my boss life

Chapter 79
"The housing prices in Tianhu Mountain are basically above [-] yuan, and the more expensive ones are more than [-] yuan.

Such a price is actually equivalent to the price of some second-hand houses in Guangming City.

At this time, you recommend a second-hand house to this person, which is actually the first step in your selection of customers.The other party will only have two answers, one is to directly refuse, and the other is to ask for information.

If the other party refuses directly, you have to ask the reason for the rejection at this moment.

If it's a matter of price, well, you don't need to recommend Tianhu Mountain to the other party.

Recommend it in the past, even if you make an appointment, it is impossible to make a deal in the end.

If it is a question of qualifications for buying a house, then you can start to guide Tianhushan.

If the other party is willing to continue the chat and wants to ask about the specific information of the house, then you can also start to guide.

And this is the first step in selecting customers, selecting customer qualifications, whether he is sincere or just kidding.

Next, is the second step of customer selection. This step is very critical, that is to determine whether the customer really wants to buy a house, that is, their sincerity.

This step is a little more troublesome than the first step.

Let's still take the customer surnamed Liu just now as an example, if the other party wants to see the house in Tianhushan.

Then, the corresponding problem comes.You have to start to understand his specific information, but remember not to ask directly.

For example, you directly ask if you have so much money?

can you afford it
Do you know how much Tianhu Mountain costs per square meter? Then you are looking down on our customers and embarrassing our fat tiger.

At this time, you were originally a good customer, but you may hate it instantly.

Certainly not such a question, so how should we communicate?

At this time, you should say a word first.For example, the other party insisted on Tianhu Mountain.

Then, I can say: Tianhu Mountain, the environment of Tianhu Mountain is good, and there is a lot of room for appreciation. Now it is the signature of Dongfeng City.

After finishing speaking, then you directly recommend the cheapest real estate on Tianhu Mountain.

For example, this is the case: sir, we have a new building in Tianhushan recently opened, and the opening price is around [-] yuan. You may consider taking a look.

After saying this, you are going to listen to the customer's reaction.

This sentence is not a simple recommendation of real estate.

Generally speaking, when customers hear this sentence, there are only three reactions.

The first one, I feel that the price is very good, I want to see the house.

The second is to doubt you, it is impossible to have such a low house price.

The third type is flashy words, or rather unpleasant.

Once these three situations occur, then you have to start judging the basic information of the customer.

In these three situations, colleagues in the audience, which one do you think should be chosen? "

After speaking, Liu Xin stopped speaking, looked at everyone in the audience and said.

By the way, I went to the host in the audience and asked for a bottle of mineral water.

To be honest, it really hurts to keep saying this!

At this moment, almost everyone in the audience answered.

"The first."

There is nothing wrong, basically the first one is chosen.Because the client wants to come out to see the house, if you don’t choose this, what would you choose?

Even the store managers below nodded to indicate that the first one was not wrong.

Liu Xin took a sip of water, put down the water bottle and looked at everyone.Shaking his head, he sighed.

"So, you are all unqualified, and the choice just now was wrong."

Liu Xin's words made everyone stunned for a moment.

"Why, is it wrong for the first type of customers to come out to look at the house? If you don't choose the first type, what else can you choose?"

"Yes, yes, I definitely chose to make an appointment to see the house!"

Liu Xin shook his head. He really felt that these people were still too young after all.

"You guys, after all, you still can't hold your breath. In the first case, the other party is just an idiot, and he's just joking with you.

Or, the person is so bored that they want to have fun.

I guarantee that in the first case the client asks out.The final transaction probability is infinitely close to zero.

The other party wants a house in Tianhu Mountain, but they don't know about Tianhu Mountain at all. It's too hasty to agree to come out to see a house just by talking about a low-priced real estate, right?
The specific information was not introduced, and the surrounding area of ​​​​the real estate was not investigated. What did he look at?
What the hell!Such a customer, making an appointment is a waste of time in the end.

When you meet such a customer, your inner expectations can be directly lowered.

More than 90.00%, there will be no transaction.The second case is the reconciliation that we should focus on.

Doubt, doubt is right, it proves that the other party has a detailed understanding, and he has a price in his heart.

Therefore, at this time, we have to think carefully about how to make an appointment with the client in the second situation.

As for the third type, this type is purely to amuse you, don't pay too much attention to this kind of customers.

Generally speaking, when I encounter such customers, I basically hang up the phone directly.No need, not to mention wasting time, but also wasting saliva. "

Liu Xin's words stunned the people below.Afterwards, many people began to realize suddenly.

"Sure enough, I said how some time ago, the few clients I made an appointment with basically didn't make a deal when I went there.

Sure enough, sometimes you really need to choose your customers carefully. "

At the Dashuiqiao branch, a young salesperson suddenly realized what he was doing, and he looked at Liu Xin with approval.

Not only him, but many others.In fact, most of the time, they have encountered such a situation.

There are quite a few clients who make appointments, sometimes five or six a day, but after the appointment, none of the orders can be closed. Is there any use for this?

And their situation is basically what Liu Xin said.

"Well, what I said is not wrong, right? You must have encountered some customers who came out to view the house and agreed very simply, but no matter how you kill the order, you just can't make a deal in the end."

Hearing this, many people nodded in agreement.

"Boss, you are right, there are indeed many such cases."

"Yeah, I have a client, and I made an appointment within 2 minutes of calling.

As a result, after the day passed, his uncle actually wanted to do business in Dongfeng City, thinking that we would send a car to pick him up, and he would take the free car.

When I arrived at the real estate, I left in a few minutes. I really wanted to beat this kind of person to death. "

"That's right, that's right, I've encountered it too. So that's the case, it's not a good thing to promise too easily!"

In the audience, several store managers were also deeply touched.Liu Xin's technique of selecting guests is really useful.

In this way, it can save a lot of unnecessary time wasting.

"So, that's the second trick of the selector.

For those who are suspicious, you can give him a lot of introductions to the surrounding real estate, and by the way, you can get some information on the phone.

This involves the level of dating.So next, let's explain the skills of making appointments.

This dater..."

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Dear readers, Happy April Fools' Day.Cough, although today is April Fool's Day, but I said yesterday that I will add an update today, so I still have to honor it.

Dear book friends, what do you say about the recommendation vote?Is there a referral ticket?

Well, I want a referral ticket!

(End of this chapter)