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Tom职场28丨房地产销售用语 – 译学馆
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Tom职场28丨房地产销售用语

Words that Sell In Real Estate! | #TomFerryShow Episode 28

二十多年来
for over 20 years
我一直致力于给大家带来最好的商业建筑策略 让生意蒸蒸日上
I’ve dedicated my life to bring you the very best business building strategies to keep you thriving
准备好体验你们一直所追求的成功吧
get ready to experience the success you’ve been searching for
欢迎收看汤姆·费瑞秀
welcome to the TomFerry Show
大家好 欢迎收看汤姆·费瑞秀第28集
everybody,welcome to the TomFerry show episode 28
今天我们要说的是 你说话时的用语很重要吗
today we’re talking about do your words matter
你对潜在客户和自己的对话用语
does what you say to prospects and to yourself
这很重要吗
does it matter
我会说 是的
I would say yes
每个人都曾看到过一项这样的研究内容
yeah,every one of us has seen this little study when they say
人们是如何解读你的沟通信息的
you know,how do people interpret the message of your communication
研究表示我们所有交流只有7%是靠文字传递的
you know the study shows that only 7% of your total communication are the words that you use
38%是靠语气语调
we’re 38% are your tone right?so
如果我说Eddy
if i say Eddy
跟我这样说Eddy感觉是不一样的
it’s different from Eddy
同样的词 但是音调的变化改变了词的意思
same exact words,but the tonality changes the meaning
他们说日常交流中 55%都是通过肢体移动来进行的
and then they say 55% your total communication is the way you move your body
我们都知道有一些人 你握住他们手的时候
we all know somebody that you grab their hands
呃……他们就没法说话了
en en…they can’t even talk anymore
很多人说他们并不觉得用词很重要
and yet and yeah many people will say they’ll minimize
但我告诉你
you know the words,I’m gonna tell you that
我相信用词很重要
I believe words absolutely matter
知道要说什么话
that knowing what to say
说话时使用强势有力的字词绝对会让你与众不同
being powerful with your language absolutely can be the difference,it makes the difference
也对决定选你还是选择其他经纪人有重要影响
between them selecting you vs going another agent
所以说话用语很重要 知道吗?
so do your words matter?are you with me?
如果你不认同 马上关掉视频
if you don’t think so,turn this off
如果同意 那我们继续
if you agree that your words matter,let’s keep going
我相信所有的销售都从假设开始
so I believe that all selling starts with assumption right
你我都清楚 我们都曾经历过这样的状况
and you and I both know,we’ve been in this situation before
你准备给潜在客户打电话的时候
where you’re about to call a prospect
准备跟进客户数据时
you’re about to follow up on your lead
准备联系数据库里多年都没有联系过的客户时
you’re about to call a client someone in your database,she haven’t talked to you in years
你会做何种假设
what kind of assumptions do you start to make?
他们会积极回复还是否定拒绝
are they positive or are they negative
所有的销售都从假设开始
all selling begins with assumming
我的问题是
and big question for you is
你的脑袋在想什么 你的脑袋是一个恐怖的地方吗
what’s going on up here?is your head a scary place to be?
在看到潜在客户的名字之后 想起之前的事
can you look at the name of the prospect and go oh
我记得7年前我们曾有过一笔交易
I remember that deal from 7 years ago
我们都很欣赏对方
we loved on each other
但我们已经很久没交谈过了
and I haven’t even talked to him forever
太尴尬了
I’m so embarrassed
而这种假设导致你不敢采取行动
and then that assumption causes you to not to take action
我假设你会说一些更积极的话
I’m gonna assume your are making more positive stuff
下一步
so go to the next step
这是我写的几点
here is what i wrote down
如果…如果…
what if…what if…
顺便说一下
before every person,by the way
这都是你自己脑袋里的故事
since it’s all a story in your head any way
如果你把脑子里的故事改一下
what if you change the story that’s going on inside your head
都改成积极的假设 比如说
and made it all positive assumption,for example
如果假设你打的每一通电话都会有回复
what if you assume that every person you call there gonna answer
这样的假设不是更好吗
wouldn’t it be a better assumption then
我希望他们不要回复
I hope they don’t answer
我知道你们之前从来没有这样做过
I know you’ve never done that before
每个人都没有过
everybody has
我们假设他们会回复
so let’s assume that they’re gonna answer
假设他们很高兴你打这通电话
let’s assume that they’re happy that you are calling
难道这不是一个很好的参照和思想转变吗?
wouldn’t that be a great frame of reference,a great mind shift to be saying
我知道他们很高兴 他们在家里 很高兴跟我交谈
I know they’re happy,I know they’re home,they’re excited to talk to me
这太好了 然后你拨通电话
this is awesome,and boom you dial the phone
我们也假设下他们也很积极
let’s also assume that they’re motivated right
假设他们也想要有所行动
let’s assume that they wanna take action
他们想买房卖房
they wanna buy,they wanna sell
他们把房产信息输入到Zillow Trulia和Realtor这几家网站 点击提交
look,they typed in their information to Zillow,or Trulia or Realtor and hit submit
所以我的假设是如果他们愿意把信息输入这几家房产网站
so my assumption is if they were willing to put their information inside there
那肯定是迫切地想要跟房产经纪联系
that they desperately want to talk to somebody
他们想要答案
they want some answers
他们很高兴 也很积极
they’re happy and they’re motivated
所以我会以最积极的状态做好准备 给客户致电
so I’m literally emotionally gearing myself up in a positive way to make that phone call
当然 我会假设他们的房屋将会上市
then of course,I’m gonna assume they’re gonna list
假设他们会写一个报价
I’m gonna assume that they’re gonna write an offer
问你们一个问题
let me ask you a question
如果你以这种假设为前提
if you go in with that assumptive mindset
如果你觉得他们会进行登记
if you go in with my mindset that they’re going to list
他们等不及了
they can’t wait
我是他们选择的房产经纪 他们跟我联系
I’m the agent of choice,they reach out to me
我与他们联系
I reach out to them
得到引荐客户
I was giving this referral
如果我假设那改变了我的展示风格
if i assume that does that alter my presentation style
如果你相信你将会得到肯定的回复
if you believe that you’re,you know,you’re gonna get a yes
它会改变你的展示风格吗 会改变你的展示方法吗
does it change your presentation,does it change your approach
能让你更专注于让它变得与众不同吗
does it get you more focused on making it a difference and getting to it
你我都知道回复是1000%肯定的
you and i both know the answer is 1000% yeah
如果你假设他们不会回复你
so what if you assume that they’re not gonna answer
如果你假设他们在接到你电话的时候很生气
what if you assume that they’re gonna be angry that you called
如果你假设他们是不积极的
what if you assume that they’re not motivated
如果你假设他们不会上市 不会与你交易
what if you assume that they’re not gonna list,they’re not gonna list with you
或是不会以这个价格与你交易 或是他们让你卖掉房子
or they’re not gonna list with you with the price,that they’re gonna cause you to sell
这会影响你的展示吗
does that impact your presentation
你我都知道答案是1000%的肯定
and you and i both know the answer is 1000% yes
我有种感觉 如果你在看我们的视频
I have a feeling if you’re watching this
你可以回顾一下你的销售生涯中
you can reflect back on the time in your sales career
做销售展示的那段时间
where you actually made the presentation
其实你不是有意的
and you didn’t mean to
但你劝大家不要太激进
but you talked to people out of moving forward
劝大家不要太积极
you talked to people out of being motivated
它可以很敏感
and it can be so subtle
你的能量有一点小小的转变
just your energy a slight little shift there
他们走过房子 他们的反应是哦……你的反应是呃……
they’re walking through the house,they’re like eh,you’re like eh
他们的反应呃……而你
and they see that,just like little eh,you
或许我们不该看上这套房子
maybe we shouldn’t like this house
这是很精细的 很有力量的
It’s that subtle,and it’s that powerful
而你 我的朋友 跟客户打交道的时候要表现的很强大
and you my friend you are that powerful when you’re dealing with customers
所以我觉得我今天要做的就是假定你们需要一些积极的销售用语
so I thought what I would do today is I’m gonna assume you want some positive language
你需要一些不错的假定性语言模式
that you want some great assumative language patterns
你可以把它运用到你的每日对话中
that you can begin to incorporate in your everyday dialogue
在你跟别人说话的时候 你能轻松有力地推动他们做决定
so as you’re talking to people,you’re moving people forward easily and powerfully
我们来看看我写的这几点
let’s take a look at what I wrote down
这些假设性的语句你们可以开始用起来了
here’s some easy assumptive language you can begin to use
第一个是当我们在一块儿的时候
the first one is when we get together
很显然 如果我们正面对面
now obviously if I’m face to face
我会让我整个身体都动起来
I can get all of my physiology working with me as well
如果你愿意 诚信会让我们的交易更好地进行
it’s so much better to have integrity if you will
用语调 文字和动作来表达同样的信息
be,you know,projecting the same message in my tone,in my words and my physiology
当我们聚在一起
so,look at it,when we get together
不 这不太好
no,that’s not gonna be very good
当我们在一块儿的时候
look,when we get together,right
当你把房子交给我的时候
when you list your home with me
当我们聚在一起的时候 我向你展示我的营销计划
when we’re together,I’m showing you my marketing plan
任何事情都是可以假定的
everything is assumptive
每件事都可以是肯定的
everything is a yes
我的生理机能 能量
my physiology,right my energy,
一切都是假设我会帮助顾客向前
everything is assuming I’m gonna help this customer move forward so
这就是我们的语言
here is the language
当我们合作的时候 你们要写下来吗
when we get together,are you gonna write that down
我觉得你们应该……不要只是盯着屏幕看
I think you should…don’t just watch this episode
把这个写下来
write that one down,let me get together when we get together
跟我交谈的每一个人 当我们聚在一起
every person I talk to you ,when we get together
当我出现在你房子里 开始交谈 雇佣我的时候
when I show up to your house,when we start talking,when you hire me,right
当我开始销售你的房子的时候
when i begin marketing your homes
我正在电话上跟潜在客户进行交流
so I’m on the phone talking to a prospect
我还没预约
I haven’t booked the appointment yet
我说 泰兹
and I say,so Tez
当我开始销售你的房子时 你会被惊到
when i began marketing your home,you’re gonna be blown away
不仅仅是我们为你房产出售找到的买家数量
but not only the numbers of eyeballs we generate for your property
还有咨询售房事宜的实际买家数量
but the actual number of inquiries in your home
记住当你雇了一位房产经纪 你就雇佣了一位能很好处理房子的人
remember when you’re hiring an agent,you hire someone that can market your home exceptionally
所以当我开始卖房的时候
so when I begin marketing your home
这是什么假设
now what does that assume
假设我们的房子已经上市
that assume we’ve already got the listing
我还没有预约
and I haven’t booked an appointment yet
另一个怎么样 正如我们在一起
how about another one,as we were together
现在你我都知道
now you and I both know
如果你说我们在一起
if you say things as we were together
你知道我们在一块儿
you know we were together
你会被我们的服务水平和我们对顾客的专注惊到
you’re gonna be blown away by the level of services and our attentiveness to our customers
我们在每一种处境
and the way we go above beyond in every situation
和谈判中都做到最好去帮助客户获得最大优势
and every negotiation to help our clients win
当我们在一起的时候 这是什么假设
as we were together,what does that assume
我们现在一起工作
we were working together now
你能把别人刚刚说给你的话说给别人听吗
can you say that to a person that just said to you
我们是买家 我们想买栋豪宅
look,we’re a buyer,we wanna buy an expensive home
你之前从没有处理过这种交易
you’ve never dealt with this before
这是一笔暗盘交易
and look,you go find this pocket listing
外面有5位房产经纪在等着我 但我让你来处理这笔交易
I have five agents out there looking for me,but you find me the deal
我会与你签约 我会保持忠心 把全部佣金付给你
I’ll write it up with you,I’ll be loyal,I’ll give you all the commissions
我手上有六位客户
but I’m sledding you know,I got like six people
我完全清楚你来自哪里 我们在合作的过程中
I totally get where you come from,as we were together
你会发现我有能力寻找那些合适的房产
you’re gonna find my ability to find those properties
更重要的是
more importantly,write offers that get through
代表你方被通过和接受的出价
get accepted and negotiated on your behalf
你会自然而然开始让经纪人执行这一法则
you’re gonna naturally begin to…let some of those agents going
我觉得这样对我们大家都好
I think that’s gonna feel good for both of us
即使我一直努力向前
even though I’m just kind of riffing here
关键是语言问题
the point is language matters
在如今的市场上 要成为一名优秀的销售人员这一点绝对很重要
being a great salesperson in today’s market place absolutely matters
这里还有两点
here is two more
当我在卖房子的时候 我甚至都还没有预约
when I sell your home,I don’t even have the appointment yet
当我在销售房子时
when I sell your home
你会被我们的销售成绩震惊到的
you’re gonna be blown away by the results we produce
我们卖掉多少套房子
how much we get sold
以及在谈判中所表现出的时机和效力
the timeliness the effectiveness in negotiation
最后一条是“加入我们的会议”
and the last one “at our meeting”
这就是我的建议
so here is my point to you
我想让你们做的就是要多假设
all I want you to do is being more assumptive
希望你们多肯定
I want you to be a yes
在生活上肯定自己
I want you to be a yes for your life
在生意上肯定自己
I want you to be a yes for your business
对与你交谈的每一个潜在客户给予肯定
I want you to be a yes with every prospect you talk to
我不是说他们每一个人都会给予你同样肯定的回复
I’m not saying that every one of them is gonna be a yes for you
但是如果你在生活上否定自己
but man,if you’re a no for your life,
在生意上否定自己 也否定了潜在的客户的可能性
you’re no for your business,you’re no on prospects
那见鬼了 你还看什么汤姆·费瑞秀呢
what the heck are you doing watching the TomFerry show
今天这期节目 就是让我们大家更多一些设想
look,the lesson is let’s all be more assumptive
假设更积极一点
let’s assume the positive
感谢大家观看
thank you so much for watching
记下几条要点 然后就可以用起来了
write down a few those grips,begin to use them and then
然后分享到脸书 推特或是ins上
share a little message on facebook,on twitter,on instagram
你们有关注我的ins吗 我假设你们都关注了我的ins
are you following me on instagram,I’m gonna assume that you’re following me on instagram
我想谢谢你们在ins上关注我
and I wanna thank you for following me on instagram
我非常感激你们现在登上ins
I really really appreciate you going instagram right now
我不清楚
now and just you know,i don’t know
用心去做某件事情或者就为了他
put your heart on something,or just for him
我非常感激 谢谢你们
i really apppreciate that,thank you so much
感谢你们在ins上关注我
for following me on instagram
我觉得你懂我的意思了 感谢观看
I think you got the point,thanks so much for watching
感谢观看
thanks for watching
如果喜欢我们的视频
if you love what you’re seeing here
点击下方的按钮
then click the button below
加入我们的在线社区 完全免费
to join our online community,absolutely free
非常感谢
thanks so much

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视频概述

给自己一些积极的假设 成功销售房产的又一小秘籍哦

听录译者

芒果的粉丝儿

翻译译者

芒果的粉丝儿

审核员

wusen

视频来源

https://www.youtube.com/watch?v=EbKvdETXgAA

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