The market will open in 7 days, and I have to redouble my efforts to get off to a good start. Although I haven't been in contact with sales before, I still have a lot of theoretical knowledge, and I know a lot of routines and skills, and I don't know if it's popular now. Li Zhong started the idea of opening, and success or failure was in one move.

In the past two days, everyone has been busy preparing for the opening, especially Zhang Feng, who keeps talking on the phone every day, Li Zhong originally wanted to talk to Zhang Feng about some of his ideas, seeing the scene of the past few days, he sorted out those popular opening methods in the 21st century, and improved them according to the actual situation at the moment, and it is more appropriate to hand them over to Zhang Feng directly.

The original plan was to make a large real estate sales control table, hang it on the wall, and then the customers lined up to choose the house one by one, and the transaction was checked off one by one. In this way, many people see that if their favorite house is selected, then they may not necessarily buy it, and it cannot stimulate the enthusiasm of customers to buy a house, because many customers just pay the intention money, and they can also be refunded. I must make a better suggestion to tell Zhang Feng and strive to become famous in one fell swoop.

In fact, the customer sells the house is nothing more than a few psychology, affordable, good house, comfortable to live in, superior geographical location, and large value-added space in the future.

Marketing is a kind of thinking about the customer's mind, in front of the shrewd real estate consultant, the customer is transparent, from the moment you enter the door, he through your clothing, transportation, psychological state, purchase intention. Basically, the customer is divided into a certain area, and you are taken down according to the established plan, so that you are happy to pay for his house.

Li Zhong proposed that the opening site should use the method of "shouting control" to stimulate the enthusiasm of customers to buy houses.

First, the layout of the sales office, not to engage in the whole area everyone can see, need to use a fence to divide several areas. There is a waiting area for customers to rest and wait, there is a room selection area (6 negotiation tables) for customers to choose the house, there is a subscription area, there is a subscription area, so that customers can sign the subscription letter, and there is a financial area, where the customer takes the receipt of the previous intention money and directly changes it to the official subscription invoice, so that the natural intention money becomes a deposit, and the house cannot be refunded. In this way, the scene felt orderly, but the atmosphere was tense.

Second, "shouting control" is a highly technical marketing method, and the real estate consultant and the console must cooperate seamlessly.

When the real estate consultant shouts, "Can this house be sold?" The subtext is that the customer has done it, and the console will answer: "Congratulations, it's ready to be sold." Confirm over and over again that the customer is on top of it, making him embarrassed to change his mind.

When the real estate consultant shouts: Can you recommend this house? The subtext is that this house does not want to be sold to customers, and does not give customers too many choices. Then the console answers: Sorry, it's already sold. At the time of the opening, the real estate consultant used this method in order not to let customers choose too many properties.

When the real estate consultant shouted: Can you introduce this house? The subtext is that the customer's intentions are good, and the customer will probably buy this house. The console will answer, and another group of customers are also watching, creating a tense atmosphere to come out, urging him to decide as soon as possible that this house may be someone else's in a little night.

The reception time for each customer is 4 minutes, which will greatly speed up the progress of the customer buying a house. Every minute that passes, the real estate consultant will remind the client that if the time is almost up, there will be someone responsible for reminding: you have 20 seconds left, please hurry up and choose a house. Then the customer behind will naturally urge him as soon as possible, don't delay everyone to choose a house, people, all this mentality.

Third, the order of the opening site is very important, because it is not your house that sells, and the surrounding development projects are all competitors, and it is possible to maliciously arrange people to arrange people to come over and make trouble on your day. Therefore, a number of security guards were arranged in each area to maintain order, and some plainclothes security guards and related people were also arranged, which is what we usually call "trust", interspersed in the crowd. In case of agitation, these plainclothes security guards can stop it in time. Once a customer makes trouble due to other factors and affects the opening, these plainclothes security guards can stop it in time. Then the developer will come forward to clarify, saying that the customer had friction with the customer before, and it has nothing to do with them.

These "trusts" can increase popularity and reassure people's hearts on the spot, because they are also "customers", and they can understand the voices of other customers in time and correct mistakes in time. When encountering the front customers maliciously delaying the time to choose a house, if necessary, instigate the back customers to urge them to choose a house quickly, causing psychological pressure, and everyone is always embarrassed to play there.

After the suggestion was given to Zhang Feng, Zhang Feng studied it carefully, and "shouting control" is indeed a good method, and this suggestion is thoughtful and comprehensive. immediately looked at Li Zhong with admiration, immediately discussed with the boss, and finally decided: let Li Zhong also officially participate in this opening event, assist the console, turn positive in advance, and this event has his commission. Of course, this is also to greatly stimulate the enthusiasm of this young man. If the event is successful, that commission is simply a drop in the bucket for the boss.

As soon as the commission was mentioned, Li Zhong was happy to be able to jump, and calculated it according to the commission of 8/10,000, and calculated it himself, on the opening day, if he performed well, he could basically get a commission of 5000-8000, what is the difference between this and pie in the sky.

Zhang Feng followed Li Zhong's suggestion again, and improved all aspects of the details. After the new plan was made, all the personnel of the sales department were arranged to rehearse and practice 3 days in advance to ensure the smooth progress of the opening event.