I have a book to sell a house

Chapter 132 Psychological Tactics 1: Give me your ID card
In fact, there is a subscription agreement in Duan Xiaoming's folder. The reason why he stood up and said to get the subscription agreement was not to really get it, but to test whether Brother Zhang Yu would object to his suggestion.

There are many remarks about buying routines in the Book of Selling Houses.

"Many people don't understand sales, and misinterpret psychological warfare as a routine. When they see a colleague telling a client that it's actually very good to buy this type of apartment, and it's very good to find a partner after buying this type of apartment, they will think it's a routine customer. In fact, No, it's just an everyday application of the FAB Law."

"Some people even mistake deception as a negotiation skill. Some people brag indiscriminately in order to force a decision. For example, the customer cares about the children's reading after buying a house. School (actually you can’t read it), this is not a routine, it’s a deception, and this deception may harm a family. Some families spend three generations buying a house in order to study, but they are tricked by these people !"

"In the process of sales, we can play some innocuous routines with customers. In fact, such routines are like psychological tactics, such as stating that the leader does not allow this during the price bargaining process, congratulations on getting a special offer, and the last quota for today, etc. If you book now, you can reward one more opportunity to smash the golden egg, and you can also give an example that a relative or friend bought this type of apartment (actually no relative or friend bought this type of apartment, or even this relative or friend does not exist), these are harmless, will not It doesn’t matter if the product itself does not have false promises and promotions if it causes losses to customers, which is to facilitate the transaction.”

"You must not fool customers with product data and actual conditions, and you must not hide anything about the product. For example, the window is only one meter wide, and you cannot tell the customer that it is two meters wide, the floor height is two meters nine, and it cannot be three meters. The door is two meters high. Meters, it cannot be said to be two meters two, and the total floor is 30 floors, so it cannot be said to be 29 or 31 floors. If the product data cannot be truthfully stated, then it is really fooling the customer, which will lead to sales accidents !"

……

"In the final stage of making a decision, don't believe what the customer says orally, but analyze his mental activities from his facial expressions and behaviors to judge how determined he is to buy, such as asking 'Then I will get it now. Place a form', such as 'I'll fill out the form for you here', if the other party does not object, it will be a joke."

"People like a pleasant communication environment between people. Don't think that customers already have the willingness to buy and can be forced to make a decision. Just take out the subscription form or contract and fill it out directly. This will only backfire, even if the other party does not object. , It can also be decided in the form of soliciting opinions, as long as the other party does not object, then we will strike while the iron is hot, make progress, and start filling out the form.”

Duan Xiaoming felt that the book on selling houses in his hand was really useful.

Fortunately, I have a good memory, and I can remember a lot.

I just applied it earlier, and solved the resistance point Zhang Yu went back to discuss with his wife. Now I stand up and ask for the subscription agreement. The other party has no objection, and the order is basically completed!
So he slapped his head and said, "Look at my memory, I've placed too many orders these days, and I'm confused. I still have a few subscription agreements in this folder."

He pulls out his best acting and sits down.

"Brother Zhang, give me your ID card."

In a word, psychological tactics are used properly.

If you give it, it's almost the same.

If you don't give it, don't worry, continue to analyze.

As long as he doesn't leave, don't give up.

There is no house that can't be sold, only the salesman who can't sell the house.

He was worried that brother Zhang Yu would reject him and not give him his ID card, so he lowered his head and deliberately pretended to be serious and repeated calculations on the mobile phone calculator.

Zhang Yu looked at Duan Xiaoming. In fact, he was still hesitating. What if my wife turned around and blamed me for not buying the right house?
At this time, Xiao Ming said: "Hey, that's not right. At first I thought this price was the base price. If it is lower than this price, you have to change the price. Now it seems that if you buy this price, Brother Zhang, you will make money. Our Boss, sometimes it is difficult to apply for an application price, and sometimes it is easy to agree to an application price. He actually gave such a low price today. Fortunately, there is a text to save it. You can make a deal with this price, but later we have to go internally. It’s a price change process, because the reserve price has been broken—unexpectedly, our manager will make a mistake, alas, how can this be good?”

In the end, he shook his head.

I'm sorry, Manager Chen, for improvising, forgive me!

Brother Zhang Yu didn't take out his ID card right away, but asked with a smile, "Really? You mean my price was randomly given by your manager? And it was wrong?"

Most people will regret what they said at this time. Isn't this digging a hole for themselves?
The house was finally favored by the customer, but he insisted on saying that the manager gave the wrong price. What should the customer do if he has extra ideas?
But there is a source for Duan Xiaoming's words. This is one of the actual combat cases written by Brother Gou himself in scribbled and dog-planed handwriting in the house sales book.

"Routine customers! The principle of reciprocity may not be understood by every customer, but if you make him feel that he has taken advantage of it, this concept has been implanted in his heart, and he is not afraid that the customer will not buy it! For example, if you tell the customer, the leader actually gives An incomprehensible ultra-low price was issued, or the wrong price was given, breaking the reserve price! Is the leader an idiot? Is the leader crazy? But-I like this situation, let’s go and pay quickly! Leave the trouble to the leader , let us get the benefits we deserve!"

Hearing Brother Zhang Yu's question, Duan Xiaoming answered seriously: "Yes, our manager, let me tell you, Brother Zhang, you don't know, he drives us like crazy every day. He is a workaholic, and he knows how to sell houses and sell houses. , he must be too busy, he made a mistake, if you really want to buy this suite, we will pretend to be crazy now - oh, no, it's just to make do with it, the manager thinks he's going to get us, but in the end let us pick it up When it comes to the discount, we will write the agreement and go to the finance department to pay the deposit, brother, give us your ID card."

Duan Xiaoming said it seriously.

Zhang Yu replied with a smile: "You kid has a set of routines, do you think I can take advantage of buying a house? I'm afraid I will be slaughtered by you as a fish!"

"We don't discuss whether to slaughter or not. We must have picked up this bargain. Brother, what about your ID card? You don't plan to let me rob you before you give it."

Only then did Zhang Yu smile and took out his ID card: "I hope you didn't lie to me, the house is really interesting."

Duan Xiaoming replied: "How could it be possible to lie to you, you are a puppy!"

He thought in his heart: Alas, I don’t know if selling the house like this will shorten my lifespan. It’s a crime to cheat people and call them puppies!

The next thing was very simple. Duan Xiaoming led Zhang Yu to complete the subscription process while everyone was watching, then smashed the golden egg to receive the gift, happily sent it out, and then returned to the sales department.

Everyone whispered about Duan Xiaoming making another order, but no one took the initiative to chat with him.

Even Wu Xiaomo and Lu Feifei didn't chat with him, and Duan Xiaoming didn't bother to think about it, so he continued to read his book seriously.

This treasure book, every time I see it, the perception is different.

Obsessed with watching.

While looking at him, think: what resistance will the next customer have?How will I use the skills in the book to easily win customers?
(End of this chapter)