Closing Direct Part 2 Draf transkrip automatik penuh. Pembetulan istilah berdasarkan sumber direkodkan secara berasingan; tanda semakan menunjukkan perkataan yang perlu diperiksa. [00:00:00–00:00:28] Closing Style Direct. Untuk awak yang dah faham, saya nak bayar video ni jadi lagi detail, lagi mendalam lagi. Banyak orang confused. Dia kata Style Direct ni mungkin untuk barang murah. Betul. Tapi bukan barang yang sebulan harga dia RM30. Bukan barang yang harga sebulan RM50. Apa maksud ni? Contoh agent Kowei Kuku, agent insurance yang sebulan bayar RM50. Awak darab lah RM50. Darab dengan setahun jadi berapa? RM600. Darab dengan sepuluh tahun jadi RM6,000. [semak: uncertain words, number or amount] [00:00:28–00:00:31] So walaupun koweh nampak seagakan murah [semak: uncertain words] [00:00:31–00:00:33] Macam koweh ni bukan RM100 je sebulan [semak: number or amount] [00:00:33–00:00:37] RM100 daripada 12 bulan jadi RM1200 [semak: number or amount] [00:00:37–00:00:38] Dalam 5 tahun jadi RM5000, RM6000 [semak: uncertain words, number or amount] [00:00:38–00:00:41] So walaupun nampak awak barang murah [00:00:41–00:00:43] Tapi awak sebenarnya jatuh dalam kategori barang mahal [00:00:43–00:00:46] So barang-barang murah style direct ni [semak: uncertain words] [00:00:46–00:00:48] Kebiasaan ni barang yang lebih common tau [00:00:48–00:00:49] Kita bayangkan macam ni [00:00:49–00:00:51] Barang yang jual barang harga direct ni [00:00:51–00:00:53] Dia adalah barang yang common item [00:00:53–00:00:55] Yang orang tak perlu fikir banyak sangat [semak: uncertain words] [00:00:55–00:00:57] Contohnya beli [00:00:57–00:00:59] Kompok lekor, buah [semak: uncertain words] [00:00:59–00:01:01] Beli pemper sana, beli apa lagi yang common [semak: uncertain words] [00:01:01–00:01:03] Yang biasalah, tapi kalau [00:01:03–00:01:05] Katakanlah barang yang awak jual tu [00:01:05–00:01:07] Barang yang ubatan [00:01:07–00:01:09] Ubat-ubatan, contohnya untuk masalah penyakit [00:01:09–00:01:11] Enzima, walaupun eh bukan [00:01:11–00:01:13] Penyakit enzima ni kalau ikut kan [semak: uncertain words] [00:01:13–00:01:14] Dia harga RM70 ke? [semak: number or amount] [00:01:15–00:01:17] Tapi penyakit enzima ni bukan penyakit yang common [semak: uncertain words] [00:01:17–00:01:19] Dia penyakit yang [00:01:19–00:01:21] Orang kata macam kita nak kena educate sikit [semak: uncertain words] [00:01:21–00:01:24] So mungkin awak kena buat style consultation [00:01:24–00:01:25] Poin dia try dua-dua [00:01:26–00:01:28] Tengok direct lagi pekesan ke concept lagi pekesan [semak: uncertain words] [00:01:28–00:01:30] Katakanlah awak jual produk enzima [00:01:30–00:01:31] Tapi harga awak RM25 [semak: number or amount] [00:01:31–00:01:34] Telah pun murah lah sebab tu kita buat RM50 ke bawah [semak: uncertain words, number or amount] [00:01:34–00:01:37] Apa-apa sahaja pembelian bawah RM50 ni [semak: number or amount] [00:01:37–00:01:38] Consider dah sangat murah lah [semak: uncertain words] [00:01:38–00:01:40] Macam RM30, RM20 [semak: number or amount] [00:01:40–00:01:42] Ini orang beli macam [00:01:42–00:01:43] Ha try lah RM20 je pun [semak: uncertain words, number or amount] [00:01:43–00:01:45] Tapi bila atas RM50 awak kena tahu [semak: number or amount] [00:01:45–00:01:47] Walaupun nampak tak sampai ratus [00:01:47–00:01:49] Sebab tu kita nak letak RM50 di sini [semak: uncertain words, number or amount] [00:01:49–00:01:51] Kalau dah RM90, RM70 [semak: number or amount] [00:01:51–00:01:52] Customer still fikir 10 kali juga [semak: uncertain words, number or amount] [00:01:52–00:01:55] So kadang-kadang style direct ni tak menjadi [00:01:55–00:01:57] Kena try style consultation [semak: uncertain words] [00:01:57–00:01:59] So bila kita nak buat style consultation ni [00:01:59–00:02:00] Awak kena tahu pula [00:02:00–00:02:03] Yang sebenarnya consultation ni pun [00:02:03–00:02:05] Tak adalah nak melerik sangat [00:02:05–00:02:08] Kita mungkin bermula dengan style consult [00:02:08–00:02:10] Tapi kita berakhir dengan style direct [00:02:10–00:02:13] Maksudnya closing tu lebih pendek daripada consultation yang biasa [semak: uncertain words] [00:02:13–00:02:15] Contoh tu kalau kita jual barang-barang yang mahal [00:02:15–00:02:17] RM2, RM300 memang kita nak borak panjang [semak: uncertain words, number or amount] [00:02:17–00:02:21] Tapi sebab barang kita ni mungkin dekat paras RM70, RM80, RM120 [semak: uncertain words, number or amount] [00:02:21–00:02:23] Kita tengok, what if kalau aku [semak: uncertain words] [00:02:23–00:02:25] Terus campak harga [00:02:25–00:02:27] Apa beza dia, kalau saya [00:02:27–00:02:28] Detailkan lagi untuk video ni [00:02:28–00:02:31] Style direct versus style consult versus [semak: uncertain words] [00:02:31–00:02:32] Style hybrid, konsep dia macam ni [00:02:32–00:02:34] Style direct [00:02:34–00:02:37] Dipanggil sebagai teknik [00:02:37–00:02:38] Campak harga [00:02:39–00:02:41] Style consult dipanggil sebagai [00:02:41–00:02:42] Closing [00:02:42–00:02:44] Macam doktor [00:02:44–00:02:46] Teknik closing macam doktor [00:02:46–00:02:49] Kalau kita pergi kepada style hybrid pula [00:02:49–00:02:50] Teknik closing [00:02:50–00:02:52] macam doktor pakar [00:02:53–00:02:54] beza [semak: uncertain words] [00:02:54–00:02:57] sebab doktor biasa dia tak tanya detail [00:02:57–00:02:59] sangat, yang hybrid ni macam doktor pakar [00:02:59–00:03:00] so direct [semak: uncertain words] [00:03:00–00:03:02] campak harga, consult [00:03:02–00:03:05] doktor, hybrid [00:03:05–00:03:07] doktor pakar, beza [00:03:07–00:03:09] hierarchy dia, jadi bila awak tengok [00:03:09–00:03:10] ada setengah produk yang [00:03:10–00:03:12] kalau kita nak terlampau direct campak harga pun [00:03:12–00:03:14] mungkin tak berapa nak sesuai [00:03:14–00:03:16] contohnya macam ni, ini saya tunjuk [00:03:16–00:03:18] untuk barang harga [00:03:18–00:03:20] yang direct, ok [00:03:20–00:03:21] Barang harga direct ni [semak: uncertain words] [00:03:21–00:03:23] Biasa kita akan campak harga [00:03:23–00:03:24] Contoh macam ni [00:03:24–00:03:25] USB lagu raya [semak: uncertain words] [00:03:26–00:03:27] Salam saya Hanif [00:03:27–00:03:29] Dari my raya [semak: uncertain words] [00:03:29–00:03:29] Boom [00:03:29–00:03:30] Campak harga [00:03:30–00:03:31] Terus campak harga [00:03:31–00:03:32] Sebab kita tahu [00:03:32–00:03:33] Customer ni tak ada masa [00:03:33–00:03:34] Nak fikir-fikir [00:03:34–00:03:34] Nanti dia akan tanya [00:03:34–00:03:36] Bawah tu PM harga pula dah [00:03:36–00:03:37] So kita campak je harga [00:03:37–00:03:38] Cuma bila kita campak harga [00:03:38–00:03:40] Kita tak nak buat closing [semak: uncertain words] [00:03:40–00:03:41] Terus [00:03:41–00:03:42] Berminat package yang mana satu [00:03:42–00:03:44] Kita nak buat [00:03:44–00:03:45] Indirect closing [00:03:45–00:03:47] Apa maksud indirect closing [semak: uncertain words] [00:03:47–00:03:48] Kita gunakan teknik [semak: uncertain words] [00:03:48–00:03:48] Yes or yes [00:03:48–00:03:49] Ataupun yes or no [00:03:49–00:03:51] Maksudnya kita nak lebih [00:03:51–00:03:52] Nampak smooth [00:03:52–00:03:53] Kalau saya tanya kat sini [00:03:54–00:03:56] Biasa drive lama tak? [semak: uncertain words] [00:03:56–00:03:57] Lebih sejam tak? [00:03:57–00:03:58] So, customer tak rasa [00:03:58–00:03:58] Kita tengah close dia [semak: uncertain words] [00:03:58–00:03:59] Dia rasa macam [00:03:59–00:04:01] Kita campak harga [00:04:01–00:04:02] Tapi kita tanya yes or yes [00:04:02–00:04:03] Sebab kalau dia kata lama [00:04:03–00:04:06] Kita akan promote package complete [00:04:06–00:04:07] Kalau dia kata sejam [00:04:07–00:04:09] Kita akan promote package basic [semak: uncertain words] [00:04:09–00:04:09] Nampak? [00:04:09–00:04:11] Sebab ini yes or yes question [00:04:11–00:04:12] Sebab ramai orang confused pula [00:04:12–00:04:13] Dia kata [00:04:13–00:04:14] Okay kan kalau saya campak harga [semak: uncertain words] [00:04:14–00:04:15] Terus je lah tanya [semak: uncertain words] [00:04:15–00:04:16] Berminat package yang mana satu [semak: uncertain words] [00:04:16–00:04:17] Kurang lah [semak: uncertain words] [00:04:17–00:04:19] Kalau awak campak harga [00:04:19–00:04:20] Lepas tu terus nak buat closing on the spot [00:04:20–00:04:22] Ibaratnya macam awak gelojo [00:04:22–00:04:23] Cadangan saya adalah [00:04:24–00:04:25] Guna flow yang kita dah ajar ni [00:04:25–00:04:27] Guna flow yang kita dah ajar ni [00:04:27–00:04:28] Yang mana [00:04:28–00:04:29] Awak memanglah intro [semak: uncertain words] [00:04:29–00:04:31] Memanglah awak campak harga [00:04:31–00:04:34] Tapi awak kena masuk indirect closing [00:04:35–00:04:36] Lepas tu sambung je dengan benda-benda lain [semak: uncertain words] [00:04:36–00:04:38] Trust face dan sebagainya [00:04:38–00:04:39] Yang ni mungkin dalam video part [00:04:39–00:04:42] Part yang seterus ni saya akan explain pula [semak: uncertain words] [00:04:42–00:04:44] Dan kalau awak masih lagi confused [00:04:44–00:04:45] Tengok ni contohnya [00:04:45–00:04:47] Barang-barang retail kan [00:04:47–00:04:49] jual kasut, perfume, berapa semua [semak: uncertain words] [00:04:49–00:04:50] ini benda-benda yang normal [semak: uncertain words] [00:04:50–00:04:53] cuma kalau katakanlah skintific ni [00:04:53–00:04:55] barang ni harga dia mahal sikit [00:04:55–00:04:57] mungkin awak kena direct yang [00:04:57–00:04:58] tanya problem sikit, mungkin [00:04:58–00:05:01] macam ni kan, mungkin ada setengah produk ok [semak: uncertain words] [00:05:01–00:05:03] senang tak ok, awak kena try, kalau service [semak: uncertain words] [00:05:03–00:05:05] harian, katalah awak jual [00:05:05–00:05:07] benda-benda simple yang harga RM20 [semak: uncertain words, number or amount] [00:05:07–00:05:09] ni ok lah, tapi kalau benda-benda [semak: uncertain words] [00:05:09–00:05:11] yang mahal, contohnya macam klinik [00:05:11–00:05:13] benda cek darah [00:05:13–00:05:15] cek darah harga RM50, semua orang tahu [semak: uncertain words, number or amount] [00:05:15–00:05:16] cek darah, bayar je lah terus [00:05:16–00:05:18] Tapi kalau benda tu complicated [00:05:18–00:05:20] Mungkin walaupun barang tu barang murah [semak: uncertain words] [00:05:20–00:05:23] Dia still tak boleh closing style direct [semak: uncertain words] [00:05:23–00:05:25] Mungkin closing yang kita nak kena buat ni [00:05:25–00:05:29] Ibarat seakan-akan consultation punya style sikit [00:05:29–00:05:29] Okay [semak: uncertain words] [00:05:29–00:05:31] So that's why saya nak beritahu [00:05:31–00:05:33] Walaupun style direct ni nampak macam senang [00:05:33–00:05:35] Tapi mungkin dia tak sesuai untuk semua [00:05:35–00:05:38] Sebab asas style direct ni adalah [00:05:38–00:05:39] Campak harga [00:05:39–00:05:41] Customer contact kita je [00:05:41–00:05:43] Terus kita campak harga [00:05:43–00:05:44] Contoh macam ni pula [00:05:44–00:05:45] Nampak [00:05:45–00:05:46] Ini situasi lain pula [semak: uncertain words] [00:05:46–00:05:48] jual sejadah. Customer contact je [00:05:48–00:05:50] kita terus campak harga [00:05:50–00:05:52] beza eh. Beza. Sebab [semak: uncertain words] [00:05:52–00:05:54] kita campak harga pada permulaan [00:05:54–00:05:56] tapi kita tak paksa dia beli. Kita [semak: uncertain words] [00:05:56–00:05:58] tanya pula soalan indirect closing [00:05:58–00:06:00] seterusnya. Nak pakai sendiri atau buat [00:06:00–00:06:02] hadiah je. Ni ada beza. Okay [semak: uncertain words] [00:06:02–00:06:03] so jumpa dalam video yang seterusnya [semak: uncertain words] [00:06:03–00:06:04] Terima kasih kerana menonton! [semak: uncertain words]