As a professional real estate salesman, you should have the basic qualities of self-confidence, adaptability, gratitude and listening, learn to draw inferences from others, sum up yourself and reflect on yourself. And pay attention to improving business level, strengthening sales skills, cultivating keen observation, researching and investigating the real estate market in daily work.
I will further study and improve in my work in the future, and understand that learning is a matter that runs through my life. Only by continuous learning can we further enrich ourselves and improve ourselves, and we will not rest on our laurels. At the same time, we can also find our own shortcomings from the study and lay a good foundation for further work in the future.
In the eyes of most people, the job of a salesperson seems simple: customers will come and sell themselves without going out and looking for it, and it is also simple. They will enthusiastically preach to customers the information of the real estate that they have already learned by heart, and then answer several questions like "What are the living facilities around the community". I don't see any challenges or creativity. It seems that anyone can do it, but it's not.
We can look at it from the developer's point of view first. One of the results of the continuous development of market competition is that the degree of "homogeneity" of products is getting higher and higher, and services are playing an increasingly important role in sales. At the same time, enterprises need to be more sensitive to market changes. After more than ten years' development, the real estate market in China has not only changed rapidly from a seller's market to a buyer's market, but also the phenomenon of "homogenization" of products has become increasingly prominent. Therefore, salespeople who are in the front line of contacting customers are playing an increasingly important role in the whole marketing system, and their identity attributes are becoming more and more complicated: they are the main force to convince customers on the spot and promote the final purchase; Their service attitude and spirit reflect the company's business philosophy and value orientation; They are the first perceptors of the latest market trends, customers' actual needs and customers' reactions to company advertisements, promotions and other marketing methods; They are the best collectors, collators and deep processors of customer information.
We can also look at it from the perspective of consumers. On the one hand, "homogenization" gives consumers the opportunity to make calm and rational decisions, but for consumers with limited knowledge of building structure, building materials, building planning and environmental design, it is really not easy to make the best purchase choice among several buildings with similar prices and quality. At this time, most consumers will ask relatives, friends and colleagues for help. In fact, most relatives and friends are not experts, and their opinions are mainly placebos. Therefore, what consumers most desire and need is an expert to provide them with rational and pertinent analysis opinions from the development trend of lots, the concept of architectural planning, the relationship between apartment types and human settlement activities, the spatial setting of residential areas, greening and environmental design with an objective attitude and professional knowledge.
Therefore, today's salespeople should not be simple "salespeople" or "price assessors", but real estate consultants who can provide real estate investment and professional consulting services to customers. It should be a front-line marketer, who can feed back market information for developers and provide reference for marketing decision-making; It is the conscious disseminator of the developer's business philosophy and business philosophy.
This training has made full preparations for the opening of new projects in our enterprise, which has made us more motivated and confident. Because we are a team, we should have the spirit of teamwork and contribute to the future performance growth of the company.
Combined with the opinions of the marketing team, we believe that the company should increase and pay special attention to the training of the following contents:
1, the history of human settlement and the latest concept of human settlement, the influence of the evolution of modern lifestyle on architecture, the concept of urban and residential planning, a brief history of Chinese and foreign architecture, and the basic concepts of indoor and outdoor space coordination. Only by mastering this knowledge can we answer questions for customers and provide real consulting services;
2. The survey content and technology of competitors. This is the basis for providing customers with rational comparative analysis.
3. Understand the collection, classification and processing of customer data. With this knowledge, we can provide first-line market data for the company to adjust its marketing strategy, formulate the next real estate development plan and cultivate its core competitiveness. (Selected from China Housing Business School Network Forum)
I hope I can help you, and I wish you a happy job!