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汤姆职场8 | 三个问题帮你得到更多客户 – 译学馆
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汤姆职场8 | 三个问题帮你得到更多客户

3 Questions to Get More Listings! | #TomFerryShow Episode 8

二十年来 我致力于给你带来最好的发展事业的战略来让你不断向上
For over 20 years, I’ve dedicated myself to bringing you the very best business building strategies to keep you thriving.
准备好体验你一直在寻求的成功吧
Get ready to experience the success you’ve been searching for.
欢迎来到汤姆菲力秀
Welcome to the Tom Ferry Show!
大家好欢迎收看汤姆菲力秀的第八集
Hey everybody, welcome to the Tom Ferry Show Episode 8.
感谢我在bangbang网上的朋友他一直在摄像机后面帮我拍摄
Wanna give big shout out to my friend’s bangbang.com the one’s who behind the camera today while we are shooting this
好的我现在想问你一个问题
So let me ask you a question.
你说的话重要吗?
Does what you say MATTER?
你问你客户的问题重要吗?
Do the questions you ask consumers MATTER?
我知道之前的一些秀里面你们在讨论市场销售和创新的事
I know for the last few show people talking about marketing and innovation.
以及各种你能联系上并与客户互动的方式
and every possible way that you can connect and engage with customers.
当你到那里
When you get there,
你问的问题很重要 这些问题是决定因素
the question you ask matter, I say ” they are the game changer. “
决定了你能不能拿下这个潜在客户
It’s the difference between getting the listing and not get your listing,
能不能约到客户
getting the appointment and not getting the appointment.
我只知道
And what I know is this–
有时
sometimes, it’s just adding one,
只需要在你的一大堆技巧中加入这么一两个问题
two or three easy questions into your arsenal, and to that bag of tricks,
当你跟别人交谈的时候
So when you are engaging with someone,
你就能问出那个重要的问题 去发掘潜在客户机遇
you got something great to ask to absolutely find that next listing opportunity.
好的 这里就是三个简单的问题
So here’s three simple great questions
我想让你对每位客户都这样问
that I want you ask every person you meet.
问题一 你有想过卖掉房子吗
Question No.1: Have you had any thoughts of selling?
你有想过卖掉房子吗
Have you had any thoughts of selling?
想象一下
Now Think about that simple question that you’re ganna ask it.
如果你希望他们回答 额..
And if you look for this “Ahh… “
如果他们真的这样回答 额..
If you give me the “Ahh… “
就是说他们有想过卖掉
That means they’ve been thinking about selling.
如果他们很确定地跟你说 完全没想过 那就是没戏了
If they gave you the definitive, “Absolutely not.” You know, no problem.
但是如果他们回答 额… 你就要接着问下去了
If they give you a “Ahh.”, you might wanna ask a follow up question
如果你想买房子的话 你们想换去哪里生活?
So if you were to sell like, “Where would you guys go?
你的梦想是什么?你想去哪里?你要继续发掘下去
Like What’s your dream? Where do you want to be?” And you can explore a little bit.
我还发现另一个很好的问题
I also find another great question to consider:
同时我还添加了一些额外的问题
By the way I’d put down a little bonus question is right here
给出怎样的价格你就愿意卖?
At what price would you become a seller?
对于那些支支吾吾犹豫不决的客户来说这是个很棒的问题
What a great question to follow up with a “Ahh..” person
怎样的出价你愿意卖掉?
At what price would you become a seller?
每个人都会有这样的一个价格 好的看好了
Everybody’s got a price. So watch this,
假如你问了他第一个问题 你想过卖房子吗?可能只是在喝咖啡的时候顺便问的
Say you ask him the first question, Have you had any thoughts of selling? Just casually maybe over a coffee and they say
然后他说 不 我对现在财政赤字很满意 然后我就会问第二个问题
No, we are very happy we are red. I’d go to question NO.2
你一定认识想买房子的人吧
Well, You must know someone who has thoughts of selling, you must know somebody that has thoughts of selling.
记住 当前房地产市场最棒的就是 你能坐在费城的某个地方
Remember, the beautiful thing about real estate today, is you could be sitting somewhere in Philadelphia
然后有人说 实际上他认识在纽约或者是南福罗里达州想卖房的人
and someone says, “Well, you know, as a matter of fact, I know someone whose thinking about selling in New York City, or in South Florida.”
在房地产市场最棒的就是中介费了 明白吗?
And there’s nothing better in real estate, than a referral fee. You with me?
你找到了一个很好的经纪人 你把机会让给他们 他们拿下了潜在客户 他们拿下了交易 最终你拿到一张支票
You find that other great agent, you send them the opportunity. They take the listing. They do the sale. You get a check at the end.
我们喜欢这样的中介费
We like those deals.
所以我们要常常探索发掘更多而不只是本地市场
So, we always want to be exploring, not just in our local market place,
你还认识别人吗? 记住你应该用更全面的方法
Do you know anybody? But remember that you got maybe a more global approach, a global reach.
才能去问那个问题 注意了 我喜欢的第三个问题是
So when you ask that question,pay attention. The third question I love is,
你知不知道曾经有想卖房的但是最终没卖成的人?
Do you know anybody that tried to sell in the past and it just didn’t work out?
你知不知道曾经有想卖房的但是最终没卖成的人? 好的
Do you know anybody that tried to sell in the past and it just didn’t work out? Now
我喜欢这个问题的原因是 它的关注点完全在卖方身上 我们去春季市场的时候需要些什么呢?
what I love about these questions is it’s all seller focused. And what do we need going into the Spring market?
我们需要机会去接触潜在客户 越多机会越好 不管是潜力大的客户
We need as many listing opportunities as we can, and whether that is a secured listing,
还是潜力小的客户 还只是有可能有兴趣的客户
or it’s a pocket listing, or it’s someone that maybe they’re interested,
你需要上市屋和潜在客户 越多越好
you want as many leads and opportunities as you can.
这样你就能把市场做好 当你把很多人的名字都带回通讯录上之后
So you are doing all these great markets, and as you driving people back to your Lanny page
他们就会告诉你他们想要知道他们的房子值多少钱
And they are letting you know they wanna know the value of their home.
我告诉你要问他们这些问题 这样你就能知道你还能跟他们之中哪些人继续谈下去
I wanna ask these to secure who’s ready to move forward with me today.
所以这两个额外问题对你很重要
So,those two little bonus questions are all matter to you
问题一 什么样的出价能让你愿意卖掉房子
Again,bonus question No.1 At what price would you become a seller?
还有第二个我很喜欢这个问题 什么样的出价你就不愿意卖了
And that I really love this one, At what price are you no longer a seller?
最终的最终 那个问了这个问题的人
Look, at the end of the day whoever asks the best questions,
那个知道要问什么问题 信心满满地去问 大摇大摆地去问的人
whoever knows what to say and says it with confidence, says it with some swagger.
才最终能赢
is the one that’s going to win.
世界上所有的推销方式 如果不能把他们变成实打实的客户 在我看来就是没用的推销
All the marketing in the world without conversion to me it just isn’t worth it.
所以这周短短的视频 就是想告诉你一些你用得上的问题
So short video this week just wanted to give you some questions that you can add into your tool box,
当你跟顾客聊天的时候 你只要问多了一个对的问题 你离成功拿下上市屋就踏进了一大步
so as you’re talking to customers, you can move the needle and get one step closer to more listing opportunities.
感谢观看 永远记住 你的策略一直很重要但是你的激情才是决定因素
So thank you so much for watching,remember always, your strategy matters and now more than ever, your passion rules!
感谢观看 如果喜欢的话 按下面的按钮加入我们的线上社区
Thanks for watching,if you love what you seeing here then click the button below to join our online community.
完全免费 再次感谢
Absolutely free,thanks so much.

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视频概述

汤姆职场8 | 三个问题帮你得到更多客户 汤姆职场8 | 三个问题帮你得到更多客户

听录译者

Muriel Www

翻译译者

Muriel Www

审核员

wusen

视频来源

https://www.youtube.com/watch?v=fDOYvkS-4X8

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