At the beginning of the negotiation, don't tell the landlord and the customer the floor price. For example, if 135 is leveled, the landlord's floor price is 2.4 million, and we offer 2.6 million to our customers and 2.2 million to our customers. Then we used 2.6 million to mediate the customer's price increase from 2.3 million and 2.2 million to persuade the landlord to reduce the price from 2.4 million. In this way, the psychological expectations of both sides are reduced at the same time. In fact, the gap between the two sides is only 65438+ 10,000. Now each side has 200,000 chips. (If the reserve price is 2.4 million, the customer will pay 2.3 million or less. Also talk about the price difference, tell the landlord that the customer only pays less than 2.2 million, and use 2.2 million to mediate the landlord's price reduction.
2. Soft persimmon principle
In the process of negotiation, whether talking about customers or owners, which side is easy to talk about is persimmon picking up! If the landlord doesn't drop a penny, we will talk about the customer's price increase, and if the customer doesn't add a penny, we will talk about the landlord's price reduction. If both sides can make concessions, we will let both sides make concessions at the same time. In a word, the purpose of negotiation is to make a deal, and one of the two sides must make concessions, otherwise there is no hope of signing the bill.
3, the principle of harmony
The whole negotiation process must ensure a good impression on the landlord and customers, and the negotiation is prone to deadlock. At this time, the landlord may complain that the customer is too stingy, and the customer may say that the landlord is too stingy, so don't agree with both sides, because once the two sides get on bad terms, the negotiation can't go on at all, and both sides start to get angry! Even if the deal is made, it will bring endless trouble to make orders later! So be sure to tell the landlord that the client is nice and likes your house very much, and he talks about the price because of the shortage of funds, and he says that if he has more money, he won't talk about your price at all; Tell the customer that the landlord is good. If it weren't for his affection for the house, he didn't want to sell it cheaply, and this price has been offered many times, he can't give it any more. The landlord said that he also wanted to sell it to you and a good buyer. He has a crush on you. In short, both parties should establish a good impression and create a harmonious signing atmosphere!
4. Trust principle
The above three principles are actually supported by an important premise, that is, the trust of landlords and customers in brokers. If the landlord and customers don't trust us or have a low degree of trust, it will be difficult to talk about the list. We must gain the trust and recognition of both parties, whether in shopping or in negotiation, for example, finding houses for customers who show that they have not eaten in shopping or spending a lot of time looking for how many owners go to Bai Mo to find houses to gain recognition for our services. During the negotiation, we constantly stressed that we have been doing each other's work and how much effort we have made to get the current price, making them feel that the current price is not easy. In short, we should improve the recognition of both sides. The more customers and owners trust us, the smoother the negotiations will be.
5. The number of times should be greater than the duration.
Many brokers have a misunderstanding and always want to solve all the problems through one level, but the consequence of doing so is that they can't solve any problems. Because, the more bargaining reasons you throw in a game, both the landlord and the customer need them.
When they think about your reasons, take the time to digest and understand? You threw out the second reason and a series of reasons. As a result, neither the landlord nor the customer knew where to start thinking, so they had to hang up. Moreover, after you have given one reason, it will be difficult to find another one next time, which makes the negotiation more difficult. The correct way is to break down your negotiation reasons, one of which is mainly to talk about one or two points in the past, so that the other party can think and listen to his feedback! Then combine his feedback to make a second call in the organization, and then listen to his feedback to organize another call for other reasons. Do this every 20 to 30 minutes, so that landlords and customers can fully think about the reasons and get good results. In short, it depends on the number of times to make concessions, not the length of a single time! After all, playing a few more games can stimulate the tension of both sides and arch out the heat of both sides.
6, the principle of neutrality
Many brokers can't position themselves correctly in the negotiation process and always involve themselves in the negotiation. Landlords are often angry: "are you buying a house or a customer buying a house?" Why is my home bad? I don't sell! " ! Then the customer said to him, "if you think I should add money, then you should add it to me." I have no money, so buy the house if you think it's worth it! " ! As a result, I was not a person inside and outside, and no one said anything!
The reason is simple, not neutral! We should remember that any reason we talk about the landlord's price reduction is that the customer says it is the customer's intention, and any reason we talk about the customer's price increase is that the landlord says it is the landlord's intention. If we don't buy a house, we can't ask the landlord's customers to reduce the price and increase the price in our own name.
Every time we say to the landlord's customer, "The customer says that your house faces north, and the one facing south only sells for 2 1000 square meters. As a result, you sold 22,000 yuan, which is too expensive. The customer wants you to reduce the price! " By the same token, when we want to talk about customers with the landlord's mouth, we will say: "The landlord said that Big Brother spent 600,000 yuan to decorate this house and gave us a parking space, so it was not expensive at all. He hopes you can add it! " ! In this way, we will talk in the name of both sides, and both sides will not blame us for standing and talking. In order to better accept our persuasion!
Only when landlords and customers really ask for our opinions can we speak in our own name and give them confidence and advice! Let them give in! Otherwise, always remain neutral!
7. Listening principle
In the whole negotiation process, we must remember that we can't talk endlessly. After giving reasons, pay attention to what the landlord and customers say, listen to their feedback and let them say! Then continue our conversation, so that we can really grasp the real meaning of the landlord and the customer through communication. There are often brokers who call both parties three or four times and still don't understand the reasons why landlords and customers don't give in. In fact, it is because we didn't listen carefully and only talked about ourselves, instilling things from both sides and ignoring the most critical feedback and communication!
8. Dare to ask
In the later stage of the negotiation, when the gap between the two sides is very small or the negotiation is really impossible, we can boldly ask the landlord, "Brother, I don't think you should insist on 2.4 million. If 2.35 million is sold in absolute value, you can trust me! " Also to the customer, "Big Brother, we have already talked about this, you don't want 2.3 million, 235 bought the absolute value!" ?