"Settle Down": Analyze Sun Li's secret for selling her "runway house" from a psychological perspective

Perhaps, the house itself is not a rigid need, but it has become a rigid need under the influence of people's traditional concepts. For example, real estate is linked to marriage - without a house, it is difficult for a man to marry; real estate is linked to education - without a house, children have no choice but to choose a school...

In addition, China's five thousand years of civilization heritage, the Chinese people Everyone has an extraordinary feeling for "home" - home is not only a shelter from wind and rain; it is even a totem of family culture, social status, and future happiness; it can also give people a sense of belonging and security spiritual destination.

“I want to have a home, a place that doesn’t need to be big.” However, perhaps it is this “place that doesn’t need to be big” that has become what most Chinese people want for half their lives or even their entire lives - Part 1 For half of my life, I worked hard to have a house of my own; for the second half of my life, I thought about easing the pressure of buying a house for my children, so I continued to work hard.

Recently, the TV series "Settle Down" starring Sun Li and Luo Jin was launched. The drama is adapted from the Japanese drama "The Woman Who Sells a House". It mainly tells the story of a real estate agent helping house buyers and tenants settle down. Maybe just looking at the title of the show can trigger a lot of people’s enthusiasm for watching the show, right? Because probably many people will have the experience of renting, buying, or changing houses in their lifetime. Furthermore, who doesn’t want to settle down and buy a house somewhere? During the current epidemic, having a warm home of your own can be said to be the most solid backing and the strongest protection.

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The protagonist always has something special about him. In this drama, Fang Sijin is a master house seller who can confidently say "I can't sell a house without me."

Sure enough, a one-bedroom, one-living runway house that had not been sold for ten years was successfully sold by Fang Sijin to Gong Beibei, the client who had caused Xie Tingfeng nearly a year of headaches.

Gong Beibei is smart and shrewd. She is picky and demanding about the conditions of the house. According to Xie Tingfeng’s words, she has “little money, many things to do, and a bad attitude.”

Let’s talk about this “runway room”, a one-bedroom, one-living room, with a long corridor converted from a garbage room into a bedroom without windows. It is separated from the door of the house. If you get up at night, you have to You have to walk through that long corridor and open your door to use the toilet.

However, how could Fang Sijin sell the "runway house" to Gong Beibei, while Xie Tingfeng's big house facing the sun on three sides was once again rejected by Gong Beibei because it did not have a storage room? , the order fell through?

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"Emotions need to be connected, and relationships need to be maintained." For two people who are strangers to each other, they must first connect before they can develop a relationship. , thereby creating an emotional connection.

In daily communication, many people are afraid of being thrown cold water on others if they are enthusiastic, and are afraid of facing the disappointment of being rejected again and again, so they are unwilling to take the initiative to contact others.

However, it is definitely not possible without the ability to actively socialize. Sometimes, the beginning of a story between two people comes from one party's initiative. The same goes for doing business. You can't just wait for customers to come to you. More often, you need to take the initiative to contact others and solicit business.

For Fang Sijin to be able to sell a "runway house", the first step is to know how to take the initiative and have the ability to actively socialize. This is something Xie Tingfeng cannot match.

Gong Beibei and Runjingfang were originally Xie Tingfeng’s clients and property. Gong Beibei is the most famous obstetrician and gynecologist in their city, and there is some relevant information on the Internet.

However, Xie Tingfeng didn't even know her workplace or real name (just to show that she didn't know much about the client). She only knew a mobile phone number for her client who had been with him for a year. In addition, Gong Beibei had an old house to sell. He planned to buy a new house, but Xie Tingfeng had never even been to Gong Beibei's home.

Presumably, the way he took the initiative to contact Gong Beibei was just to make a phone call, but Fang Sijin's initiative was reflected in the face-to-face recommendation of himself, and in the professional attitude of the agency industry superior.

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After taking over the house and client Gong Beibei that Xie Tingfeng had given her, Fang Sijin waited patiently at the elevator entrance early for Gong Beibei to get off work, and then solemnly handed over the Put your business card, sincere attitude, professional smile, decent makeup, confident temperament, and promise to help her find a satisfactory house. This has impressed the customer, at least she will psychologically think that the house Sijin is a professional.

A doctor with certain achievements, an intellectual with higher education, and a buyer who urgently needs to buy a house. Faced with the sincere Fang Sijin in front of him, in addition, the so-called "raise your hand without smiling" "People", although Gong Beibei was very dissatisfied with Fang Sijin's behavior of "blocking customers", she would not refuse to accept the business card to a large extent.

Then, the opportunity came. When Gong Beibei got home from get off work, it was already very late, and her family had already rested, and she had to work overtime to help students correct their papers. She was afraid of disturbing her family's rest, so she hid in the bathroom to work (obviously this was where she always worked overtime at home). The small space and the dripping clothes on the clothesline made her feel even more inconvenienced by the lack of a separate study room.

So, she thought of Fang Sijin’s words, and immediately sent a message to Fang Sijin to help her look at the house. Just imagine, if Fang Sijin, like Xie Tingfeng, only made phone calls, maybe Gong Beibei would not be able to think of her at all even when she was determined to buy a house as soon as possible. After all, the contents of real estate agents' phone calls to their clients are very different. Not bad.

Some people say that social networking requires courage. Yes, sometimes it's just because we are sensitive. In fact, as long as we take the initiative, the relationship between the two people will immediately heat up. But I didn’t have the courage to take the initiative to contact you because I was afraid of being ignored.

Making friends with people is socializing, and doing business naturally requires socializing. Taking the initiative to contact customers is a kind of socializing. Whether you take the initiative determines whether you can fight for an opportunity for yourself, and the proactive approach determines how likely you are to open the door to a successful business.

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"Talmud" says: "Please maintain your courtesy and enthusiasm, whether toward God, your friends, or your enemies." For people who are not familiar with each other (such as Fang Sijin and Gong Beibei), it is inevitable that they will be mentally wary. If you want to break this mentality and let the other party take off their defensive coat, you need to establish a trusting relationship. And maintaining a high degree of enthusiasm can shorten the distance with the other person; being enthusiastic about others is the most effective way to make the other person accept you, like you, respect you, and win trust.

Fang Sijin agreed to Gong Beibei’s help in finding a house and after learning that Gong Beibei wanted to sell her old house for a new one, she personally went to take pictures of Gong Beibei’s house.

She was enthusiastic and provided comprehensive and considerate service. As soon as she entered the door, she considered that Gong Beibei was pregnant and had difficulty moving, so she bent over to change her shoes without even letting Gong Beibei bend down to do anything; then she He helped clean and tidy up the house very diligently and meticulously, making the old house look as spacious and bright as possible so that Gong Beibei's house could be sold at a good price. This just hit Gong Beibei's "pain point", after all People don't want to suffer losses and love to take advantage. This has made Gong Beibei sigh that Fang Sijin is different from other real estate agents in that he is professional.

This mentally labeled Fang Sijin as "trustworthy".

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Previously, Fang Sijin had won Gong Beibei's trust and love and laid the foundation. It was only natural that he would show Gong Beibei the house later. . However, the trust between them continues to build.

When people come into contact with others, they all seek common ground. We always hope that our values, temperament, achievements, etc. will be recognized by the other party, and those who are similar to us are often similar to us. We have the same experiences or pursuits. This is called the "similarity principle" in psychology.

In the attic of the "Runway Room", Fang Sijin, while Gong Beibei was sighing, told Gong Beibei her story of hard work and ideal living conditions while the iron was hot. Everyone has basically the same experiences and psychology. This made Gong Beibei deeply understand. Perhaps at that moment, Gong Beibei did not regard Fang Sijin as a real estate agent doing business with her, but as a confidant who could be trusted and could talk to her.

Maslow's hierarchy of needs theory says that when people's physiological and safety needs are met, they will develop to a higher level of needs, which are the needs for love, respect and recognition. Everyone hopes to be recognized and appreciated by others, and to receive positive and positive evaluations from society or others. The need to be recognized by others reflects the confirmation of self-worth.

Gong Beibei is a famous doctor in obstetrics and gynecology. She and her husband are both doctoral students and senior intellectuals. However, after struggling so far, there is not even a house with an independent study room. A family of six is ??crowded into a small space with one bedroom and one living room. Although she doesn't care what others think of them, compared to Fang Sijin, she has honor and fame. Although she is high-quality and unassuming, she still has a certain sense of psychological superiority. And no one will resist others' respect and "look up" to them.

When Gong Beibei talked about the embarrassing situation and the pressure of buying a house, in fact, if you look at it with a clear eye, you will see a pregnant woman looking around at houses with a big belly but is hesitant to make a move. Not enough money. How could Fang Sijin, as a gold medal store manager, not know?

However, she said with envy and sincerity: It would be unfair if outstanding people like you and your husband can't afford a house. In this way, Gong Beibei was given the aura of the middle class again, and this came from the sincere respect, recognition and appreciation of others, but it could once again strengthen trust in Fang Sijin. Therefore, Gong Beibei immediately decided to buy the corridor room.

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The premise for a person to be persuaded is that their needs are met. If you truly put yourself in the other person's shoes, grasp the other person's "pain points", and care more about their own needs and goals than the other person, then the persuasion work will be more than half successful. To put it simply, it means doing what you like.

In order to meet Gong Beibei's psychological expectations of satisfaction with the house, Fang Sijin spent her own money to renovate the runway house (of course, this is not very realistic in real life). She stood entirely from Gong Beibei's point of view, and considering that Gong Beibei was about to give birth, she bought a mother-child bed for them, and left a bed for her mother-in-law to take care of Gong Beibei's mother and child (daughter) after the birth; and A study desk was arranged for Dabao, and a separate room was separated for Dabao and his grandfather to live in;

And the long corridor that was unacceptable to most people was posted with paintings of Gong Beibei's children. It was transformed into a gallery; then came the design of the attic where Gong Beibei's husband lives, which is both humane and sentimental.

Electrically controlled curtains and retractable skylights. Life and work are stressful. When you are tired, you can sit in the attic and watch the sunset, look up at the blue sky and stars, and instantly have "poetry and distance".

In addition, Fang Sijin also deliberately chose the evening, when he could sit in the attic and watch the sunset outside the sky window, to take Gong Beibei to see the house. It can be said that sufficient preparations have been made. The completion of these "homework" by Fang Sijin not only caters to Gong Beibei's maternal psychology as a mother, but also caters to the fast-paced urbanites who want to have a place away from the hustle and bustle and return to a quiet little world. , to unload your tired body and enjoy a moment of relaxation and joy.

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Of course, the two most important factors for Fang Sijin to be able to successfully sell the corridor house are: she understands that men and women are two different species, and she also I understand that Gong Beibei is the one who makes decisions and takes charge in their family.

Women are born emotional animals, with rich and delicate feelings. They can easily produce various emotions and feelings, and are good at describing them in words, while men's emotions are mostly rational and objective, and their emotional expressions are Kamiya prefers to be straightforward.

When men and women face the same pressure and problems, women hope to communicate their inner feelings with others, talk to make themselves comfortable and release stress, because in this process, the oxytocin in the woman's body will increase significantly to achieve the purpose of reducing stress; and men may rarely take the initiative to tell what is bothering them.

Therefore, you can imagine what it would be like if Fang Sijin took Gong Beibei and his wife to see a house together or took Gong Beibei's husband to see a house. If you take two people to view the house at the same time, Gong Beibei may not express so many inner thoughts in front of her husband, and Fang Sijin will not have the opportunity to talk about romantic "poetry and distance" with her; if you take Gong Beibei with you, When Beibei's husband inspects the house, a man would never sigh with emotion in the attic, looking at the scenery from the skylight and expressing his inner feelings.

It is for this reason that before taking Gong Beibei to see the house, Fang Sijin took out the drawings of the surrounding environment and facilities that he had drawn in advance and proposed to take Gong Beibei to see the house. Let Gong Beibei's husband get familiar with the environment near the community.

In addition, if the head of Gong Beibei's family is her husband, Gong Beibei, who is pregnant with her second child, should not stay up in the middle of the night and send a message to Fang Sijin to help her look at the house; You won’t worry about the house on your stomach, and you will have to look at the house in person; or maybe you can go to work and rest, and your husband will look at the house alone, and then make the final decision.

Whether it is selling an old house or moving to a new one, Gong Beibei is involved in everything. The contact person left for the real estate agency was Gong Beibei, and the contact information was Gong Beibei's mobile phone number; when the old house was being sold, the real estate photos were taken on Gong Beibei's day off, and the husband paid no attention to it. . All this is enough to let Fang Sijin know that Gong Beibei is the one who can make the decision in their family. Therefore, when Gong Beibei hesitates, Fang Sijin will continue to move people with his love and prompt Gong Beibei to make a decision. ? ?