Chapter 169: In the intermediary business, routine is king
"Uncle and aunt, hello, I'm Xiao Zhang."
Zhang Qiyuan smiled and walked up 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 praised you yesterday, saying that you are very professional and responsible. When we negotiate the price later, you have to help us negotiate it."
"Uncle, this is a must. You have been working hard to help Qiu Lei and his family buy a house. I must help you get the lowest price." Zhang Qiyuan immediately expressed his opinion.
A few people walked into the sales office while chatting.
Li Qian, who had received the news from Zhang Qiyuan, had already been waiting at the entrance of the sales office.
Because it was Qiu Lei's parents' first visit and they didn't know much about Lakeside Jade View, Li Qian went through yesterday's process again, introducing their property to Qiu Lei's parents, and then went to take a look at the model room.
Qiu Lei's parents were quite satisfied with the house in Lakeside Yujing, and they immediately went to the second floor of the sales office to start negotiating the price.
"We've looked at the house, and it's indeed pretty good. In fact, we have several houses in our hometown, but my sons and his family have to work in Seoul, so we want to buy a house here. We are also very clear about the current market conditions. This price is a bit too high. Can it be lowered a little?" Father Qiu took the initiative to speak.
"Uncle, our Lakeside Jade View comes with three thousand fine decoration. You have just seen the delivery standards of the model room. The current market conditions are indeed average, but there is a trend of warming up. Many customers have come out to see the house. Although the prices of second-hand houses in the surrounding area are relatively low, our new house can enjoy the new policies in the new district." Li Qian pursed her lips and said.
She now only has two 98% discounts left, which she naturally would not offer when the customer just starts to bargain. Moreover, Zhang Qiyuan revealed to her that Qiu Lei and his friends were not even looking at second-hand houses, but came for the new policy in the new district.
Moreover, if she gives out discounts so easily, customers will just think it's too easy and it won't work at all, and they will still be dissatisfied. Customers will only cherish things that they have fought for.
"If the price doesn't come down, we can choose other properties..."
Then came the long tug of war.
It has to be said that the old ones are the most experienced. What Mr. Qiu meant was that if the price does not come down, they will choose other properties.
If Li Qian hadn't gotten the news from Zhang Qiyuan and knew that Qiu Lei and the others had taken a fancy to their Lakeside Jade Scene, she might have given in immediately.
"Uncle, the price of 21000 is already the biggest discount I can give you." Li Qian insisted on the price of 21000 and refused to budge.
Zhang Qiyuan looked at Mr. Qiu's attitude and knew the time was almost right, so he said at the right time: "Li Qian, I heard from your General Manager Wan that you are striving to be the sales champion this month."
"Yes." Li Qian said after a moment of hesitation.
"You see, my client is also sincere in buying a house. If you offer a more favorable price, my client can make the decision today. In this way, you get the performance and my client gets the benefit. Isn't this a win-win situation? Just think of it as a performance boost. I know you have internal employee discounts." Zhang Qiyuan said with a smile.
Hearing this, Li Qian looked at Mr. Qiu and the others with some interest, and asked expectantly: "If the price is right, can you really place an order today?"
This acting is amazing!
He deserves to be the sales champion!
Seeing this scene, Zhang Qiyuan sighed in his heart.
These conversations were all discussed between him and Li Qian in advance, all in order to get this order today.
Seeing this, Father Qiu immediately nodded and said, "Yes, if the price is right today, I can make it."
Hearing this, Li Qian bit her lip lightly, as if she had made up her mind. "If you can pay the deposit today, I can give you a 98% discount for our employees."
After that, she smiled bitterly and said, "It's because we need to boost sales this month that I won't make any money from this order of yours."
"How much is it after a 98% discount?" asked Mr. Qiu.
"It's about 2254000 yuan, which is yuan cheaper than before." Li Qian calculated.
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 am not making any profit from this order, I am doing this just to boost sales performance." Li Qian immediately said aggrievedly.
"In that case, let's take a look."
Mr. Qiu is not a pushover either, he takes the approach of retreating in order to advance.
Seeing this, Li Qian knew that she couldn't delay any longer, so she quickly said, "2254000 is indeed the lowest price I can offer. If you want less, you can only contact our marketing director."
"Then let your marketing director come." said Mr. Qiu.
"Manager Zhang is a friend of our General Wan. It was General Wan who asked me to come and receive you yesterday. Instead of me going to talk to him, it would be better to let Manager Zhang go and talk to our General Wan. It will be easier to talk this way." Li Qian looked at Zhang Qiyuan and said.
Hearing this, Qiu Lei's family immediately looked at Zhang Qiyuan.
"Uncle, I do know Mr. Wan. I helped Mr. Wan rent the house here, so I'm quite familiar with the place. But I don't know if Mr. Wan will give me face. How about I give it a try?" Zhang Qiyuan whispered.
"Xiao Zhang, can you please help me talk to Mr. Wan and see if the price can be lowered?" said Mr. Qiu.
Zhang Qiyuan nodded, then took out his cell phone and called Wan Yu directly on WeChat.
Wan Yu, who had already discussed this with Zhang Qiyuan and the others, immediately answered the phone.
"Hello, Qi Yuan, what's the matter?" Wan Yu's voice came over the phone.
Zhang Qiyuan directly turned on the loudspeaker and said in front of Qiu Lei's family: "Boss Wan, didn't I bring a client to see your property yesterday?" "Yes, I asked Li Qian to receive him. Is there any problem?"
"It's like this, our client is also interested in the house in your building, but there is a problem with the price. Can you give us a lower price?"
"How big is the apartment? How much did Li Qian charge you?"
"It's 109 square meters, and now it's priced at 2254000."
"This price is already the internal price among our property employees. It's the lowest price yet." Wan Yu said in surprise.
"Well, yes, but my client wants less. Mr. Wan, can you give me some face and give me a little less?" Zhang Qiyuan said immediately.
Wan Yu hesitated for a while and said, "Qi Yuan, it's not that I don't want to give you less. This price is set by our company's board of directors, and we have also signed a distribution agreement with Beike. All the houses we sell cannot be sold at a price lower than this. Otherwise, if Beike finds out, our company will have to pay liquidated damages."
"Mr. Wan, can you help me? If my client buys at a price lower than this, I will not tell Beike about it." Zhang Qiyuan looked at Mr. Qiu and said.
"Yes, we won't tell it to anyone else." Father Qiu said quickly.
"Hmm..." Wan Yu hesitated for a moment and said, "Can your client place an order today?"
Zhang Qiyuan looked at Qiu's father.
"As long as the price is lower than this, we can order it!" Father Qiu said immediately.
"Well, you are on the second floor of the sales office now, right? It's not convenient to talk on the phone, so I'll come over in person." Wan Yu said.
"it is good!"
After hanging up the phone, five or six minutes later, Wan Yu came to them with a folder.
"Mr. Wan."
Zhang Qiyuan stood up and greeted him.
"Qi Yuan, this must be your client."
Wan Yu sat down and said to Father Qiu, "According to the regulations, our price cannot be lower. However, Qi Yuan and I have a good relationship, and he helped me rent the house here. So, I can give you another 98% discount, which is about 2200000. If you can decide today, sign a confidentiality agreement to ensure that you will not disclose the purchase price."
When these words were spoken, Qiu Lei's family felt that it was impressive. They just thought that since they had to sign a confidentiality agreement, that must be the lowest price.
After discussing for a while, Father Qiu nodded and said, "Then let's go with 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 your house."
Mr. Qiu took the confidentiality agreement and took a look at it. He found that the compensation was not a sky-high price. It was just compensation for the 98% discount difference, so he signed it immediately.
After Wan Yu put away the confidentiality agreement, he said to Li Qian, "Take the client to pay the deposit. I'll leave first."
After saying that, Wan Yu said hello to Zhang Qiyuan and left.
Qiu Lei's family was immediately extremely grateful to Zhang Qiyuan, believing that Zhang Qiyuan had helped them get the lowest price from the sales office.
"this is what we are supposed to do."
Zhang Qiyuan did not dare to take credit for it.
Although this is indeed the lowest price offered by the sales office, it is actually not cheaper than other home buyers.
Just 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 discovered by Beike, they will face a sky-high penalty for breach of contract.
Their sales department will never take this risk.
The confidentiality agreement that was just signed is only to give customers the illusion that they are buying at a lower price than other buyers.
Many customers who purchase new homes have a question: is the price lower if they go to the sales office to negotiate the price themselves, or is the price brought by the agent lower?
From the customers' point of view, the wool comes from the sheep. Since the agent can get the commission, it must be that the price they paid for the house is too high. If they go to the sales office themselves, the sales office will save this part of the commission, and the price they negotiate themselves will be lower.
The agent's argument is that they will take you to the sales office and get a group purchase price, which will be cheaper than if you go on your own.
In fact, as long as the property is distributed, the price is the same whether you go there yourself or with an agent.
If the client is good at negotiating, he may be able to negotiate the same price as the one brought by the agent. If he is not good at bargaining, the price will definitely be higher than what the agent brought.
The sales department has signed a distribution agreement with the channel, and the housing price paid by self-visiting customers will not be lower than that brought by the agent.
A general sales office will not take this risk unless they really cannot sell the properties and they want to boost performance, just like Wanyu did just now, and sign a confidentiality agreement.
However, it is reasonable to say that Qiu Lei and his friends paid a lower price than other buyers. After all, he promised to give Qiu Lei and his friends a 50% commission.
To be honest, if I hadn't cooperated with Li Qian, it would have been impossible for me to win this order from Qiu Lei today.
In the intermediary business, routine is king!
(End of this chapter)
