4 Fasa Closing ITOU Draf transkrip automatik penuh. Pembetulan istilah berdasarkan sumber direkodkan secara berasingan; tanda semakan menunjukkan perkataan yang perlu diperiksa. [00:00:00–00:00:13] Template Closing Script. Inilah sebenarnya guys formula yang saya berbuih-buih mula cakap tapi ini je lah. Pusing-pusing-pusing. ITOU. Ini adalah fasa untuk closing customer. [semak: uncertain words] [00:00:14–00:00:28] First sekali kita ada core script. Core script ni dia ada 4 fasa. I adalah introduction, T adalah trust, O adalah offer, U adalah urgency. Apa maksudnya? Bila kita whatsapp ataupun jumpa ataupun call customer, [semak: uncertain words, number or amount] [00:00:28–00:00:31] Kita kena ada introduction [00:00:31–00:00:33] Introduction ni adalah ice breaking [00:00:33–00:00:34] Maksudnya kita nak [00:00:34–00:00:36] Cilci dulu [semak: uncertain words] [00:00:36–00:00:38] Pecah telur, ice breaking dulu [00:00:38–00:00:40] Bagi customer rasa selesa [00:00:40–00:00:41] Itulah ice breaking [00:00:41–00:00:43] Kita akan buat 2 benda kat sini sebenarnya [semak: uncertain words, number or amount] [00:00:43–00:00:44] Kalau dalam text [semak: uncertain words] [00:00:44–00:00:46] Kita akan buat personal intro [00:00:46–00:00:49] Dan kita akan buat brand intro [00:00:49–00:00:51] Saya letak bawah ni lah [00:00:52–00:00:53] Personal intro [00:00:53–00:00:55] And then next kita akan buat brand intro [semak: uncertain words] [00:00:55–00:00:57] Kita akan perkenalkan kita punya brand [00:00:57–00:00:58] Itu je [00:00:58–00:00:59] Dua step [00:00:59–00:01:00] Lepas tu kita masuk pada [00:01:00–00:01:01] Fasa trust pula [00:01:01–00:01:02] Fasa trust ni adalah [00:01:02–00:01:03] Fasa yang mana kita [00:01:04–00:01:05] Build trust [00:01:05–00:01:06] Sebab takkan nak ajak couple terus [00:01:06–00:01:08] Takkan nak ajak kahwin terus [00:01:08–00:01:09] Takkan nak buat payment terus [00:01:09–00:01:11] Mestilah kita kena bina trust dulu [00:01:11–00:01:11] Kau ni siapa [00:01:11–00:01:13] Biasa yang gelojoh nak suruh bayar ni [semak: uncertain words] [00:01:13–00:01:14] Skamer je [semak: uncertain words] [00:01:14–00:01:16] So kita kena bina trust [00:01:16–00:01:17] Jangan gelojoh sangat closing [00:01:17–00:01:18] So bina trust ni [00:01:18–00:01:20] Perlukan time [00:01:20–00:01:20] Perlukan masa [00:01:20–00:01:22] Sebab kita dah belajar [00:01:22–00:01:23] Barang mahal [00:01:23–00:01:24] Memang closing dia lama sikit [00:01:24–00:01:26] Barang mahal [00:01:26–00:01:28] 1K mungkin 3.5 hari [semak: uncertain words, number or amount] [00:01:28–00:01:29] 10K mungkin 2 minggu [semak: number or amount] [00:01:29–00:01:31] 100K mungkin 2 bulan [semak: uncertain words, number or amount] [00:01:31–00:01:33] Dan barang-barang mahal ni dia perlukan masa [semak: uncertain words] [00:01:33–00:01:36] So that kita tak nampak over hard sell sangat [semak: uncertain words] [00:01:36–00:01:38] That's why kita nak slow and steady [00:01:38–00:01:40] Bina trust over time [00:01:40–00:01:42] Bila bina trust dah cukup [00:01:42–00:01:44] Kita akan nampak ada buying signal [00:01:44–00:01:45] Ni kalau kita jumpa daripada depan [00:01:45–00:01:46] Kita akan nampak eh [semak: uncertain words] [00:01:46–00:01:48] Aku rasa dia ni dah macam ready dah ni [semak: uncertain words] [00:01:48–00:01:49] Untuk aku promote [00:01:49–00:01:51] Kita ada macam buying signal [00:01:51–00:01:53] Ataupun kalau bukan buying signal [00:01:53–00:01:55] Kita lawan dia dengan rejection signal [00:01:56–00:01:56] Rejection signal [00:01:56–00:01:58] Dia macam [00:01:58–00:01:59] Rasa macam tak sesa lagi lah [semak: uncertain words] [00:01:59–00:02:00] Dia reject-reject [00:02:00–00:02:00] Kita tak apa [00:02:00–00:02:01] Kita counter balik [semak: uncertain words] [00:02:01–00:02:03] Sebelum kita masuk kepada [00:02:04–00:02:05] Promote [00:02:06–00:02:07] So buying signal ni [00:02:07–00:02:09] Dengan rejection signal ni [00:02:09–00:02:10] Beza dia adalah [00:02:10–00:02:11] Buying signal dia positif [00:02:11–00:02:13] Rejection signal dia provocative [00:02:13–00:02:16] Dia macam negative-negative sikit lah [00:02:16–00:02:17] Macam mahal je [00:02:17–00:02:19] Mesti tak ada warranty kan [00:02:19–00:02:20] Beza pula [00:02:20–00:02:21] Yang ni ada warranty tak [00:02:22–00:02:23] Lain [semak: uncertain words] [00:02:23–00:02:23] Positif [00:02:25–00:02:26] Mahal juga eh [00:02:26–00:02:28] Betul puan, memang mahal sikit [semak: uncertain words] [00:02:28–00:02:31] Sebab kita akan counter balik lah [semak: uncertain words] [00:02:31–00:02:32] Adalah skrip dia kita akan belajar nanti [semak: uncertain words] [00:02:32–00:02:33] Tapi itu beza dia [00:02:33–00:02:34] So that's why [00:02:34–00:02:35] Bina trust ni [00:02:35–00:02:37] Kalau dalam call kita akan perasan [00:02:37–00:02:38] Jumpa dia akan perasan [00:02:38–00:02:41] Tapi kalau dalam text kita susah sikit lah nak perasan [semak: uncertain words] [00:02:41–00:02:44] So kita agak-agak dah bina trust 3-4 kali [semak: number or amount] [00:02:44–00:02:45] Kita akan cuba terus masuk dekat offer [00:02:45–00:02:47] Offer ni pula apa [00:02:47–00:02:48] Offer ni adalah [00:02:49–00:02:50] Cadangan package [00:02:50–00:02:52] Ataupun solution [00:02:52–00:02:54] Kat sinilah kita akan buka harga [00:02:54–00:02:57] Kat sini kita akan start buka harga biasanya [semak: uncertain words] [00:02:57–00:02:58] Kecuali barang murah [00:02:58–00:02:59] Kalau anda ingat [00:02:59–00:03:01] Barang murah kan [00:03:01–00:03:02] Kita ada dua jenis teknik closing [00:03:02–00:03:04] Kita ada teknik closing [00:03:04–00:03:05] Yang ni kan direct [00:03:05–00:03:07] Closing direct ni [00:03:07–00:03:09] Dia akan buka harga dekat atas terus [00:03:09–00:03:11] Maksudnya dekat belah atas sekali [00:03:11–00:03:12] Dekat [00:03:13–00:03:13] Sini [00:03:13–00:03:15] Kita akan [00:03:15–00:03:16] Dekat personal intro ni [00:03:16–00:03:19] Dekat sini kita akan bagi teaser harga [semak: uncertain words] [00:03:19–00:03:19] Terus [00:03:19–00:03:21] Nanti saya akan tunjukkan contoh dia [00:03:21–00:03:22] Tapi point dia [00:03:22–00:03:23] Itu je beza dia [00:03:24–00:03:27] Kalau kita teaser harga, ini adalah untuk closing direct. [semak: uncertain words] [00:03:27–00:03:30] Sebab hanya closing direct je dekat intro kat belah atas ni, [00:03:30–00:03:31] kita akan buka harga. [00:03:31–00:03:34] Kalau closing consult ataupun hybrid, [00:03:34–00:03:36] kita tak akan buka harga kat atas. [00:03:36–00:03:39] Kita nak buka harga properly lepas kita dah build up trust. [00:03:40–00:03:42] So, offer ni adalah tempat untuk kita buka harga [00:03:42–00:03:46] kalau kita jual closing consult ataupun hybrid. [00:03:46–00:03:48] Kalau kita buat direct pun, [00:03:48–00:03:49] kita buka harga yang proper juga kat sini lah, [00:03:49–00:03:50] tapi lebih detail. [00:03:50–00:03:52] So, offer ni kita cadangkan. [00:03:52–00:03:54] Saya cadangkan ambil tiga botol terus, [00:03:54–00:03:57] Saya cadangkan hantar anak ke kelas percubaan minggu depan [00:03:57–00:03:59] Apa cadangan kita? Suggestion [semak: uncertain words] [00:03:59–00:04:01] Sebab tu closing ni sebenarnya adalah suggestion [00:04:01–00:04:03] Kita suggest solution yang terbaik [00:04:03–00:04:06] Urgency ni pula adalah buy now [semak: uncertain words] [00:04:07–00:04:09] Kenapa sekarang? [00:04:09–00:04:10] Kenapa sekarang? [00:04:11–00:04:12] Kenapa tak nanti minggu depankah? [00:04:13–00:04:13] Apa beza dia? [00:04:13–00:04:20] So kita kena create urgency dari sudut promo ataupun versus emo [semak: uncertain words] [00:04:20–00:04:25] Maksudnya sama ada dari sudut promotional urgency ataupun emotional urgency [00:04:25–00:04:28] Itu adalah flow dia [00:04:28–00:04:29] Jadi nampak tak [semak: uncertain words] [00:04:29–00:04:32] Formula ITOU ni kita akan guna banyak kali [semak: uncertain words] [00:04:32–00:04:33] Jadi anda kena hafal [00:04:33–00:04:36] I T O U [semak: uncertain words] [00:04:36–00:04:37] Cuba pejam mata sekarang hafal sekejap [semak: uncertain words] [00:04:37–00:04:39] I adalah 321 sebut [semak: uncertain words, number or amount] [00:04:39–00:04:41] I adalah intro [00:04:41–00:04:43] Sebut lagi ITOU [00:04:43–00:04:44] Sebut kamu tiga kali guys [semak: uncertain words] [00:04:44–00:04:45] Boleh follow saya [00:04:45–00:04:46] ITOU [00:04:46–00:04:46] ITOU [00:04:46–00:04:47] ITOU [semak: uncertain words] [00:04:47–00:04:48] I intro [semak: uncertain words] [00:04:48–00:04:48] 3 [semak: number or amount] [00:04:48–00:04:49] T [00:04:49–00:04:49] T [00:04:49–00:04:50] Trust [semak: uncertain words] [00:04:50–00:04:50] Trust [00:04:50–00:04:51] Logik [00:04:51–00:04:53] Lepas trust mesti apa [00:04:53–00:04:54] Buka harga offer [semak: uncertain words] [00:04:54–00:04:56] offer, offer, offer, offer, next, next [semak: uncertain words] [00:04:56–00:04:58] lepas tu, urgency, urgency, urgency [semak: uncertain words] [00:04:58–00:05:00] ok, cuba hafal macam mata sekarang [semak: uncertain words] [00:05:00–00:05:02] 3, 2, 1, sebut dalam hati, intro [semak: uncertain words, number or amount] [00:05:03–00:05:04] trust [semak: uncertain words] [00:05:05–00:05:07] offer, urgency, itulah [semak: uncertain words] [00:05:07–00:05:08] cara, macam mana kita [00:05:08–00:05:10] nak closing, tak kisahlah [00:05:10–00:05:12] waktu kita jumpa face to face ke [00:05:12–00:05:14] zoom ke, appointment ke, mesti [semak: uncertain words] [00:05:14–00:05:16] kena ice breaking dulu, lepas tu build up [00:05:16–00:05:18] lah, trust dulu, lepas tu baru ajak kahwin [00:05:18–00:05:20] lepas ajak kahwin, kenapa nak kena kahwin [00:05:20–00:05:22] tahun ni, kenapa tak tahun depan, boleh lah, urgency [semak: uncertain words] [00:05:22–00:05:24] ok, so itulah [00:05:24–00:05:26] Asas human psychology [semak: uncertain words] [00:05:26–00:05:28] Human psychology memang macam tu [00:05:28–00:05:29] Anda tengok mana-mana pun [00:05:29–00:05:30] Benda ni memang macam ni [00:05:31–00:05:31] Jadi [00:05:31–00:05:33] Untuk kita [00:05:34–00:05:35] Lebih [00:05:35–00:05:36] Lebih friendly [00:05:36–00:05:38] Ada tiga seni tanya soalan [00:05:39–00:05:40] Pertama [00:05:40–00:05:41] Untuk soalan kita tu nampak penting [00:05:41–00:05:43] Kita akan tanya question-question [semak: uncertain words] [00:05:43–00:05:44] Soalan tu dua kali [00:05:44–00:05:45] Contohnya [00:05:45–00:05:46] Saya cakap [00:05:47–00:05:48] Dah makan [00:05:50–00:05:51] Lapar tak? [semak: uncertain words] [00:05:52–00:05:53] Nampak tak? [00:05:53–00:05:53] Saya tanya dua kali [00:05:53–00:05:55] So dia nampak penting [00:05:55–00:05:55] Compare, dah makan [semak: uncertain words] [00:05:57–00:05:58] Ataupun, dah makan, lapar tak? [00:05:59–00:06:00] Dua kali, bening sama je [00:06:00–00:06:02] Sama lah macam customer, kita tanya [00:06:03–00:06:04] Ada sakit bahu tak? [00:06:08–00:06:09] Bangun pagi [00:06:12–00:06:13] Ada rasa krem [semak: uncertain words] [00:06:15–00:06:16] Lebih kurang lah eh [semak: uncertain words] [00:06:17–00:06:18] Benda yang almost sama [00:06:19–00:06:19] Tapi [00:06:21–00:06:23] Cara presentation ataupun ayat yang berbeza [00:06:23–00:06:24] Dia nampak penting [00:06:24–00:06:25] Dia macam tanya dua kali [semak: uncertain words] [00:06:25–00:06:27] Sebab tu lah, tanya sekali ni [semak: uncertain words] [00:06:27–00:06:29] Ada star customer, dia rasa macam kita tak friendly [semak: uncertain words] [00:06:29–00:06:31] Tanya satu, ada sakit bahu tak? [00:06:32–00:06:33] Ada [00:06:33–00:06:34] So kalau kita tanya [semak: uncertain words] [00:06:34–00:06:35] Ada sakit bau tak [00:06:35–00:06:36] Bawang pagi dia rasa krem [00:06:36–00:06:36] Ada [semak: uncertain words] [00:06:36–00:06:38] Bila bawang pagi memang rasa terselio lah [00:06:38–00:06:39] So tanya dua kali ni [00:06:39–00:06:40] Dia nampak lebih friendly [00:06:40–00:06:41] Okay [00:06:41–00:06:42] Itu seni yang pertama [00:06:42–00:06:43] Yang kedua [00:06:43–00:06:44] Bila dia tanya soalan [00:06:44–00:06:47] Kita kena banyakkan soalan yang tertutup [semak: uncertain words] [00:06:47–00:06:48] Close ended [00:06:48–00:06:49] Ada dua jenis soalan [00:06:49–00:06:50] Open ended question [00:06:50–00:06:52] Dengan close ended question [00:06:52–00:06:53] Apa beza dia [00:06:53–00:06:54] Open ended ni [00:06:54–00:06:55] Dia tanya macam [00:06:55–00:06:56] Dah makan [00:06:57–00:06:58] Nampak [00:06:59–00:07:00] Ini open lah ni [00:07:00–00:07:00] Dah makan [00:07:00–00:07:01] Lapar tak [00:07:03–00:07:05] Kalau close ni pula [semak: uncertain words] [00:07:06–00:07:06] Dia adalah [semak: uncertain words] [00:07:07–00:07:08] Lapar tak [00:07:09–00:07:10] Ini ada dua je [semak: uncertain words] [00:07:11–00:07:12] Eh sorry sorry [semak: uncertain words] [00:07:12–00:07:15] Dah makan, dah makan ni pun close [00:07:15–00:07:16] Salah [00:07:16–00:07:17] Nak makan apa [00:07:18–00:07:20] Nak makan apa, ni open [semak: uncertain words] [00:07:21–00:07:22] Maksudnya pilihan jawapan ni banyak [00:07:22–00:07:25] Nak makan apa, mamak ada [00:07:25–00:07:26] Aku nak makan [00:07:26–00:07:28] Grab, order grab pun ada macam-macam [00:07:28–00:07:31] Tapi kalau lapar tak ni dia dua je, yes or no [00:07:31–00:07:31] Tak. [00:07:32–00:07:32] Kenapa? [00:07:32–00:07:33] Lapar tak? [00:07:33–00:07:33] Lapar. [00:07:34–00:07:36] Jadi kita nak banyakkan soalan close. [00:07:36–00:07:37] Kalau nak tanya nak makan apa ni, [00:07:37–00:07:38] baik tanya. [semak: uncertain words] [00:07:38–00:07:39] Nak makan mamak [00:07:41–00:07:42] atau western? [00:07:45–00:07:46] Haa, contohnya. [semak: uncertain words] [00:07:47–00:07:49] So, untuk customer, [00:07:49–00:07:51] kita tak nak tanya banyak sangat soalan open. [semak: uncertain words] [00:07:51–00:07:52] Soalan open ni, [00:07:52–00:07:53] dia memenat customer. [00:07:54–00:07:54] Ni kena fikir. [00:07:55–00:07:56] Open ni masalahnya, [00:07:56–00:07:57] susah nak jawab. [00:07:57–00:07:59] Sebab kena fikir lama sikit. [00:07:59–00:08:00] Sakit apa ya? [00:08:00–00:08:01] Tanya customer. [00:08:02–00:08:03] Puan sakit apa? [00:08:03–00:08:04] Tak payah lah puan eh. [semak: uncertain words] [00:08:04–00:08:05] Sakit apa [00:08:06–00:08:07] Kening [semak: uncertain words] [00:08:07–00:08:08] Kustomer nak jawab [semak: uncertain words] [00:08:08–00:08:09] Sakit hati [00:08:09–00:08:10] Takkan nak jawab macam tu kan [00:08:10–00:08:11] So [00:08:11–00:08:12] Kalau close pula [00:08:12–00:08:14] Ada [00:08:15–00:08:15] Masalah [00:08:16–00:08:17] Kencing manis [00:08:18–00:08:19] Haa [00:08:19–00:08:19] Kencing manis [00:08:19–00:08:20] Ada masalah [00:08:20–00:08:21] Kencing manis ke [00:08:22–00:08:22] Kencing manis [00:08:22–00:08:23] Macam tak kena pula kan [00:08:23–00:08:24] Ada masalah [00:08:24–00:08:25] Bacaan gula tinggi [00:08:30–00:08:31] Atau [00:08:31–00:08:32] Kolesterol tinggi [00:08:32–00:08:38] So ini adalah soalan [00:08:38–00:08:39] Yang customer lebih senang nak jawab [semak: uncertain words] [00:08:39–00:08:41] Sebab dia tertutup [00:08:41–00:08:42] Jadi pastikan [00:08:42–00:08:43] Bila kita tanya soalan [00:08:43–00:08:46] Pastikan kita tanya close ended question [semak: uncertain words] [00:08:46–00:08:47] Okay, saya merahkan benda ni [semak: uncertain words] [00:08:47–00:08:49] Sebab banyak tim sale [semak: uncertain words] [00:08:49–00:08:50] Dia nak ambil jawapan senang [00:08:50–00:08:51] Dia tanya je [00:08:51–00:08:52] Puan berminat [00:08:52–00:08:54] Puan berminat tak? [00:08:55–00:08:56] Jadi tak? [00:08:57–00:08:57] Okay [00:08:57–00:09:00] Itu pula pergi kepada yang kedua [00:09:00–00:09:01] Seni yang kedua [00:09:01–00:09:02] Yes and no question [00:09:02–00:09:04] Dengan yes and yes question [00:09:04–00:09:05] Puan berminat tak? [00:09:05–00:09:07] Berminat tak tu maksudnya [00:09:07–00:09:08] Yes and no [00:09:08–00:09:09] Contohnya saya ambil ni eh [semak: uncertain words] [00:09:10–00:09:12] Apa maksud yes and no? [00:09:12–00:09:15] no. Yes and no ni bila kita tanya jawapan dia ada berminat [semak: uncertain words] [00:09:15–00:09:19] tak? Ini soalan bunuh diri. Berminat tak? Jawapan dia [00:09:19–00:09:24] adalah ya atau tak? Atau tak? So tak nak lah macam ni. Yes [00:09:24–00:09:31] and no question ni bagus untuk guna waktu fact finding. Kita [00:09:31–00:09:34] nak guna waktu tanya fakta. Tanya nak tahu dia punya pain [00:09:34–00:09:39] ataupun dia punya dream dia apa. Yang ni okey lah. Tapi [00:09:39–00:09:40] Waktu kita nak buat closing [00:09:40–00:09:41] Jangan [00:09:41–00:09:43] Kita nak guna yes and yes question [00:09:43–00:09:44] Apakah yes and yes question [00:09:44–00:09:45] Adalah [00:09:45–00:09:46] Guna [00:09:46–00:09:47] Waktu [00:09:47–00:09:48] Closing [00:09:48–00:09:49] Contohnya [00:09:49–00:09:50] Saya ambil contoh [semak: uncertain words] [00:09:50–00:09:52] Yang ni [00:09:52–00:09:54] Ada sakit bahu tak [00:09:57–00:09:58] Contohnya saya tanya soalan lain lah [00:09:58–00:09:59] Anak [00:09:59–00:10:00] Ada [semak: uncertain words] [00:10:01–00:10:02] Masalah [00:10:03–00:10:04] Membaca [00:10:05–00:10:06] Atau mengira [00:10:07–00:10:10] Ini adalah soalan [00:10:10–00:10:11] Close ended [00:10:12–00:10:13] Dan dia pilih salah satu [00:10:13–00:10:14] Membaca atau mengira [00:10:15–00:10:17] Tapi kalau saya nak buat yes and no [00:10:17–00:10:19] Anak ada masalah membaca [00:10:19–00:10:21] Ini maksudnya pilihan jawapan dia adalah [semak: uncertain words] [00:10:21–00:10:23] Yes ataupun no [00:10:23–00:10:24] Okey je nak tanya macam ni [semak: uncertain words] [00:10:24–00:10:25] Anak ada masalah membaca [00:10:26–00:10:27] ABC boleh sebut [00:10:28–00:10:29] Contohnya saya tambah lagi [00:10:29–00:10:31] ABC dah hafal [semak: uncertain words] [00:10:32–00:10:33] Dia adalah yes and no [00:10:33–00:10:35] Bagus untuk fact finding [00:10:35–00:10:35] Mencari masalah [00:10:35–00:10:37] Tapi kalau kita nak buat closing [00:10:37–00:10:38] Kita kena guna yes and yes [00:10:39–00:10:40] Yes and yes ni contohnya [00:10:42–00:10:43] prefer [semak: uncertain words] [00:10:44–00:10:46] nak start [00:10:46–00:10:48] kelas minggu ni [00:10:48–00:10:50] or minggu depan [semak: uncertain words] [00:10:53–00:10:55] nak pasang [semak: uncertain words] [00:10:57–00:10:58] esok [00:10:58–00:10:59] atau lusa [00:10:59–00:11:01] pilihan dia adalah yes and yes [00:11:01–00:11:03] nak guna [00:11:05–00:11:07] cash atau transport [00:11:07–00:11:11] online, nak datang kedai [00:11:13–00:11:15] atau saya datang rumah [00:11:15–00:11:17] nampak, atau zoom je [00:11:17–00:11:19] so ini bagus untuk [00:11:21–00:11:23] closing, maksudnya bila kita nak [semak: uncertain words] [00:11:23–00:11:25] tanya soalan-soalan ni, kita nak [00:11:25–00:11:27] tanya soalan yang dua-dua menang pada kita [semak: uncertain words] [00:11:27–00:11:29] kita menang, kalau dia [semak: uncertain words] [00:11:29–00:11:31] pilih kelas minggu ni pun kita menang, yes [00:11:31–00:11:33] kalau dia pilih minggu depan pun kita yes juga, nampak tak [00:11:33–00:11:35] inilah seni yang bagus, kita nak tanya [00:11:35–00:11:37] yes and yes question, so that's why [00:11:37–00:11:39] anda kena ingat, bila tanya soalan [00:11:39–00:11:40] kalau boleh tanya double question [00:11:40–00:11:42] dia nampak lebih penting dan lebih [00:11:43–00:11:45] menonjol soalan tu, tak nampak lah [00:11:45–00:11:47] macam kecik sangat dan dia nampak friendly bila tanya [00:11:47–00:11:48] dua soalan ni, nampak kita concern [00:11:48–00:11:51] Dan lepas tu, jangan tanya open-ended question [00:11:51–00:11:52] Always tanya close-ended question [semak: uncertain words] [00:11:52–00:11:55] So that customer tak sidai, tak blotik kita [semak: uncertain words] [00:11:55–00:11:56] Sebab dia senang nak jawab [00:11:57–00:11:59] Kurangkan lah, macam ni, sakit apa [00:11:59–00:12:00] Duduk mana, duduk mana [00:12:00–00:12:02] Duduk mana, duduk kat Malaysia [semak: uncertain words] [00:12:03–00:12:04] Ataupun, tanyalah, duduk area mana [semak: uncertain words] [00:12:04–00:12:06] Dalam kelam valley ke luar kelam valley [00:12:06–00:12:08] Senang sikit, dalam ke luar kelam valley [00:12:08–00:12:09] So, lebih senang nak jawab [00:12:09–00:12:12] Kalau yang ni pula, yes and no question dengan yes and yes question [semak: uncertain words] [00:12:12–00:12:14] Dua-dua boleh guna, tapi ada timing dia [00:12:14–00:12:16] Waktu nak tanya-tanya masalah [00:12:16–00:12:17] Borak-borak-borak icebreaking [semak: uncertain words] [00:12:17–00:12:20] Waktu intro, waktu trust boleh guna [semak: uncertain words] [00:12:20–00:12:22] Kan, waktu intro, waktu trust ni [00:12:22–00:12:24] Kita boleh guna, dua-dua [00:12:24–00:12:26] Open pun boleh guna [00:12:26–00:12:28] Tak ada masalah, eh open ni kau lebih kurang kan [semak: uncertain words] [00:12:28–00:12:30] Sorry, yes and no pun boleh guna [semak: uncertain words] [00:12:31–00:12:32] Yes and no boleh guna [00:12:32–00:12:34] Or yes [00:12:34–00:12:36] And yes, dua-dua boleh guna [semak: uncertain words] [00:12:36–00:12:38] Waktu ni, waktu trust pun [semak: uncertain words] [00:12:38–00:12:39] Dua-dua boleh guna juga, tak ada masalah [00:12:40–00:12:42] Tapi, bila nak masuk offer, jangan guna [00:12:42–00:12:44] Yes and no, always guna yes and yes [00:12:44–00:12:46] And yes and yes and yes [semak: uncertain words] [00:12:46–00:12:47] Sebab kita dah nak masuk closing [00:12:47–00:12:49] Time ni kita nak dia setuju, setuju, setuju [semak: uncertain words] [00:12:49–00:12:53] Kita panggil dia buat micro decision [00:12:53–00:12:55] Ataupun micro closing [00:12:55–00:12:57] Kita dah suruh dia decide tanpa dia perasan [00:12:57–00:12:59] Dia dah indirectly setuju [00:12:59–00:13:01] Nak pasang minggu ni ke minggu depan? [00:13:01–00:13:02] Minggu ni lah [00:13:03–00:13:05] Prefer nanti kalau aku yang ambil datang [semak: uncertain words] [00:13:05–00:13:06] Nak buat pagi ke petang? [00:13:06–00:13:07] Petang lah [00:13:07–00:13:08] Ok baik [semak: uncertain words] [00:13:08–00:13:11] Akak prefer nak cash ke ataupun nak bayar monthly? [semak: uncertain words] [00:13:11–00:13:12] Monthly stormer pun boleh juga akak [semak: uncertain words] [00:13:12–00:13:13] Kurang sikit commitment [00:13:14–00:13:15] Monthly lah [00:13:15–00:13:16] Bagi IC lesson [semak: uncertain words] [00:13:16–00:13:17] Saya terus sisi borang [semak: uncertain words] [00:13:17–00:13:18] Terus masuk borang [00:13:18–00:13:19] Dah settle close [00:13:19–00:13:21] Tak payah nak konor-konor lama sangat [semak: uncertain words] [00:13:21–00:13:22] Dia macam tu guys [00:13:22–00:13:23] Closing ni masuk je terus [00:13:23–00:13:24] Jangan pusing-pusing lama sangat [00:13:24–00:13:26] Dah nak close-close je terus [00:13:26–00:13:26] Okay [semak: uncertain words] [00:13:26–00:13:27] So itulah dia [00:13:27–00:13:29] Dan last kali [semak: uncertain words] [00:13:29–00:13:31] Bila kita buat quick reply nanti [00:13:31–00:13:33] Kita akan gunakan [00:13:33–00:13:34] Code-code macam ni [00:13:34–00:13:35] I adalah intro [00:13:35–00:13:36] T adalah trust [00:13:36–00:13:37] O adalah offer [00:13:37–00:13:38] U adalah urgency [00:13:38–00:13:39] Maksudnya katakan [00:13:39–00:13:40] Kalau nanti kita nak save [semak: uncertain words] [00:13:40–00:13:41] Nak save dalam quick reply [00:13:41–00:13:43] So waktu saya ada [00:13:43–00:13:44] Buat panduan dekat sini [semak: uncertain words] [00:13:44–00:13:45] Dekat dalam [00:13:45–00:13:46] Course script ni [semak: uncertain words] [00:13:46–00:13:47] Kalau anda perasan [00:13:47–00:13:48] Dekat belah tepi ni [00:13:48–00:13:48] Saya dah masukkan code [00:13:48–00:13:49] Ini yang kita akan save [00:13:49–00:13:50] Dalam bubble [00:13:50–00:13:51] Quick reply dekat WhatsApp [semak: uncertain words] [00:13:51–00:13:51] I1 [semak: number or amount] [00:13:51–00:13:52] I2 [semak: number or amount] [00:13:52–00:13:54] Sebab I tu menunjukkan [00:13:54–00:13:55] Kita punya [00:13:56–00:13:57] Fasa kita [00:13:57–00:13:58] Kita dekat intro [00:13:58–00:13:59] So senang tim nak hafal [semak: uncertain words] [00:13:59–00:14:00] Daripada mula [00:14:00–00:14:01] Dia send I1 [semak: number or amount] [00:14:01–00:14:01] Lepas tu send I2 [semak: number or amount] [00:14:01–00:14:02] Tunggu kata-kata reply [semak: uncertain words] [00:14:02–00:14:03] Lepas tu send I3 [semak: number or amount] [00:14:03–00:14:04] Send I4 [semak: number or amount] [00:14:04–00:14:05] Tunggu kata-kata reply [00:14:05–00:14:05] Lepas tu T1 [semak: number or amount] [00:14:05–00:14:06] Lepas tu T2 [semak: number or amount] [00:14:06–00:14:07] Tunggu kata-kata reply [00:14:07–00:14:08] Sampailah closing [00:14:08–00:14:08] Okay [semak: uncertain words] [00:14:08–00:14:09] Nanti anda akan lebih faham [00:14:09–00:14:11] Kita jumpa dalam video [00:14:11–00:14:12] Yang seterusnya