March is the peak season for real estate sales, and with the increase in customers, common problems slowly surface - customers want discounts! There are discounts for real estate, but as an employee of Party B's agency company that cooperates with Party A's developer, the amount of discount that the real estate consultant has at hand is limited. Generally speaking, the sales department is reluctant to give customers discounts, and each property has performance targets, and if they are not achieved, the commission points paid by the developer to the agency will change, and the commission paid by the agency to the real estate consultant will also be affected. When some developers negotiate, they will keep the commission points to the agency very low; Some developers will sign a monthly sales guarantee target with the agency, complete the target, and the commission will be settled as usual, and if the target is not completed, the commission will be discounted; There are also developers who set both guaranteed and incentive goals, that is, when the goal completion rate reaches 110% or higher, the commission points will increase. Therefore, in order to solve the problem of customers asking for discounts during the negotiation process of the real estate consultant, Manager Duan decided to hold a brainstorming session in Xuefuyuan. The so-called brainstorming is that all participants give their own suggestions, and then a special recorder compiles everyone's valuable suggestions into a document. Sales brainstorming is to summarize everyone's sales suggestions, and then write them into a project statement for all real estate consultants on the project.

The first to speak was Long Wei, who combined his previous experience in decoration and put forward a strategy for price concessions. The first point is that whoever quotes first will lose first. When a customer asks for a discount directly, first ask how much discount the customer wants, and then quote the amount of discount they can give. If the client wants a discount of $100, the consultant can only quote a $50 quota. In this way, it can not only indicate the price of the house, but also leave room for price concessions, and finally give the customer a feeling of "winning" when the transaction is completed, so that the customer can not only have a sense of success in the negotiation, but also be happy to buy the house. The second point is to insist on price concessions. The real estate consultant took the lead in giving in, not only because he was not confident in his house, but also because he was in a hurry to close the deal, even if you told the customer all the discounts at the beginning, the customers still would not believe the discounts you gave. For example, if we fancy a piece of clothing with a price tag of 200 yuan and ask the store for a discount, even if the store says the lowest price of 180 yuan for the first time, we will think that there must be a discount for such a happy price! That's the psychology of the customer – they won't believe the first offer!

The next person to speak was Shen Ying, and the method she gave was to do calculations. The common methods are "large to small" and "small to small". The customer feels that the house price is high and wants a discount, what the real estate consultant needs to do is to show the cost performance of the house through arithmetic. For example, the unit price of a house in the school district is 300 yuan higher than that of an ordinary house, and the total price of a 100-square-meter house is 30,000 yuan higher. The 30% down payment is 9,000 yuan more than other real estate, except for 365 days a year, you only need to save two packs of cigarettes every day to set aside the down payment. As for "small numbers into large numbers", it is to magnify the advantages of real estate and calculate the expenses that can be saved after buying a house. For example, if the child lives far away from the school, if you take the bus, you will make a round trip every day, and the cost of lunch will be about 15 yuan per day. Five days a week, four weeks a month, nine months of school time every year except for winter and summer vacations, from primary school to junior high school, nine years, the cost is 15 * 5 * 4 * 9 * 9 = 24,300 yuan, which is not counting the cost of family escort when the child is young. Buying a school district house can not only save expenses, but also allow children to sleep early, eat a nutritious and hygienic lunch at home, save parents' time, and improve time efficiency! At this time, customers often no longer struggle with the problem of "high price", if they can still get discounts, it will become a "surprise", increasing the customer's "win" feeling! The house is shared

Zhou Zhou's approach is storytelling. Customers want discounts, and some are a kind of temptation, in fact, they are already optimistic about the house but want to ask if they can get discounts; Some people just feel that the house is not worth it, and the house price is inflated - this requires a real estate consultant to increase the customer's recognition of the house and shape the value of the property. All customers don't like to hear big truths, but they like to hear stories. For example, an aunt came to our school to buy a house, which was because she took a fancy to the school district house. My aunt's children have been working in Beijing, and my granddaughter is escorted to and from school. Before, their house was too far away from the school, and the children had to get up at half past six every day for breakfast, and then the aunt would ride an electric car to send the children to school; In the rainy and snowy weather, you have to squeeze the bus, but in this kind of weather, the bus is often late, and when you wait for the bus, the wind and rain are drenched in the snow and freezing, and the children always catch a cold. The aunt couldn't bear the hardships of the child, so she discussed with her son and daughter-in-law and bought a house in our school...... An uncle bought a 100-square-meter house in Dongfang Junfu, and when he handed over the house, he found that the common share of the house was 30%, and the floor height was only 2.8 meters, and the renovated house looked small and low! Looking at our 89-square-meter house, it is even more spacious and bright than his 100-square-meter house! This uncle felt that he bought a house and it turned out to be all wall skins, and he regretted not buying a real estate with a small stall and a floor height of 3 meters! Real estate consultants need to use the mouth of "others" to say the advantages of their own real estate! In this way, by shaping the psychological value of customers, customers feel that "there is no need to ask for discounts", or "discounts are very worthwhile"!

Xu Chun's method is to "find a superior" - from the beginning, he showed that he did not have preferential authority in his hands, only his superiors did! The superior includes not only the supervisor and manager of the sales office, but also the developer! The superior will not come forward easily, and only if the customer is sure to book a house on the spot, can the "superior" be called out and the discount will be released. In this way, it can not only increase the prestige of the "superior", but also increase the customer's cherishing of the discount to be released! As a sales agent, the developer decides the preferential amount that Party B can really have, and the preferential amount in the hands of the sales department is very small - the reason why the developer is looking for a sales agency to sell the house is also for the purpose of blocking the market from pulling the relationship to customers who want discounts! In modern society, finding a relationship requires human affection! The real estate consultant needs to tell the customer that the purpose of the developer is to make money, and the customer wants to get a discount, that is, to take money from the developer's pocket, and the developer gives in, which is a favor and needs to be repaid. There are also some people who have worked hard to find someone to give a discount, and the result is that the discount in their hands is better than nothing, but the favor has been owed, and the gain outweighs the loss! Of course, the superior can not just give out discounts, but have "exchange conditions", such as: price confidentiality, pay the down payment on the same day, increase the down payment ratio, pay the loan information in three days, or refer the customer to come to see the house, etc., so that the customer can feel that the negotiation is meaningful, and can also do the follow-up work for the real estate sales! Mu Hibiscus felt that Xu Chun was becoming more and more of a businessman!

Lu Benyu believes that it is not natural for real estate consultants to give discounts, and they need to think about the impact of discounts from the perspective of the case. First, the pricing of Xuefuyuan is very reasonable! Any price adjustment is made by planners and real estate consultants after going to the market survey, not a sky-high price increase! As a school district real estate, the current sales price of Xuefuyuan is very reasonable compared with the real estate in the same area in the market!

Second, the real estate has a performance target every month, if all the owners give discounts, there may be a situation where the overall performance is one or twenty thousand yuan or even several thousand yuan to complete the target, which will affect the commission points of the entire sales department. Third, the transaction customer will talk about the purchase price when they meet, once it is found that there is a difference in the purchase price in the same period, it will not only lead to conflicts between the consultant and the owner, but may also affect the enthusiasm of the owner to refer. Lu Benyu's application for promotion to supervisor has been submitted, and his thinking angle has slowly changed to a management perspective, which is why Manager Duan proposed to Wang Feng, the area manager, to apply for a promotion for Lu Benyu! This is the first supervisor promotion application handled by Wang Feng since he became the area manager!

Mu Hibiscus made a summary, and Li Cai used the computer to sort out the final rhetoric. Mu Hibiscus said to everyone: to solve the problem of customers want discounts, the strategy is to shape the value of the customer's product to make the customer feel that the house is worthwhile, the tactic is to make a roundabout quotation, do arithmetic, tell a story, and find a superior, the purpose is to achieve the overall performance of the sales department, and enhance the popularity of the project in the new customer group. It is very important to develop new customers through the owner, rather than struggling with how much discount to give the customer in the process of closing, it is better to let the owner earn a "referral bonus" through the owner's referral. Property consultants must believe that a good humanistic atmosphere in the community will lead to the improvement of the quality and spiritual outlook of the whole community.