A real estate agent is a real estate salesperson. A salesperson should have many good qualities (I will list them for you later), but he must also know how to sell your things. This is the key.

Steps to sell things:

1. Market segmentation should be conducted to determine the target consumer groups for the products to be promoted.

Clearly whether it is targeted at families or units; whether it is for general use or has special functions; whether it is general price or high-end consumer goods, etc.

No matter whether the target consumer is a family or an organization, you must try to be targeted and determine which consumer groups and classes of consumer groups the product is suitable for. For example, high-end products are divided into target groups. When selling to units, target large and profitable products. When selling to families, target high-end residential areas and areas where wealthy people live. The promotion of medium and low-end products is aimed at small and medium-sized units and areas where low- and middle-income families live. You should understand it this way.

2. No matter who you want to sell to, you must have a sufficient understanding of the product. Your understanding is not limited to functions and advantages, but you must also recognize the shortcomings and deficiencies of the product. A proper understanding of the functions: materials, structure, usage, maintenance tips, etc. A proper understanding of the advantages: compared with similar products, the unique advantages of your product - more durable, more practical, Or the price is cheaper, three guarantees of credibility, etc. Awareness of shortcomings and shortcomings: What are the shortcomings and disadvantages of the product compared with similar products - materials, difficulty in use, high price, no after-sales guarantee, etc. Sometimes when selling products to customers, taking the initiative to talk about the shortcomings of your own product can often achieve unexpected results. It is recommended to try it (it also varies from person to person).

3. You should practice your ability to communicate with others and express yourself in conversation. These are the basic qualities that a salesman should possess. You can find some books on communication and etiquette in the school library to recharge temporarily.

The last thing I want to say is that after understanding the product, identifying the target group, and practicing the ability to interact with people, what should you pay attention to in the end - the target audience and their psychology. For example, my wooden doors are high-end and sold to home users. What else do I need to know clearly - where are the people in need! Doors are often required to be installed in residential areas to be built (not yet built) and newly built residential areas. However, if you want to sell to the person in charge of the residential area to be built, it is likely to involve issues such as relationships and commissions, which is relatively big. It is difficult to make a purchase as a college student (you have to have enough energy, I suggest you give it a try). Although each house in the newly built residential area has installed doors, many families will consider changing the doors, and there will be many problems. Big business opportunities. Then there is the need to understand and grasp the psychology of the consumers, and analyze their biggest demands for the product - that is, the product's selling point. You have to develop the ability to speak different things in front of different people, and try to tell them what they need. You have to work hard to grasp whether consumers are pursuing practicality, showing their identity, or just looking at price.

College students should practice hard. Salesmen are the most skilled and have a bright future. If you don’t understand something, you can continue to communicate in the future. I rely on creativity to make a living. I feel like I am on the Internet. Answering people's questions like this is like destroying your own job. In reality, I make a living by selling creative ideas! Do your duty.

Qualities that should be possessed.

As for the qualities that marketers should possess, they are nothing more than a few points: a good mentality; strong psychological qualities - self-confidence, not giving up easily, and the courage to face failure. Master professional knowledge, control of products, companies, market information, etc.; improve self-cultivation, pay attention to etiquette and norms; have strong sales and management capabilities, make wise choices, be good at grasping psychology, adjust the atmosphere, control the situation, and avoid rigidity, The handling of interpersonal relationships, sales skills and skills in maintaining customer relationships, etc.

No matter what type of sales it is, the sales process is always the same, but not all sales processes require these steps. Some people just don’t want you to show the product, and some people just don’t want you to facilitate it. The process is just a general martial arts routine. To defeat the enemy, you may need to practice the routine back and forth several times, but it may only require one or two moves.

It is important to fully digest the buying point, which is the basis of sales. Know what features your product has and what it can do to attract people—this is the so-called selling point of the product.

Skilled sales words and actions - To do sales, you need to be like a professional actor - with skillful acting skills, a sales promotion is like a "show".

Salespeople must also have a considerate heart. This is the so-called "go into the mountains and see the mountains." Salespeople should be the embodiment of the sales principle - "selflessness" and "selflessness". Regardless of whether your customers want your product or not, you have to do what you should do to promote it. Rejection is something that every salesperson encounters almost every day as he or she grows up. However, we cannot avoid making sales just because we are going to suffer rejection. The customer's reaction is nothing more than the following three:

1) Crazy

2) Not speaking

3) Great!

We don’t expect every customer to say “Great!” Likewise, we don’t expect every customer to say you are “crazy.”

Every customer you visit is worth RMB, and sales promotion is always the law of large numbers, which is directly proportional to the number of customers you visit.

The two most important words for salespeople are "fear" and "lazy". Sales is a war between YES and NO, a battle between doing and not doing.

Attack after attack, a salesperson can only succeed if he constantly challenges himself and perseveres.

Customer development actually determines the success or failure of a salesperson's marketing career. A company once conducted a survey on 700 resigned salesmen and found that 95% of them did not know how to find customers. Customers are a salesman's most valuable asset and the lifeblood for the continuation of his sales career. So, where are the customers?

The advantage of the causal method is that because they are familiar people, it is easier to approach and succeed, but the disadvantage is that the focus on gains and losses is heavier. In a society like China, selling to acquaintances is still a shameful thing, but salespeople should make it clear that our products bring benefits to them and solve their problems, rather than "killing familiarity." When you love your product and fully understand the purchase point of your product, these worries will disappear.

The introduction method is to use the influence of others, or to continue existing customers, to establish a word-of-mouth effect. There is a famous saying in the sales industry: “Behind every customer, there are 49 customers hidden”.

The unfamiliar method will make your market infinitely large - everyone is your customer. However, the unfamiliar method can only be based on quantity and quality. If you haven't been rejected enough before, you won't be a good salesperson. The real TOP SALES come from constant rejection and repeated visits from strangers!

In the sales career of a gold medal real estate agent, I summed up four sentences for my colleagues who are just starting out in the industry:

“Smile as a pioneer, listen to the first move. Praise the price Liancheng is backed by character."

“But how to face rejection from customers? I have been desperately looking for customers, but many customers reject me, but I don’t know how to face it. I think, if I can be good If I handle rejection properly, can my performance be improved?"

In fact, there are only three types of rejection: the first is rejection by the salesperson himself, the second is the problem with the customer himself, and the third is rejection by the customer himself. The third is that you have no confidence in your company or products.

Rejection is just a habitual reflex action of the customer, unless he buys after hearing the introduction - unfortunately such cases are relatively rare. Generally speaking, only refusal can understand the customer's true thoughts, and, Rejection processing is the best time to import deals.

The technology of rejection processing starts with analyzing the personality of Chinese people. The advantages and disadvantages of Chinese people's personalities are all opportunities for closing deals.

Chinese people have extremely good memories, so promises to customers must be fulfilled, otherwise, you may not have a chance to close a deal in your life.

Chinese people love beauty, so the first impression given by a salesperson is very important.

Chinese people value emotions, so sales should focus on communication between people.

Chinese people like to establish friendship, so you should also establish friendship with your customers - oh, Xiao Wang, he is your classmate, he is my neighbor, this way the relationship can be immediately closer.

Chinese people are accustomed to looking at their faces, and their expressions are written on their faces, so you should pay attention to your words and expressions.

Chinese people like to reciprocate favors, so we must know how to respect each other.

Chinese people love to be praised, so you should reduce the age of every person and increase the price of every item.

Chinese people love face, so you have to give your customers enough face.

Chinese people are not easy to trust others, but they have deep faith in those who already believe. Therefore, the most important thing in sales is to gain the trust of customers.

Chinese people are too smart, so they cannot be led away by the customer's ideas. Who takes the lead in every aspect of sales determines whether you can close the deal in the end or whether you are rejected by the customer.

Chinese people don’t like “right away”, they are afraid of being the first, they know what they know but don’t do it, and they like to speak only half the words. Therefore, at the right time, you must know how to make decisions for your customers.

Chinese people like hindsight, and you have to express your agreement with their opinions.

Chinese people don’t know how to praise others, so you have to learn to praise others.

So, the conclusion to being a successful real estate agent is that the key to objection handling skills is to grasp human nature and know how to analyze the real problems behind the customer's rejection.