How to do real estate sales skills;
Real estate marketing planning effectively guides real estate marketing.
Real estate marketing planning is a very important guiding document, which effectively guides real estate marketing. Making a feasible real estate marketing plan can make the real estate marketing work more targeted and directional. Put the real estate marketing work in an important position and start with the real estate marketing planning. The real estate marketing plan has a good marketing direction and clear marketing objectives, and the real estate marketing work can be carried out more smoothly. Real estate marketing plays a very important role in the process of real estate development, that is, in the process of real estate project development,
We must always run through the spirit of marketing and regard marketing as the most normal work. The smooth development of marketing work will in turn play an important role in ensuring the promotion of real estate projects. The real estate marketing plan should be targeted, and the actual operation of sales execution marketing is more effective. A successful real estate marketing plan plays a decisive role in the whole real estate project, so we must fully realize the important role and significance of real estate marketing plan in promoting marketing practice. Development and promotion of real estate projects,
Will go through many stages, and the focus of marketing work will be different at each stage. For real estate marketers, real estate marketing planning can effectively guide real estate marketing. When doing real estate marketing planning, there will be different performances and different directions. In the practice of real estate marketing, they will be more targeted. According to the development degree of real estate projects, they will determine phased real estate marketing plans, which will be more targeted, and finally achieve successful marketing and achieve the overall goal of promoting the development of real estate projects.
How to do real estate sales skills;
1. If the customer says: I don't have time! ? Then the salesman should say:? I see. I never have enough time. But in just three minutes, will you believe that this is an absolutely important question for you?
2. If the customer says:? I'm not available now! ? A salesman should say:? Sir, Rockefeller, an American rich man, said that it is more important to spend one day a month thinking about money than to work for 30 days! We only need 25 minutes! Please set a date and choose a convenient time for you! I will be near your company on Monday and Tuesday, so I can visit you on Monday morning or Tuesday afternoon! ?
3. If the customer says:? I'm not interested. ? Then the salesman should say:? Yes, I totally understand. Of course, you can't be interested in something you can't believe or don't have any information at hand. It is reasonable and natural to have doubts and questions. Let me explain something to you. What day is suitable?
4. If the customer says:? I'm not interested in participating! ? Then the salesman should say:? I quite understand, sir. It's too much for you to be interested in not knowing what is good. That's why I want to report or explain it to you in person. Will I come to see you on Monday or Tuesday?
5. If the customer says:? Please send me the materials and let the salesman say, Sir, our materials are all designed outlines and drafts, which must be modified according to the personal situation of each customer in line with the instructions of the staff, which is tantamount to tailoring them to suit the needs of each customer. So I'd better come to see you on Monday or Tuesday. Do you think it is better to wait in the morning?
6. If the customer says: Sorry, I have no money! ? Then the salesman should say:? Sir, I know that only you know your financial situation best. However, it will be most beneficial for the future to help make a comprehensive plan now! Can I call on Monday or Tuesday? I see. After all, not many people want what they want. Because of this, we are now choosing a way to create maximum profits with the least money. Isn't this the best guarantee for the future? In this regard, I am willing to contribute my strength. Can I come to see you next Wednesday or weekend?
7. If the customer says:? It is still uncertain how the business will develop. ? Then the salesman should say:? Sir, we have to worry about the future development of this business in marketing. Please refer to it first and see where our supply plan is advantageous and whether it is feasible. Is it better if I come on Monday or Tuesday?
8. If the customer says:? To make a decision, I have to discuss it with my partner first! ? Then the salesman should say:? I totally understand, sir. When can we talk to your partner?
9. If the customer says:? We will contact you again! ? Then the salesman should say:? Sir, maybe you don't have much intention at present, but I want you to know that if you can participate in this business. It's good for you! ?
10. If the customer says: Let's talk or sell something, then the salesman should say: Of course, I really want to sell you something, but I will only sell it to you if it can bring you something you think is worth looking forward to. Can we discuss and study this problem together? I'll see you next Monday? Do you think it's better for me to come here on Friday?
1 1. If the customer says:? I have to think about it first. ? Then the salesman should say:? Mr. President, as a matter of fact, haven't we already discussed the relevant issues? Let me ask you honestly: What are you worried about?
12. If the customer says, I'll think about it and call you next week! ? Then the salesman should say:? You are welcome to call, sir. Do you think it will be easier? Shall I call you later on Wednesday afternoon, or do you think Thursday morning is better?
13. If the customer says: I have to discuss it with my wife first! ? Then the salesman should say:? Yes, sir, I understand. Can you invite your wife to talk to you? Make an appointment this weekend or any day you like.
Vanke Real Estate Sales Staff Internal Training Course
Chapter 1 Ten Basic Elements and Requirements of Super Salespeople
Section 1 Ten Basic Elements of Super Salesman
1, nice
Establish personal charm;
Organizational Innovation Ability —— Scientists' Brain
The enthusiasm of serving users-the artist's heart.
Professional technical ability-the hands of engineers.
Mobility-Workers' Feet
2. Two suits
Fast access to customers' channels
Remember the customer's name.
Nod and smile
Trust and care about the interests of customers.
Appearance, enthusiasm
Emotional Synchronization-Unity Framework Method
3. Three glasses of wine
Three States of customers
Listening skills
Create a relaxed environment
investigation method
4. Four rounds of mahjong
marketing power
Ability to understand customers
gather information
Rich topics
5. Five parties make friends
Expand your circle of life
The law of role interaction in interpersonal relationship
The law of mutual attraction between people
Interpersonal relationship adjustment method
The Law of Balance in Interpersonal Relations
6, six out of Qishan
Take setbacks for granted
Overcome the fear of failure
Definition of failure and rejection in transformation
Target occupation management
7. Seven Skills of Flattery
Analysis of human needs
A way to praise others.
Eight, eight will brag.
Improve self-confidence and self-worth
Relieve restrictive beliefs
Attention control
Know yourself and like yourself.
2 1 the belief that determines a person's life achievements.
9, 9 Work hard.
Success is a habit.
Today's attitude determines your achievements tomorrow.
The power of the subconscious
Successful practice
10, very patient
Your attitude towards life
Your survival skills
Your information processing ability