The salesman unveiled the whole process of Solden Tower Recently, the reporter "squat" Weiye Consultant Agent Vanke Star Four North Olympics International and Qi Jingyuan four days, through the joint reception of customers, participate in the customer's signing to understand the whole Sales process. The reporter found that from the "Psychological War" visited to the contract, the salesman, the salesperson must establish a good trust relationship, but also in the contract not change, can't discount several bottom lines set by developers. The customer until the contract, the sales process is reflecting how the salesman feels through the customer's psychology, and guide customers to listen to their own suggestions and finally complete the task. Although the sales experience of the salesperson, the sales experience of the salesperson is only half a year, but she is a sales champion for two consecutive months. Therefore, the reporter worships her to experience the sales of the teacher. She introduces that the sales work can be divided into two phases of answering and signing. The salesman's answer is generally no more than 5 minutes, only introduces the project, attracting customers to visit the sales site to get more information. All signing will inevitably require customers to go to the sales site, whether the customer decides to buy a house mainly relying on the bottom of the salesper, so visit the most important link in the sales work. I. Judging the customer at 11 am, a couple of couples and their friends looking for a total of three people, after the simplicity, she judged the individuality of the three: this time the couple of husbands saw the house, buy the willingness Not strong, so don't be a sales focus; the husband has a surface with the surface, but once he forms an impression on the property, it is difficult to convince; Ms. Li is relatively good, and she will affect the other two. Change ideas; Therefore, Wu Yi decided to sell the target with Ms. Li. From the choice and the teacher's occupation and the husband and wife disclosed, she judged that the two people were a working class, the payment capacity was not high, and the total price was not more than 800,000 yuan. The judgment of the payment capability helps Qi Yi recommended a home type to the customer. Second, persuaded that customers change the choice of Wu Yi to find that customers attach great importance to the floor and total price, so I recommend 2 layers of the East 97 square meters, or 4th floor toward the northwest of 132 square meters. Entering the four real estate models of the community, Wu Yi explained that there is a possible Beichen Green Home Project in the southeast of the building, the middle space is separated, so the Dongjiao does not have a light blocking problem; 4 layers of 132 square meters 3 bedroom The unit price is only 5,800 yuan, the cheapest unit of the whole building, the total price is only 800,000 yuan, the 97 square meters of the DPRK is different from the west, and the three bedrooms in the west are also in the three bedrooms. Rate and natural ventilation can be formed. Ms. Li heard the original idea. Third, the customer thinks about the project, do not help the cavity in the process of watching the building, Ms. Li, which is good at affecting others, continues to praise some of the advantages of the garden. She discovered that the first floor of the garden did not need to have a security-iron fence. It went home to praise the property security service; seeing the community garden lunal feces to think of the owner, praising developers think about it, and her to the position of the garden And convenient transportation has been affirmed. During this period, the consistencated not to the Valentine's Day. Afterwards, she said to the reporter that the customer agrees with the project, and the salesman did not have to help the cavity, because no matter how the customer is more trusting. In the signing phase, the customer is very careful when the customer's sign-up room is very careful. They want to get more interests and benefits, and hope that the contract is conducive to them. But the real situation is that the developer is in a strong position, and the customer's requirements exceed the primary line developers who don't hesitate to give up and find new customers. In Vanke Starry, the developer has a three bottom line: discounts cannot be hit, the contract cannot be added or changed, and the indoor project shall not change. How to hold three bottom line customers first hopes to be able to play some discounts; the customer puts forward that the default compensation will rise to 10,000 points, thus ensuring that once the developer defaults, he can get more compensation; customers hope to open the partition wall, Three residents will be changed. To this end, Qiyi is patiently explained.