2. Soft Persimmon Principle

In the negotiation process, there is no question of whether to talk about the customer or the owner, whichever side is easy to talk about, that is, the persimmon will be picked up and squeezed! If the landlord doesn't drop a penny, we'll talk about the customer's price increase, if the customer doesn't add a penny, we'll talk about the landlord's price reduction, and if both sides can make concessions, we'll 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 parties 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 between the landlord and the customer, 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 we must never agree with the words of both sides, because once the two sides get on bad terms, the negotiation can't go on at all, and both sides begin to get angry! Even if the deal is made, it will bring infinite trouble to make the order later! Therefore, we must tell the landlord that the customer is nice and likes your house very much, and he only talks about the price because of the financial situation, and he said that if he has more money, he will not talk about your price at all; Tell the customer that the landlord is good. If it is not because he has feelings for the house and doesn't want to sell it cheaply, and this price is the price that has been offered many times, he can't give it any more. The landlord said that he also wants to sell it to you and want to sell it to a good buyer. He has a good impression on you. In short, both parties should establish a good impression and create a harmonious signing atmosphere!

4. Trust principle

In fact, the above three principles are supported by an important premise, that is, the trust of landlords and customers in brokers. If the landlord and customers have no or low trust in us, it will be very difficult to talk about the list. We must gain the trust and recognition of both parties, whether in the shopping or in the negotiation, for example, finding a house for customers who show that they didn't eat in the shopping or spending a lot of time looking for how many owners to go to Mobai to find a house to gain the recognition of our services. In the process of negotiation, we constantly stressed that we have been doing each other's work and how many calls we made to get the current price, making them feel that the current price is not easy. In short, we must improve the recognition of both sides. The more customers and owners trust us, the smoother the negotiations will be.

5. The number of calls is greater than the length of calls

Many brokers have a misconception that they always want to solve all the problems through one phone call, but they don't know that the consequence of doing so is that they can't solve any problems. Because, the more reasons you throw out in a phone call, both the landlord and the customer need

time to digest and understand, while they are thinking about your reasons? You threw out a second reason and a number of reasons. As a result, the landlord and customers didn't know where to start thinking, so they just hung up. Moreover, your reason is finished in one phone call, and it is not easy to find another reason in the next phone call, which increases the difficulty of negotiation. The correct way is to break down your reasons for negotiation. In the past, a phone call mainly said one or two points, so that the other party can think and listen to his feedback! Then, combine his feedback to make a second call, and then listen to his feedback before organizing other reasons to make the next call. Through such a phone call every 21 to 31 minutes, landlords and customers can fully think about the reasons and get good results. In a word, we should rely on the number of calls to make the two sides compromise, not the length of a single call! After all, more phone calls can stimulate the tension and heat of both sides.

6, the principle of neutrality

Many brokers can't properly position themselves in the negotiation process and always involve themselves in the negotiation. There are often landlords who are angry: "Are you buying a house or a customer buying a house? Why do you say that my house is not good? I won't sell it!"! Then the customer said to him, "If you think I should add money, you can add it for me. I have no money, so you can buy the house if you think it's worth it!"! As a result, I made myself not a person inside and outside, and no one said anything!

the reason is very simple, that is, it is not neutral! We should remember that any reason why we talk about the landlord's price lowering is that the customer said it was the customer's intention, and any reason why we talk about the customer's price raising is that the landlord said it was the landlord's intention. We can't ask the landlord's customer to lower the price and raise the price in our own name if we don't buy a house.

every time we talk about customers with the landlord's mouth, we say, "The customer said that your house is facing north, and the one facing south only sells for 21,111 square meters. As a result, you sell for 22,111 square meters, which is too expensive, so the customer wants you to lower your 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 611,111 yuan on the renovation of this house and gave a parking space, so it is not expensive at all. He hopes you can add it"! In this way, we will talk in the name of both sides, and the two 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 advice can we speak in our own name and give them confidence and advice! Let them make a concession! Otherwise, always remain neutral!

7. Listening Principle

In the whole negotiation process, we must remember that we can't talk endlessly on the phone. After giving an excuse, we should pay attention to what the landlord and customers say, listen to their feedback and let them talk! Then continue our conversation, so that we can really grasp the real meaning of the landlord and customers through communication. There are often brokers who have called three or four times to both parties, and they 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, instilled things in both sides, and ignored the most critical feedback and communication!

8. Dare to ask

At the end of the negotiation, when the gap between the two sides is very small or when 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, you can believe me!" , the same to the customer "Big Brother, we have talked about this, you don't want 2.3 million, 235 bought the absolute value!" ?

? In the last step of the negotiation, at the last moment, we sometimes have to stand up and give confidence to both sides and dare to ask! (But we should seize the opportunity)

9. Arch heat

If we want to sign the bill quickly, we must make both parties pay attention to the matter of buying and selling the house. For example, the price difference between the customer and the landlord is 111,111 yuan after seeing the house. If the broker only talks about the customer's price increase, even if 2.4 million customers agree to sign the contract, it is likely that the landlord will say it is too sudden. He should consider whether the house is sold cheaply. The reason for this is very simple, that is, the landlord's heat is not enough. We didn't arch his heat in advance. He didn't feel the difficulty of negotiation, so he thought that the house price might be sold low!

So, in order to avoid this situation, regardless of whether the customer's price has reached the landlord's' psychological price', we will continue to talk about the landlord, telling the landlord that the customer's price can't be reached, so that he can feel the difficulty of negotiation and feel that the price of the house is actually very high, and avoid price jump! For example, if we offer 2.6 million yuan to our customers and 2.4 million yuan to our customers, we have actually reached the psychological price of the landlord, but we still have to talk about the landlord. "Big Brother, the customer only offered 2.2 million yuan, and he said that your house price is too high, so you have to lower it." Then, we frequently call the landlord several times to make false talks. Even if his score of 2.4 million yuan does not drop, it doesn't matter, because the customer has offered the price, and he

11, the principle of pricing

Our principle for pricing is that if the other party does not let the price, we will never let go of the price chips in our hands. Example: The landlord's reserve price is 2.4 million, and we offer 2.6 million to the customer. After the customer looks at the house, the customer pays 2.3 million, so we use 2.2 million to mediate the landlord's price reduction. If the landlord doesn't lower the price, we don't want to give him any money, especially in the early stage of the negotiation. The more you give him money, the less he will lower it. By the same token, if we use 2.6 million yuan to mediate the customer's price increase, we won't offer him the price if he doesn't increase the price. If we offer the price too early, it will only increase his expectation of the landlord's price reduction, so he won't add any money! (If there is an impasse in the negotiation, we should consider making a special offer, but in general, we must adhere to this principle)

11. Stable price

The landlord asked for 2.4 million yuan, and the customer offered 2.3 million yuan. Only when the landlord talked for a long time and asked him to reduce the price or didn't reduce it, but he was tired of being called (making him feel that 2.4 million yuan was already high), told us that his 2.4 million yuan was stable.

12. Treatment of price difference

If the landlord asked for 2.4 million yuan, we offered 2.6 million yuan to the customer, and the customer made a counter-offer of 2.5 million yuan. As a result, the customer paid more than the reserve price. We should give it to the landlord, or tell the landlord that we sold him 51,111 more than 2.45 million, and tell the customer that we won him another 51,111, which is 2.45 million, so that both parties can get better results than originally expected! The customer will be very happy to give the commission, and it can be a full commission! If the customer wants a commission discount, then we won't give it to the customer and sell it to the landlord for 2.5 million, so that the landlord can make up our commission from the overpaid house payment! If the maintenance is good, we may increase the commission, and the landlord will return us more commission!

second, the process of talking about the bill

the customer landlord is always a pair of contradictions, the landlord always wants to sell more, and the customer always wants to pay less! Then if you easily tell the landlord that the customer's price is up, the landlord will wonder if the house is sold at a loss, but it is easy to jump the price; Similarly, if you easily tell customers that the house price has been discussed, customers will feel that the house has been bought at a loss, and how can it be discussed so easily! Instead, it is easy to retract the price!

So, in order to negotiate smoothly, both sides don't bargain, so we have to reduce their psychological expectations through intensive telephone calls! A

, if the customer is satisfied with the house, the bid will enter the negotiation! First of all, we should give the first call to the two parties to negotiate and tell them that we have started negotiations. Please don't turn off your phone!

1. The first phone call just plays the role of informing, which makes both parties nervous and start to be enthusiastic. Be prepared to sign the bill psychologically

! At the same time, tell the two sides the price, of course, is the price with chips. For example, if the landlord wants 241, we tell the customer that the landlord will not drop 2.6 million points, and the same customer will pay 2.3 million points. We tell the landlord that the customer will not drop 2.2 million points! Then you can hang up, don't say anything more!

2. Don't say much about the second and third calls. This time, I solemnly tell both parties that the price is stuck, and the price can't be discussed. The other party hopes you can increase or decrease it! Use these two phones to lower the psychological expectations of both parties and stabilize their current bids!

3. Generally, the negotiation starts from the fourth call, and the negotiation starts to convince both parties to reduce the price or increase the price substantially! Began to follow the 12 principles mentioned in the above

to start negotiations.

4. Generally, after the negotiation, we stagger the time to invite both parties to the store every month. If we feel that one party is not too stable, we should first mention

how to meet and negotiate with the other party half an hour ago! This will help us to control the rhythm of the whole negotiation!

5. If there is a price deadlock after the meeting between the two parties, it is necessary to cooperate with the manager or colleagues at this time, and one person will pull one party to talk.

Separate the two parties, and then switch positions with colleagues or managers during the meeting to give feedback to each other! Sit down together and sign it when it's settled. If it's not settled, we'll talk separately!

6. Only when both parties have reached an agreement or the two parties can no longer talk on the phone can they be taken to the store. Don't

make an appointment to meet both parties easily. Be sure to solve 91% of the problems before meeting, and never solve 91% of the problems when meeting!

7. Talk about the key points of the lease form:

(1) Who will pay the commission

(2) When will the lease term start?

(3) Payment method, annual payment or semi-annual payment

(4) Whether to invoice and who will pay the tax

Talk about the key points of the purchase and sale form:

(. Deposit and down payment

(3) delivery time

(4) property rights, whether the property owner is present, whether it has been five years,

(5) how to calculate furniture, appliances and parking spaces

8. Pay attention to the role of intentional payment, which plays a great role in locking the price of customers and stabilizing customers. At the same time, it will be quite effective to tell the landlord that the customer has made an intention to pay or take the money to talk to the landlord during the negotiation. < P > Third, talk about the ideas of the landlord.

1. (1) First of all, talk about the big national environment, macro-policy regulation, and it is difficult to control the house price, so it is difficult for the bank credit to tighten the loan, which leads to people who borrow money to buy a house in the market can't get a loan (71% of people need a mortgage to buy a house) Therefore, it is the highest point in the housing market to benefit from selling one day earlier, so don't hesitate! (We must adhere to the principle of talking about the landlord with the customer's mouth, which is what the customer said.)

(2) Then, we analyze the recent transaction situation of Wanliu, and find that the transaction volume has been declining, and the customer's wait-and-see degree is very serious, and the demand is not very strong. At the same time, combined with the price of the owner's residential area, we tell him that the transaction of the same apartment with the same area (in figures) was much lower than his price last week! Use historical transactions to reflect the high price of his house! Force him to reduce the price! (also adhere to the above principles)

(3) in the words of customers, find fault with the house and give the shortcomings of the house to reduce the price.

(4) win the trust of the landlord and persuade the landlord to reduce the price with his own professional judgment

(5) If the gap is not big, you can use your personal feelings to let the landlord reduce the price and fulfill your performance!

(6) Use the company brand to persuade the landlord to trust us

(7) Use the intention money negotiation to inform the customer's sincerity, and at the same time confirm the authenticity of our words, so as to win the trust and goodwill of the landlord.

(8) Close the distance between the two parties and tell customers that customers want to buy your house very much. They have a good impression on you, but the house price is already the highest. We have spent a lot of effort to discuss this price, and we can't talk about it any more!

(9) Create a sense of tension and tell the landlord that the customer will book a room in a day or two. Now there are two sets of options in hand, and we have been pushing your one, but if you keep falling, maybe the customer will buy another one!

(11) repeat the same words, not once, not twice, not three times, until you convince them. You must repeat them, and bombard the owners with telephone calls to reduce the price!

2. Talking about customers' thinking

(1) First of all, talk about macro policies. Real estate is the pillar of the national economy, and no matter how the state regulates it, it can't let house prices fall. After all, real estate drives the development of 161 industries, and the government's fiscal revenue and people's employment will be greatly affected! Therefore, state regulation only conforms to public opinion, but it will not really fall! In fact, the state has been regulating from 2117 to now, but house prices have been soaring, especially in Wanliu in 2116 and 2117, and it has also risen steadily in 2118! Therefore, house prices will not fall!