Chapter 36 not ideal sample house

Under clever comparison, we will naturally have the illusion that things are better than they actually are. Mr. C is a real estate broker. He has several houses that are entrusted by others, but after selling them, one of them always fails to sell. Later, Mr. C found out a trick from his experience: when a potential buyer came to his door, Mr. C would always drive him to look at this unsold house first, and then drive him to another house that Mr. C thought might be sold. several houses.This unsold house became Mr. C's sample house. Mr. C's friend said: Since you know you can't sell it, why take the buyer to see it?Are you wasting time like this? Mr. C said: You don’t understand the psychology of customers. This is my secret to selling houses.

If we prepare three buckets of water, one is ice water, one is hot water, and the other is room temperature water.When you put your left hand in ice water and your right hand in hot water, and then take it out after a while, and put both hands in a bucket of water at room temperature, you may feel confused because you have just been immersed in ice water. The left hand in the water feels that the bucket of water is hot water, while the right hand that has just been immersed in hot water feels that the bucket of water is cold water. This is called the principle of contrast in perception. Mr. C cleverly used the principle of comparison. He first took the customer to see an unsatisfactory house. It feels like a difficult place to live, but he doesn't want you to buy this house, he's just creating an impression for you.

After you have a certain impression, he will take you to see the house he really wants to sell you.At this time, the contrast between the latter house and the former one makes you feel much better.Your feeling is like putting your hand in ice water into a bucket at room temperature and feeling that it is very hot. This will create an illusion that is better than the reality, and increase your desire to buy and opportunities for transactions. This principle of comparison is actually what the proverb says is more than enough than the top and more than the bottom.In the transactions of life, we must guard against others taking advantage of our weakness in this perception, but when we are frustrated, we can occasionally use it to comfort and encourage ourselves.