本栏目旨在帮助广大读者解决日常生活中碰到的各类房地产问题，欢迎广大读者来电、来信咨询和探讨有关房地产的各种问题，或者投诉反映房地产买卖、物业管理中碰到的各类问题，本报房地产记者、特邀业界专家队伍将以专业的眼光为您指导、解答，共聊“房子的那些事儿”。

This program aims to help the readers to solve everyday life met all kinds of real estate problems，Welcome to the readers、Letter consultation and discussion about real estate problems，Or complaints reflect the real estate business、In the property management in various problems met，Our real estate reporter、Invited industry experts team will take professional eye for your guidance、solutions，Common talk“House of those things”。

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　　栏目主持：南方日报记者 林涌浩

Column presided over：Southern daily reporter LinChong hao

　　随着信贷条件的宽松，楼市也开始变得活跃起来了。在销量乐观的情况下，不少开发商又开始琢磨着如何把价格提高，如何把相对较差的房源先卖出去。

As credit conditions of loose，The property market also began to perk up。Under the condition of optimism in sales，Many developers began to wondering how to raise your price，How to put the relatively poor houses to sell out。

　　每个行业都有每个行业的一些公开秘密，而每个房地产开发商也都有一些独门的“阴招”。不少开发商为了卖楼，想出各种办法，和购房者大玩心理战。

Every industry has each industry some open secret，And every real estate developers also have some unique“Yin recruit”。Many developers in order to sell building，Think of ways，And the person that buy a house play psychological warfare。

　　作为购房者，买到心水房当然好，但若不摸清对方情况就下手，买到了高价格或者有明显瑕疵的房源，那就吃亏了。最近就有不少市民致电南方日报记者反映在买楼的过程中遭遇了开发商的“阴招”，在价格上明显吃亏。本期栏目为读者盘点开发商卖楼的五大“阴招”，希望能够帮助购房者做到心中有数，把握购房主动权，以免在购房中吃大亏。

As the person that buy a house，Buy heart booth of course good，But if not understanding each other is laid hands on him，Bought high price or have obvious blemish houses，Then the short。Recently, there are many people call the southern daily reporter reflected in the process of buying a home encounter the developer's“Yin recruit”，In price obviously suffer。This column for readers count developers sell floor of the five“Yin recruit”，Hope to be able to help the person that buy a house accomplish know fairly well，Grasp the initiative，In order to avoid biased in purchase。

　　蓄客估价 购房者越多开盘价越高

Storage guest valuation property buyers more opening price is higher

　　“我上个月初就去售楼处做了客户登记，打了几次电话给销售人员，都说准备开盘了，但是等到现在还没有开盘，真是吊人胃口。”市民张先生近期一直在关注市区一个准备开盘的楼盘，但是开发商开盘时间一推再推。

“I early last month will go to the sales department to do the customer registration，Tried several times to call phone call to the sales staff，All said the pre-market opening，But wait until now has not opened，Is lifting people appetite。”Mr. Zhang citizens recently have been focus on urban a ready to opening building，But developers opening postponing time。

　　其实这是很多市民在购买新房时经常会碰到的情况。事实上，从登记到开盘销售这段时间，业内称之为蓄客期。在蓄客期，开发商每个周末都会搞一些样品房开放、预定送折扣这类活动，吸引购房者去看房和登记预定，并从中评估出比较有可能购买的业主和数量，作为开盘定价的根据。一般这样的蓄客估价活动至少要开展两三次，如果有意向购买的人数量比较多的话，开发商就会推迟开盘，一来是让有意向购房者着急，二来是提高开盘价格。

Actually this is a lot of citizens buy bridal chamber in when often encounter situation。In fact，From enrollment to opening sales this period of time，The guest called storage period。In the storage period of guest，Developers every weekend will make some sample room open、Scheduled to discount this kind of activity，To attract the person that buy a house to house and registration book，To assess a more likely to buy the owner and quantity，As the opening of the pricing according to。Generally such storage guest appraisal activities to carry out at least two or three times，If you are interested in the number of people to buy more words，Developers will be delayed opening，Way is to let have a mind the person that buy a house try so hard，Second is to improve the opening price。

　　去年在江北某楼盘买下了一间小三房的蔡先生就怀疑自己中了开发商的“蓄客估价”招数，他说当时看盘前，开发商每周都搞一些看房活动和优惠活动吸引购房者去看，像他一样每次都去参加并很希望能够买到房子的意向购房者有不少。后来开发商的开盘价比之前销售人员预估的要高出几百元。

Last year in jiangbei a building bought a small three room of Mr. Tsai will doubt yourself in the developers“Storage guest valuation”way，He said that at that time before the dish，Developers get some things every week activity and the preferential benefit activity to attract the person that buy a house to see，Like him every time to attend and very hope to be able to buy a house the intent of the person that buy a house there are many。Then developers at the opening than previously estimated sales staff to hundreds of yuan higher。

　　业内人士建议，购房者在看中房源之后，不要太过于表露出来兴趣，这会帮助开发商估价，也许会导致房子定价的上升。

The personage inside course of study suggest，The person that buy a house to the huge jump in the later，Don't too show interest，This will help developers valuation，May cause the house price rise。

　　特价促销 特价房品质一般“麻麻地”

Special promotion special price room quality general“Hemp hemp to”

　　特价房，是近两年来很多楼盘经常用的促销伎俩。和一般商品一样，特价的东西总是那么诱人。但特价房并不如购房者想象的那么实惠，俗话说得好，一分钱一分货。

Special price room，In the past two years a lot of buildings is frequently used promotion tactics。And general merchandise，Special things always is so attractive。But the special price room does not like the person that buy a house imagination of so tangible benefits，As the saying goes well，A penny a points cargo。

　　业内人士分析，楼盘销售一般遵循低开高走的策略，即第一批销售价格稍低于楼盘平均价，之后慢慢提价。对于开发商来说，碰到市场环境差时，把品质不是很好的房源拿出来做特价吸引客源，是撬动市场的最佳办法。因此，可能购房者觉得这房子的价格是比较便宜，但事实上，或许这批房源，以其品质而言，售价理该如此。

Analysis of the personage inside course of，Building sales generally follow the strategy of low open high to go，That is the first sale price slightly lower than the average building，Slowly after the price。For to developers，Encounter when market environment difference，The quality is not very good houses out do special attract tourists，Is the best way to market prise。therefore，Can the person that buy a house think this house price is cheaper，But in fact，Perhaps this batch of houses，With its quality concerned，Reproduction price so。

　　所以，购房者在购买特价房时一定要谨慎，仔细分析房源是否在哪些方面存在问题或者瑕疵。

so，The person that buy a house in the purchase special price room must be careful，Careful analysis whether houses in what problems or defects。

　　放风价高 销售价低让人以为“捡便宜”

Snort price high sale price low let people think“Pick up cheap”

　　你听说过放风价吗？“听说这个楼盘要卖一万，真是天价啊！”其实这就是房地产销售中的放风价。

You've heard snort price？“Heard that this building dish to sell ten thousand，Is day price!！”In fact, this is the real estate sales price let in fresh air。

　　这一招通常用在一些定位相对较高档的楼盘上。对高端盘来说，其客户更看重的是楼盘质素，对价格不像刚需族那么敏感，而高价通常会让他们对楼盘品质的认知提升一个档次，就好比奢侈品一样。因此，在开盘前购房者做登记时，销售人员通常会报一个相对较高的价位。

This recruit usually use in some location relatively high-grade building dish on。To high-end disk speaking，Its customers more value is building quality，The price is not like just need to family so sensitive，And high prices will usually let them to the building dish quality cognitive gives a class，Like as luxury goods。therefore，Before the opening of the person that buy a house to do registration，Sales staff usually quote a relatively higher price。

　　前段时间朱小姐在东平某楼盘看房遇到的情况就是这样。销售人员告诉她开盘时单价可能要8500元/平方米，这个价格明显超出了同区域房价，但是在开盘的时候，该楼盘却只销售7500元/平方米，结果销售状况也很好。业内人士分析，开发商事前将放风价说高了，等到实际开卖时再将价格下调1000元，尽管这个售价并不比同区域售价低，但容易使客户产生“捡到便宜”的心理，然后客户就下手订购了。

Some time ago, ms.zhu in dongping a building things encounter such is the case。Sales staff told her when the opening price may be 8500 yuan/square meters，The price is beyond the obvious with regional house prices，But in the opening，This building is only sell 7500 yuan/square meters，Results sales status is very good also。Analysis of the personage inside course of，Developers prior to snort price said high，Wait until the actual open when we sell will cut the price of 1000 yuan，Although the price is not better than with regional price low，But easy to enable customers to produce“Pick up to cheap”psychological，Then the customer will lay the order。

　　饥饿营销 捂盘惜售制造房源紧张

Hunger marketing wu disc contract-signing manufacturing houses tense

　　上周末，李小姐来到江北某楼盘看房子，接待她的销售人员给她介绍了几套，无论是朝向、户型还是价格，李小姐都很满意，但是唯独觉得楼层太低，采光和通风效果没那么好。李小姐向销售人员询问是否有12楼以上、朝向坐北朝南的好房源。销售人员称，好的房源都已经卖完了，现在只剩下这几套。看到李小姐非常犹豫的样子，销售人员还告诉她，如果再不下手可能最后几套都没了。

Last weekend，Miss li came to see the house jiangbei a building dish，Receive her sales staff introduced her to a few sets，Whether to、Family or price，Miss li is very satisfied，But only think floor is too low，Daylighting and ventilated effect is not so good。Miss li to the sales staff to ask if there is more than 12 floor、Toward sits the good availability。Sales staff said，Good houses have been sold out，Now only the rest of this a few sets。See miss li very hesitant appearance，Sales staff also told her，If don't lay may last a few sets is gone。

　　李小姐再三考虑之后最终还是没有下订。后来，她通过朋友找到开发商售楼部内部的人一打听，其实那栋楼还有不少房源没卖，只是开发商看见楼市回暖明显，想要制造货源紧张的假象。

Miss li after much consideration finally no place。later，She through a friend found developers sales department internal people find out，In fact the building and many houses are not sold，But developers see property market milder obviously，Want to make the appearance of supply tension。

　　业内人士告诉记者，其实李小姐所遇到的这种情况就是开发商使出的饥饿营销法，饥饿营销法是房地产销售中的一种常用手段，除了告诉你房源紧张以外，很多时候开发商还会把好卖的房源以“售罄”示意，一方面告诉购房者该楼盘很热销，另一方面好的房源不愁卖，先把难卖的房源卖了。

The personage inside course of study tells a reporter，Actually miss li encounter this kind of situation is developers use hunger marketing method，Hunger marketing method is real estate sales of a kind of common method，In addition to tell you houses outside nervous，Most of the time the developers will also sell well in the houses“Sold out”hint，On the one hand to tell the person that buy a house this building is sell like hot cakes，On the other hand good houses sell not sorrow，The first hard to sell houses sold。

　　晚上开盘 夜里疲惫购房者下手易冲动

Evening opening night tired the person that buy a house lay impulsivity

　　在传统的开盘策略中，锣鼓喧天，歌舞升平是每个楼盘开卖时的既定模式，但这一模式在近几年被逐步打破。晚上卖房，这一策略被越来越多的开发商所青睐。

In the traditional strategy of opening，A deafening sound of gongs and drums，Musical singer is every building dish to sell open the established model，But the model in recent years was gradually break。Night hit，This strategy is more and more developers place favour。

　　按说晚上光线不好，人气不足，为何开发商却情有独钟？有的销售人员解释为白天购房人要上班，晚上才有空，也有销售人员说是因为不想买房人在购房环节上犹豫太久，晚上开盘大家都想买完早点走，就会比较爽快。有专家也表示，人在晚上由于开始疲惫了，精力不如白天，就会更加感性，因此决定买房的几率更大，开发商就是抓住了购房者的这种心理。

Ordinarily night light is bad，Lack of popularity，But why developers have a special liking？Some sales staff for the day to explain the person that buy a house to go to work，Free in the evening，Also have sales staff said it was because don't want to buy room person to in the purchase link hesitate too long，Evening opening everyone want to buy breakfast go，He will be much more generous。Experts also said，People in the evening for a start tired，Energy during the day as，It will be more perceptual，Therefore decided to buy more likely，Developers is caught the person that buy a house of this kind of psychology。

　　所以购房者如果遇到晚上开盘的话，一定要保持耐心和理性，最好带上风油精或提神醒脑的饮料提提神，一定不要冲动出手。

So the person that buy a house if meet the evening opening words，Must be patient and rational，'d better take wind or refreshing pick-me-up beverage，Must not impulse make moves。