During this period, friends, classmates and even colleagues around us will always ask themselves whether to leave, change jobs or continue their studies when they encounter setbacks, frustrations and confusion.

The fable of the race between the tortoise and the hare is constantly appearing in real life. Hares tend to be opportunity-oriented, while turtles always adhere to their core competitiveness. In real life, just like the end of the tortoise-hare race, people who keep accumulating core competitiveness will eventually defeat those who chase opportunities. Life is sometimes like climbing a mountain. When I was young and strong, I was always alive and kicking like a rabbit. At the first opportunity, you want to jump ship and take shortcuts. I want to give up my rest when I encounter setbacks. Life needs accumulation. Experienced people, like turtles, know the truth of walking at a constant speed. I firmly believe that as long as the direction is correct and the method is correct, step by step, every step is firmly on the road of progress, but they can reach the finish line earlier. If you rely on luck, your luck will run out one day.

Therefore, in the past six years, I have been insisting on doing what I can do well, accumulating, and moving towards my goal step by step.

Monthly summary of real estate sales and model essay for next month. During this period, I have gained a little through my efforts, and I feel it necessary to make a summary of my work. The purpose is to learn lessons, improve myself, make my work better, and have the confidence and determination to do it better in the second half of the year. Let me briefly summarize the work below:

I summarized my work with X in the first half of the year as follows. The first is a year's summary:

First, the overall work performance is not very satisfactory. Today, the annual performance target of 500,000 yuan is only 46% (nearly 230,000), and there is still a certain distance from the annual target!

Second, my enthusiasm for work is not high enough, and my attention is not high all year round.

Third, the management of branch teams in the jurisdiction is insufficient, and a lot of work and related systems are not in place. Fourth, there is not enough centripetal force for the company, and many resources have not been fully and effectively utilized. Secondly, let me summarize my work in June:

1. The user-defined performance target has not been achieved.

2. Completed another integration and subdivision of the X community disk source, and the information of rental and sales resources was clear.

3. Not enough attention has been paid to bamboo shoots, main push plates and effective sources of plates, especially in the recommendation of main push plates, and the resources have not really been reasonably and effectively utilized.

4, the management of brokers is not in place, so that they have a certain inertia or even desertion.

5. There is no first time to grasp the first dynamic of owners and guests, resulting in the loss of some resources.

6, about the company's system is not clear, implementation is not in place.

7. Lack of relevant training for new brokers' working mentality and skills.

8, individuals have a certain inertia, did not do their job.

Finally, due to my poor management, I heard that my peers signed the bill one after another, and my heart was full of depressed feelings. At the same time, I am also happy for them, because it proves that there is a market here. But I will stick to it. I believe that through my own efforts, I will strive to raise my enterprise management level to a higher level, apply what I have learned to my work, and use this knowledge to teach my comrades to achieve my own goals. I hope to bring out an invincible holy spirit army and work hard with my comrades-in-arms Qi Xin to achieve the team's annual goal.

The following is my work plan and arrangement for the second half of the year and even July:

First, strictly implement the company's rules and regulations.

Second, develop more and better tenant resources to improve performance.

Third, insist on introducing new talents, enhance team strength and cultivate more elites for the future development of the company.

Fourth, strictly control and cherish any effective tourist source and source, and ensure that there is no leakage.

Fifth, organize more than three training courses on sales skills and mentality of real estate agents, and at the same time deepen and improve their work level. Secondly, we will pay attention to the tourist source and the main promotion strategy in July:

1, self-made outdoor publicity materials were issued, and the fruit market in key areas was under the bridge. So far, two guests have heard the news, and one of them has successfully signed a contract, with obvious results.

2, personally check, lead the team to grasp and follow up every effective customer, and strive for a quantitative breakthrough in July.

3. Strictly attach importance to the implementation of the bamboo shoot recommendation system, actively cooperate with branches, and require brokers to perform relevant work unconditionally.

4. Maintain and develop all rented and sold houses in the current jurisdiction, and ask everyone to conduct carpet investigation and digestion.

5. Strengthen the training of brokers' work skills and mentality.

6. Pay attention to the development and utilization of the network, and the daily use of the network under the name of the broker has reached more than four.

A new quarter of 20xx has arrived, and new tasks are before us, arduous and sacred. As the head of the company's branch, I deeply feel how heavy the burden I shoulder, but I believe we will turn this pressure into motivation, lead our elite team to devote themselves to new jobs with high fighting spirit and full enthusiasm, and make unremitting efforts to realize our annual work and sales tasks. Finally, I wish the sales task of 20xx a complete success.

Monthly summary of real estate sales and next month's plan model essay 5 4 1. marketing analysis

1, sales analysis

Analysis: (analyze the transaction status of the project from the perspective of the overall market and competitive market, summarize the gains and losses of this month's work and put forward relevant marketing suggestions in combination with advertising investment and other marketing promotion)

The National Bureau of Statistics recently released gloomy economic data, and the economic recession is a foregone conclusion. In this big market environment, coupled with the depression of the coal industry in Holingol this year, customers generally hold a wait-and-see attitude. Since entering the market, Shui Mu Cambridge * * * has sold 34 sets, with increasing sales pressure and more rational customers. We feel silent pressure in the process of communicating with customers.

Recently, competing products around Cambridge, Shui Mu have adopted different promotion methods. Our main competitor, Longxing Century City, has also adopted sales methods such as group purchase, house purchase and car delivery. In addition, we have adopted a flexible price strategy for our customers, which can be said to have a certain impact on us, because we have no preferential policies for loans and the time for group buying activities is short. The tightening of loan discount made our sales form relatively simple, unable to attract more effective customers, which led to the transaction of X.

It is suggested that Party A carry out rich indoor activities in winter, organize parties for new and old customers, let new customers know about Shui Mu Cambridge, deepen their brand awareness of Jinsheng, and actively promote the alternation of old and new.

This month's promotion investment is quite large, but the effect is very small. We stopped work for a year last year, saying that the developer ran away, and now it is a household name. The price of around 3900 can no longer make customers have a strong desire to explore. At present, our telephone volume has not been high, and the number of home visits is very small. As the end of the year approaches, developers are short of funds.

At present, it has entered the X season, and the average transaction price in X month has reached 3520 yuan, which is significantly higher than before. Our customers rely heavily on the word-of-mouth communication of old customers. The price of the first-phase products bought by old customers in Cambridge, Shui Mu is very low, which will make new customers have a kind of resistance. At present, although the old and new policies are being implemented, they have little effect. It is suggested to increase the cash back quota of old and new belts, increase the transaction volume and speed up the payment return.

2. Analysis of transaction types

Analysis:

From the perspective of transaction volume, Sanfang has the largest transaction volume, accounting for about 50% of the total transaction volume. Because the housing of two rooms in the first phase is scarce and the second phase has just been put on sale, the sales of three rooms are better than those of two rooms. At present, it seems that the main buyer of this project is to improve the living style. The total price of small apartment is around 300,000, which is very affordable for customers.

In addition, our two rooms are fully open, and the design of large bay and small depth greatly improves the effective space utilization rate of the house, which is very practical. The sales situation of the three rooms is not optimistic, because the total price of the three rooms has been above 500 thousand, the customer's tolerance is limited, and the subsequent purchasing power is not high. Moreover, most of the remaining three bedrooms are located on the second floor, the fifth floor and the top floor, and customers are very resistant to these floors. If such a house can have a higher price difference with the third and fourth floors, it will attract more interested customers to clinch a deal.

3, clinch a deal product type analysis

As far as peripheral products are concerned, customers are still very appreciative of the architectural style of the project. The excellent strategy adopted by the project has been gradually presented. After visiting our park, customers will recognize our apartment type and building quality. Now that the market has entered the off-season, customers will compare surrounding projects before making up their minds to buy real estate.

Compared with other products, our advantages are obvious. Many well-known international and domestic brands are used in the building materials of our project, but the materials with the same price used in our property can't be compared with us. Now customers are very smart, they can clearly feel the strength and courage of developers. It can be said that our boutique strategy is very successful and widely recognized in this market.

But at the same time, we must realize that high-quality products will inevitably lead to high housing prices. At present, although customers say yes to millions of jumping buildings and villas, they have not given the concept of quality life. It is unrealistic to rely solely on property consultants to introduce their perfect functions and high-end quality life. When the market is so depressed, it is difficult to buy a house of one or two million. It is very helpful to decorate the model room as soon as possible for future sales.

4, clinch a deal customer information source analysis

Analysis:

Most customers who make deals in X are through SMS and through two channels. It can be seen that with the appearance of the project facade, the word-of-mouth effect gradually plays an advantageous role. The propaganda mode of short messages has always been a mode of communication with high arrival rate. The high incoming electricity and visits brought by SMS can not be ignored, because it greatly increases customers' understanding of this project and their desire to buy.

In addition, the customers who bought the houses of this project in the early stage will introduce the new customers' understanding of Evergrande City project through new and old forms, and improve the transaction rate through the form of reducing the property fees of the old owners. Because their old owners have higher recognition of the project, the turnover rate of new customers is higher. It is suggested to organize more owners' networking activities to promote the atmosphere at the scene.

5. Problems and suggestions in sales.

Through this month's work, we found that there are some problems in sales, which can be summarized into four aspects. The problems and solutions of these four aspects are as follows:

1, simplification of salesman's rhetoric

Existing problems: Sales staff have been in a dull state of explanation when explaining the Evergrande City project, without passion and focus. Customers can come all the way to the project, mostly because they recognize Evergrande's brand, but most salespeople ignore the emphasis and extension of product cost performance during the explanation. Just explaining the price and location of our products is not enough. Let customers feel that the appreciation potential of our products in the future is unlimited. We should passionately explain several main selling points of our project. Because most of our customers are introduced by friends, at the scene, customers can trust products and brands and attract relatives and friends to buy them. Let customers have a deeper recognition of Evergrande brand.

Solution: Emphasize the importance of explaining the brand through training. Formulate reward and punishment mechanism on site, conduct weekly assessment and organize weekend activities to deepen the salesman's understanding and love of the project.

2. The atmosphere at the sales site is not warm enough.

Problem: The market is depressed, buyers wait and see, the number of visitors decreases, and there is no hot sales atmosphere at the scene. The number of visits last month is far from this month's data.

Solution: Make more use of weekend time to organize owners' networking activities, deepen customers' recognition of Evergrande brand, and increase the mutual contact between owners. Enhance the confidence of owners and increase the proportion of new and old transactions. Developers use various media to promote this project and increase the number of tourists.

3. The promotion method is too simple and nothing new.

Problem: there is only a fixed discount, so the sales are not flexible relative to the surrounding competing products.

Solution: change the fixed discount and refine it into ordinary discount, group purchase price and limited time price. Under the condition that the discount degree remains unchanged; And introduce specific new and old preferential measures to promote sales. The incentives don't need to be too strong, but there are many forms that can continuously stimulate the target customers. You can take advantage of the weekend owners' activities to deepen the opportunities of new and old transactions, and you can make appropriate use of the weekend to organize regular lottery and other activities to attract customers.

4. Large-area houses with light blocking in the middle are unsalable.

Problems: the area is between 129-293, and the total house price is between 650,000-180,000, which leads customers to choose other houses or villa projects with the same house price.

Solution: Take advantage of the government's upcoming new policy of reducing the down payment ratio of bank loans to drive customers to buy such houses and improve existing living conditions.

Analysis of the reasons for not closing the transaction: There are many reasons for not closing the transaction this month, mainly as follows.

1 is still the achilles heel of our project, which is the combination of point and board. With the change of seasons, Shenyang has gradually entered the winter. The common people still consider the most basic problem of heat preservation and heating, and it is also the shading problem that all northerners are most concerned about. We also made some rough surveys and asked about the form of chatting with customers who have sold more than 65,438+000 square meters in North and South. So far, no one has said that they like our present structure! Therefore, with the change of seasons, the focus of customers' consideration of the house will change somewhat (for example, after the 5. 12 earthquake, what customers value most is how many earthquakes your project can withstand. ) At present, the most frequently asked questions by customers are winter shading and external wall insulation.

2. In the current market environment, with the introduction of some new national policies on real estate in 10, many customers are directly watching, including those who have made substantial reservations and requested to sign the contract in June 1 1, so it will cost less to wait for the new national regulations, which is why some customers have not signed the contract.

3, the small environment, now many developers in Shenyang are reducing prices, and there are many activities, but our prices have risen rapidly, which has lost some customers invisibly, and there are many other real estate developers' activities, which can continuously and effectively stimulate the market, (such as a real estate lottery to customers who have already clinched a deal, BMW, Zhonghua and other precious prizes), but we basically have no big moves, and the visual fatigue reported by customers has become impossible.

4. The number of customer visits decreased significantly compared with the previous period. It is also because of the cold weather that people don't like to go out and visit the sales offices. When there are few adults, it feels empty, so it has some influence to force customers. At present, the transaction cycle of customers is basically more than 3 days, 1 day is rare, and old customers don't like to bring new customers.

5. The preferential policies for group purchase in Shen Fei are basically unchanged, while the preferential policies for other properties are relatively harsh, which has caused a serious problem of customer diversion in our properties. After all, we don't have a mature community and no owners to live in. Word of mouth only depends on what our sales consultants say, expecting customers. We suggest that we can't just raise prices to stimulate customers. What ordinary people want is reality, interests, trust, responsibility, comfort and peace of mind.

Monthly summary of real estate sales and next month's plan: 5 Since I joined the company on June 2, 200810, 2 10/,I have done everything with my heart in the spirit of loving my job, being proactive and studying hard. As a real estate consultant, I must have a high level of professional quality and excellent professional knowledge to help customers buy a satisfactory house.

From joining the company to now, I can say that I have improved a lot unconsciously, from the early training, study and assessment to receiving customers and signing contracts since I entered the case field. Along the way, the system has many feelings. I think the most important thing in sales is enthusiasm for work, and I will stick to it from beginning to end. Every customer is my own wealth, and every good warm communication will bring me unexpected benefits and wealth. Most customers may struggle to buy this house all their lives, so there will be a lot of confusion and questions in the process of buying a house. At this time, we need to take out our professional knowledge, guide them one by one according to the actual situation of customers, solve all the doubts in their hearts, and finally reach a customer transaction. Since joining the company for half a year, there are too many hardships and difficulties in my work, that is, I can't do without my diligence and efforts, and I can't do without the support and guidance of leaders at all levels of the company. Every time I make a deal with a customer, I feel very happy when I see their happy faces. I feel that I not only sold a house, but also provided a warm family for my customers. That sense of accomplishment suddenly filled my heart. As of May 23rd, I * * * sold 2 houses1set, with a total sales amount of RMB and a total refund amount of RMB.

Looking back on the work in the past few months, although our work has achieved necessary results, there are still many shortcomings. As a member of the sales department, I deeply feel that my words and deeds represent the image of the company, so I will persistently improve my quality, demand myself with high-standard service and strengthen my professional knowledge and skills on the basis of high quality. In addition, we should have a broad understanding of the dynamics of the real estate market and stand at the forefront of the market. Need to master more sales experience and skills, business level needs to be continuously improved, and keep abreast of the surrounding real estate sales trends. According to the current company's sales plan, the second half of the year will start the sales of the commercial part and the second phase of the urban new city project. In this regard, I will improve my business level from the following aspects: ① analysis of different customers, analysis of regional sources of customers, and summary of customer consultation questions. ② Efforts should be made to improve sales skills, how to do sp better and how to force it on the spot. ③ Strengthen the research on the national real estate policy.

The pace of time took away all the busyness, and the persistence, depression, struggle and precipitation in my heart kept me on my post. Looking back on the past six months, I can't help feeling deeply. I remember that when I first came, I didn't know anything about many scenes of the project, but with the patient help of leaders and colleagues, I quickly learned all the scenes of the project and became familiar with the sales process. After this period of training, I have become a qualified salesperson, trying my best to do my own job and contribute my meager strength to the development of the company.

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