In the real estate sales industry, there are 20-30 people in the team. Every month, he alone sells more than 60% of the monthly sales. This is the case every month. You can say that he is lucky. You can say that the time and place are right and the people are in harmony with this project. , The problem is that people change the project or get the first place, and it is the monthly sales crown. This is definitely not a question of luck. I really admire such a person. You may not be able to receive the same customers. No matter what, people can do it. It’s amazing, there must be a way to succeed, knowing that there are many sales people, please enlighten me!
Due to my usual working relationship, I have come into contact with many real estate consultants. From these excellent professional consultants, I found that they have some common characteristics. To summarize briefly, there are probably the following outstanding characteristics, which I hope will be helpful to the subject. 1. Improving real estate professionalism Due to the special characteristics of real estate’s bulk commodities, high value, low transaction frequency, etc., real estate intermediaries must have deep real estate knowledge and professional knowledge. This is not only a source of confidence for real estate agents, but also a basis for clients to trust you. First of all, be familiar with the target disk. Get a clear picture of the characteristics of similar real estate, apartment types, several elevators, prices, orientation, decoration, parking spaces, management fees, etc. Don’t wait until the customer asks and be speechless, so you will lose the customer’s trust. Second, we must grasp the main needs of customers. When buying a house, it is common for customers to make repeated comparisons and hesitate. When customers are still undecided about real estate comparisons repeatedly, if you can make a unique analysis of the customer’s housing needs, the success rate of signing orders will be much higher. Finally, compare the customer’s other options. A professional real estate consultant not only has a fundamental understanding of the characteristics of the properties sold (style, structure, unit type, area, function, orientation, price, public facilities, communities, etc.), but also has a basic understanding of the location of the properties sold, urban planning, and development trends , The strength of the developer, etc. also have sufficient understanding. What’s more important is to have a clear understanding of the advantages of competitive real estate, and be able to make a convincing and appropriate analysis and comparison of competitive real estate. note! Unprincipled depreciation of competitive real estate is likely to cause customers to have rebellious psychology. Therefore, it is necessary to seek truth from facts, while at the same time maximizing strengths and avoiding weaknesses, and provide customers with professional home purchase advice, so that customers can have a sense of trust in you and the target disk you recommend. In the process of communicating with customers, we must grasp the issues that customers care about as a breakthrough. What customers care about is the most important thing. In that case, you are more likely to succeed. 2. Cultivate Affinity What is affinity is the ability to make customers willing to chat with you and contact you. Real estate sales need to deal directly with customers face-to-face, and sales staff with strong affinity will naturally achieve higher performance under the same conditions. So how to cultivate affinity, let customers better communicate with you, and then recognize you and be willing to deal with you? First, pack your appearance and manners. Appearance and behavior not only reflect a person’s self-cultivation and education, but also seriously affect the customer’s sense of trust in you. Good appearance and manners not only give others a better first impression, but also reflects the good spirit of your company, which can help you win the recognition and respect of your customers. Therefore, you must be strict with yourself, dress formally, sit and stand, and pay more attention to gestures, posture, and facial expressions when dealing with people, so as to give others a good impression. Remember, your image is worth millions! Second, learn to package your language and voice to make the listener feel magnetic. Language is a bridge of communication, but also a lubricant of communication. For real estate sales, language is an art of interpersonal communication. When speaking with client owners, you should not only pay attention to facial expressions, attitudes, words, and tone of voice, but also pay attention to the way and method of speaking, observe social etiquette, and give people a sense of warmth. 3. Thinking from the customer’s standpoint 1. How can the “altruistic” thinking method make customers willing to spend their money to buy a house with you? It is better to think from the perspective of “altruism”. The whole process of communicating with customers and getting along with them is to think in an “altruistic” way of thinking, how to help the customer, how to maximize the benefit of the customer, how to make the customer feel caring, and help him solve the trouble… Only in this way, Only then will customers treat you as a friend, and customers will like to buy the house you sell. In the eyes of the client, you will naturally not be the “failed real estate sales that always wanted to sell the house to me”. The altruistic way of thinking allows us to stand on the same front with the customer to solve the problem. You are his best comrade-in-arms, rather than stand in the opposite position of selling and buying. 2. Sales misunderstandings that should be avoided. Misunderstanding 1: When we want to sell a house to a customer, does the customer really need it? Does he really need it or do we think he needs it? If we unilaterally believe that he needs it, then the deal may be far away or the chances are slim. Therefore, before marketing, how to arouse customers’ “demand awareness” and how to create their needs is the focus that we must use our heart. Because when the client doesn’t feel he needs it, it is absolutely impossible for him to buy the house. The best house for customers is the house that meets their needs, so prioritize sales needs, and then sell the house to customers, not the other way around. Misunderstanding 2: Are the so-called professional suggestions we put forward based on customer needs, or are we only focusing on our own performance goals? Is the suggestion made tailor-made for the customer, or tailor-made for ourselves? Different answers create different distances between us and our customers. Of course, we hope that the larger the customer’s order, the better, and the higher the transaction commission, the better, but the customer’s expectation is not the case. Every customer wants to spend the least money to get the most benefits. Customers are not stingy to spend money or pick faults. Thinking from another angle, if we buy a house ourselves, we might be more picky than these complaining customers at the moment before we make up our minds. An excellent real estate sales is the solver of the customer’s problem in the mind of the customer, not the manufacturer of the customer’s problem. 3. Try to sell the house to yourself. The most difficult to sell in this world, the hardest to face, and the most picky customer is often yourself. Because you know best whether such a house can meet your needs, it is not easy to convince yourself to buy it. How can you burn your desire to buy, and even make up your mind to buy, what do you need? And in the process of self-selling, you will ask yourself the questions that you will ask yourself in all likelihood is also the questions that customers will ask you face-to-face. So what kind of answer will satisfy you? If you have successfully persuaded yourself to buy, you have almost taken into account the problems you will face in selling a house. This is a good way to practice. It’s better to test the waters by yourself than to practice your hands with customers. If you can’t even convince yourself, how do you have full confidence and certainty to face customers? Therefore, the rejection or frustration faced by many salespeople in the sales process is actually the result of their lack of self-contact. If you can successfully sell the property to yourself, it means that you already understand the needs of your customers. By changing roles and helping you improve your ability to observe words and colors, you can easily enter the depths of customers’ hearts, understand what customers need and think, and truly master their behavior and psychology. You will no longer complain, because you will find that you understand more and more what customers want and what customers think. For an excellent real estate agency, high-value and stable performance comes from this. 4. Respect for customer needs. Some property consultants start to introduce real estate to customers as soon as they receive them. Regardless of whether the customer likes to listen to it, whether he wants to listen or not, just talk for himself, talk like a machine gun, and don’t think about it at all. How are customers’ feelings, recognition and needs? When a customer raises a question, he immediately refutes it, or even attempts to change the customer’s expressed demand to complete the transaction. Of course, such a sales method is not acceptable! Because you don’t know what the customer wants. Maybe you feel good about yourself, but whether this kind of marketing is effective or not depends on the customer. Unless you are hit by good luck, how can a deal be dealt with. We must respect and patiently let the customers finish their words, carefully record the customer’s home purchase needs, and capture the customer’s psychology of buying a house during the customer’s speaking process, so that we can persuade the customer and win the customer with a definite goal. 5. Use less professional terminology. When introducing housing, real estate consultants try to use colloquial forms to explore the needs of customers and narrow the psychological distance with customers. Some people’s exports are building density, floor area ratio, greening rate, etc., so that customers can understand but not understand, causing a kind of psychological pressure and creating difficulties for subsequent marketing. For example, you can tell the distance between the two buildings, the size of the garden, the number of venues or the size of the activities, etc., so that people can understand it, so that effective communication can be achieved, and the sale of real estate will not be hindered. 6. Satisfying the spiritual needs of customers Sometimes the needs of customers are not limited to the real estate itself. The needs of the house are only one of his needs. This is also true if you are a customer yourself, but you may not have thought about it carefully. Imagine when you stand in the marketing hall to buy a house, do you only need the function of the house? Or should we also consider other needs such as respect and praise? Some customers’ other needs may be higher than the real estate itself. Have you noticed this during the sale process? 4. Do things with heart 1. Attitude is more important than skill. Any sales method and skill are not unique. The best for you is the best. Everyone has different personalities and different ways of dealing with people. Real estate consultants with a good working attitude will create a set of sales methods and skills that suit them through practice. As a real estate consultant, the core qualities are affinity and professionalism. Affinity is not innate, it is achieved through long-term, diligent, and serious work, and gradually improves and exercises. At the same time, as a real estate sales person with a certain degree of professionalism who can take care of customers buying a house, he must first clearly know what he is selling to be able to “sell well” and “do well”, so he must be very careful about the business. Familiar with. 2. Result thinking should take the result thinking to do things, and do things proactively! Do more things that are conducive to billing, and do less or no things that are not related to billing. Think about your own gains and losses before going to bed every day, and arrange your work time for the next day. 3. Every day from smiling, when you get up early every day, take 5 minutes to practice smiling in the mirror, practice standing posture, and say some polite words to yourself, so that the new day has a good start, a good mood and a better mood Of yourself. Through long-term practice, you will find yourself more and more popular.