销售规范培训提纲.docx
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销售规范培训提纲.docx
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销售规范培训提纲
Ⅰ、素质培训
第一节售楼员定位与职责
一、售楼员定位
1、对公司而言
企业形象的代言人
信息的传递者
反馈信息的媒介
2、对客户而言
客户引导者/专业顾问
将楼盘推荐给客户的专家
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二、房地产销售人员的基本品质:
同情心:
能设身处地为客户着想;
自我驱动力:
有迫切实现销售的个人需求;
精力充沛、充满自信、渴望成功、勤奋执着,并有将挫折与困难当成挑战的心态。
三、优秀房地产销售人员必备的基本素质
一个中心:
以客户为中心
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二种能力:
、倾听能力、说服能力
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三个真心:
热心、信心、耐心
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四个熟悉:
经济形势、法律法规、市场行情、竞争物业
五个必备:
调查、计划、揣摩、追踪、掌握
核心素质:
专业性和亲和力
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四、房地产销售人员的工作职责
常规工作职责:
推广公司形象,传递公司信息;积极主动向客户推荐公司楼盘;按照服务标准指引,保持高水准服务质素;完成每月销售任务;保持服务台及展场的整洁;及时反映客户情况;准时提交总结报告;培养市场意识,及时反映竞争对手及同类项目的发展动向;爱护销售道具;不断进行业务知识的自我补充与提高;服从公司的工作调派;严格遵守公司的各项规章制度;严格遵守行业保密制度。
第二节地产销售人员必备的认知
我们不是在卖房子,而是在卖一种全新的生活方式
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我们不是在卖最好的房子,而是在卖性价比最高的房子
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房地产的四大投资附加值
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服务的最高境界不是让客户满意,而是为了实现客户穿透
价值穿透的倍增效应:
穿透倍增
一次穿透1变2
二次穿透2变4
三次穿透4变8
四次穿透8变16
五次穿透16变32
25次穿透33554432
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不把客户当上帝,而把客户当自己
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第三节地产销售人员现场实战应具备的要点
要点一、人品端正
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要点二、信心
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要点三:
勤于思考、做个有心人
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要点四:
吃苦耐劳
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要点五:
态度决定一切
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要点六:
韧性
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要点七:
交际能力
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要点八:
反应要快
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要点九:
热情
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要点十:
知识面宽
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要点十一:
责任心
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要点十二:
抗压能力
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第四节销售启发培训
Ⅰ、销售原理及关键
一、销售、买卖的真谛
提问:
销售过程中“销”的是什么?
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提问:
销售过程中“售”的是什么?
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二、行为动机
提问:
买卖过程中“买”的是什么?
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提问:
买卖过程
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- 销售 规范 培训 提纲