Shao Jinnian's appearance undoubtedly solved Xia He's current urgent need, she was just worried that there was no progress in this questionnaire, although she was cheeky and stuffed some out, but after all, she didn't get any useful feedback.

"You should do this questionnaire to understand the customer's housing needs and psychology. Shao Jinnian scrutinized: "As far as I know, most people want to sell their houses, but it also depends on their own reality, if they reach their purchasing power, who doesn't want to be full of real estate everywhere?"

Yes, everyone knows the safety of real estate.

"For a salesperson, customer confidence, demand, and purchasing power are indispensable, and you must understand them thoroughly. Shao Jinnian said, pointing to her questionnaire: "You have to redesign or supplement these places." ”

"You say slow down! I'll take a pen and record it!" Xia He rummaged through his bag, thinking to himself that it was a pity that Shao Jinnian didn't make a salesman, with such a well-spoken mouth.

"What confidence and needs did you just say, tell me about it. I'm completely blind now crossing the river, and I have to explore everything, so you just gave me supplementary knowledge points. Xia He asked him while writing in the notebook.

"Confidence is the trust of customers in the products you recommend, especially those customers who take the initiative to inquire about the price, confidence must be very high. Demand is the customer's willingness to buy, what price they want, what house type and what purpose, these are all needs. It is impossible for the customer to take the initiative to tell you his needs, which requires you to learn to read words and colors, learn to take the initiative to communicate, and ask and speculate. ”

Xia He looked at him dumbfounded: "Shao Jinnian...... Have you ever bought a house?"

"Nope. Shao Jinnian said solemnly: "Don't interrupt! Listen carefully! Purchasing power is the customer's financial situation, you must understand it clearly, in order to speculate on his purchase affordability, according to the customer's actual recommendation of the housing information in your hand." ”

"Mmmm!" Xia He nodded and wrote, still unable to remember, "Shao Jinnian, you say what you just said again!"

"Forget it. I'll go back and sort it out and send it to you. Shao Jinnian couldn't help but knock her on the head: "You are so stupid, you can't remember if you talk too much! Hurry up and eat, it's cold." ”

"Well, you can eat it quickly, I've already eaten it. Xia He held his chin.

"But Licheng is not as fast as the first and second tier cities, most people still prefer to live in their own homes, I asked a lot of people these days, and the demand for buying a house is roughly divided into three categories, newlywed house purchase, house purchase for children, and investment house purchase. ”

After speaking, Xia He thought for a moment, and then looked at him again: "But for the house type, everyone is blindly following the developer, so I want to understand the preferences of different groups of people for the house type, so that I can have some recommendation experience when I sell the house type in the later stage." What do you say?"

"Are you sure you're just getting into sales?" Shao Jinnian was also surprised that she had done enough homework, and exclaimed: "What you just said may be a problem that many people who have been doing sales for many years may not necessarily think about seriously, and consider their preferences for customers from the perspective of customers, and you will be a good salesperson in the future." ”

"I just thought that if I were to buy a house, I would like my real estate consultant to recommend to me the type of room that suits my personal needs. Xia He said embarrassedly.

"For some of the customers who live in their own homes, they also pay attention to the renovation, and you can do a little more homework on that as well. Shao Jinnian ate breakfast elegantly, and even the movement of sandwiching the roasted wheat was gentle.

"I'm stupid with my mouth and stupid head, and if I can really see people and talk to people, I can forget it when I see people and talk nonsense. Xia He stroked his hair and lowered his eyelids, "But I think I can't do it, then I can only impress my customers with sincerity, so I think I can't use a businessman's perspective to do mechanical sales with them, but should stand in their perspective, understand their needs, and give them reasonable advice as a real consultant." ”

"Kudos to you. Shao Jinnian curled his fingers and flicked Xia He's head, "I didn't expect you to be quite wise and foolish!"

Xia He touched his forehead and frowned: "There is a difference between men and women, don't always do it!"

"Hmm, I didn't move my feet. Shao Jinnian looked at her for a long time: "Do you want to hint at something?"

"I'm just keeping you at arm's length from me. "It's a shame that she just felt that others were good, but she didn't think she was still a splash.

"Okay, okay, keep your distance, you hurry back and remove what should be removed from your questionnaire, add what should be supplemented, and then change some questions about the introduction and selection of the house type, and then send it to me. Shao Jinnian glanced at the time and said seriously: "What time do you go to work?" ”

"Thank you, I'll go by myself!" Xia He waved his hand and stood up to pay for breakfast.

"Are you sure you're in time?" asked Shao Jinnian.

"Sure, I'll be there at nine o'clock every day. You're busy, I'm not mistaken, you're going to work at half-past eight. ”

Xia He remembered that Yao Xi used to go to the hospital every day, and she knew that when they didn't have night shifts, the morning shift was half past eight at the latest.

"Okay, then I'll go first, I'll pay for breakfast, I'll see you back." Shao Jinnian stood up and cleaned up the empty dinner plates of the two, his movements were skillful, and he looked like a person who often did housework.

He often comes to this shop again, and is used to cleaning up after eating.

"Oh, thank you. Xia He waved at him and walked out, this shop is not big, only a family of two is busy, in fact, most people know how to be considerate of others, so their family eats and then pays, and they will clean up the table after eating.

She watched Shao Jinnian wave at her and drove away.

There is also an endless stream of other breakfast shops on the street.

Looking down at the time, eight o'clock and ten o'clock, slowly walk to the west business district of the city, just right.

Shao Jinnian helped her in the end, since the last time he asked him to pretend that the two of them had a good relationship in front of Yao Xi, she really saved a lot of worry.

Yao Ji is busy talking about her love every day, and she doesn't bother to ask about Shao Jinnian and her progress, although from time to time, she will still urge her to go out to find Shao Jinnian for a date.

How would Yao Xi know that every time Xia He went out in the name of dating, he would shuttle through the streets and alleys of Licheng with great interest, tired and happy, so that he could grow into a person who could take charge of himself as soon as possible.

As for the content and location of the date, how can she say that she used to be a writer, and she casually wrote a few romantic dating methods and sent them to Shao Jinnian, the two cooperated tacitly, and the words were the same, Yao Ji never doubted it.

Yao Xi didn't doubt it, and the one in the family was also relieved.

This time, Shao Jinnian helped her again.

He wrote down the sales experience he learned for the first time into a few short, easy-to-remember, and easy-to-understand contents, and sent them to Xia He through WeChat.

At the same time, he gave Xia He a lot of advice, he had bought a house, so he analyzed it for her from the perspective of consumers, explained the psychology of consumption to her, and found someone from the hospital to help her fill out a questionnaire analysis.

Xia He also understands that most of the time, for an ordinary family, buying a new car is a big deal, let alone a suite, so it is understandable to be cautious, careful, hesitant, and considerate.

Coupled with Shao Jinnian's explanation and help, she seems to have a deeper understanding of sales.

Xia He suddenly understood that doing a sales job is not so simple.

Sales, in fact, is not as other colleagues say, just understand the customer's confidence in the product, the customer's demand and the customer's purchasing power.

Confidence, demand, and purchasing power are indeed the three elements of sales, but they are not the secret of successful sales.

A stranger has to pay hundreds of thousands or even millions of dollars in the hands of another stranger, and it is not possible to know it through minutes, days, or months of contact and can be delivered with confidence.

So selling should be a long process, and you have to trust your customers enough to trust you on the premise of absolute trust in your product.

Otherwise, there are so many real estate consultants, why should he have to make a deal with you when he really likes your products?

Today, Xia He is the first to arrive at Anju Real Estate, she swept the floor and wiped the tables and chairs, and then boiled hot water and turned on it to practice the sales process alone.

The sales process was not part of her assessment.

On the first day of her trial, she had already quickly memorized the sales exhibition speech template, so it was not difficult for her to assess the sales speech, and it was rare to respond on the spot.

The sales process, the sales speech, and other things that can be memorized through repeated practice, are already more proficient than the trialists who came in a week before her.

The next day, she followed Zhao Xiaoyun and watched her walk through the sales process, and knew that these processes were dead, there were routines and templates, she remembered very quickly, and she was still nervous and unnatural when she tried to walk alone at the beginning.

Xia He didn't have to receive customers, so when he saw other old sales receptions, he took the initiative to serve tea and pour water, taking the opportunity to listen to their negotiation skills.

She thought that only by taking advantage of all opportunities in this way could she grow up quickly.

In fact, everyone sees her growth and progress, and some admire her, and some envy her.

When it came to learning about real estate, her major helped a lot.

Xia He studied interior design in college, although she has never practiced and is not interested in it, but she has somewhat remembered some useful ones.

For example, the depth of the house, the height of the floor, the net height, the studio, the floor area ratio, the greening rate, the building density, the floor area, the construction area, the shared area, the usable area and so on.

She reviewed and memorized it once, and it didn't take too much time to understand, and she also remembered the corresponding calculations, which saved her a lot of time to understand the relevant knowledge of real estate sales.

Today is the seventh day that Xia He has entered the settlement.