The couple hesitated, but they were also a little tempted by the house type recommended by Shen Yuehong.

"Uncle and aunt, why don't you take a look at other apartment types?" Shen Yuehong was very attentive.

"This area is basically in line with our requirements, and we don't want to see the rest. ”

Shen Yuehong saw the other party's thoughts, "In this case, please come into the reception room to rest, and I will keep this house for you." ”

In the reception room, Shen Yuehong made tea for the couple with a paper cup and asked them to think about it slowly.

After a while, the old gentleman said, "This price should be negotiable, right?"

"You mean the house price? It's not impossible to negotiate, but our price has been very low, take a look, if you do want to buy a house, I will ask the leader for instructions." ”

"Young man, we are all this old, and we won't come to you to join in the fun if we have nothing to do! Since we are here, we must want to buy a house, so you can say, how much better can the price be?" The old gentleman looked like a real person, and he spoke very simply.

"Uncle and aunt, if you can be sure, I will ask the leader for instructions. ”

"Ask your leaders how much discount they can give. ”

Shen Yuehong went out of the reception room, and she didn't know where to go around, and after about seven or eight minutes, she returned to the reception room, "Uncle and aunt, I asked the leader for instructions, and he agreed to give you a ninety-eight discount." ”

"Ninety-eight percent off, and there is not much discount!" The couple was obviously not satisfied with the discount.

"This is the maximum authority given to me by the leader, uncle and aunt, I have done my best. If you change to other types of houses, there is no possibility of discounting at all, don't you see? Good units with a moderate area have already been sold, and those good units not only have no discounts, but they are all prepaid. Shen Yuehong said vividly.

The couple exchanged glances again, "Well, you can keep this house for us and wait until we go back and discuss it with the children." ”

"I can keep it for you, but we can't wait too long, if there is no news within three days, we won't wait. I don't know if you have seen it, but there are not many houses left, and even fewer meet your conditions for buying a house. ”

The sales staff who followed Shen Yuehong to observe and learn clearly saw the whole process clearly, and the operation just now was completely consistent with the explanation they heard in the training class.

Seeing off the middle-aged couple, in the corner of the sales hall, an extroverted student said bluntly: "Mr. Shen, your performance is simply perfect! ”

Shen Yuehong smiled, "It should be about the same, I have said everything that should be said, and I have done what should be done, under normal circumstances, it can be said that it has been ironclad, and they may be able to come back tomorrow and the day after tomorrow to go through the formalities." ”

"Mr. Shen, what is normal circumstances, is there any special circumstance?"

"For example, if they or their family have a relationship with the senior management of the development company, and they find the CEO of the company, the house will definitely be sold, but the price may be discounted more. ”

"It seems that this couple is also very practical, and it feels very refreshing to talk about business with such a person. The student said.

"Hey, in our industry, anyone can meet, real, cunning, people who buy houses, all kinds of things, no matter what kind of customers, we have a way to deal with it, I can tell you this, who wants to take advantage of here, unless he has a lot of real power, otherwise, it is almost impossible. Shen Yuehong is quite confident in the company's marketing strategy and methods.

The students nodded in agreement, but said in their hearts: It's still cheap, and the buyers can suffer less losses, so they have to thank God!

After a few days of observation and study, the students saw all kinds of tricks in the marketing process, if as a buyer, almost no one can see the mystery, maybe they have suffered a loss, and they have to go back to say thank you to the sales staff.

The team led by Shen Yuehong has a salesperson with considerable experience, a beautiful lady in her early thirties, who speaks very capably, and is said to have won the sales championship in the original company. Because they are both leaders in the workplace, she and Shen Yuehong cherish each other, and after a few days of getting along, they have become friends who talk about everything.

In addition to business negotiations, during the chat, the two inevitably chatted about some private issues, this lady who is known to outsiders as Manager Zhao, mentioned one thing to Shen Yuehong, which made Shen Yuehong feel very interesting, "Mr. Shen, I don't know your previous situation, but in the company I used to work for, in the field of real estate marketing, there are many secrets that outsiders don't know." Manager Zhao said with a little mystery.

"Tell me, what secrets did you have before?" Shen Yuehong showed a very modest look.

"Hey, as the sales director of Changda Real Estate Company, I said this in front of you, isn't it a bit of a class axe?"

"Not necessarily, every company is different. In this way, since it is your secret, if you are willing to let me share it, of course I can't ask for it, if you don't think it's appropriate for outsiders to know, then don't force it. Shen Yuehong wanted to get away with it.

Don't look at this Manager Zhao used to be a sales champion in other companies, when it comes to IQ, EQ and social experience, she is a few grades worse than Shen Yuehong, "Hey, it's actually not a big secret, it's actually some privacy in the real estate sales industry, just the relationship between the two of us, I'm willing to share it with you." ”

"Thank you very much, I'm honored to share my secrets with you. Shen Yuehong hooked her lips and smiled.

"Mr. Shen, why are you so polite to me! The incident I told you is nothing more than the fact that the real estate sales staff is close to the water and the first to get the month. Manager Zhao lowered her voice, she wanted to please the sales director.

"The building near the water gets the moon first, can you say anything specific?"

"Real estate sales, the appearance is very beautiful, in fact, it is very hard, if the real estate location is good, the house is easy to sell, the boss will set the task very high, it is not easy to complete; if the location is not good, even if the sales task is not much, the building is not easy to sell, it is not easy to complete the task, often in the end of the hard work for a year, but the income is not much, which is not uncommon in the industry. Faced with this situation, some salespeople will find a way to increase their income in every possible way. ”

Shen Yuehong listened attentively, "Find another way, what do you mean?"

"For example, if we think that a house is very cost-effective, but the price is not necessarily very expensive, and in our experience, the house will definitely sell well in the future, and the salespeople involved will work together to create an illusion that the house will look like it has been sold from the beginning, and buyers will naturally be discouraged. When the time is right, the salesperson will strongly recommend the house to the buyer, and of course it will not be the original price. Manager Zhao said mysteriously.

"The purpose of this is definitely to increase the price, how much money can you make in general?"

"This is not necessarily, it depends on the market, if you are a little lucky, a house can earn 180,000 yuan, such a thing generally requires the cooperation of two or three people, and each person can earn tens of thousands of yuan on average. Manager Zhao said mysteriously.

"Isn't this just hoarding, how can you guarantee that you will be able to get rid of it in the end?"

"There is no problem with getting rid of it, it is a matter of earning more and earning less, and in the twenty or thirty cases we have operated over the years, there has not been a single case that has rotted in our hands. Manager Zhao said casually.

"If, I mean, if it falls into your own hands, won't it be troublesome?"

"No, first of all, such a house is very cost-effective, and it will definitely attract the attention of buyers; secondly, if we perceive that the situation is not good, we can make less money, and let it sell; finally, even if there is a situation like that, it is a big deal to let this house return to real estate sales, anyway, we will not let it fall into our own hands. ”

"Only earn and don't lose, no wonder it's so stable, the key is to have experience, have good eyesight, look at the property, even if it can't be sold after the price increases, it's a big deal to put it back to the original price of the real estate for sale, and it won't rot in your hands." ”

Shen Yuehong had already guessed the routine that the other party said, she had heard of this kind of play when she was observing and studying in Times Home Company a few years ago, and even saw it with her own eyes, and the reason was actually very simple. It is precisely because Shen Yuehong has long known about these tricks of the sales staff, and in the sales center of Changda Real Estate Company, she has taken measures to avoid the phenomenon of getting the first month near the water over the years.

Xiao Zhao lowered his voice and said: "Mr. Shen, you are the sales director, and it is more qualified to carry out such operations in the future." ”

Shen Yuehong smiled and was noncommittal. Not to mention that in the future, at present, her annual salary in Changda Group is more than ten times the extra money that Xiao Zhao makes every year by "finding another way", not to mention that she still has 6% of the shares of Changda Group that can pay dividends! At any time, Shen Yuehong doesn't need to use such a brain!

"Manager Zhao, you did this at that time, if you were found out by the superiors, how would you explain it?"

"It's easy to explain that buyers go abroad, move to other places, etc., and then cancel the subscription, which is a valid reason. Moreover, developers have a lot of big things to consider, and they simply don't have time to take care of such management loopholes. ”

Shen Yuehong nodded, "Manager Zhao, knowing you shows that we are destined, you let me share such a private information, which touched me very much, since you don't treat me as an outsider, if I say something, you won't be angry, right?"

"What does Mr. Shen want to say? whatever, I won't be angry. ”

"If you do this, it is a deception to the company, and to the buyers, it is a deception, simply put, it is called deception, this professional ethics is not very good!" Shen Yuehong said half-truthfully.

"Mr. Shen, the sales of commercial housing are very different from the manufacturing industry, many times they work hard, but they may not have results, they suffer and suffer, and their income does not grow, which makes people very frustrated, so they force the sales staff to find another way. I admit that this is against professional ethics, but in this industry, it is also very helpless!"

"I'm not saying this to accuse this kind of behavior, but I just think that this phenomenon is contrary to the concept that professionals should adhere to, of course, each industry has its own characteristics, there is no need to use a standard to measure, I understand your approach. ”

In fact, Shen Yuehong is grateful to Xiao Zhao for revealing the secrets of these salespeople, as the sales director of Changda Real Estate, he has mastered the private behavior of grassroots salespeople, which is conducive to formulating more perfect management norms in the future.

"But Mr. Shen, I am telling you this, just to share with you some anecdotes from our previous experience in the industry, and it does not mean that we will do the same in the future. Xiao Zhao seemed to realize that he had exposed his details in front of the leader, and immediately recycled the words.

"Hey, can you share your secret with me, it shows that you don't treat me as an outsider, but the situation is different in every company, if your income is directly proportional to your hard work, do you think it is necessary to worry about it?"

"Mr. Shen, I didn't understand what you meant. ”