1 thought on “Skills of sales assistants in the real estate industry to communicate with real estate agents”
Annette
The technique of communicating with real estate developers in the real estate industry is a kind of sales. As long as you understand the concept of sales, use the concept to talk, and the communication skills naturally come. You have learned how to communicate.
. What is the sales during the sales process? : 1, the world’s first person Joe Gillard said: “I sell It’s not my Chevrolet car, I sell myself “; 2, the first selling you who first sold any products before selling any products; 3, there is an important bridge between the product and the customer: the sales staff itself itself ; 4, in the process of face -to -face sales (communication), if the customer does not accept you, will he still introduce you to the opportunity of the product? 5. No matter how you introduce your company to your company, the company is first -class Well, the product is first -class, and the service is first -class. However, if the customer looks at your people, like five streams, and when you hear what you say, it is more like a layman. Generally speaking, customers will not be willing to follow You continue to talk. Will your performance be good? 6, you have to make yourself look more like a good product. 7, dressed up for success, wearing victory. The investment in sales staff is the most important investment of sales staff. . What is sold during the sales process? This: concept. 1, it is easier to sell it for selling, or is it easier for customers to buy? 2, is it easy to change the concept of customers, or is it easy to cooperate with the customer? Therefore, before selling your products to customers, find a way to figure out their ideas and then cooperate with it. 4. If the customer’s purchase concept conflicts with the concept of products or services we sell, then first change the customer’s concept and then sell. 5, the customer pays for what he wants to buy, not you pay for it; our job is to help customers buy what he think is most suitable. . What do you buy during the sale? Answer: Feeling 1, people do not buy something, there is usually a decisive power to dominate, that is, it feels. 2. Feeling is a key factor that affects people’s behavior. 3. It is a complex of interaction between people and people, people, and environment. 4. If you see a high -end suit, the price, style, and fabric are good in all aspects, you are very satisfied. But the salesperson does not respect you when talking with you, making you feel uncomfortable. Will you buy it? If the same set of clothes on the stall next to the butcher market, will you buy it? It feels wrong. 5, enterprises, products, people, environment, language, tone, limb movement will affect the customer’s feeling. 6. You can create a good feeling for customers throughout the sales process, then you find the “key” to open the customer wallet. . What is the selling during the sale? This: Benefits The benefits are what happiness and interests can be brought to the other party, and it can help him reduce or avoid any trouble and pain. 1. Customers will never buy because of the product itself. Customers buy the benefits that can bring him through this product or service. 2, the sales staff (ingredients) of the second -rate sales personnel, the results of the first -class sales staff (benefits). 3. For customers, customers only understand what the product will bring to themselves and avoid any troubles to buy. Therefore, first -class sales staff will not focus on how many benefits they can get, but will be placed on the benefits that the customer will get. When the interests, customers will put the money into our pocket, and they will also tell us: Thank you!
. What is the customer’s mind thinking about the customer’s heart? Is: The six major questions in the heart of the customer during the face -to -face sales process? 1, who are you? 2, what do you want to talk about with me? 3, what do you talk about What are the benefits of me? 4, how to prove that you are talking about facts? 5, why should I buy it with you? 6, why do I want to buy it with you now? This is this The customers of the six major questions do not necessarily ask, but he will think so subconsciously. For example: The moment the customer saw you, he felt: I haven’t seen this person, why did he smile at me with a smile? ? When you walk in front of him, when he opens his mouth to speak, he thinks you want to talk to me? When you speak, he is thinking, what to do with me? If he is not good for him, he doesn’t want to listen to it. Because everyone’s time is limited, he will choose to do something good for him. When he thinks your product is really good for him, he will think, do you lie to me? How can you prove that you are talking about facts? Is when you can prove that the benefits are true, he in his heart I will definitely think that this kind of product is really good, is there a better place in other places, or whether others sell it cheaper. When you can give him enough information to let him know that it is the most cost -effective when buying it with you, he I will think in my heart, can I buy it tomorrow, and buy it next month? I can’t buy it next year? So, you must give him enough reasons to let him know the benefits of buying now, and the loss of not buying now. Therefore, before visiting your customers, you have to treat yourself as a customer, ask these questions, and then answer these questions again, This design answers, and give enough reasons. The customer will buy it to buy He thinks the best and most suitable for himself. 6. How to compare with competitors? 1. Do not degrade the opponent. rn你去贬低对手,有可能客户与对手有某些渊源,如现在正使用对手的产品,他的朋友正在使用,或他认为对手的产品不错,你贬低就等于说他没眼光、 When he is making mistakes, he will immediately dislike. , don’t degrade your competitors, especially when your opponent’s market share or sales are good, because how do the other party really do well and how can it be your competitor? Degrading competitors will only make customers feel that you are unreliable. When it comes to the opponent, it is said that others are not good, and customers will think that you have a problem or quality. 2. Take your own three advantages and compare it objectively with the three weak points of the opponent. The saying goes, the goods are more than three, and any kind of goods have their own advantages and disadvantages. When making product introduction, you need to cite the three strong points of the existing party with the three weak items of each other. Even if the same grade is the same grade The product is objectively compared by your height. 3, emphasize unique selling points. I unique selling points are the unique advantages that we have only we have and the competitors do not have. Just as everyone has a unique personality, any product will have their own unique selling points. When introducing the products The importance of selling points can increase the success of the success of sales.
7. Although the service is after the transaction is over, it is related to the success of the next transaction and transfer. What about customer satisfaction? This: Your service can move the customer. Service = care. The care is service. Some people may say that the care of the sales staff is fake and purposeful. If he is willing to care for you for a lifetime, are you willing? 1. Three services that move the customer to move: actively helping customers to expand his career: no one is willing to be sold, and no one is at the same time no one Reject others to help him expand his career. sincerely cares about customers and their families: No one is willing to be sold, and few people refuse to care about others and his family. making services that have nothing to do with the product: If your service is related to your product, customers will think that it should be. If your service has nothing to do with your product, then he will think you really care about him, compare It is easy to move him, and it is most effective to move customers. 2, three levels of service: service within the portion: what you and your company should do, customers think that you and your company are OK. The service on the edge (the service that can be done or not): You have done it, and the customer thinks that you and your company are very good. The service that has nothing to do with sales: You have done it. Customers think that you and your company are not only partners in the mall, but also the customer also treats you as a friend. Such a human relationship and competitors can not grab it. Is this the result you want? 3, important beliefs of service: I I am a service person, I provide the quality of the service, follow the quality of the service, follow, follow the quality of the service, follow, follow the quality of the service. My life quality and personal achievement are proportional. If you do n’t care well, you do n’t care about customers, serve customers, and your competitors.
The technique of communicating with real estate developers in the real estate industry is a kind of sales. As long as you understand the concept of sales, use the concept to talk, and the communication skills naturally come. You have learned how to communicate.
. What is the sales during the sales process?
:
1, the world’s first person Joe Gillard said: “I sell It’s not my Chevrolet car, I sell myself “;
2, the first selling you who first sold any products before selling any products;
3, there is an important bridge between the product and the customer: the sales staff itself itself ;
4, in the process of face -to -face sales (communication), if the customer does not accept you, will he still introduce you to the opportunity of the product?
5. No matter how you introduce your company to your company, the company is first -class Well, the product is first -class, and the service is first -class. However, if the customer looks at your people, like five streams, and when you hear what you say, it is more like a layman. Generally speaking, customers will not be willing to follow You continue to talk. Will your performance be good?
6, you have to make yourself look more like a good product.
7, dressed up for success, wearing victory.
The investment in sales staff is the most important investment of sales staff.
. What is sold during the sales process?
This: concept.
1, it is easier to sell it for selling, or is it easier for customers to buy?
2, is it easy to change the concept of customers, or is it easy to cooperate with the customer? Therefore, before selling your products to customers, find a way to figure out their ideas and then cooperate with it.
4. If the customer’s purchase concept conflicts with the concept of products or services we sell, then first change the customer’s concept and then sell.
5, the customer pays for what he wants to buy, not you pay for it; our job is to help customers buy what he think is most suitable.
. What do you buy during the sale?
Answer: Feeling
1, people do not buy something, there is usually a decisive power to dominate, that is, it feels.
2. Feeling is a key factor that affects people’s behavior.
3. It is a complex of interaction between people and people, people, and environment.
4. If you see a high -end suit, the price, style, and fabric are good in all aspects, you are very satisfied. But the salesperson does not respect you when talking with you, making you feel uncomfortable. Will you buy it?
If the same set of clothes on the stall next to the butcher market, will you buy it? It feels wrong.
5, enterprises, products, people, environment, language, tone, limb movement will affect the customer’s feeling.
6. You can create a good feeling for customers throughout the sales process, then you find the “key” to open the customer wallet.
. What is the selling during the sale?
This: Benefits
The benefits are what happiness and interests can be brought to the other party, and it can help him reduce or avoid any trouble and pain.
1. Customers will never buy because of the product itself. Customers buy the benefits that can bring him through this product or service.
2, the sales staff (ingredients) of the second -rate sales personnel, the results of the first -class sales staff (benefits).
3. For customers, customers only understand what the product will bring to themselves and avoid any troubles to buy.
Therefore, first -class sales staff will not focus on how many benefits they can get, but will be placed on the benefits that the customer will get. When the interests, customers will put the money into our pocket, and they will also tell us: Thank you!
. What is the customer’s mind thinking about the customer’s heart?
Is: The six major questions in the heart of the customer during the face -to -face sales process?
1, who are you?
2, what do you want to talk about with me?
3, what do you talk about What are the benefits of me?
4, how to prove that you are talking about facts?
5, why should I buy it with you?
6, why do I want to buy it with you now?
This is this The customers of the six major questions do not necessarily ask, but he will think so subconsciously.
For example: The moment the customer saw you, he felt: I haven’t seen this person, why did he smile at me with a smile? ? When you walk in front of him, when he opens his mouth to speak, he thinks you want to talk to me? When you speak, he is thinking, what to do with me? If he is not good for him, he doesn’t want to listen to it. Because everyone’s time is limited, he will choose to do something good for him. When he thinks your product is really good for him, he will think, do you lie to me? How can you prove that you are talking about facts?
Is when you can prove that the benefits are true, he in his heart I will definitely think that this kind of product is really good, is there a better place in other places, or whether others sell it cheaper. When you can give him enough information to let him know that it is the most cost -effective when buying it with you, he I will think in my heart, can I buy it tomorrow, and buy it next month? I can’t buy it next year? So, you must give him enough reasons to let him know the benefits of buying now, and the loss of not buying now.
Therefore, before visiting your customers, you have to treat yourself as a customer, ask these questions, and then answer these questions again,
This design answers, and give enough reasons. The customer will buy it to buy He thinks the best and most suitable for himself.
6. How to compare with competitors?
1. Do not degrade the opponent. rn你去贬低对手,有可能客户与对手有某些渊源,如现在正使用对手的产品,他的朋友正在使用,或他认为对手的产品不错,你贬低就等于说他没眼光、 When he is making mistakes, he will immediately dislike.
, don’t degrade your competitors, especially when your opponent’s market share or sales are good, because how do the other party really do well and how can it be your competitor? Degrading competitors will only make customers feel that you are unreliable.
When it comes to the opponent, it is said that others are not good, and customers will think that you have a problem or quality.
2. Take your own three advantages and compare it objectively with the three weak points of the opponent.
The saying goes, the goods are more than three, and any kind of goods have their own advantages and disadvantages. When making product introduction, you need to cite the three strong points of the existing party with the three weak items of each other. Even if the same grade is the same grade The product is objectively compared by your height.
3, emphasize unique selling points.
I unique selling points are the unique advantages that we have only we have and the competitors do not have. Just as everyone has a unique personality, any product will have their own unique selling points. When introducing the products The importance of selling points can increase the success of the success of sales.
7. Although the service is after the transaction is over, it is related to the success of the next transaction and transfer. What about customer satisfaction?
This: Your service can move the customer. Service = care.
The care is service. Some people may say that the care of the sales staff is fake and purposeful. If he is willing to care for you for a lifetime, are you willing?
1. Three services that move the customer to move:
actively helping customers to expand his career: no one is willing to be sold, and no one is at the same time no one Reject others to help him expand his career.
sincerely cares about customers and their families: No one is willing to be sold, and few people refuse to care about others and his family.
making services that have nothing to do with the product: If your service is related to your product, customers will think that it should be. If your service has nothing to do with your product, then he will think you really care about him, compare It is easy to move him, and it is most effective to move customers.
2, three levels of service:
service within the portion: what you and your company should do, customers think that you and your company are OK.
The service on the edge (the service that can be done or not): You have done it, and the customer thinks that you and your company are very good.
The service that has nothing to do with sales: You have done it. Customers think that you and your company are not only partners in the mall, but also the customer also treats you as a friend. Such a human relationship and competitors can not grab it. Is this the result you want?
3, important beliefs of service:
I I am a service person, I provide the quality of the service, follow the quality of the service, follow, follow the quality of the service, follow, follow the quality of the service. My life quality and personal achievement are proportional.
If you do n’t care well, you do n’t care about customers, serve customers, and your competitors.