I have a book to sell a house

Chapter 72 Case 1: Brother Gou's Analysis and Suggestion

Duan Xiaoming didn't react for a while, he thought that Zhang Weijun and others came at the same time as customer A came.

He didn't know how Xiaoqiang Real Estate would handle this situation. In the previous three companies, a real estate consultant was allowed to receive multiple batches of customers at the same time.

As a result, after he walked quickly from outside the square to the lobby, and the customer service staff at the guide station came to Duan Xiaoming to guide him, he realized that there were only three customers in the group of Zhang Weijun.

Zhang Weijun and his daughter stood on the sand table and "pointed out the country", while Yun Luo raised his head and looked around.

There are also several groups of customers who are looking at the house, and colleagues are receiving them.

Some things will make people look forward to, but when it really comes, it will make people feel difficult to choose.

As a real estate salesperson, selling houses to customers is the way of survival and also my job.

But Duan Xiaoming was very contradictory. He hoped that he could sell the house, but he also hoped that Zhang Weijun could truthfully tell his daughter Zhang Juan about the situation, and after the family discussed it, he would go to the hospital to treat Zhang Juan's mother.

The house is not what Zhang Weijun's family needs the most at present.

What they need most is medical treatment.

Maybe that's the case, Duan Xiaoming is not sure.

However, he hopes that the world will be better than having achievements and making money.

Anyway, a house can't decide winning or losing, he thought in his heart.

After a brief greeting, he began to introduce the three of them.

Duan Xiaoming explained the entire sales process from the sand table to the model house, and it took almost an hour and a half.

On the way, he found time to send a message to Brother Gou.

"Brother Dog, the client came to see the house again. It was yesterday's group with their daughter and her boyfriend. I can't bear to force this client to order. What should I do?"

Until the end of the explanation, Brother Gou did not reply to the message.

It was past twelve noon, and the three said they were not hungry, so Duan Xiaoming arranged for Zhang Weijun and the three to sit down in the negotiation area, and said, "Wait for me, I'll get the price list and calculate it for you. price."

Don't look at such a simple sentence, it actually contains the deepest "road" in the sales process - the essence of the closing method.

The sales process can actually be compared and analyzed with many other things.

For example, it can be seen as the process of falling in love.

If the explanation of the sales movement line is finished, and the customer is asked "Should I make a price for you", this will fall into a passive position, just like asking a girl to open a house, and several people will say "Should I open a room?" Can it be successful?
People directly replied no, no matter how powerful the kung fu is, there is no chance to display it.

Therefore, in some necessary mandatory links, the communication method of interrogative sentences and affirmative sentences should be used alternately depending on the situation.

"Wait for me, I'll get the price list" and "Wait for me, I'll open the room" have the same effect, and girls who are really excited will wait shyly.

But if you directly ask "Shall we open a room?", you may get a blank stare or a curse: "Rogue!"

"How about choosing this apartment type?" and "Let's choose that hotel over there" are also interrogative sentences. They seem to be asking for the other party's opinion, but in fact they are asking the other party to jump into the hole they dug.

But before using interrogative sentences, you must grasp the psychological needs of the other party. If you have not developed to the place where you want to open a room, asking which hotel to choose is no different from playing hooligans.

These are called sales thinking in professional terms, and the skills embodied are sales skills.

But Duan Xiaoming didn't know it before, he thought that the success of the sale was all due to tricks and tricks.

Now with the blessing of the book, the thinking in his mind has been greatly changed. He subconsciously followed the forced method, so he blurted out this sentence.

After he came back with the list and sat down to calculate the price, the thorny problem came.

Zhang Juan looked at the total house price, down payment amount and monthly payment ratio on the house purchase plan form, and remained silent.

After reading it carefully, she took out the home purchase schedule calculated for her by other projects from the paper bag beside her, and compared it.

After a long time, Zhang Juan said: "The price is still too expensive, let's take a look first, you go to work first."

Duan Xiaoming replied: "Okay, take your time."

Then he took the opportunity to touch Zhang Weijun's leg under the table, signaling him to go away and chat.

Zhang Weijun followed Duan Xiaoming to the house model area.

Duan Xiaoming asked straight to the point: "Brother Zhang, after you've figured it out, the money will be used to buy a house? Don't mind me meddling in my business."

Zhang Weijun felt Duan Xiaoming's concern, he said: "No, you also care about us, but what can we do, my wife has a stubborn temper, if I don't buy it, I am worried that she will be depressed and will deteriorate faster. "

Duan Xiaoming stared at the model and said, "Brother Zhang, have you ever thought that if your daughter finds out, she will blame you as a father for not giving her a chance to be filial and make up for it? Feel guilty, have you thought about it?"

"I thought about it, but—"

After the four words, there was silence again.

Zhang Weijun sighed again.

The two of them stared at the house model without speaking.

After a few seconds, Duan Xiaoming said: "Look, let me talk to your daughter alone, and help you test your tone, okay?"

Zhang Weijun still didn't speak.

Duan Xiaoming: "Actually, I support you wherever you buy a house. I just think that you must not have any regrets about this kind of thing, otherwise she will live in a new house in the future—"

Duan Xiaoming didn't continue talking, he swallowed back what he wanted to say, "Maybe she will think that this is what her mother paid for her life".

In the middle of speaking, he stopped and looked at Zhang Weijun, and Zhang Weijun looked at the house model.

It took a few seconds for Zhang Weijun to speak: "How do you test it? As soon as you say it, she will know it. If she knows it, she won't buy a house. If she doesn't buy it, my wife will die in peace!"

Duan Xiaoming was frightened when he said this. He is not very old, he is only 23 years old, and he just followed his heart to give his own advice.

Logically speaking, Zhang Weijun is almost two rounds older than himself, so he should know better than himself how to deal with this matter.

Maybe it's too much control.

The phone in his pants vibrated, Brother Gou called.

"Brother Zhang, I'm sorry, I'll answer the phone."

Zhang Weijun replied: "You pick it up, I'll watch for a while."

Brother Gou's voice came from the phone: "I've been in a video conference all morning, has your client left?"

He had just finished a video conference with the people at the headquarters. Tianao had a good sales performance recently, and the headquarters asked him to share his successful experience.

After sharing, he exited the meeting, stood up, exercised his muscles, and called Duan Xiaoming.

He is so concerned about Duan Xiaoming's business, there is only Brother Gou in this world, and even Duan Zhonghua only cares about the result and never cares about the process.

Duan Xiaoming nodded to Zhang Weijun, then walked away and said softly: "The customer is still there, and his daughter thinks the price is still too high. I just talked to the customer's eldest brother, and I am trying to persuade him to tell his daughter the actual situation before making a decision, otherwise This house is really sold, I'm afraid I will feel uneasy in the future!"

Brother Gou: "And then?"

Duan Xiaoming had already walked away for more than ten meters. He looked at Zhang Weijun in the model area, and replied seriously: "Brother Zhang disagrees with telling his daughter. In fact, it is not certain whether his daughter will buy this house. It is too expensive. I just want to buy it." I think it is not suitable for them to buy a house in this situation, but if they really buy it, his daughter will know it in a few months, and she will regret it for the rest of her life."

Brother Gou: "I understand how you feel. I'm going to have another meeting in a while. I'll analyze it for you and give you some suggestions."

Duan Xiaoming: "Yes."

"First of all, combined with what you said in the morning, and the fact that they are looking at other places and coming here again, it shows that they are inclined to buy Xiaoqiang."

Duan Xiaoming: "How do you see it?"

Brother Gou: "This is an intuitive judgment, and it may not be accurate. Regardless of this, we first analyze the customer situation. In many cases, the customer's situation is changing, and the point of resistance is also shifting. From the very beginning, the customer said he wanted to go back. The discussion has shifted to the fact that the decision-maker is not the inspector himself but his daughter, and now it has shifted to the high price, so customer sentiment will always change.”

Duan Xiaoming listened carefully.

Brother Gou continued: "Leaving aside personal feelings, we should consider the deep-seated problems behind the superficial problems, just like there are many causes of toothache, just like treating a headache. Now this group of customers The deep-seated problem is that the family is in a special situation, and the high housing price is not their biggest resistance to buying a house now."

Duan Xiaoming was a little confused, so he asked, "What's the problem?"

Brother Gou paced in the office: "It's a question of what the customer really needs now. The suite they need now is a wish, understand? If you let me receive it, then my solution is to recommend a set of total price There should be some houses in the first phase of Xiaoqiang that are low but can be handed over quickly, you can look for them.”

Zhang Weijun walked around the house model and saw that Duan Xiaoming was on the phone all the time, so he walked towards his daughter in the negotiation area.

"What are you looking for for the first phase of housing? They are all corner houses, either on the 1234th floor or the 14th floor, or the 18th floor or the top floor."

"But the house is handed over quickly and the total price is low. And I remember that most of your houses in the first phase will be handed over at the end of the year, and some will be handed over next month, right? In this way, her mother can live in it during her lifetime."

Duan Xiaoming: "What about the unfinished house, how can I live in it?"

Brother Gou: "The house is handed over. Even if they just put a few stools at home, it will be counted as moving in. With the house, the mother will have less regrets, and the daughter will feel less guilty in the future."

"But even so, the disease is still not cured. This solution is not perfect, brother dog."

"You fantasize about convincing customers to get medical treatment before buying a house. This is not a perfect solution. The child will feel guilty if the disease is not cured, but the mother will die with regret after the disease is cured. It is difficult to have the best of both worlds. Their problem is that they have no money and buy a house. You can’t get sick, and you can’t buy a house if you get sick—do you really want to help them?”

Duan Xiaoming replied: "Well, I want to help, but if I can't, I beg my dad for help."

Brother Gou: "Please dad? There are so many poor people in the world, and your dad is not a Bodhisattva. You listen to me and do your job as a real estate consultant and sales first. You can find a suitable one in the remaining housing stock of your first phase." Yes, recommend it to customers, force them to decide on customers, and then we will launch a crowdfunding donation to help them cure their diseases, this is the real help, and then call your dad to donate."

Duan Xiaoming's eyes lit up, and he happily replied: "Yes, why didn't I think of this all of a sudden?"

Brother Gou: "Do you still remember what I wrote in the opening chapter of the book for you? 'Good words, bad words, and those that are useless to others are all nonsense'. If you want to help them, no one will really thank you by just saying it with your mouth!"

Duan Xiaoming nodded and said, "En."

Brother Gou continued pacing in his office and said: "We treat our customers in the same way, and we must really help them. Even if we don't crowdfund in the future, it depends on whether you can choose a suitable one from the remaining housing in the first phase." Great help, well, the next thing is to see if you can find a suitable house for them, go get busy."

(End of this chapter)