Chapter 1297 Service Providers and Intermediaries

Meng Chang did not despise Tian Mo because of what he said, but paid more attention to it.

No matter what Tian Mo was like before, there must be something extraordinary about the talents that can be discovered by President Pei himself!

Moreover, whether Tian Mo has a deep understanding of the profession of rental agency, and whether he can give Meng Chang the answer he wants, he will only know after chatting.

Meng Chang decided to enter the topic: "So, what do you think about the profession of rental agency?"

"For example, now everyone generally has a certain prejudice against this profession. Do you think it is a problem of people, a problem of the company, or a problem of the entire industry?"

Tian Mo took a sip of coffee and said after thinking for a moment: "Actually, if you asked me this question when I was an intermediary, I would definitely not be able to answer it."

"Because I didn't understand anything at that time, and even if I saw many things, I couldn't analyze them."

"But after working as the head of the sales department at Tenda for a period of time, under President Pei's words and deeds, I suddenly had some insights."

"Looking back at my previous experience as an intermediary, I suddenly have some new ideas."

Meng Chang couldn't help but light up.

what is this?

This is all-in-one!

The original Tian Mo can only be regarded as a very crappy rental agency.

I only signed two orders in a month. To say that this is not because of lack of ability but because of too much conscience, it is impossible!

But now, Tian Mo has been doing well in Tenda's sales department and has been well received. Obviously, he has obtained the true biography of President Pei and has become enlightened.

The nature of work in the sales department is similar.

Tian Mo, who has been enlightened, will look back at his previous experience and will naturally gain some new inspiration.

Especially when comparing the experience of working in Tenda with the experience of working in an intermediary store, you will naturally see the difference.

Meng Chang suddenly looked forward to what Tian Mo was going to say next.

Tian Mo thought for a while and said, "The sales method that President Pei taught me is actually the most ideal method."

"Tengda has the best products, and as a salesperson, as long as I introduce products to customers truthfully and treat people with sincerity, I will naturally leave a good impression on customers and build a kind of trust invisibly."

"The trust in sales, coupled with the excellence of the product itself, will naturally not worry about sales."

"Treat people with sincerity and serve with sincerity. This is the sales method that President Pei taught me."

"But I applied this method of sales to the intermediary work I was engaged in before, but found that it would not work at all, or even incompatible."

"In retrospect, the reason why some rental intermediaries are annoying is not only because of the uneven quality of employees, but also because of the profit-seeking reasons of intermediary companies, as well as the reasons for the particularity of the entire industry."

Meng Chang nodded happily, and while taking a small notebook to record, he said, "We have time, don't worry, you can speak slowly."

Tian Mo continued: "Most people's bad impression of various sales and intermediaries is left when dealing with a specific person."

"The recruitment requirements for similar occupations are relatively low, especially the quality of the practitioners of some small black intermediaries is even more uneven, so it is easy to leave a bad impression."

"But looking at the root cause, I think it's a problem from top to bottom, from the industry to the company, that is finally reflected on a specific person."

"The recruitment requirements are relatively low, and the quality of the people recruited is not necessarily high. My education is also very low, and I can't get along in ordinary intermediary companies, but I did a good job in Tenda."

"It can be seen that many times it is not the problem of people, but the problem of the industry and the company. The environment has caused wrong induction to people, and it is difficult for individuals to change the entire environment. Over time, it has become the current state, a pool of muddy water, No one can do it alone.”

Meng Chang nodded: "Then what do you think is the source of everyone's prejudice against this industry?"

Tian Mo thought for a while: "It's how it works."

"I didn't realize this at first, but after comparing it with Tenda, I realized that Tenda's sales and the intermediaries of some small intermediary companies, on the surface, seem to be the same type of work, but in fact they have nothing in common."

"Tengda's sales are of a service nature, which is the icing on the cake. Our job is to objectively introduce the advantages and disadvantages of products to customers on the premise of excellent products. Whether customers want to buy or not depends entirely on the customers' independent wishes."

"But that's not the case with other companies' intermediaries, sales."

"Their work is inductive in nature, sending fans in the snow. It's not sending charcoal in the snow, it's sending fans in the snow."

"They are trying to induce and distort the needs of customers. When customers are in urgent need of something, they use words and other methods to make customers believe that the thing in front of them is what they need, so as to facilitate transactions."

"Customers want help in a hurry, but sales are trying to sell fans to customers."

"Just like many real estate agents will put up fake photos on the Internet, or put up listing information that does not actually exist. After customers see this house and think that this house is good, call and ask, the agent will say, this listing is still there, you come to me show you the house."

"When the customer came, the agent took him to another house, saying that the house he was looking at had just been booked, but there happened to be a similar set. All the customers came, so they could only follow. "

"The so-called 'almost' is actually a hundred and eight thousand miles away."

"Many intermediaries use this method to facilitate transactions, trying to find ways to sell those houses with poor decoration and poor environment to customers."

"It's a fairly common method, and it's almost becoming mainstream, and customers can't be sure that the photos they see on the website are photos of the real listing, or even more likely not."

"By concealing and deceiving transactions, customers will naturally have a long memory after being cheated once, and they don't want to be cheated a second time, and a bad impression will naturally be formed."

Meng Chang nodded: "Well, I've heard this statement before, and it's really annoying."

"Then should this be attributed to the employees, the company, or the industry?"

Tian Mo said: "I think it should be attributed to the industry and the company."

"In Mr. Pei's view, intermediary and sales should be service industries."

"Many rental intermediary companies should mainly serve tenants, meet their needs, provide them with high-quality housing and good security services, and draw commissions from them."

"But a lot of companies now, like the home-based group, are no longer a service provider, but a middleman."

"By opening a store, we monopolize the surrounding housing stock. When the landlord hangs up the message, he asks the intermediary to keep calling and grab the property. Ordinary tenants cannot contact the landlord and can only be forced to find the intermediary. Companies, rent houses from intermediaries.”

"Then, the intermediary company uses its dominant position to coax or deceive the tenant to sign a contract, changing from a service provider to a tenant's owner."

"Even lower prices for landlords and raise prices for tenants to maximize profits."

"On the surface, it is a service, but in fact, the service provided is not proportional to the actual value. In essence, it uses industry monopoly and artificially created poor information to isolate the real demand side, that is, the landlord and the tenant, so as to allow themselves Become a middleman who eats at both ends."

"Once this kind of change in nature has taken place, from the nature of service to the nature of middlemen, then these companies will naturally spawn all kinds of pranks in order to make more money."

"As I said before, customers are tricked into coming in through fake listings, partitioned and rented to many people, renovated with inferior materials and rented out at high prices, and even intimidating and extorting customers who try to circumvent the intermediary, all kinds of means emerge one after another. , Although there are differences in the means due to different companies, big companies are relatively concerned with face and small companies have no bottom line, but in the final analysis, it is because their nature has long ceased to be a service industry, and has become a middleman who monopolized channels by unscrupulous means. ."

"In the final analysis, these sleazy operations have only one purpose, which is to use everything to make more money, and even fool the tenants to sign a loan agreement, and then use the loan to monopolize the housing stock, completely reckless. also made it.”

"The reason a lot of people say these companies suck blood is because the services they provide are simply not worthy of the profits they're actually taking."

"The industry is like this and the company is like this. Naturally, the employees underneath can only do everything they can to pursue profits and pursue commissions, so it has become what it is now."

"The real initiator should be the 'business wizard' who first changed the nature of the intermediary business from 'service' to 'middleman'."

"What many people are doing, on the surface, is creating a new business model, but in fact, they are mixing mouse feces into the pot, stirring up the entire industry, and making black money."

"What Mr. Pei has been doing is just the opposite. He has been working hard to replace the mainstream, deformed and distorted business model with a new business model, so that these industries can return to what they should have been. status."

Meng Chang nodded frequently while recording quickly.

After hearing what Tian Mo said, he felt that he had really found the right person.

Whip into the inside, hit the nail on the head!

Indeed, many people's bad impression of intermediaries may come from a low-quality intermediary.

But the source of this phenomenon is actually the whole large company, and even the entire industry, which has problems from the root.

When the nature of a company fundamentally changes, every one of its employees, whether voluntarily or not, whether compelled or motivated by commission, does not make any difference in the outcome.

In many cases, bad money drives out good money. The company wants tools who will do anything to make profits. Even landlords and tenants are trying to squeeze them, not to mention their own employees.

And in this case, many people can't do this kind of work, and after the continuous exchange of blood, the people who stay are naturally assimilated.