Chapter 169: In the intermediary business, routine is king
"Hello, uncle and aunt, I am Xiao Zhang."
Zhang Qiyuan smiled and stepped forward to greet Qiu Lei's parents.
Father Qiu looked Zhang Qiyuan up and down and said with a smile: "You are Xiao Zhang. Xiao Lei and the others went back yesterday to praise you, saying that you are very professional and responsible. You have to help us when we negotiate the price." Let’s talk.”
"Uncle, this is necessary. You are worried about buying a house for Qiu Lei and the others. I must help you get the lowest price." Zhang Qiyuan immediately expressed his position.
Several people walked into the sales department while chatting.
Li Qian, who had received the news about Zhang Qiyuan, had already been waiting at the entrance of the sales department.
Because Qiu Lei's parents came here for the first time and didn't know much about Lakeside Jade View, Li Qian went through yesterday's process again, introduced their property to Qiu Lei's parents, and then went to the model room to look at it.
Qiu Lei's parents were also quite satisfied with the house in Lakeside Yujing, and immediately went to the second floor of the sales department to start negotiating the price.
"We also looked at the house, and it was indeed OK. In fact, we also have a few houses in our hometown, but my sons and others have to work here in Seoul, so we want to buy a house here. We are also very aware of the current market situation. This price is a bit too high, can it be lower?" Father Qiu said proactively.
"Uncle, our Lakeside Jade View is decorated with three thousand fine decorations. You have also seen the delivery standards of the model rooms just now. The market is indeed average now, but there is also a trend of recovery. Many customers have come out to view the houses. Although the surrounding The price of second-hand houses is relatively low, but our new houses can enjoy the new policies in the new district," Li Qian pursed her lips.
She only has two 22% discounts left, so she won't release them when customers first start bargaining. Moreover, Zhang Qiyuan revealed to her that Qiu Lei and the others didn't look at second-hand houses at all, just because of the new policies in the new district. Come.
And if she releases things like discounts so easily, customers will only think it is too easy and will not be effective at all. Customers will still be dissatisfied. Customers will only cherish things that they have fought for.
"If the price does not come down, we can choose other properties..."
Then came a long tug.
It has to be said that ginger is still old and spicy. Qiu's father's implicit meaning is that if the price does not come down, they will choose other properties.
If Li Qian hadn't gotten the news about Zhang Qiyuan and knew that Qiu Lei and the others were interested in their jade scene by the lake, she might have relented immediately.
"Uncle, the price of 21,000 is the biggest discount I can give." Li Qian insisted on the price of 21,000 and refused to let go.
Zhang Qiyuan glanced at Father Qiu's attitude and knew that the time was almost up. He said at the right time: "Li Qian, I heard that Mr. Wan said that you are trying to hit the top sales this month."
"Yes." Li Qian hesitated and said.
"You see, my client is also sincere in buying a house. If your price is more favorable, my client can make the decision today. In this way, you will get the performance and my client will get benefits. Isn't this a win-win situation? You can just take advantage of the performance. I know you have internal employee discounts," Zhang Qiyuan said with a smile.
Hearing this, Li Qian looked at Father Qiu and others with some emotion, and said expectantly: "If the price is right, can you really make a decision today?"
This acting is amazing!
He deserves to be the top loser!
Seeing this scene, Zhang Qiyuan sighed in his heart.
These conversations were all discussed with Li Qian before, in order to win this order today.
Seeing this, Father Qiu immediately nodded and said, "Yes, if the price is right today, I can settle on it."
Hearing this, Li Qian bit her lower lip lightly, seeming to have made some determination, "If you can pay the deposit today, I can give you a 92% discount from our employees."
After saying that, she smiled bitterly and said, "It's just because I have to push for performance this month, so I won't make any money from your order."
"How much is it after the 92% discount?" Father Qiu asked.
"It's about 2,254,000 yuan, which is 50,000 yuan cheaper than before." Li Qian did the math and said.
Father Qiu frowned slightly, obviously not satisfied with the price, "This price is still too high."
"Uncle, this is already the lowest price offered by our sales department. I no longer make any money on this order, just to boost performance." Li Qian immediately said aggrieved.
"In that case, let's take a look."
Father Qiu is not a man who saves money, and takes retreat as the way forward.
Seeing this, Li Qian knew she couldn't delay it any longer, and quickly said: "The price of 2,254,000 is indeed the lowest price I can give. If it's still less, then you can only ask our marketing manager."
"Then let your marketing manager do it." Father Qiu said.
"Manager Zhang is friends with our Mr. Wan. Mr. Wan asked me to come here to receive you yesterday. Instead of me going to look for you, why not let Manager Zhang go and talk to our Mr. Wan? It will be easier this way." Li Qian looked at Zhang Qiyuan and said .
Upon hearing this, Qiu Lei and his family immediately looked at Zhang Qiyuan.
"Uncle, I do know Mr. Wan. I helped rent their house here, and I'm relatively familiar with it. But I don't know if Mr. Wan will give me face. How about I give it a try?" Zhang Qiyuan whispered.
"Xiao Zhang, please help me and talk to Mr. Wan to see if the price can be reduced?" Father Qiu said.
Zhang Qiyuan nodded, then took out his mobile phone and called Wan Yu directly on WeChat.
Wan Yu, who had already discussed it with Zhang Qiyuan and the others, immediately answered the phone.
"Hey, Qi Yuan, what's the matter?" Wan Yu's voice came over the phone.
Zhang Qiyuan directly clicked on the loudspeaker and said in front of Qiu Lei and his family: "Mr. Wan, didn't I bring a client to see your property yesterday?" "Yes, I also asked Li Qian to receive it. What's the problem? ”
"It's like this. Our client is also interested in the house in your project, but there is a problem with the price. I wonder if you can give it a little less?"
"How big is the apartment? How much does Li Qian calculate for you?"
"For 109 square meters, the current offer is 2,254,000."
"This price is already the internal price of our real estate employees, and it has reached the end." Wan Yu said in surprise.
"Uh, yes, but my client wants a little less. Mr. Wan, please give me some face. How about a little less?" Zhang Qiyuan said immediately.
After Wan Yu hesitated for a while, he said: "Qi Yuan, it's not that I won't give you less. This price was set by the board of directors of our company, and we also signed a distribution agreement with Beike. All the houses we sell cannot be lower than this." Otherwise, if Beike discovers it, our company will have to pay liquidated damages.”
"Mr. Wan, can you help me? If my client buys it at a price lower than this, he will not disclose it to Shell." Zhang Qiyuan looked at Father Qiu and said.
"Yes, we will not disclose it to others." Father Qiu quickly expressed his position.
"Well..." Wan Yu pondered for a moment and said, "Can your client make a reservation today?"
Zhang Qiyuan looked at Father Qiu.
"As long as the price is lower than this, we can make it!" Father Qiu said immediately.
"So, you are on the second floor of the sales department now, right? It's not convenient to talk on the phone. I'll come over in person." Wan Yu said.
"good!"
After hanging up the phone, Wan Yu came to them five or six minutes later with a folder.
"Mr. Wan."
Zhang Qiyuan stood up and said hello.
"Qi Yuan, this is your client."
With that said, Wan Yu sat down and said to Father Qiu: "According to regulations, our price cannot be lower, but Qi Yuan has a good relationship with me, and he helped me rent the house here. In this way, I can give you another 92% discount, which is about 2,200,000. If you can decide today, you can sign a confidentiality agreement and promise not to disclose the purchase price. "
As soon as these words came out, Qiu Lei's family didn't know what to do. They just felt that they had to sign a confidentiality agreement, and it must be the lowest price.
After several people discussed it for a while, Father Qiu nodded and said, "Then let's pay this price."
Wan Yu calmly took out a confidentiality agreement from the folder and said: "Then sign the confidentiality agreement first and promise not to disclose the price of the house you purchased."
Father Qiu picked up the confidentiality agreement and looked at it. He found that the compensation was not a sky-high price, but only compensated for the 92% off price difference, so he signed it immediately.
After Wan Yu put the confidentiality agreement away, he said to Li Qian: "You take the customer to pay the deposit, and I will leave first."
After saying that, Wan Yu said hello to Zhang Qiyuan and left.
Qiu Lei's family was immediately grateful to Zhang Qiyuan, thinking that Zhang Qiyuan helped them get the lowest price from the sales department.
"This is what we should do."
Zhang Qiyuan did not dare to take credit.
Although this is indeed the lowest price offered by the sales department, it is actually not cheaper than other home buyers.
As Wan Yu said, their sales department has signed a distribution agreement with Beike, and the selling price will not be less than the agreed price. Otherwise, if Beike finds out, they will face sky-high liquidated damages.
Their sales department will not take this risk at all.
The confidentiality agreement just signed is just to give customers the illusion that their purchase price is lower than other home buyers.
Many customers who buy new houses will have a question: Is the price negotiated by the sales department lower, or is the price brought by an agent lower?
In the eyes of customers, the wool comes from the sheep. Since the intermediary can get the commission, it must be that the price of their house purchase is too expensive. If they go to the sales department themselves, then the sales department will save this part of the commission, and they themselves The negotiated price will be lower.
The intermediary's argument is that if they take it to the sales department, it will be cheaper than going by themselves.
In fact, as long as the property is distributed, the price will be the same whether you go there by yourself or take it with an agent.
If the customer is good at negotiating prices, he may negotiate the same price as the one brought by the intermediary. If he cannot bargain, it will definitely be higher than the one brought by the intermediary.
The sales department has signed a distribution agreement with the channel, and the home purchase price for self-visited customers will not be lower than that brought by the intermediary.
The general sales department will not bear this risk, unless it really can't sell the property and wants to boost performance, just like what Wanyu did just now, and sign a confidentiality agreement.
However, it is fair to say that Qiu Lei and the others paid a lower price than other home buyers. After all, he promised to give Qiu Lei and the others 50% of the commission back.
To be honest, without such cooperation with Li Qian, it would have been impossible to win Qiu Lei's order today.
In the intermediary business, routine is king!
(End of this chapter)