Guangsha ten million

004

"Customers for real estate sales can be roughly divided into three categories." Du Shen explained to Chen Yan in a timely manner.

"The first category is those who really need it. This kind of people really want to buy a house and live in it. They are also the most important customers of a real estate project. They must treat these customers with sincerity and never neglect them. Even if the other party is not straightforward and hesitates, There are twists and turns, and they try their best to get a discount. After all, buying a house is a very important thing for them.”

Chen Yan nodded. He agrees with this idea. Sales should not forget their roots. No matter how the price changes, they must always remember what they do. They are just a house seller.The same goes for the concept of rising to the entire real estate enterprise. No matter how much money you make, don't forget that you are just a house builder.

"The second category is special customers. I can't say much about their particularity. Every real estate has them. Once offended, it will be very troublesome, and it will even be difficult for them to move forward. This type of people is not firm in their willingness to buy a house. Many people just want to pick up a cheap or Make a small profit, they will use various methods to put on airs with you, don’t say anything when you meet this kind of people, prepare the house according to their wishes, and put it wherever you want. Remember not to use your emotions!”

Chen Yan's complexion was a little ugly. He had already guessed what the so-called specialness meant. His father was a first-generation entrepreneur who rose up after the reform and opening up, and he often had to deal with this special group of people.He has witnessed the changes of this group of people since he was a child, and he has some ideas of his own about the current situation.

Du Shen saw Chen Yan's reaction, and shook his head with a smile in his heart: the young master is still a little tender, and his tolerance for some things is a little lower.But this is not a bad thing, it is even something to be envied, after all he can choose not to tolerate, and he doesn't even have the chance to choose.

"The third category is customers like Gu Xiaoyang. This kind of customers has gradually increased over the years and has a tendency to become the main force. Gu Xiaoyang can only be regarded as a small business, and the real success is the Wenzhou Wives Group."

"Real estate speculators?" Chen Yan despised them very much. The housing prices skyrocketed under their hype. Both the media and the common people hated them.

"Real estate speculation is just a type of investment, but houses are closely related to people's lives, so they are especially hated. If they are replaced by jadeite, beeswax, etc., people will not feel much when they are speculated at sky-high prices." Du Shen smiled, " Looking back at them, you can think of this type of customer as a customer, and even more as a person who sells on your behalf, he does earn some price difference, but he also sells the house for you.”

"Won't this kind of behavior disrupt the normal sales of real estate?" Chen Yan asked.

Du Shen shook his head: "It doesn't have any impact. The real estate has already sold the house. If the client wants to buy it, he can't find an intermediary to buy it. This has nothing to do with the real estate. You can wait for the opening of the next issue, but the price will be more expensive.”

"Why doesn't the real estate company earn the price difference they earn?"

"My young master." Du Shen sighed, "You have read too many books, and you haven't explored enough in your heart. How can real estate sales be the same as selling cabbage, with one price today and another price tomorrow? This will cause panic and fluke psychology among customers. If you go up, they are afraid that the house will go up too fast. If you go down, they think you can go down even more. So there is no need for real estate companies to make money from this part of the price difference, and the intermediary will drive up the house price That’s right, the price increase in the second phase of the real estate project means that if the house price falls, it is the intermediary that will be locked up, not the real estate.”

Du Shen's remarks broke Chen Yan's previous views on real estate. Real estate transactions, which he regarded as simple buying and selling, turned into economic behaviors covering capital operation and sales strategies.He couldn't help being a little surprised and incredible.

Du Shen's ability to observe words is first-rate, and immediately smiled at the right time: "If you are interested, young master, you can deal with Gu Xiaoyang in person next time."

"You can just call me Chen Yan, and you don't need to be called young master." Chen Yan nodded and corrected.

Du Shen knew that he had successfully caught Chen Yan's eyes, so he bought it in time: "Chen Yan, this is your job card. From tomorrow on, you will be a salesperson of Lakeside Famous Garden."

Chen Yan took the task card.

A few days after the two met again, there were only about 20 apartments left in the first phase, and Gu Xiaoyang was going to make more money.

As soon as he entered the hall and saw Chen Yan holding a folder, standing upright, with a slight smile on his mouth, Gu Xiaoyang was stunned for a moment. Isn't this the person who was in Manager Du's office last time? Didn't he say he was from the Design Institute?

Gu Xiaoyang thought about it for a while, but didn't figure out the relationship, so he didn't think about it at all. It didn't matter what his identity was, so he hurried over and said familiarly: "Huh? Why are you here? Chen... Yan?" Gu Xiaoyang I recognized Chen Yan's job card, and praised him without hesitation, "A good name, you can tell that you are a talent at a glance."

The corners of Chen Yan's eyebrows couldn't help but twitch. It's really a chicken-and-duck talk. Names have a half-money relationship with talents?

Seeing Chen Yan's reaction, Gu Xiaoyang knew that the flattery hadn't hit the mark, so he said, "Manager Chen is really capable. He can do both design and sales. To be honest, I really admire people like you. Both business and business."

The unified job title of the sales staff is Sales Manager. Gu Xiaoyang has no problem calling him Manager Chen, but Chen Yan felt that this title was harsh for no reason, so he interrupted Gu Xiaoyang: "Sir, do you want to see the house?"

"No, my name is Gu Xiaoyang, you can just call me Xiao Gu, it's too unreasonable to call you Mister." Gu Xiaoyang hurriedly corrected her.

Chen Yan ignored him: "How many square meters do you like, sir? There are still 150 square meters and 143 square meters left in the first phase."

Gu Xiaoyang frowned, obviously seeing Chen Yan's unwillingness to get too close to him, he was the most eye-catching person, and he didn't force the other party's reluctance, so he directly started the topic: "It's from Fang 143."

Just don't like the 150-square-meter house with three bedrooms and three halls?Chen Yan was upset, and he barely concealed it on his face. He led Gu Xiaoyang to the sand table, and introduced with a laser pointer: "There is a set of 143 left in square 1703."

1703, the west set, the highest floor, the most expensive set in the entire 143-square-meter apartment.

Gu Xiaoyang bit his finger, a little in disbelief: "The lower floors are all sold out?"

There are 203 left on the lower level, but Du Shen said that this set is not for sale, so Chen Yan nodded and said that it was all gone.

Gu Xiaoyang was a little dissatisfied and shook his head: "1703 is a bit expensive."

Chen Yan didn't speak.

Gu Xiaoyang glanced at Chen Yan with some strangeness. An ordinary salesperson should not answer: Expensive is expensive, the scenery is good, and the best viewing angle of the whole real estate is in this set.

Chen Yan went in without knowing.

Gu Xiaoyang felt disgusted, did Du Shen take the wrong medicine?Looking for such a sale?

Chen Yan suddenly realized that there should be a problem with his sales method, so he quickly recalled the experience he had learned from other salesmen before, and imitated the same: "Sir, if you think 1703 is a bit expensive, you can look at 150 square meters. There are many rooms and the floors are okay.”

"But I don't like the 150-square-meter house, three halls, it's too wasteful." Gu Xiaoyang showed a dissatisfied expression.

Hearing this, Chen Yan couldn't help but slap himself. He knew that Gu Xiaoyang's choice of that apartment was useless, so why would he be so stupid to recommend it.He immediately shut his mouth and stood by.

Now Gu Xiaoyang is stupid. The problem of choosing the type of apartment when opening the mouth is the opening sentence of buying a house. Salesmen must be able to connect with this word to hope to sell the house. Why is the salesman so incomprehensible?When you pick it up, you don't say anything.

Really, to be young is to be inexperienced.Gu Xiaoyang thought about it for a while, and decided to enlighten Chen Yan with a kind heart, so let's form a good relationship.Then he leaned close to Chen Yan and whispered, "Xiao Chen, you and I are half of the same company. Let me tell you, sales is different from drawing blueprints in the office. Drawings are made by connecting two points and one line. It is pure technology. Sales rely on lips and cheeks, you can't be like you if you have a smooth mouth and a thick skin."

Gu Xiaoyang's words made Chen Yan's ears a little hot. He has a height of 185, and Gu Xiaoyang is not short, so he must be 178. They whispered right next to his ear, and he moved a little uncomfortable.

Gu Xiaoyang immediately thought that Chen Yan didn't want to listen to his persuasion, so he slammed his mouth and didn't say anything. Since the good karma doesn't work out, don't make a bad karma.

When Chen Yan saw this, he immediately wanted to say that he didn't mean it that way, but Gu Xiaoyang had already recovered himself at a speed he didn't expect at all, and said to Chen Yan with bright eyes: "By the way, I remembered something. You were in Du Shen's office the other day. Don’t you want to check out? Let me tell you, Du Shen is the reincarnation of Pixiu, it’s impossible to check out, you might as well sell it to me.”

"..." Chen Yan was confused, what and what?

Gu Xiaoyang thought that Chen Yan was not happy, and said, "It's fine if you don't sell it to me. I'll help you sell it and make a psychological price."

"..."

"Okay, I know that buying a house is a big deal, and you still need to think about it. How about this? This is my business card. You can hold it and call me if you want to sell it. Don't worry, there is no house in H City that I can't sell. , Absolutely reliable." Gu Xiaoyang said and stuffed a business card for Chen Yan.

Sunshine Real Estate Agency

Gu Xiaoyang

Address, telephone number, mobile phone, email address, □□ everything is available

"..." Chen Yan didn't want it very much, but he still accepted it by accident.