I have a book to sell a house

Chapter 99 Case 2: Application of Questioning Determination Method
Duan Xiaoming had never heard of such a statement.

While he was thinking, Brother Gou continued: "Remember to report the channel, and report your sister Xiaojuan's old and new."

Duan Xiaoming then registered the old with the new on the company channel APP, so that if the deal is completed, sister Xiaojuan will be rewarded with at least 1 yuan.

Then he waited at the door.

Soon a pair of young people came from the opposite street, passed the square and came to the entrance of the sales department.

The male's visual height is about 1.7 meters [-], his skin is dark, and his facial features are correct. There is a faint smile at the corner of his mouth, giving people the impression that he is sunny and handsome.

The female is about 1.6 meters zero by visual inspection, with a fat body, delicate features, and a soft face, especially a pair of big eyes.

Duan Xiaoming hurriedly stepped forward to say hello.

"Hi, are you Mr. Tang and Miss Zhang?"

Mr. Tang replied: "Yes, you are Duan Xiaoming, right?"

"Yes, this way please."

Duan Xiaoming is relatively tall, and he deliberately keeps a certain distance between himself and Mr. Tang, so as not to cause oppression to the client.

He stretched out his hand to guide Mr. Tang and Miss Zhang into the sales department.

The customer service of the guide station hurriedly stepped forward to inquire about the situation. Mr. Tang reported his phone number, and the customer service input system of the guide station showed that the old owner had reported.

The customer service staff at the guide desk politely told Mr. Tang and Duan Xiaoming to serve them, then turned and walked away.

Just as Duan Xiaoming was introducing, the customer service staff of the leading station lowered their heads and pressed the phone quickly.

"Duan Xiaoming's customer report was more than five minutes away from the visit, and the required half an hour was not met. At the same time, Duan Xiaoming did not report in the group, nor did he verbally explain the situation. Welcome guests at the door, please check with the leader."

This information was sent by the customer service of the guide station to the "feedback group for the case guide station problem".

In this group, only the guide customer service, sales manager and sales supervisor are there.

It's not that the lead station's customer service sister is targeting Duan Xiaoming, it's because the company stipulates that the lead station must report all kinds of abnormal situations in a timely manner.

Otherwise, the salary of the customer service sister of the guide station is not enough to pay the fine.

Chen Taoan quickly replied to the message: "Okay, thank you for your hard work."

After replying to the message, Chen Taoan immediately called Qin Yanjiao.

"Didn't you train Duan Xiaoming on the process of receiving customers?"

Listening to Chen Taoan's tone, Qin Yanjiao felt puzzled. Why is this man angry again?

"Training done, manager."

"Training? Then why does he still make mistakes? This time I think it's his first offence. You won't be punished. You can write a self-criticism later."

"Yes—received."

Qin Yanjiao hung up the phone with black lines on her face, who did she mess with?
Duan Xiaoming made a mistake and asked me to write a review!
When Qin Yanjiao was taking the blame, Duan Xiaoming introduced the project to Mr. Tang and Miss Zhang with eloquence.

After explaining the basic rhetoric, he flexibly applied what he had learned from the house selling book.

The first is the questioning method.

"Mr. Tang, Miss Zhang, hello, may I ask, are you buying a house for investment or for self-occupation?"

Miss Zhang replied: "We live by ourselves."

Mr. Tang immediately added: "I bought it for a wedding."

Duan Xiaoming continued to ask: "That's fine, then what size do you consider buying?"

Mr. Tang frowned and replied: "It doesn't really matter what size you buy, but it must be the one that doesn't require so many residents on the same floor. The house we are renting now has five households on one floor. Do you know what kind of neighbors live there? "

Duan Xiaoming cooperated and asked, "What neighbor?"

Mr. Tang replied: "The day before yesterday, a neighbor next door knocked on the door and said she was pregnant. I didn't care about it. I scared her and almost caused a misunderstanding between the two of us."

As Mr. Tang said, he looked at Miss Zhang very gently, and Miss Zhang smiled back.

Duan Xiaoming tilted his head to listen.

Mr. Tang continued: "Fortunately, the pregnant woman spoke immediately, but do you know what she said? She said, can you turn off your wifi at home, I'm pregnant, and there is radiation."

Duan Xiaoming was amused by Mr. Tang.

I didn't expect Mr. Tang to be quite humorous.

Mr. Tang continued to complain: "There is also someone from downstairs who ran up for no reason and told us not to let the children run around at night. We are not married yet, so where are the children? After many troubles, we found out that it was the children in the other apartment next door. , every day in the middle of the night after the training class, I come back and run at home.”

"Another time, a group of salesmen in the next room lived together. They were usually not at home on weekends, but whenever they were at home, they would crazily make phone calls on the balcony, making a lot of noise."

"There are also those clothes that floated into our house from upstairs, the most important thing is the sexy underwear. They drop out every now and then, and they don't come to ask for them. If she didn't see it with her own eyes, we might have broken up. "

When Mr. Tang said this, he smiled and looked at Zhang Meimei.

Duan Xiaoming felt that he was less like a salesperson and more like a light bulb.

"In short, we want to buy a house with few neighbors on the same floor."

Zhang Meili hardly spoke, and listened to Mr. Tang all the time.

From the question just now, it can be seen that Mr. Tang needs a house that can improve the quality of life and change the neighbor group, preferably two houses per ladder.

But these alone are not enough, we need to continue to explore customer needs.

Thinking of some examples of the questioning method mentioned in the Book of Selling Houses, he started asking questions again.

"Our community is a slab building with one elevator and two households, which is very suitable for your needs. Come, please, let me introduce to you our 7-square-meter apartment in 115 buildings. This house should be handed over earlier. By the way, Ask the next two, how much down payment have you prepared, let me see if this 115 house meets your requirements?"

This question is to explore the customer's payment ability or down payment preparation.

Mr. Tang did not answer directly, but said: "The down payment is not a big problem, please introduce the apartment type to us first."

It seems that there is no question, and customers will answer at their own pace.

Duan Xiaoming carefully explained the characteristics of the 115-square-meter apartment.

After speaking, he asked again: "At present, the housing price in our city is not too high. After a down payment of 115% for a 3000-square-meter apartment, the monthly payment is a little more than [-]. Don't mind me asking, what is Mr. Tang's current monthly income?"

Duan Xiaoming's question is just to further explore the income level of customers.

Mr. Tang stroked his chin and replied, "The monthly income is not high, between more than 2000 and 5000 million."

Duan Xiaoming was surprised, what kind of job pays so much?

Zhang Meili, who had been silent all this time, slapped Mr. Tang on the shoulder with a smile, and said, "Don't tease him, tell the truth, how much is it?"

Mr. Tang touched his nose with a smile and said, "To be more specific, it is 2300."

Duan Xiaoming tentatively asked, "2300 million?"

Mr. Tang replied with a smile: "2300 yuan."

Duan Xiaoming was in a daze. Could this be the reason why the two of them didn't buy in Tian'ao, because the monthly payment was insufficient?

(End of this chapter)