I have a book to sell a house

Chapter 62 Case 1: Xiao Duan decides to go to the banquet

Duan Xiaoming was a little hesitant, should he go or not?
This guy wants me to talk to her daughter. I teased them with the dog at noon. Will she have a good impression of me?
"Brother Zhang, I have something to do here. I'll see if I can end it early and call you back in a few minutes."

Wherever Duan Xiaoming was busy, he just used a trick to delay the attack.

After hanging up the phone, the lit phone screen was still on the chat window with Dad.

Dad's reply: "You are poor, how are you doing these days? I heard that you started working today."

He replied quickly: "Don't worry about me, has your hair grown?"

Only two or three days, how long can the hair grow.

Duan Zhonghua was still in the hospital at this time.

Sitting on the hospital bed, he saw his son replying to the message and concerned about the length of his hair, so he put down the phone with a smile, raised his hands above his head and hugged the back of his head, and then leaned back on the hospital bed with a smile on his face .

Not to mention, getting a bald head and cutting off three thousand threads of troubles made her feel much better.

He closed his eyes and thought to himself: "There's no better way to know a son than a father. This kid stopped yelling and asking for 3 yuan, but cared about my hair. It's a small improvement!"

All big progress is accumulated with small progress, the so-called small steps add up to thousands of miles.

It's just that this kid is not careful enough, if he were himself, he would definitely video chat with his father immediately afterwards to verify.

It's good for him, he won't contact me after listening to the puppy.

The door of the ward was pushed open at this moment.

Director Liu, Duan Zhonghua's subordinate, opened the door and came in: "Old Duan, Professor Cheng said that you have to stay in the hospital for two weeks before you can be discharged. I am now confused by you. Is your head in trouble or not?"

Duan Zhonghua opened his eyes with a smile on his face: "It's rare to be confused in life, why not be more confused!"

Director Liu stared at him, looking a little angry.

"Okay, I know you care about me. If something happened before, it's completely fine now. If you don't play a series of plays for you, you can't hide the secret!"

Director Liu's eyeballs were about to fall off. Before that, he had admired Duan Zhonghua for daring to use a knife on his head for his son. Now it seems that the use of the knife was due to something in his head.

"Old Duan, this is not a joke. I just said, why does Professor Cheng come here every day? He didn't agree when he just said that he was discharged from the hospital. Do you really have a tumor in your brain?"

"it's gone now!"

"Old Duan, you are too good at acting!"

Here Duan Xiaoming waited for a while, seeing that his father did not reply to the message, he picked up the phone and called Brother Gou.

"Brother Dog, I have a work question to ask!"

Brother Gou is suffering in the office, because he didn't say a word or two about buying a house for his ex-girlfriend Xiaojuan, which made his wife Xiaosu unhappy.

Just thinking about how to make my wife happy when I get off work, Duan Xiaoming called.

Annoyed, he asked in a low voice: "What's the problem? Does your company have no colleagues who can help you?"

Facing Brother Gou's questioning, Duan Xiaoming was serious: "Did you give me that book?"

Brother Gou was curious when he asked this question, and snorted: "Huh?"

"I want to remind you that the book is given by you, and you have to answer any after-sales questions."

Brother Gou couldn't laugh or cry: "This means, I kindly gave you this book, and I have to keep answering questions, right?"

Duan Xiaoming was also polite: "Yes! You must have the spirit of customer service."

Brother Gou couldn't do anything with Duan Xiaoming, so he said, "Then you ask."

"I have a client who came back today by the same bus as me. He lives in the resettlement area across the street from me. He said in the morning that he would go back to discuss with his family and friends. He just called me and said that his daughter decided to buy a house at home. .”

"By the way, his daughter is still in college, and she found a boyfriend who was dressed in fancy clothes. They happened to be sitting next to me during lunch. The young man made things difficult for the waiter, saying that he was of noble blood, and he was choked by my words. I laughed at them in China when dogs talk about bloodlines, you know, I laughed at dogs when they talked about bloodlines—"

Brother Gou habitually pressed the speakerphone, and Duan Xiaoming's voice echoed in the office.

Hearing this, he spoke: "What is this mess, can you straighten your tongue?"

"Isn't that clear enough? The client wanted me to go out and have an interview with him, but it was with her daughter. I offended her daughter at noon. This little girl has a very strange way of thinking about finding a boyfriend. I'm afraid I will go I can't figure it out, don't you ask the Great God for advice?"

Brother Gou listened to Duan Xiaoming crackle and said: "Do you know Festinger's Law?"

Duan Xiaoming thought for a while, what waste 4 waste 5, it seems that there is no such item in the book, did he miss it?
But in his mouth, he wanted to say forcefully: "My idol, you can just get to the point, okay?"

Brother Dog: "Festinger's Law means that 10% of your life is made up of what happens to you, and the other 90% is determined by how you react to what happened. Understand?"

Duan Xiaoming asked: "Isn't this the butterfly effect?"

Brother Gou replied: "It's the same, but it's different. If you want to make a deal, you must first seize the opportunity. I can't give you any other advice. I suggest you meet first. All deals must start with conversation. Go ahead."

Duan Xiaoming didn't answer immediately.

He held his mobile phone, kept a sitting posture, thought for a while, and said: "Brother Dog, I may not have asked the question well just now. I mean, although the TMD law mentioned that decision-makers are important, but for this difficult How should I deal with the decision-maker?"

Brother Gou does not object to Duan Xiaoming’s questioning. On the contrary, as long as he is eager to learn, he is happy to teach his experience: “The TMD law only allows us to understand how to grasp the nodes and find the right direction. As for how to do it, we must flexibly apply various thinking , skills and rules, not only that, the knowledge reserve is also very important, you go to the meeting first, treat it as a drill, and tell me the details when you come back, and we will analyze together."

Duan Xiaoming nodded hurriedly, then hung up the phone.

He thought in his mind: "Well, the kind and lovely brother Gou said that various thoughts and rules are needed, and I have to make up for it."

He opened the photo album on his mobile phone and quickly flipped through the book of selling houses.

The picture in the album was still on the part of the fuck on the bus just now, so he flipped to the front of the book.

Turned to the thinking chapter, and then turned to the various opening techniques at the beginning, and then remembered the FABE rule that Qin Lang at the headquarters during the day said.

So he read the section on the FABE rule in the book.

The top half of one page reads: "One of the classic examples of FAB application: mischievous cat."

Zooming in on the picture, he scanned it quickly.

"A cat is very hungry and wants to eat a big meal. At this time, the salesman pushes a pile of money, but the cat doesn't respond—the pile of money is just a feature."

"The cat is regarded as a noob customer, and the money is regarded as a house. Now this cat doesn't know what the property of this stack of money can do. It's an inappropriate analogy, just like a noob customer doesn't know what benefits a house has besides living in it."

"The cat was lying on the ground very hungry. The salesman came over and said, 'Mr. Cat, I have a stack of money here, which can buy a lot of fish.' Buying fish is the benefit of the money. But the cat still didn't respond."

"As we tell our clients, once you buy a house, you can live in it—who doesn't know that a house can be used for people?"

"Many times, we need to tell the client the benefits of living in a house, so that the client knows whether this effect is beneficial to him or not."

"Let's continue with the story of the cat. The cat is very hungry and wants to eat. The salesman comes and says, 'Look, Mr. Cat, I have a stack of money here, which can buy a lot of fish, so you can have a big meal (benefits) Benefit).' As soon as the words were finished, the cat quickly jumped at the pile of money-this time is a complete order of FAB."

"In other words, for example, tell young single clients that if you live in this house, you can use this house to go on a blind date, etc."

"Of course, customers are not cats, and each customer's needs are different, and the simple application of the FAB law is far from enough, it needs to be used in combination with evidence (Evidence), this is the upgraded version of the FAB law - the FABE law. "

"The FABE rule was proposed by Guo Kunmo, Dean of the School of Business of Chung Hsing University in Taiwan, where FAB means unchanged, and E stands for evidence (Evidence), which is to find out the attributes of the products that need to be purchased."

"Analyze what each of these attributes does, find out what benefits they bring to customers based on what they do, and finally, provide evidence to prove that these benefits do exist."

"All materials used as evidence should have sufficient objectivity, authority, reliability and witnessability."

"For our real estate, in addition to the company's qualifications and data as evidence, we can also provide chat content with customers, pictures of on-site negotiations, pictures of transactions, pictures of contracts, etc."

"The record of flirting with customers can also be used as evidence!"

The handwriting of this sentence is very beautiful. It can't be Brother Gou's at first glance. Whose could it be?
Seeing this, Duan Xiaoming glanced at the time, it was almost 10 minutes ago.

He licked his lips and made the decision to go to the banquet.

He dialed Zhang Weijun's phone number.

"Brother Zhang, I've been delayed for a while. I just finished dealing with things. Is it convenient for me to come here now?"

Zhang Weijun said to the phone: "It's convenient, why not, I'm waiting for you!"

(End of this chapter)