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孙子兵法中有“攻城为下、攻心为上”的战法,我在拍卖实战中将心战作为谋取成功的一件利器,小有心得。现以一次矿业权的拍卖心得与拍卖从业者们交流。我于2007年4月24日主持了3宗金矿探矿权和1宗铜矿探矿权的公开交易竞价活动,主持矿业权竞买对我来说是一个新课题,探矿权价值的含金量存在相当的不确定性,怎样在拍卖场上抓住买家的心呢?我的公式是:要打动买家的心先要抓住买家的心,要抓住买家的心先要懂得买家的心,而要懂得买家的心拍卖师就要将心比心,站在买家的角度去了解和研究拍卖标的。
In the art of war, there is a battle tactic of “attacking the city and attacking the heart.” In the real auction of the auction, I used the psychological warfare as a weapon to make success. Now a mining rights auction experience and auction practitioners exchange. On April 24, 2007, I presided over three public auction bidding activities for gold exploration rights and one copper prospecting right. Hosting the mining rights bidding was a new issue for me. There is a fair amount of gold content in the value of prospecting rights Uncertainty, how to seize the buyer’s heart in the auction? My formula is: to impress the buyer’s heart must first seize the buyer’s heart, we must grasp the heart of the buyer to understand the buyer’s Heart, but to understand the heart of the buyer of the auctioneer heart to heart, from the buyer’s point of view to understand and study the subject of auction.