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Hãy suy nghĩ khác về nghề Sale Bất Động Sản <3

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TÂM SỰ CỦA MỘT BẠN SALE BẤT ĐỘNG SẢN
Đây là câu chuyện của tôi – 1 sale bất động sản ham học hỏi, còn thành công thì tôi chưa dám nhận
Người ta nói: Nhân viên Kinh Doanh Bất Động Sản (Sales bất động sản) là nghề dễ nhất trong các nghề, và cũng là nghề khó nhất. Dễ bởi bạn không cần phải học kiến thức chuyên môn quá nhiều để có thể khởi đầu trong ngành này, nhưng lại khó nếu bạn không rèn luyện thường xuyên để tạo thành một bản năng sales thực thụ.
Khi làm sale bất động sản rồi, tôi mới biết vì sao nghề môi giới bất động sản lại hút được nhiều người trẻ tham gia đến vậy. Có thể thấy, đây là nghề có thể đem lại thu nhập cao, lại không cần nhiều kinh nghiệm và trình độ học vấn.
NGHỀ KINH DOANH BẤT ĐỘNG SẢN: LÀM SAO ĐỂ THÀNH CÔNG?
Tôi sẽ kể cho bạn câu chuyện của tôi bắt đầu từ lúc quyết tâm tham gia phỏng vấn
Dù không kinh nghiệm, bằng cấp cũng chẳng liên quan và cũng không biết bắt đầu từ đâu, nhưng tôi quyết định đăng ký và đi tham gia phỏng vấn, thật tốt vì cuộc phỏng vấn kết thúc một cách nhẹ nhàng và tôi được nhận việc vào đầu tuần sau. Tôi tạm gác lại những thắc mắc vì niềm vui có việc làm đúng mục đích kiếm tiền nhiều đã đạt được.
Có vẻ như tuần đầu tiên may mắn mọi thứ vẫn rất màu hồng, trainning, giao lưu kết bạn. Tôi cảm thấy thật đơn giản thật, tôi tự tin sẽ kiếm được nhiều tiền. Sau đó tôi bắt đầu nhập cuộc, được may mắn làm việc trong môi trường thân thiện, được Sếp quan tâm, được đồng nghiệp hỗ trợ nhiệt tình. Tôi được giao chỉ tiêu trong 1 tháng chỉ cần có 1 giao dịch (tức là bán được 1 sản phẩm) và tất nhiên là 1,5–3% hoa hồng/sản phẩm là động lực giúp tôi hòa nhập thật nhanh. Tôi bắt đầu tìm một đồng nghiệp có kinh nghiệm để học hỏi kinh nghiệm tư vấn và hướng dẫn tôi cách tìm khách hàng.
CÔNG VIỆC SALE BẤT ĐỘNG SẢN BẮT ĐẦU
Công việc đầu tiên của tôi là đi phát tờ rơi. Tôi nhớ những hôm phải phơi mình dưới nắng nóng, cầm từng tờ rơi, ngay ngã tư, chưa bao giờ tôi lại thấy ngại ngùng như thế. Ánh mắt họ nhìn tôi, có người coi thường, có người bỡn cợt… Bị đuổi như đuổi tà khi cầm xấp tờ rơi 500 tờ đến một công ty gần dự án. Có lần tôi gõ cửa một căn nhà xin tiếp kiến, nhưng khi tôi giới thiệu mình là “nhân viên kinh doanh bất động sản”, người ta đuổi đi và đóng sầm cửa trước mặt tôi. Tôi giận run lên. Họ thật mất lịch sự.
Mặc dù vậy, niềm hăng say kiếm tiền và máu lửa của tuổi trẻ khiến tôi nhanh chóng quên đi và tập trung làm việc. Nhưng tôi càng mong đợi ai đó sẽ gọi điện tới để hỏi về dự án bao nhiêu thì sự thất vọng lại khiến tôi chán nản bấy nhiêu. 500–1000 tờ rơi nếu có 5 người quan tâm thì đã là kết quả tuyệt vời trong những lần phát. Thế nhưng sau ngày hôm ấy là cơn sốt cảm nắng, cảm lạnh hành hạ. Và bước tiếp thôi, tôi được hướng dẫn chuyển qua kênh “salephone”, có vẻ điều này đơn giản hơn vì ngồi trong máy lạnh tư vấn gián tiếp.
Bắt đầu với cái data 1000 số do công ty đưa xuống, chỉ tiêu 50–100 cuộc gọi/ngày, bình thường gọi điện thoại tán dóc thì quả là đơn giản, nhưng khi nhập cuộc tôi rất sợ. Nỗi sợ này là điều mà nhân viên mới nào cũng gặp phải đó là sợ từ chối, sợ bị chửi, ngại bị đồng nghiệp cười, nhưng đó là công việc, tôi bắt đầu vượt qua nó, nhiệm vụ chào sản phẩm và mời khách tham quan dự án : “Alo, dạ, em chào anh/chị. Em đến từ công ty bất động sản… bên em hiện đang có dự án căn hộ cao cấp thiết kế chuẩn Singapore…”,
– “Xin lỗi anh không quan tâm đừng làm phiền; Đừng có gọi nữa đồ lừa đảo; Không có tiền; Rảnh quá, …” Có khi là lời ve vãn của ông già tuổi cha chú, lời xúc phạm của bà vợ ghen tuông, có lúc họ giả vờ quan tâm để tôi cúp máy, rồi sau đó là những lời từ chối phũ phàng “Chị mua của sale khác rồi, Anh đang kẹt tài chính…”
Có những khách phải mời cả chục lần, theo họ 2–3 tháng, họ mới chịu đi, đây là những khách hàng tiềm năng mà tôi đã học được bài học đầu tiên, chăm sóc khách với niềm tin, nhất định một ngày nào đó họ sẽ mua cho bạn, yếu tố kiên trì cũng là phẩm chất của sale. Tôi đã học được khi gia nhập ngành bất động sản.
Làm việc cả tuần chỉ mong đến cuối tuần, áp lực từ việc đối mặt với cả chục cuộc gọi hẹn đi dự án từ trước tự nhiên hôm nay bị bệnh, không bắt máy, nhà có việc, không đi được khiến mọi nỗ lực trong tuần dường như tan biến, sếp trên la xuống. Nhiều lúc tôi nghĩ nghề này phải gọi là nghề đau tim nhất, luôn luôn sống trong lo sợ, sợ khách hàng không đi dự án đi rồi lại sợ không mua, mua rồi lại sợ không thích, rồi thì xin trả cọc, rồi thì sếp la, nước mắt đã rơi và tôi chắc rằng nó không nhạt hơn mồ hôi lúc phát tờ rơi.
Nhưng sau này tôi mới rút ra lý do vì sao mình bị từ chối nhiều, chính vì tôi bắt đầu theo sách vở, và tôi đã phạm một lỗi quan trọng: “Nói nhiều hơn nghe”.
RỒI NGÀY ẤY CÙNG TỚI
Gần hết 1 tháng thử việc, mọi thứ vẫn dậm chân tại chỗ. Tôi lo lắng về số phận của mình, không biết có bị đuổi việc không? Tôi chuyển kênh khai thác, liên tục đăng tin, bơm tin, spam mail. Ai bảo gì tôi làm nấy. Có khách hàng gọi đến như bắt được cục vàng. Tôi hăm hở gửi thông tin, chạy đến nhà tư vấn, … Và may mắn thay khách hàng đầu tiên đã đến, một giao dịch quá dễ dàng.????? Cầm một số tiền lớn trong tay, với một người trẻ tuổi, tôi có rất nhiều dự định nhưng chắc chắn không phải là để tiết kiệm trong ngân hàng. Người ta nói không sai: dân sale chẳng giàu bền được, làm bao nhiêu họ xài hết bấy nhiêu, họ xài sang hơn cả giám đốc. Không phải sống nhờ đồng lương, sale chỉ sống bằng hoa hồng, đó là sự khác biệt với dân văn phòng, một khi bạn đã gia nhập với kinh doanh, bạn sẽ chẳng muốn trở lại làm nhân viên văn phòng đâu.
NGỦ QUÊN TRÊN CHIẾN THẮNG
Sau 3 tháng sức ì đã bắt đầu làm ảnh hưởng đến tinh thần tôi. Tôi đang trượt dốc, 3 tháng sau dù đã nỗ lực tôi vẫn không kiếm được 1 giao dich nào nữa, gánh nặng tiền bạc, gia đình lại đè lên. Tôi bắt đầu kêu ca về sản phẩm, mọi thứ đều là khó khăn. Các Sếp đã nói chuyện riêng với tôi. Họ cho tôi những lời khuyên chân thành, những con số nhảy múa trong đầu, và lửa trong tôi lại cháy. Thoạt nghe thì cảm giác như tôi đang sống trong ảo vọng, nhưng suy nghĩ lại quả thật tất cả chúng ta nếu không có niềm tin và mục đích sống thì làm việc gì cũng thất bại. Tôi cảm thấy như được truyền thêm sức mạnh. Tôi bắt đầu chạy nhanh hơn lúc trước với một guồng máy áp lực và môi trường cạnh tranh khốc liệt. Vốn dĩ tôi đến với nghề này là vì tự tin sẽ làm giàu nhanh chóng cho nên khi thất bại điều đó làm tôi không chấp nhận được giống như một cú sốc lớn.
BẮT ĐẦU CẢM THẤY NGHỀ BẤT ĐỘNG SẢN THAY ĐỔI CON NGƯỜI CỦA CHÍNH TÔI.
Tôi bắt đầu học hỏi được nhiều hơn. Dần dần, gần như tất cả những kỹ năng của kinh doanh đều được hấp thụ, tôi thay đổi dần trong cách bán hàng, thậm chí là cả giữa quan hệ với mọi người. Nghề này con gái nhiều hơn con trai, chính vì yếu tố ngoại hình, và sự cần cù chăm chỉ là những yếu tố cần trong bất động sản.
Đầu vuốt keo gọn gàng, mặc veston ủi phẳng lỳ, nước hoa thơm phức, giày bóng loáng, đi xe gas, đồng hồ, iphone, laptop là những thứ mà sale cần trang bị. Nó bắt nguồn từ yếu tố công việc chứ không phải họ thích khoe mẽ. Vì đó là lời giới thiệu bản thân bằng hình ảnh một cách chân thực nhất, hãy thử nghĩ nếu bạn mua một món tiền tỷ mà người giúp bạn lại là một người ăn mặc lôi thôi, mùi cơ thể khó chịu, dù họ có kiến thức đến đâu thì bạn phản ứng như thế nào?
ĐÃ TỚI PHẦN KẾT
Trở lại với ký ức của lần đầu tiên tôi đi tìm khách hàng: Tôi học theo cách tiếp cận của một số anh chị có kinh nghiệm, nhưng tôi chẳng thành công cái nào cả. Thế mà trong cùng văn phòng có người một tuần có tới 2 hoặc 3 giao dịch. Cuối năm có người mang doanh thu về công ty lên đến vài tỷ và đối với tôi họ là những tấm gương để học hỏi, tôi bắt đầu sáng tạo hơn trong cách tiếp cận khách hàng, năng động và quen dần với những kênh salephone, phát tờ rơi, ứng biến trong mọi tình huống, …
Bạn bán được 1 căn hộ cho khách hàng, một tài sản mà họ phải tích góp cả đời để mua, bạn sẽ nhìn thấy niềm vui hiện lên khuôn mặt của họ, và lúc ấy bạn cũng sẽ vui lây, không những vì bạn bán được mà còn vì bạn đã thắp lên ước mơ an cư — lạc nghiệp cho họ. Còn đối với những khách hàng đầu tư, họ sẽ vô cùng cảm ơn bạn nếu nhờ bạn họ mang về một khoảng lợi nhuận. Đây chính là công việc của sale. Dù đôi khi cũng có những hình ảnh xấu liên quan đến sale về chất lượng, sai sự thật, hay lừa đảo, tất nhiên đều không phải là sale chân chính và không tồn tại lâu với nghề. Làm nghề này nếu như bạn có nhiều mối quan hệ và giữ uy tín với khách hàng, thì bạn sẽ nhanh thành công hơn, bởi vì tài sản của sale chính là khách hàng.❤️❤️❤️
Bước vào nghề như một cái duyên, và chinh phục nó qua những khó khăn, tôi đã thấu hiểu những sai lầm, và bước đi mạnh mẽ hơn. Tôi nhận ra rằng lấy tiền của người khác không dễ, muốn làm điều đó hãy yêu nghề trước đã. Nếu có ai hỏi nghề lương cao nhất, tôi sẽ trả lời: “cao hay thấp phụ thuộc vào bạn.” Hãy chọn công việc theo niềm đam mê, và hãy theo nó đến cùng vì hạnh phúc là sống với đam mê, thành công là biến đam mê thành thu nhập bền vững. Khi đã dành hết nhiệt huyết với nghề, thành công sẽ đến. Giống như câu nói “nếu bạn theo đuổi đam mê thành công sẽ theo đuổi bạn”.

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