1. For real estate agents, it is undoubtedly necessary to master the knowledge of sales. Sales without knowledge can only be regarded as speculation, and you can't really experience the fun of sales. 2. Successful promotion is not an accidental story, but the result of sales representatives learning, planning and applying knowledge and skills. 3. Sales promotion is the application of common sense, but only by applying these concepts that have been proved by practice to the activists can it produce results. Before you make a splash, you must be prepared for boredom. 5. Never neglect the preparation and planning before promotion, only when you are prepared can you win. Prepare sales tools, opening remarks, questions to ask, words to say and possible answers. 6. The combination of sufficient preparation in advance and inspiration on the spot often leads to the disintegration of a powerful opponent and success. 7. The best brokers are those who have the best attitude, the richest knowledge and the most thoughtful service. 8. Be sure to memorize the housing information, collect the information of competitors at the same time, study and analyze it, so as to know yourself and take corresponding countermeasures. 9. You must read more books and magazines about economy and sales. In particular, you must read newspapers every day, learn about national and social news and news events, and visit customers every day. This is often the best topic, and you will not be ignorant or knowledgeable. 10. The road to obtaining orders begins with finding customers, and the development of customers cannot stop. If you stop adding new customers, there will be no source of success. 1 1. Do more things that are beneficial to customers and exceed his expectations. 12. When visiting customers, you should believe that even if you fall, you should grab a handful of sand. It means that you can't go home empty-handed, even if there is no customer position, let the customer remember. 13. Select customers. Measure customers' willingness and ability to buy, and don't waste too much time on people who have no intention of buying a house. 14. The important rule of a strong first impression is to help people feel important. 15. Be punctual for appointments-Being late means: I don't respect your time. There is no reason for being late. If you can't avoid being late, you must call to apologize before the appointed time and then continue the unfinished work. 16. Sell to Mr. Power who can make a purchase decision. 17. We must try our best to prepare the materials in advance. 18. Get close to the customer in a planned and natural way, and make the customer feel favorable, so as to negotiate smoothly. 19. It is impossible to reach a deal with every customer you visit. We should try to visit more customers to increase the percentage of transactions. 20. Know your customers, because they decide your performance. 2 1. Before you become an excellent broker, you should become an excellent investigator. You must discover, track and investigate until you know everything about your customers and make them your good friends. 22. Know your property and find out the selling points. 23. Brokers with good performance can tolerate failure partly because they have complete confidence in their career. 24. Know your customers and meet their needs. Not knowing the needs of customers is like walking in the dark, wasting energy and not seeing the results. 25. Nothing is more valuable than time. 26. There are three rules to improve the single rate: one is to focus on your important customers, the other is to be more focused, and the third is to be more focused. 27. There is no distinction between high and low customers, but there are grades. Determine the input energy according to the customer level. 28. Approaching customers must not be formulaic, so we must make full preparations in advance and adopt the way and opening remarks that are most suitable for all kinds of customers. 29. Opportunities are often fleeting, and quick and accurate judgment is needed to close the transaction as soon as possible. 30. Focus on the right goals, use your time correctly and use the right customers, and you will have the eyes of a tiger. 3 1. The golden rule of sales is to treat others as you want them to treat you; The platinum rule of promotion is to treat people the way they like. 32. Let customers speak for themselves. Let a person talk about himself, which can give you a good opportunity to explore similarities, build a good impression and increase the chances of completing sales promotion. 33. sales promotion must be patient. In order to avoid rushing, we can't take it lightly. Be sure to take your time, observe your face and color, and facilitate the transaction at an appropriate time. Don't be discouraged by customers' rejection. Try to find out why the customer refused, and then prescribe the right medicine. 35. Be warm and patient with people around customers. It should be noted that they are likely to directly or indirectly influence customers' decisions. 36. Sales are for helping customers, not for commission. 37. At any time, at any place, to convince anyone, the factor that will always work is sincerity. 38. Don't sell but help. Selling is for customers, and helping is for customers. 39. Customers' thinking is logical, but it is emotion that drives them to take action. So press the customer's heart button. 40. The relationship between brokers and clients never needs formulas and theories such as calculus, but topics such as today's news and weather. So, don't try to impress customers with simple truth. 4 1. to impress customers. 42. When you can't answer the customer's objection, don't perfunctory, cheat or deliberately refute it. You must answer as many questions as possible. If you don't get to the point, you must ask the leader as soon as possible to give the customer the most concise, satisfactory and correct answer. 43. Listen to buying signal-If you listen carefully, you will usually be prompted when customers decide to buy. Listening is more important than speaking. 44. The rules of the game are: a series of activities aimed at closing a deal. Although agreement is not everything, there is nothing without agreement. 45. When you make a deal, you have firm self-confidence, and you are the embodiment of success. As an old proverb goes, success comes from success. 46. There is no shame in not signing the bill, but it is not clear why it is shameful not to sign the bill. 47. The conclusion suggests that the right solution should be put forward to the right customer at the right time. 48. When signing the bill, convince the customer to take action now. If you procrastinate, you may lose the chance to make a deal. An adage is: Today's orders are in front of us, and tomorrow's orders are far away. 49. If the transaction fails, immediately make an appointment with the customer for the next meeting date. If you can't make an appointment for the next meeting when you meet the customer face to face, it will be even more difficult to meet this customer later. Every call you make must bring at least some form of sales. 50. Track, track, and track again-If you need to contact the customer five to 10 times to complete an order, then you must do it 10 times at all costs. 5 1. Get along well with others (colleagues and customers). Brokerage is not a one-man show, we should work together with colleagues and become partners with customers. 52. Hard work will bring good luck. Look at those lucky people carefully. They have worked hard for many years, and you can be as good as them. 53. Don't blame others for failure-taking responsibility is the pillar of accomplishing things, effort is the standard of success, and completing tasks is your reward (money is not a reward-money is only an accessory to successfully completing tasks). 54. Stick to the end-can you regard "no" as a challenge, not a refusal? Are you willing to stick to the 5 to 10 visits needed to complete the promotion? If you can do it, then you will begin to feel the power of persistence. 55. Find out your success formula by numbers-determine how many leads, how many phone calls, how many potential customers, how many meetings and how many follow-up are needed to complete a single order, and then act according to this formula. 56. Face the work with enthusiasm. 57. Make a deep impression on customers. This impression includes innovative image and professional image. How did the customer describe you when you left? You are always making an impression on others, sometimes dim and sometimes bright; Sometimes it's good, sometimes it's not. You can choose the impression you want to leave others, and you must also be responsible for the impression you leave. 58. The best way to deal with competitors' offensive is courtesy, goods, warm service and professionalism. The stupidest way to deal with a competitor's offensive is to speak ill of him. 59. Enjoy yourself-this is the most important one. If you love what you do, your achievements will be more outstanding. Doing what you like will bring joy to people around you. Happiness is contagious. 60. Performance is the life of sales, but it is wrong to ignore business ethics and do whatever it takes to achieve performance. Dishonorable success will sow the seeds of failure for the future. 68. Brokers must always pay attention to comparing the annual and monthly performance fluctuations, conduct introspection and review, and find out the crux: human factors or market fluctuations? Is it a competitor's strategic factor or a change in company policy? Such as this, in order to actually grasp the correct situation, find countermeasures, in order to complete the task and create good results. 6 1. Pre-sale flattery is not as good as after-sale service, which will attract customers forever. 62. If you send away a happy customer, he will publicize it everywhere and help you attract more customers. 63. Your neglect of old customer service is an opportunity for competitors. At this rate, it won't be long before you fall into crisis. 64. We can't count how many customers have lost because of a small mistake-forgetting to call back, being late for an appointment, not saying thank you, forgetting to fulfill the promise to customers and so on. These little things are the difference between a successful sales representative and a failed sales representative. 65. Etiquette, appearance, speech and manners are the sources of people's impression of getting along well with each other, and more efforts must be made in this respect. 66. Clothing does not make a perfect person, but 90% of the impression people get when they meet for the first time comes from clothing. 78. Credit is the biggest asset in sales promotion, and personality is the biggest asset in sales promotion. Therefore, sales representatives can use various strategies and means, but they must not deceive customers. 79. Sales will improve only when customers speak. So, pay when the customer is talking, don't interrupt him, and allow the customer to interrupt you when you are talking. Promotion is a silent art. As far as sales promotion is concerned, listening is more important than speaking well. 82. Before you speak, you should win the favor of customers. The best way to win sales promotion is to win the hearts of customers. People are more likely to buy from friends, but less likely to buy from sales representatives. Salespeople should also have an understanding heart. The so-called "going into the mountains to see the mountains" is this truth. Salespeople should be the embodiment of the principles of sales promotion-"forget me" and "no self". Whether your customers want your products or not, you should do what you should to promote them. Rejection is something that every salesperson will encounter almost every day when he grows up. However, we can't stop selling just because we want to be rejected. The customer's response is nothing more than these three kinds:

1) neuropathy

2) Don't talk

3) Great!

We don't expect every customer to say "great!" Similarly, we won't meet every customer who calls you a "psycho". Every customer you visit is 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 of salespeople are "fear" and "laziness". Promotion is a war of right and wrong, a struggle of doing and not doing.

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

Customer development actually affects the success or failure of a salesperson's promotion career. A company once investigated 700 resigned salesmen and found that 95% of them didn't know how to find customers. Customers are the most valuable property of salespeople and the lifeblood of the continuation of sales promotion. So, where are the customers?

The advantage of this method is that people who are familiar with it are easier to approach and succeed, but the disadvantage is that there are more gains and losses. In a society like China, it is still shameful to sell to acquaintances, but the salesperson should make it clear that our products are beneficial to him, to solve his problems, and not to "kill him". When you love your product and completely digest the point of purchase of your product, this scruple disappears.

The introduction method is to use the influence of others, or to continue existing customers and establish word-of-mouth effect. There is a famous saying in the sales field that "behind every customer, there are 49 customers hidden".

Unfamiliar laws will expand your market infinitely-anyone is your customer. However, unfamiliar methods can only be based on quantity and quality. You won't be a good salesman until you are rejected enough times. The real top sales come from this strange visit, which is constantly rejected and visited!

In the sales career of the gold medal real estate agent, I summed up four sentences for my colleagues who just started working:

"Smile, listen to the first move. Praise is priceless and character is the backing. "

"But, how to face the customer's rejection? I have been desperately looking for customers, but many customers refused me, but I don't know how to face it. I think if I can handle rejection well, can I improve my performance again? "

In fact, there are only three kinds of refusal: the first is to refuse the salesperson himself, the second is that the customer himself has problems, and the third is that he has no confidence in your company or product.

Rejection is just a habitual reflex action of the customer, unless he buys it after listening to the introduction-unfortunately, this situation is rare. Generally speaking, only by refusing can we know what customers really think, and refusing to deal with it is the best time to import the transaction.

The technique of refusing to deal with it should start with the analysis of Chinese personality. The advantages and disadvantages of China people's personalities are all opportunities to clinch a deal.

China people have a good memory, so you must honor your promise to customers, otherwise, you may never have a chance to clinch a deal.

People in China love beauty, so the first impression made by salespeople is very important.

China people attach importance to feelings, so people should pay attention to communication in sales.

People in China like to make friends, so you should also make friends with your customers-Oh, Xiao Wang is your classmate, and he is my neighbor, so that the relationship can be brought closer immediately.

People in China are used to looking at their faces, and their expressions are written on their faces. You should pay attention to what they say.

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

People in China like to be praised, so you should lower everyone's age and raise the price of everything.

China people love face, so you should give your customers face.

China people don't trust others easily, but they believe in those who already believe. Therefore, the most important thing in sales is to gain the trust of customers.

China people are too smart to be taken away by customers' ideas. Who will dominate every link of sales determines whether you can clinch a deal or be rejected by customers.

China people don't like "right away". They are afraid of being the first, knowing but not acting, and they like to talk half the time. Therefore, at the right time, you should know how to make decisions for customers.

China people like Monday morning quarterback, so you should agree with him.

China people don't praise others, you should learn to praise them.

Therefore, the conclusion of being a successful real estate agent is that the key to objection handling skills lies in grasping human nature and knowing how to analyze the practical problems behind customer rejection.

Well, it should help you. Wish you success!