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| text = "市区房价贵，然后交通也拥挤" | |
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| text = "啊我们这边儿的话新人的话也是差不多三分之一吧，啊新人的话也是两个月的比较多" | |
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| text = "嗯<sil>工龄长的话就十年左右的也有，然后业绩一般的话也是十年左右的人比较突出。" | |
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| text = "嗯因为他们手底下老客户也比较多嘛" | |
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| text = "嗯因为嗯因为咱们就是因为它肯咱们肯定得" | |
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| text = "不断的开发新用户为新的员工嘛，然后一<->这样的话，新员工他们也有动力嘛积极性，年轻的人肯干是吧" | |
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| text = "可以咱们可以做一个制度培训" | |
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| text = "啊并对他们的一些业绩呀或者是能力方面的表现方面的做一些评估，啊然后到最后月末的时候可以对跟他们" | |
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| text = "坐一坐下来聊一聊，对看看他们的想法" | |
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| text = "类型吗" | |
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| text = "就是<sil>对咱们对咱们一些项目的资料啦，啊然后掌握度呀就会" | |
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| text = "给他们定要求的嗯" | |
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| text = "然后毕竟嘛咱们对咱们项目掌握的比较多，跟客户交谈的话也是呃比较方便比较有底气的啊不是说" | |
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| text = "他们买咱们房子，咱们他还什么都不懂是吧？这个培必须培训到位了之后才会让他们上手的" | |
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| text = "然后还有一些交流方式，啊因为每个刚刚来的人他都会有师傅带，前三个月都是有师傅的，然后会跟呃会跟师傅学，怎么和客户打交道" | |
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| text = "然后怎么去<sil>呃引导客户，然后觉得咱们这个房子好，呃这些基础问题的话也是有有在培训的，每个月都有" | |
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| text = "其实差不多三个多月就差不多了吧，半年就已经熟啦嗯" | |
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| text = "嗯店因为我们<sil>前几个月的那个销量不是特别好，所以我们上个月的目标定的是二十套" | |
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| text = "然后可能是因为疫情已经过去，然后经济逐渐回暖，所以我们这个月的成交量其实是达到了二十八套，是比我们预计多了很多。然后进行简单的评估，分析之后发现他现在这个我们那个店铺销量基本上还处于一个停滞状态，但是我们的新房成交量在上涨" | |
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| text = "然后我们<sil>对比之后分析发现，呃<sil>室内" | |
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| text = "室内的这个新房销售就是达到了那个十五套，然后剩下的全都是郊区郊区的那个户型，它相对来说并不是很大" | |
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| text = "然后就是那个八十平到一百平的，但是那个相对于大户型来说，说问的人询价的人都是比较多的，所以我们这<sil>这个百分之八十的房源都是这个小小户型" | |
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| text = "然后我们员工这边儿就是员工的积极性相对于上个月来说涨了很多，因为成交量比较高，每个人的提成也比较多，所以我们下个月的目标制定的是" | |
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| text = "还是这个二十八套，但是我们这个是二十八套打底我们争取下个月还是多于三十套，这是我们一个总结" | |
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| text = "呃<sil>有两个，然后一个他是<sil>新来的，就可能是<sil>那个刚换工作就是之前工作跟这个工作" | |
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| text = "不是太有关系，所以在那个销售啊就是一些" | |
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| text = "一些最最基本的方式上面，他可能并没有掌握，然后带他的那个师傅带了一个月之后" | |
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| text = "说就是有这个潜力，但是可能暂时不因为手上没有资源，没有客户，然后就是相对于其他人来讲有一定的劣势，但是他这个月就是已经就是问了很多人，手上有一定的那个电话号码儿，所以他最近打电话打的挺勤的" | |
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| text = "然后还有一个就是他已经就是连续两个月没什么销量了，本身也有一点儿点儿那个情绪低迷" | |
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| text = "像但是他能力是有的，因为他有一次就是呃<sil>在我们这个月里面是一个那个<sil>月度的一个销售冠军，所以说他潜力很大的也" | |
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| text = "呃没有没有仔细问过，但是听那个员工讲可能是因为家里的问题" | |
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| text = "呃可能是家里孩子啊或者老人怎么样，所以说那个状态有点不太好" | |
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| text = "所以这个问题就是打算这个月月初的时候看他如果还是持这个状态就是找他谈一谈" | |
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| text = "尽肯能<sil>尽快让他是<->调整过来吧，毕竟是一个很有潜力的员工" | |
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| text = "如果说那个<sil>他要自己调整过来的话，那这个月销量基本上是没有问题的" | |
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| text = "对新来的那个，" | |
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| text = "呃因为有一个带他的师傅嘛，那个师傅也会把什么一部分资源分给他，然后就是最近他一直在联系一个客户，因为客户对他也不是很熟悉，然后所以那个<sil>他师傅就是教他的带他的比较多，他自己也在在慢慢的学" | |
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| text = "然后另一方面你像咱们这边这个分配的这些号码什么的，他每天都有在打，然后也是手里就慢慢有几个有意向的人嗯" | |
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| text = "这个这个人挺积极的，所以说<sil>对他也不是特别担心" | |
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| text = "对" | |
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| text = "再要买新买新房嗯" | |
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| text = "二店这边，因为我们就我们这一块儿区域划分来看，就是靠郊区这边不好，所以我们" | |
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| text = "呃这一次打算把这个重点移到这边，然后多跟几家那个公司合作一下，然后至于那个至于房源这边，我们最近找的那个那个美的美的国宾府那边，然后问过他，就是因为他的小户型已经卖光啦" | |
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| text = "现在都是大户型，然后剩的也不是特别多，所以相对而而且这个房区属于比较紧凑的那一类，所以我们就是先把这几套房先推出去" | |
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| text = "我们这边儿也是打底一百个，然后对，但是因为我们这边儿就是从那个大数据来说，我们这是那个电话量是比较多的，然后每个人分的话肯定有剩余，然后大家都很积极" | |
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| text = "就是比较积极的，基本上一天可以打将近两百个" | |
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| text = "啊新来的也是比较积极，也是就是一百五往上，所以我们这边的电话打出去这个有效率还是比较高的，所以来说相对来说从大数据里边找出有效客户的那个比率也是比较高的" | |
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| text = "我们这边儿是<sil>四分之一" | |
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| text = "然后他那个最新来的最近来的一个就是新这个月才是第二个月" | |
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| text = "是已经是很新的新人啦" | |
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| text = "然后那个我们这边儿工龄最长的有八年了，就是工作也就是也干得也比较稳定，然后这个积极性也很高，然后他的销售业绩也是很漂亮" | |
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| text = "渠道也很多" | |
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| text = "挺好的" | |
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| text = "我们这边儿也是这边<sil>基本上每个员工的情况就是没有特别差的，但是我们还是打算就是 " | |
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| text = "嗯末位淘汰制嘛，但是我不是<sil>太太想去让大量的换血，毕竟一个人从那个培训到成熟到入门儿，其实需要一定时间的，如果我们嗯" | |
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| text = "三个月左右吧三个月一定要见成效的呀，一个月入门儿两个月上手，三个月一定要见成效的，如果你三个月之内就是三个月之上你的业绩还是很平，基本上没有进步的话，你这人可能真的不适合办这一行，我们也需要就是就个人员工的个人情况来讲，如果你真的不适合这一行" | |
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| text = "我们再培训，然后再投入太多精力把你留在这个位置上，你整天拿一个那个底薪" | |
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| text = "就是对你对我们来而言都没有太大的意义，所以说如果你真的不适合这个行业的话，我们还是是想跟他谈一谈，如果可以换的话让他换一个" | |
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| text = "但是就是有些人就比如他最近状态不太好呀，或者说他还没有上手这一类的，我们还是希望给他一个机会，毕竟一个员工培训也挺麻烦的，然后都大量换血的话，可能对我们后续发展不是特别好" | |
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| text = "然后所以我们就是<sil>先看情况吧，先看这个销量，三个月为主，看他的这个成交量怎么样，然后再决定一个员工的去留" | |
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| text = "我这边儿就是最近就是<sil>因为<sil>就像大学生他们临近毕业了，然后他们可能因为工作问题就对租赁这一方面儿的这那个需求比较大，所以我们<sil>就是想着就是，针对于这些<sil>大学生是推荐一些<sil>" | |
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| text = "呃性价比比较高，离那个就他们工作单位就是比较近，然后价格又相对低廉的一些房子，然后就是说呃就是这周针对他们来讲是以出租为主" | |
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| intervals [100]: | |
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| text = "所以我们针对这方面想专门做一个那个企划，就是针对大学生方面的，暂就是暂时没有出来那个具体的，但是我们就是打算做一个这个" | |
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| text = "好的" | |
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| text = "零幺九三店店长" | |
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| text = "嗯我们店的业绩这个月租赁的有五十套" | |
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| text = "对嗯，买的买卖的一共是二十九套，嗯新房的比例明显的比二手房的要多" | |
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| text = "因为在市区内这些新房，比如说天天九峰呃环球公馆还有呃万达锦华城这些虽然是高端的，但是价格偏高" | |
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| text = "呃你要咱西北区域的" | |
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| text = "对，呃也不是郊区，因为邢台市" | |
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| text = "市政府现在不是要往西北那边儿嗯迁移嘛，说要往那边儿搬，所以邢州大道嗯南北特别往往北的那一块儿呃销量还是不错的" | |
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| text = "因为像美丽呃保利啊保利茉莉公馆，保利时光印象，保利时光印象因为它的虽然是央企的，但是它的价格偏低，所以那边儿成交不错" | |
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| text = "呃富裕城虽然偏远一些，呃但是带客户过去的话呃成交还是很容易的，所以呃新房的成交量比较大" | |
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| text = "再一个就是我们店往这个开发区就是" | |
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| text = "邢东这这一块儿，因为开发区它虽然是呃邢台市老城区的人，他会觉得啊会觉得太远了，对吧？但是" | |
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| text = "我们做中介的" | |
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| text = "第一个是去的多了，第二个就是对这个市场了解的深了一些，因为他是河北省的一个重点开发项目，因为跟西北来比的话，只是西北方向的话，只是市区一个重点的一个" | |
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| text = "规划区域，但是邢东这一块儿他是开发区，他是河北省的" | |
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| text = "三大重点项目之一，一个第一个其中一个是保定港地" | |
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| text = "其中一个就是咱们邢台邢东开发区这儿，所以像皓顺茂啊，像那个永康万国城啊，像那个呃旭阳学府啊呃" | |
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| text = "旭阳东区啊，啊包括呃现在就是中兴大街这一往东这一这一块儿的，你像国际新城现在已经形成规模了" | |
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| text = "所以往那边儿推动像南和的任县的" | |
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| text = "深沙河的" | |
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| text = "特别好成交" | |
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| text = "像那个呃皓顺茂它" | |
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| text = "前段儿时间那个<sil>就是六千多的" | |
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| text = "六千四百五特价" | |
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| intervals [52]: | |
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| text = "客户到那儿第一眼就相中了" | |
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| text = "一听这个价格，他在回沙河一比较沙河的房价还五千多，他说那这" | |
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| text = "怎么说是在邢台呀，" | |
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| text = "所以当天晚上就定了，第二天就给它交定金。现在咱们合同都签了" | |
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| text = "特别快" | |
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| text = "所以我们做中介的，我就跟下边儿人说什么呢，我们要改变一下我们的思路，别说哎呀那么远，如果我们自己都觉得远的话，那你想一想" | |
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| text = "如果往东的话，任县也会不会觉得远，南和人会不会觉得远？" | |
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| text = "你可以把你南和的客户带到永康万国城带到旭阳学府带到" | |
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| text = "皓顺茂去" | |
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| text = "你可以把把你北边儿的西北的客户儿比如说" | |
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| text = "会宁的你可以带她去富丽城，他就不觉得偏远了" | |
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| text = "而且富丽城精装修的呀，精装修的才卖七千块钱，甚至不到七千，搞活动的时候就能成交，带一个成交一个" | |
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| text = "就是我们店的那个霞，" | |
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| intervals [78]: | |
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| text = "他上个月光他自己就卖了七套" | |
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| text = "自己一个人买了七套，新房子就六套二十层就卖了一套" | |
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| text = "他是什么呀？他家住在开发区" | |
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| text = "他对开发区也熟悉，他没事儿出去转悠转悠，项目地看一看，不单单去收录，我们一般有的人我们就是做中介的，我们去踩盘去收录了解一下儿情况" | |
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| text = "很少有人说我们去项目地看一下，因为可能刚刚动工" | |
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| text = "房子还没有盖起来，也可能不管是什么情况，但是他呢是实地的去考察去，每一个项目地亲自去转一下" | |
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| text = "看看他盖到几层了，那客户问你时候基本上不想考虑期房，你就可以很详细地告诉客户说，啊这个项目已经出地皮儿了，或者说已经把草了或者说盖到三四层啦，或者盖到十一二层了，你给他拍个照片儿发给他" | |
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| text = "项目进度，这样就更有说说服力，然后包括开发商的实力" | |
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| text = "说的其实啊我就觉得越详细越好，你那怎么说的详细啊就得了解的多" | |
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| text = "你实地去了解" | |
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| text = "嗯其实这个新房我觉得比二手房有一个什么优势呢" | |
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| text = "二手房买新房子" | |
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| text = "呃下个月我们觉得买卖的房子" | |
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| text = "可以把证件放在新房子" | |
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| text = "对然后呢我们" | |
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| text = "恒大悦府" | |
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| text = "它的优势是什么？它的优势第一个它守着这个嗯<sil>七里河" | |
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| text = "风景好嗯<sil>" | |
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| text = "因为我们很多人出去，比如说去三亚啊去海南呀买房子，他们的广告儿宣传是负氧离子高，那我们守着公园儿自然就是负氧离子高，而且远离市区空气好" | |
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| text = "而且对而且他守着这个快速道出行也便利，再一个就是恒安，恒大本身的实力很强，他是世界五百强的一个开发商" | |
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| text = "它实力在哪？它的用料啊包括它的施工的质量啊，还有它的交工的标准啊，交房的日期呢，别的开发商都会延期，唯一恒大是会提前交房的，是会提前半年，你别看它的日期" | |
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| text = "别的开发商可能写的是二零二二年年底他也写二零，他写的是二零二三年六月份儿是吧，有可能他们同一天交工" | |
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| text = "因为别的可能会延期，唯一唯一他写的日期是比较后，但是他会提前交工，再就是他的园林做得非常好" | |
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| text = "对它的水是活水系，而且它内部呃我这几天一直在那边儿看它的内部的那个绿化哈，不是说我有绿化，人家的树是银杏树" | |
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| text = "不单单是有一些这些柳树什么的，对对对，诶而且有" | |
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| text = "也有高端的" | |
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| text = "立就是呃六月份儿为什么那边儿要开始做一个活动呃" | |
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| text = "呃一个一个是恒大，第第二个呃就是嗯东边儿的开发区" | |
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| text = "就像皓顺茂啊，嗯像那个永康啊，因为永康、万国城嗯、永康集团，它也是邢台市本地一个开发商，这边儿" | |
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| text = "哦不不不嗯根据个人的能力和嗯一个" | |
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| text = "个人的具体情况，因为你要像就在开发区种的这一块儿的人，他可以主抓就近嘛呃一早一晚散步，他就可以了解一下项目的进度如果呃是在往城区居住的人，他也就近" | |
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| text = "可以对这些老房子要出手的，因为邢台市居住的这些人，他要呃换房子嘛要做一个改善，" | |
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| text = "其实这可以是一个双向的这些" | |
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| text = "住老房的想把房老房子卖掉这是我们的资源" | |
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| text = "但是必然是我们的房东，也是我们的客户，卖掉之后再去再去买新的，但是市区里边儿新房子太贵了，日<->然后就是引导他们" | |
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| text = "就是" | |
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| text = "对对对对嗯因为如如果是北边儿的话，可以让我们去西北方向吧，如果是往东走的话，离哪近可以引导他们" | |
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| text = "对因人而异" | |
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| text = "嗯" | |
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| text = "而以激励的方式来带动这个员工" | |
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| text = "他看到了就比如说我觉得就是售楼部的有一些做法可以借鉴过来" | |
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| text = "售楼部说什么月底发工资的时候啊，就是嗯就是公司把他那个就是一个人几千块钱底薪那个是直接打卡上的，但是就是谁卖多少房子，就是有些他那种一万一万的就是一摞儿这种就摆一桌子，那售楼部就是不管几十个人儿哈，啊你" | |
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| text = "你几几摞儿几摞儿<$>" | |
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| text = "那个视觉冲击力特特别高" | |
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| text = "就是我们每一个星期总结一下" | |
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| text = "谁卖了几套，谁挣了多少钱。诶" | |
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| text = "对我我们也也用这种方式呃也" | |
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| text = "然后呢他就会说哎呀别人挣了多少钱，我挣多少钱，他会有个对比，那别人为什么挣那么多钱，除了勤奋" | |
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| text = "可能大家都很勤奋，都很努力，那我为什么没有必要，对，可以让他学习，就是在这个呃每天的这个晚会，就是" | |
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| text = "班前会班前会就是简单的因为要开一天的工作了，很简单的就给大家布置一下任务，但是在班后会的时候会有一个总结，那你今天，觉得你今天比如说我我带了几个客户，或者我今天成交了，或者我今天没有成交，甚至有人说哎我今天我都没有约到客户儿，那为什么" | |
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| text = "那别人是怎么约到客户的，别人是怎么成交的？那在现场大家一说这个新人对着新人的激励" | |
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| text = "这个这种对比，这种差距" | |
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| text = "对于他个人来说，就是种激励，不用硬性的给他说你必须怎么样，你必须怎么样" | |
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| text = "你卡别人怎么样" | |
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| text = "这样的话对他会有个很好的嗯就是一个激励效果，你看别人怎么样，那我们出来就是挣钱来了，我们怎么样把这钱挣到手" | |
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| text = "你要怎么说别人怎么说的，不是你跟人家客户说你买吧，你买吧这可好了，啊这个方式是不行的<$>，太简单，一定是有很多的技巧" | |
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| text = "很多的而且包括嗯" | |
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| text = "新新人到店之后会教给他们一些房产的专业一些知识，咱们去学呃店里会准备有好多的书籍，呃他们就没事儿的时候可以看一看，不忙的时候补充一下自己" | |
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| text = "如果你什么都不知道，关于政策关于房产一些专业知识什么都不知道" | |
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| text = "那客户儿问你哎这个房子我能不能买呀" | |
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| text = "我不了解这个小区我没去过，这就傻或者是" | |
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| text = "我们这儿的三分之一，新人三分之一" | |
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| text = "呃最高的那个有十年了，还有八年的对就是" | |
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| text = "其实有一年以上的就就成熟了嗯" | |
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| text = "不可以" | |
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| text = "呃我觉得我，宽严相济呃有些压力也是也也是好的，可能我一向以这个激励为主，啊不愿意给员工就是太多硬性的指标儿，但是呃<sil>" | |
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| text = "我觉得现现在出台这个政策也可以，因为呃不能让他们只觉得呃<sil>" | |
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| text = "我我们是可以无限期的嗯<sil>给他们三个月时间，嗯<sil>没有嗯实在是业绩平平或者说甚至没有业绩，只租了几套房子一直都一套都没卖的" | |
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| text = "确实自己该考虑一下，呃是转换自己的思路，转换自己的工作方式，还是转化一下，工作范围" | |
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| text = "嗯就是关于新人的这个培训，我觉得" | |
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| text = "像刚开始进店的时候先告诉他要干什么，可能刚来的时候人家根本不知道我要做什么" | |
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| text = "先给一些流程，就是我们打印的一张表格儿，呃让他进店之后知道具体" | |
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| text = "要做什么不至于他有点儿傻有点儿有点儿晕是吧，有点儿<$>我不知道该该干什么，进店儿之后别人都开始很有序的进入了工作状态，他不知道该干什么" | |
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| text = "所以我们就有一张表格儿呃详细的" | |
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| text = "有诶对有一个整个的流程他要做什么，诶等到" | |
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| text = "他把一些前期的工作做完之后，他的师傅会带他怎么去打电话，怎么去找客户，或者说呃给他印的名片，让他去各个小区去呃散发，当然刚开始他要发他师傅的，因为如果" | |
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| text = "接到客户电话，人一问哪个房子便宜呀，哪个房子性价比高啊，呃或或者说呃哪个房子房型比较新的一问三不知，所以他刚开始发的要是他师傅的这些名片，慢慢的他在听他师傅跟客户聊天儿的过程中，他就学会了一些话术" | |
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| text = "他就知道该怎么说话，该怎么聊，客户" | |
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| text = "这样慢儿慢儿的他就进入了工作状态" | |
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| text = "其实我们做的特别我们这个岗位是不养闲人的，虽然有底薪啊" | |
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| text = "所以呢当他把这些他师傅的名片发出去，他师傅接到了客户电话之后，等于是他也帮他师傅带来了客户，那他师傅也就愿意帮他了" | |
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| text = "否则的话人家凭什么带呢？就像你刚才说的这个业绩好的带业绩差的，人家凭什么带他？" | |
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| text = "人家人家觉得还是个累赘，是个尾巴，我带你干嘛呀我带你碍事儿。" | |
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| text = "那那他既然在这个成交量上这边儿比较差一些，那可能" | |
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| text = "做一些最基础工作，我去发发名片，诶我去发发传单，我去约一些客户，他把客户约来之后" | |
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| text = "由他的师傅来带这个客户，那他陪着他师傅提提包儿啊是吧？拿拿东西呀递递水呀，哎这" | |
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| intervals [260]: | |
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| text = "就是最做一些跟跟班儿的一些基础的服务，在这种服务过程中才学的东西" | |
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| text = "否则的话师傅凭什么教他？" | |
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| text = "嗯我我们我们的这个<sil>呃是是什么就是" | |
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| text = "前仨月让他可以接一个租赁的单子" | |
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| text = "啊就是就是搞砸了也无所谓，因为钱少哇就让他去接一项租赁单，交给他呃对租赁合同怎么签，因为什么呀，其实师傅不屑于做这些，挣的太少啦，啊诶就让他去学，他在这个租赁的过程中就学会了" | |
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| text = "一些技巧对啊怎么聊客户儿啊怎怎么带带啊" | |
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| text = "再从租赁开始这个嗯就是他他就弄砸了也无所谓，师傅也不在意，然后又" | |
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| text = "可以慢慢的就把他培养出来了，嗯可以，对" | |
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