Inside Story of a female college sales lady selling buildings

From: Afternoon tea for lady selling in Beijing, published by China workers' Publishing House

This book details the little-known experience of a female college student coming out of Beijing Hutong. The story shows ups and downs, the character image is clear, the language is clean, and the style is beautiful, it is actually reflects the sales lady's private life.

Set traps

On Saturday morning, the sales department came to a young man with a shining car key in his hand.

He Li greeted him in a hurry and introduced him to many apartment types and showed him the model room. Mr. Deng, surnamed, was very satisfied. He signed a three-bedroom 0.38 million yuan purchase contract and a "Supplemental Agreement" for the mortgage, paid a deposit of 50 thousand yuan, and agreed to pay four thousand two hundred and seventeen yuan for mortgage purchases each month.

But Mr. Deng said to He Jie in a dilemma: "I am just a car driver in the Organization. The monthly salary is only about three thousand yuan. I didn't want to buy such a expensive house, but my girlfriend insisted that I would like to buy a luxury big house. How can I prove my income ?"

He Jie said to him cheerfully: "This is easy to handle. If you add three thousand yuan before the proof of income, will it be 10 thousand yuan ?"

When Mr. Deng went home, he thought that something was wrong, so he tried to find someone to carefully comment on the developer's "Supplemental Agreement" and suddenly realized that he had fallen into the "trap" set by the developer "!

Because the "Supplemental Agreement" stipulates that: if the buyer's mortgage fails to pass the Bank review, three other payment methods must be selected: one-time payment, three-month installment payment, and installment payment during the delivery period, if the buyer refuses to make a choice within 15 days, the buyer shall be deemed to unilaterally terminate the contract, and Party A shall pay liquidated damages of 20% of the total house price, based on Mr. Deng's total house price of more than 0.38 million yuan, liquidated damages are more than 70 thousand RMB. If the developer is lucky enough to pass the Bank review, but fails to pay in full for three or six consecutive months, the developer has the right to reclaim and dispose of the house he bought, the buyer had to pay for the house and leave the house empty.

As a result, when Mr. Deng went to check out the next day, he had to pay a penalty of 20 thousand Yuan due to a breach of contract. He also wrote a "out-of-service application for purchasing a house through mortgage due to financial shortage and voluntary penalty. He Jie successfully took back the customer's check-out penalty of 20 thousand yuan, and the company rewarded her with two thousand yuan in fines.

Female customers often have a fixed voice

The sales department named the customer who received the customer as "customer service ". Particularly Han Qi, as soon as he saw the customer coming, he shouted, "Girls, pick up !" Not only do the ladies not get bored, but they flock to the customer in a cool fashion. It was a bit awkward to hear at first, and it took a long time to get used to it. I was even glad that the number of people who received the service increased. The more transactions, the more commissions I made.

I often come across some big-sized men who come to visit the house with their lover. So I try to say as many words as possible to my male master.

However, sometimes it is not necessarily a male master, but a lady I neglected. She said that a single sentence can be fixed.

One day I was on duty in the model room, and a middle-aged man came along with a young girl. Looking at his clothes and temperament, he should be the most promising customer.

So I tried my best to introduce them to the real estate situation. However, a sharp voice reminds me of my negligence: "the price is so expensive because it is so far away from the city ." The cold Lady opened the mouth with half a sigh of relief.

I suddenly realized that it was not expensive, but I chose the wrong object. Immediately let the wind go and shift the focus: "In general, Mr. pays attention to the overall situation and Miss pays more attention to the internal structure ." Then, I gave her a few comments.

The trick turned the storm, and the lady was no longer picky, and even made a two-sentence explanation for the room shortage. Mr only has a nod. In the future, I will take a lady as a breakthrough for customers of both men and women.

Create miracles without looking at others

A customer visited the house multiple times, but each time he saw a house price of more than four thousand yuan per square meter, he shook his head and left without a sound.

One day, the customer came again and was surprised to see that the starting price of the new small apartment had changed from 4300 yuan to 4500 yuan.

The customer recognized Han Qi and Han Qi was vaguely impressed with him. She glances at her body, but does not stand up. The customer was anxious to say: "isn't it a good deal of 4300 yuan per square meter ?" Han Qi said: "When is that? Currently, all real estate prices are rising. We only went up two hundred yuan, just a piece of cake ." The customer angrily said, "You are sitting and talking without backache. 1 m² is up to two hundred RMB, and 50 m² RMB is 10 thousand RMB. Why is there such a large private space? Take 10 thousand RMB as a piece of cake ?"

Han Qi said to him in a disdainful tone: "Sir, I tell you, the price is up two hundred yuan or today's price. Maybe tomorrow's price will not exceed two hundred yuan. You don't have to pay for the two bucks, but you have to lose yourself !"

The customer said, "You are forcing me to buy a house !"

Han Qi said: "Where have I forced you? Do you just eat shit when I tell you to eat shit ?"

The customer rushed forward as soon as he heard the fire.

I walked forward with my sisters and dragged the customer away, And called Han Qi to sit down.

A week later, the customer quarreling with Han Qi came again.

This time, I took the initiative to bring him to the room. I took him to the sand table and showed him the real estate developed by the company. I explained it in detail. Later, he asked me to take him to the construction site to see the house.

The customer looked very carefully and checked every corner. On the way back to the sales department, the customer said to me, "I am very satisfied with your service. In fact, I know that you do not make any publicity. I have been here for too many times, but I am reluctant to do so. Why? First, I'm afraid to give up. Second, I'm reluctant because of the bad attitude of Miss Han. Now, I finally put my mind down and decided to purchase 18 export apartments for your new small apartment !"

He didn't say that much, but it sounds like a spring thunder on the ground, which almost blew me up!

18 houses and 18 houses, which means that I can get a commission fee of 70 thousand Yuan!

When I went back to the sales department and told Han Qi about the news, she was so pale that she couldn't close her mouth.

One of my college students sold a house, but it was easy to create a miracle. It created a myth in Beijing's real estate sales business!

Sales tactics of sales lady

I. Force subscription

There are many methods, such as preventing the customer from taking full consideration of the balance time, so that he can buy a house in a hurry. In addition, during the customer's negotiation period, the sales staff cooperated with each other to call fake phones or pretend to be a customer, that is, the house for sale, that is, the house the customer wanted, or the suite he wanted, at the same time, we also introduced it to other buyers to create a tight sales atmosphere. If the customer has a preliminary intention for a suite, the sales office will tell him in a few days: "someone wants to buy this suite, you need to pay the deposit immediately "......

Ii. Blocking customers' first demands

When the customer first glances at a shop, the sales staff asks the sales control counter in some dark words, and the sales staff will say that the shop has been sold. If the customer asks in another way, he may be told to sell the store. The reason is that some developers first launch a shop or house with an unsatisfactory position, and sell a store with a good position later. In addition, many well-sold houses are not sold due to the sales control in the sales office. They are claimed to have been sold and are gradually released according to the sales progress. This is obvious in the initial stage of the project opening. In this case, the sales staff can check it out in private. If the customer's favorite house is under "sales control", they can wait or purchase it through other means ......

3. Attach and decompress Disks

In this case, the company usually blocks out the relevant information and only half or half of the customers, because such confidentiality measures have been adopted, the competitor company will not be able to know the basic information of the trademanager apartment. In this case, the competitor company will send a sales lady to dress up as a customer to visit the house, conduct on-site surveys and search for relevant information.

On the contrary, this is the anti-Stepping disk.

4. Excellent "snoop"

The best practice is to learn to accurately determine the economic strength of the customer from the clothing of the customer.

From the perspective of clothing, whether it is a domestic famous brand or a world famous brand, which brand belongs to the level and how it works together; from the perspective of manners, the house has been purchased elsewhere, it is often mentioned that comparing a celebrity or a place outside China has its own advantages. The most obvious indicator is the ability to determine the identity and purchasing power of a person based on his "mounts.

5. Hard work"

How can he not be touched when he wants to visit the customer in the rainy weather and sends the information to the customer in a wet manner? Snow days of less than ten degrees Celsius wearing a skirt to accompany customers to see the house, one circle after another, frozen lips purple. In this case, the customer is often the most likely to be conscious.