In the sales department to work in the sand table model how to speak to pass ah!

Practical dry goods NAMI model partners, monthly income of 100,000 sales champion are so introduced to the sand plate

Sand plate is in accordance with a certain planning ratio to reduce the size of a made to show the overall plane of the building, or three-dimensional space model. Most buildings have sand table, usually includes two main parts: flat distribution; three-dimensional distribution; (sometimes with lighting).

The results of the display include: (1) the specific location of the building is located; (2) the surrounding environment: the natural environment, social environment, transportation facilities; (3) the distribution of buildings; (4) the layout of the natural environment within the district.

I. The impact of the sand table introduction on the whole sales

The sand table introduction is to let the customer not see the present building or model house, the use of the sand table to let the customer start to understand the surrounding environment of the property, the overall design of the property, so as to get a new life experience.

In the sand introduction, investment consultants can use vivid image language, to describe a landscape for the guests, a way of life to enjoy, and even guide the guests to do a beautiful scene of imagination, so as to stimulate the customer's desire to buy.

The success of the introduction of the sand table is an important part of the transaction, is to let the customer attention and interest in an important part of the good introduction to the sand table for the completion of the transaction can be realized with half the effort and half the effect.

Two, to find out the selling point of the property

Sandbox introduction is through the sandbox so that customers clearly understand the selling point of the property, so only after understanding all the selling point of the property can be carried out.

Please imagine that the guest who walks in today doesn't understand the advantages of the property, and you don't say these advantages when you introduce it, then how can you make him buy it?

How to find out the selling points of the property?

In fact, every property will have a professional to design the selling point, just need to spend time to memorize it. But selling points will also change with time, environment, etc. You can learn new selling points through your manager, or you can discover new selling points yourself and share them with everyone, such as through study surveys, or talks to old owners to learn about the attractiveness of their properties.

Three, the essentials of the sand table introduction

1. Enter the role, full commitment, first move themselves, and then move the customer

Doing sand table introduction, can not just be a lecturer, but also a good speaker. When you memorize and familiar with all the selling points, you can only explain for the customer, not necessarily let him buy. Want to stimulate the customer's desire to buy, you have to let the customer's thoughts with you, let him like, interest, feel that this is his dream, you have to lead him to imagine. And you first have to get into the role of colorfully depicting the landscape, the lifestyle that you are going to say.

2. Four to: mouth to, hands to, eyes to, brain to

Mouth to: language ability to be strong, vivid description of the image; to use more of the language of life, words and feelings; infectious, attractive. Such as, look, that is where the pool, the pool will be divided into three areas, there are children's activities in the area, shallow areas, deep water areas, surrounded by trees will be planted, you can think of in the summer you don't have to go out of the house can swim with your family, how good it will be ah! You'll be able to follow every move of your family's children as they play in the pool.

Hand to:To use more body language, mainly gestures, to play a role in guiding and reinforcing, supplemented by some simple movements when the key. For example: please come and look at this angle; or you look over there from this angle.

But it depends on the situation, too many gestures too chaotic, will also destroy the overall expression of the effect. But be sure to pay attention to: men and women are different, young and old are different; never overly hasty behavioral expression.

Eyes to: to have communication with customers, can not talk to themselves, to actively communicate with customers, such as: you say is not it? Right or wrong ah? To mobilize his thinking; and pay attention to the customer's reflection, such as: introduction to the average price to pay attention to the customer's demeanor so as to determine the customer's ability to buy.

Brain: This is the most important point, can not do routine introduction. Before, in the opening statement has been roughly know his situation, now according to his situation to carry out the necessary selling points of the choice of the introduction; to pay attention to the introduction of his listening to the action, demeanor, and so on; you have to be very excited, drive the customer, mobilize his emotions, but also to maintain their own clear thinking, so that the sand table introduction in one fell swoop.

Four, the sand table in the introduction to pay attention to the problem

1. by the customer to interrupt the introduction of the sand table: this is one of the sand table in the introduction of the problem is often encountered, to deal with this problem as far as possible do not answer the customer's question, you can say to him that I will focus on this issue, or this issue we will be in the next session of the introduction.

To remember: you are portraying the property, in the portrayal for the customer, can not let the customer lead the way.

2. Lack of communication with the customer: sometimes, we are too passionate, fully engaged in the portrayal, can not do with the customer's communication. As a result, the portrayal is very good, but the customer did not listen to no heart, or he was not moved by these and we do not know.

How do we communicate with the customer? Like mentioned before, with the hand, eye contact, appropriate to ask how he feels, so as to effectively guide the customer.

3. Not attractive enough, not vivid, not rich in language: usually we use a combination of colloquial and literary language, but also according to the level of the customer, to make appropriate adjustments.

Like teachers, we will use more to literary language; win the lottery farmers, we will use more colloquial language.

4. Maintain a professional image: the professional image is related to the customer's trust in you, so when you do the sand table introduction, please do not forget to raise your hands and feet to give people the feeling that you are professionals.

V. Example of presentation: Vanke City Sand Table Presentation

I am XX, a sales representative of Vanke, and I would like to introduce our sand table to you.

Overall introduction of the project:

The overall planning of the project is linked by the encircling landscape and green axis, forming the skeleton of the overall planning. The core area takes the Jianzhen Buddhist Academy as the opposite landscape space, creates the Japanese style cherry blossom avenue, the Chinese commercial street on the north side of the cherry blossom avenue, and the cultural square echoes with it. The division of the main axis and plaza is formed to create a dual space of the inner city and outer city. In detail, through the road, courtyard and wall, it forms rich spatial levels and a friendly and pleasant living experience. The planning and design is dominated by the creation of an open environment, shaping an open and humanized living environment

Yangzhou Vanke City project covers an area of 300,000 square meters, with a total construction area of about 310,000 square meters, and a consolidated floor area ratio of less than 1.1, of which 250,000 square meters of residential area and 60,000 square meters of commercial area. The residential area includes townhouses and villas, and the commercial area includes Vanke International Plaza and the style shopping street, which is a large-scale comprehensive high-grade community, so it is named Vanke City.

The intention is that "a city changes a city", and this change is not only a change of regional attributes, but also a change of our way of life.

First of all, Vanke City has greatly improved and upgraded our area. Our Vanke International Plaza, positioned as a high-end centralized business, covers an area of nearly 60,000 square meters. It will introduce large brand supermarkets, five-star cinemas, five-star hotels, high-grade restaurants, high-grade sports clubs, leisure and entertainment, and other high-end living facilities, which will greatly improve the living facilities and provide a more convenient lifestyle for the owners; here you can walk home after shopping in the supermarket; you can find high-grade hotels to entertain your friends, and you can also take a stroll to the five-star cinema to watch a movie after tea and dinner. ...... At the same time, Vanke International Plaza matches the commerce and administration of Shugang Eco-city, and constitutes the supporting system of the area with the Slender West Lake Huijin Xuanwu Hotel, Tianmu Hot Spring Resort, Slender West Lake Xintiandi, etc***, which will promote the area to become the demonstration region of Yangzhou's high-grade consumption and leisure, and make the life of the Eco-city more convenient and high-quality, and you can enjoy the pleasant life style of Vanke City, besides enjoying the pleasant life style. In addition to enjoying the pleasant natural environment, Vanke City can also enjoy the high-end supporting facilities owned by the international city. In addition to these, Vanke City also has a flavorful commercial street area, which will introduce convenience stores, laundromats, banks, coffee shops, etc., so that the convenient supporting facilities are close by.

Additionally, the community also includes a 1,500-square-meter upscale clubhouse with indoor and outdoor swimming pools planned, so you can swim and work out in your own neighborhood.

In order not to let your children lose at the starting line, we will also introduce a well-known kindergarten, currently in the negotiation stage, the kindergarten area of 3,200 square meters, your children can be healthy and happy growth and learning here.

We have considered your food, clothing, housing and transportation so considerately, living here, do you still have any doubts?

North of Vanke International Plaza is the first phase of our residential products, if our commercial and supporting facilities have improved the quality of life and solved your worries, then our residential will bring you more comfortable enjoyment of life.

Phase I Residential Introduction:

We are launching 9 buildings in the first phase, with a total of ***52 sets of four-story courtyard houses, covering an area of 19,000 square meters, with a construction

area of 20,755 square meters, a plot ratio of only 1.1, a greening rate of 35%, and a building density of ≤28%, which is what kind of concept is this? In other projects, most of the villas will be built with such a plot ratio. In order to allow more people to enjoy the land here and have such high-quality supporting resources, we have designed a four-story house product, with courtyards and landscapes distributed between the 16-meter luxury spacing between the buildings.

First look at our environment and planning, our first phase of homes north of Yangzhou's famous Cherry Blossom Avenue, now you can see the trees on both sides of the road, and in the spring, the cherry blossoms here, every day you go home from work, driving on the road full of cherry blossoms, will certainly forget the day's fatigue.

The two entrances and exits of the neighborhood are set on Tang Yun Road, which guarantees that you will not be disturbed by the traffic on Yangzijiang Road, and gives you a quiet and privacy. The entrance to the district has a green island diversion, in and out of the vehicle will not interfere with each other, the car into the district, the nearest drive into the underground garage, pedestrian and vehicle traffic, not only to protect the children on the ground game and walk the safety of the elderly, but also to save more land to do landscaping and landscaping, in the garage parked car, directly take the elevator to enter the house, convenient, fast and safe. The entrance to the garage is also well thought out, with trellis and plants to cover up the good, with water features and green space, more like a landscape in the neighborhood.

V. Example of explanation: Vanke City Sand Table Explanation

I am XX, a sales representative of Vanke, and I would like to introduce our sand table to you.

Overall project introduction:

The overall planning of the project is based on a circular

Landscape introduction:

The overall planning of the project is based on a series of landscaping and greening axes, forming the overall planning skeleton. The core area to Jianzhen Buddhist Academy for the landscape space, to create a Japanese-style cherry blossom avenue, cherry blossom avenue on the north side of the Chinese-style commercial street, cultural plaza and echo. While constructing the overall structure of the district, the plan fully studies the rationality of the distribution of environmental resources, weakens the adverse conditions affecting the quality of the environment, and advocates the fairness of the living environment. The 62M wide Cherry Blossom Boulevard is planned with cherry blossoms as the main tree species, combined with the Japanese design style to emphasize the iconicity of the Kanjin Library. The landscape strips of each plot mirror each other to form a continuous landscape spine.

We respect the cultural habits of Yangzhou, adopting the concept of "long scrolls framing the landscape and integrating the house and courtyard", and designing multiple courtyards to give you more private space. The central landscape axis of the neighborhood is equipped with walkways, tables and chairs, making it a living room for the community to enjoy.

We have also taken into consideration the choice of plants, and we have used trees as barriers on both sides of the road, both on the periphery of the neighborhood and on the interior, so that your life is not disturbed. As you can see from the location of the trees, we generally plant them close to the north side of the buildings, so as to avoid the confrontation between the buildings and also to avoid blocking the light of the families on the north side.

The architectural design returns to the rational space of the new Asian style, with a simple, pure purist style, so that the occupants return to tranquility and nature, the pursuit of living comfort and taste, well-designed landscape trails, and the new Asian style of the courtyard, the residence is a reflection of the gracious and pleasant. The fa?ade style adopts the New Asian style, so that the traditional art can be appropriately reflected in today's society. The building's projecting windows, balconies and balconies reflect the flavor of the New Asian style in every way.

Our building is located inside these greenery, and you can feel the quality of this New Asian style building from the sandbox. Very simple and clean lines, large transparent glass windows, and the landscape of our neighborhood, as well as the entire Slender West Lake scenic spot into one, natural harmony. The first floor of the building is made of yellow rusty stone, and the second floor and above is made of high-grade real stone paint. You can see the different effects of the two materials in the model house area later.

There are two types of house types in our first phase, one is 125 three-bedroom house type, total **** 72 sets, distributed in 1#, 2#, 8# and 9# buildings, the other is 143 square meters four-bedroom house type, total **** is 80 sets, distributed in 3#, 4#, 5#, 6# and 7# buildings, I don't know which type of house type you are interested in, I'll take you to visit the model house.