In the compound of the Jiangzhou Municipal Government, the list of the last batch of welfare sub-houses of the municipal organs was announced, and the people gathered in front of the list were three layers inside and three layers outside.

"Ahh

"Bad luck."

"Still didn't get it."

The sound of sighing came and went, and the people gathered here were young and middle-aged civil servants who had not been allocated welfare housing. They are already thinking about how to explain to their families when they return home, and the urge to change rooms has been lingering in their hearts. The welfare subdivision has failed, and it is time to start thinking about commercial housing.

At the same time, two young civil servants in the finance department happily pressed their handprints and signed their names and took away more than 70,000 yuan in housing monetary subsidies. Of course, the money is not withdrawn in cash, but transferred to their card in two days.

"Sister Xu, is the personal housing loan your husband said only need a down payment of three achievements to get a new house to live in?"

Xiao Sun, a young civil servant who had complained in a certain department before, asked about not being able to get a welfare room.

"Xiao Sun, don't worry, you have taken the housing subsidy, and then you will make up a little more for your own family to make up for the down payment. My husband's bank, will he still tell lies? With the conditions of our civil servants, we will definitely be able to apply for a housing loan smoothly, and then we only need to deduct the housing provident fund from the couple's salary to repay the loan. According to the current average price of 3,200 yuan, the provident fund of the two couples every month is basically enough to repay the monthly loan. This is what I have been researching for a long time and have found the most realistic way to live in a new house right away. It is said that the city is now arguing about the monetary housing subsidy, let's first raise the income first, and settle the pocket. ”

The young civil servant named Sister Xu replied with a smile.

"My fiancée is in a hurry, and she will have a wedding wine on New Year's Day next year, and she must finish the house first, otherwise her mother will be unhappy. Now that I have got more than 70,000 yuan, I personally have tens of thousands of savings, and it should not be a problem to make enough down payment. Anyway, the provident fund can't be withdrawn, so it is just used to repay the loan and live in a new house. Those who are still waiting for the unit to be divided are really stupid, the country is now clearly overwhelmed with financial resources, and the welfare housing is too resource-intensive, so we must get rid of this burden. I heard from my classmates in the Finance Bureau that the housing monetary subsidy may soon be stopped. Because the amount reported by various government agencies, units, and enterprises is too large, the city simply does not have so much money to fill this hole. ”

Xiao Sun, a young civil servant, also revealed a little inside information.

"If there is such a thing, then I have to quickly inform my old classmates, so that they can also hurry up and get the subsidy, it will be too late. Hey, little grandson, I want to ask where you plan to buy a house? Maybe we can buy the same neighborhood and be neighbors or something. ”

Sister Xu was just about to make a phone call, but after thinking about it, she asked again.

"Xiziwan, you see that so many leaders have booked houses there, and the quality should not be bad."

Xiao Sun and Sister Xu are also quite familiar, so they won't hide it from her and answer directly.

"Ouch, it's such a coincidence, I also have this plan. However, it is said that the price may rise a little when it opens, and there are existing houses that are very popular, so I am afraid that I will not be able to buy them! ”

"I also found someone to entrust the relationship, I don't know if I can get the existing house by then, it is said that there are less than 400 units."

Civil servant Xiao Sun said with some distress.

"Let's think of a way together......"

With the blurring of conversations, the figures of the two disappeared into the office building.

In the center of the clubhouse in Xiziwan, where the sales department is located, several salespeople are communicating.

"My mother sent me another task, saying that the son of a good friend is going to get married, and he wants to get an existing house in our real estate. With him, I now have 12 suites on hand. ”

"You only have 12 sets, my number is not enough, there are already 24 people who have found me, and there is another person who buys two or three sets, and I have at least 40 sets of housing shortages."

"Wow, that's many, I thought I had enough of 28 sets. If the 10 of us were combined, maybe it would be enough for the 400 existing houses. ”

At this time, Qin Ran walked in, and he took part of his time today to finally train the sales team. Starting tomorrow, they will enter the real combat stage. Seeing the boss come in, the 10 salespeople quickly sat down, concentrating on listening to Qin Ran's lecture.

"Accumulating customers, as the name suggests, is to trap guests like water first, and before the real estate is sold, various means such as applying for cards and paying deposits have been used to attract potential customers to express their purchase intentions. You all come to report how many customers are interested in buying our real estate on hand. ”

Seeing Qin Ran's inquiry, the 10 members of the sales team below all reported the numbers.

“12”

“40”

……

“58”

The final number that came out was 449.

"Also, without asking you to solicit customers, we've already surpassed the number of customers we have in our existing listings. What is the purpose of accumulating? ”

Qin Ran likes to ask questions and interact in class.

"It's to be an instant hit at the opening, for example, if there are 400 customers who are willing to place an order, then only 200 suites will be launched at the opening."

A young short-haired saleswoman replied.

"You can also test the market and see how the market responds to our company's real estate products? If there are many people, it means that it is popular. Otherwise, there is room for improvement. ”

Another male salesman raised his hand and said.

"It's about retaining interested customers, but also about snatching customers from competitors. By collecting deposits and other means, we have firmly anchored our customers in our hands. ”

"Bang Bang-"

Qin Ran clapped his hands twice, signaling that everyone was speaking well.

In addition to what you just mentioned, it also has the most important purpose, which is to determine what is the direction of product sales in the process, what is the mainstream target customer group, and according to the purchasing power of mainstream customers, the price that they are willing to bear, to price and decide how much to push. Another point is that it can timely feedback the latest developments in the market to the mid-term construction design stage, and can make project adjustments and packaging in a purposeful manner. So, as I said in my first lesson, sales is just one stage of the company's operation, and you have an obligation to feed back the information you receive to other departments. ”

Hearing such a professional comment from the boss, these newcomers were holding pens to write down the main points just now.

"Therefore, you have to learn to organize your customers, classify them one by one according to income, requirements, family situation, etc., and learn to quantify goals in terms of numbers. What you see with your eyes may deceive you, but the naked number jù cannot escape the fiery eye Venus of the human being, because the future will also be an era of large number jù. ”

Regardless of whether the group of newcomers under the consciousness of the front can accept it, Qin Ran still continued.

"Starting today, our sales phone will be opened immediately, and it will be announced to the public in all aspects of television, newspapers, radio and other media. You'll take turns answering the phone in groups, then simply ask each other for information and write them down one by one. If you are interested, be sure to let them come to the sales office to place an order on the spot, because there will be a group to receive visitors on the spot. You're starting to accumulate customers from the next second! I'm going to use the number of jù you have accumulated for more than half a month to determine the volume and price of the opening! ”

Seeing someone raise his hand, Qin Ran asked her to ask a question by name.

"Mr. Qin, we have collected so many deposits, what should we do if there are too many people and not enough housing?"

"It's a sure thing that there aren't enough places to buy, and we're trying to create a hunger atmosphere where customers feel like they're going to be snatched up if they don't sign a contract right away. At the same time, for the sake of fairness, the site will definitely draw lots to determine the ownership of the listing. We are all eligible to participate, but we are not lucky, and we will not complain in the end, because we will return the deposit to them one by one because we can't buy the house. ”

The children can be taught, and the subordinates who can use their brains to think, Qin Ran likes it very much.

"When it comes to pricing, our company will always be one room per room from now on. Who will tell you what the purpose of one room one price is? ”

The boss asks new questions, and the employees have another opportunity to express themselves.

"In order to put an end to black-box operation, the price is clearly marked like a supermarket, so that customers can rest assured and establish a good image of the company."

"In order not to allow customers to compare with each other, so as not to cause unnecessary trouble. For example, they are all on the second floor, but A's house is sunny and B's is more shaded, if the price is the same, Party B will inevitably feel unbalanced. With the price difference, it is easy to explain to both parties. Otherwise, it will be troublesome for someone to take the lead in making trouble at the sales office. ”

"In my eyes, every house is unique, the same house type may be on different floors, the same floor may have different house types, even if it is the same house type and the same floor there are different buildings. Since it is unique, then the price of one room is very reasonable. In order to maximize the company's profits, a good house can be sold for a higher price per house. Worse houses can be sold at a slightly lower price. In this way, there is no danger of a backlog of houses. ”

Seeing that the employees all put forward insightful opinions, Qin Ran felt that they gradually faded away from the childishness of the campus, and began to truly integrate into the team and look at problems from a professional perspective. Today is the last lesson he trained for the marketing team, looking at their innocent and expectant eyes, Qin Ran began the final summary.

"You are all the elites I personally selected, and in just a few dozen days of training, you have shown extraordinary wisdom and ability. Starting from this year, China's real estate market will usher in a golden decade, or even 20 years. And you are the trendsetters of the Golden Age. I look forward to you growing together with the company and writing your own chapter on the stage of the new century. I heard your views on sales in the first class: you sell yourself, you sell products. As one of the industries that deals directly with money, you will face many challenges in the sales department, and more often than not, temptations. I hope you will remember your ambition to join the company, stay your own self, and don't get lost in the fucked society of the future! ”

"Bang Bang-"

The 10 members of the marketing team were moved by Qin Ran's sincere words and applauded. When leaving the sales department, Qin Ran saw a familiar figure at the door of the community.

(Because of a little annoyance at home, there is only one shift tonight, and what I owe last night will be made up when the time comes.) ）

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