I have a book to sell a house

Chapter 135 Psychological Tactics 2: Are you living the way you want?
Tang Yanwen thought about it for a while: "I have more than 20 yuan in financial management, more than 30 yuan on a regular basis, and 10,000+ demand deposits, and I have borrowed almost 10 yuan. That's all I have in cash."

Be nice!

Duan Xiaoming sighed in his heart.

Put this money in this city, but she is a little rich woman.

"Sister Wen, your ability to earn money is amazing. What do you do? Don't answer! Let me guess, are you the one who runs a printing factory in the legend?"

He used the three concentric circles of praise again, but this time, instead of praising appearance, he praised potential.

"A printing factory?"

Tang Yanwen looked at Duan Xiaoming suspiciously.

"The printing house prints banknotes, otherwise you would earn so much money at such a young age, what kind of job in this city can earn so much!"

"Hehe, you really know how to chat. I opened a small bridal shop by myself, mainly selling and renting wedding dresses."

"Let me just say, Sister Wen has such a good personality, gentle and generous, and she has her own business. Really, I have received so many clients. Many clients complain that the current market is not good, the economy is down due to the epidemic, and some people even say that housing prices It is also falling. In short, most people are not satisfied with the society and life. I see that you, Sister Wen, seem to be dissatisfied only with your mother arranging you to buy a house that you don’t like. I’m curious, what kind of house is it? Miss Wen, are you not satisfied?"

If you want to do a good job in sales, you must have a good control rhythm.

Duan Xiaoming also learned this trick from the classics. He is quick-witted and has a quick receptivity, so he naturally learns it quickly.

Tang Yanwen didn't suspect fraud, and replied softly: "How should I put it, the house type is actually very good, but the community is not good, it's not your place, it's an old community, close to my parents' house."

It turned out to be the case.

The house her mother forced her to buy was not ours.

Duan Xiaoming spread out a piece of paper, subconsciously drew on it with a pen, and said: "We still want to listen to what mother says, but we can't listen to all of it. What I said just now, our future is determined by money." Well, but whoever decides our money is in charge of ourselves! So, my suggestion is actually very simple, it depends on what you think, whether you are willing to spend the money or not.”

There is a sales rule in the book, called the TMD rule, not a fucking rule, but the Time+Money+DecisionMaker rule.

Time, which is time, is replaced by a question-style forced determination method, that is, can it be determined today, can it be determined now, or when can it be determined, and the emphasis is on allowing customers to determine the time when they can make a decision.

Money, after making a decision, it involves money. Do you bring money or have money? Of course, it is not to directly ask the customer if you have money, but to communicate, spy on information, or even if the customer does not have enough money. In such a situation, you have to find a way to help him solve this problem. It is easy to do things with money, but it is difficult to do things without money. Therefore, you must confirm the information about money.

DecisionMaker is the decision maker. Do you pay for this money, how much, when to pay, etc. It is combined with the previous T and M.

Therefore, if the TMD law is applied well, it will have a multiplier effect for salespeople.

Sales rules and marketing tools are often dead, as long as you memorize them by rote, you can remember the theory.

But marketing skills cannot be improved quickly by memorization.

Just like Brother Gou wrote in the opening chapter of the book: "If rote memorization can become the best seller, then the person with the best memory must win all the honors. It turns out that this is not the case."

Duan Xiaoming pondered, looking at it now, let's not talk about the timing of Time, Money Tang Yanwen has enough deposits, as for DecisionMaker, she earns her own money and saves it again, so she can naturally make the decision.

Hey, I'm so smart, I learned and used it step by step to guide customers into the facilitation link.

After Tang Yanwen finished speaking, she nodded lightly: "I'm sure I'd be willing to spend the money, but I just haven't figured it out yet. Why should I buy a house, and why should I buy it?"

"I bought it, at least finding a boyfriend will help."

"Can't you find a boyfriend if you don't buy it?"

"That's not true, but Miss Wen, with all due respect, do you have a boyfriend now?"

"No, no."

When the gentle Tang Yanwen said no, her voice became even softer.

"It's obvious. If you buy a suite, you might have a boyfriend in the future."

"But so many of my sisters, they didn't buy a house, they have boyfriends, many of them are married, and they have children."

Duan Xiaoming pretended to be deep in thought: "Well, can their children make soy sauce?"

Tang Yanwen was not stupid, so she naturally understood what Duan Xiaoming said.

"Little handsome guy, if we continue talking like this, I definitely don't want to buy a house."

"Sister Wen, it doesn't really matter whether you buy a house or not, but since you met me today, you asked the question just now, saying that your mother forced you to buy a house that you don't like. As a professional real estate consultant, I just give Your rational and professional suggestion, right, you don’t have to buy our Xiaoqiang’s house, and you don’t have to buy a house in my Duan Xiaoming’s hands, but! You can earn money, and you can afford a house. Why do you resist this? What about things? Can we understand it this way, because I am excellent, if my sisters don't do things, then I don't have to do them either?"

Tang Yanwen tilted her head again: "Well, you - continue talking."

There is a saying in the book: "Sales is to put the words into the hearts of customers, one of which is to tactfully express the pain points that customers cannot express, that is, through such communication, dig out the needs of customers, and analyze the needs of the other party to the other party. Let the other party understand what he didn't want to understand, and now you can analyze it for him."

So Duan Xiaoming continued: "We can't always benchmark ourselves against our friends just because we are good. You don't have a boyfriend now, not because you are bad, but because you are good. You know you Why don't you have a boyfriend now?"

"why?"

"Because our province is now a province with a large output of talent and labor. Young people go to Beijing, Shanghai, Guangzhou, Shenzhen, and coastal cities as soon as they graduate. How many elites can stay at home? Most of the people who stay are afraid to go out for a living, because Worried that I am not capable enough to adapt to the fierce competition in big cities, of course, people like you, Sister Wen, do not belong to this category.”

"Which one do I belong to?"

"Belonging to the elite, because you are an elite, no one around you is worthy of you, don't you think?"

"You really know how to talk. I think it's because I'm not good. How should I put it—I won't be able to speak clearly for a while."

"You don't need to talk, I can understand, just like me, regardless of my young age, I have a strong business ability in real estate and can make money, so I thought, I can make money in this city, why should I go out Breaking into trouble is actually similar to your matter, hehe!"

As he spoke, he laughed to himself.

Duan Xiaoming actually wanted to say, I want to go out and do some shit, my dad's money is enough for me to spend my whole life, why am I so tired when I go out.

Tang Yanwen was also thinking when Duan Xiaoming was thinking.

"Little handsome guy, let's not talk about this, let's talk about buying a house. I don't think it's necessary to buy a house now, but my mother wants me to buy a house. I'm not sure if it's right to buy a house, so I just looked around and looked at it. It's here for you."

Duan Xiaoming nodded, it seemed that he was complicating things.

It seems that there is only one question, "my mother forced me to buy a house that I don't like", but it is actually two questions, "my mother forced me to buy a house" and "I don't know whether to buy a house now".

Just now, you shouldn't have thought about doing some compliments to build relationships first, then asking questions to compel you, and then psychological tactics, you should just ask her what you think.

Or just use the FABE rule to tell her what benefits you can get from buying a house.

How easy it is.

Now that you know what the other person thinks, you can be targeted.

That's the beauty of chatting.

It is not necessary to discuss products and services seriously with customers. During the relaxed chat, some views that can resonate will bring us closer.

This is also part of the psychological tactics.

Duan Xiaoming said: "This is really fate. Sister Wen, you met me when you were shopping. In this way, let's not talk about the fact that mother wants you to buy a house. Let's talk about the benefits of buying a house now, okay?"

"Well, what are the benefits of buying a house, tell me."

"Before I talk about the benefits, I have to ask you a question. Is your current life the same as you planned when you were a child? In other words, have you lived the way you want?"

(End of this chapter)