Closing Hybrid Part 1 Draf transkrip automatik penuh. Pembetulan istilah berdasarkan sumber direkodkan secara berasingan; tanda semakan menunjukkan perkataan yang perlu diperiksa. [00:00:00–00:00:26] Style Hybrid. Ini adalah style yang terakhir. Style untuk anda yang jual barang mahal. Sebelum saya go through lebih detail, tengok balik dekat 3 jenis closing style. Siapa yang patut tengok video ni? Kita ada style direct untuk yang murah bawah RM50. Ini style direct lah. Tadi pun saya dah explain sebenarnya. Kita ada pula style consultation ni. Yang ni yang diantara mahal, diantara murah. Dia tengah-tengah. Ratu-ratus. Bukan ribu-ribu. Bukan puluh-puluh. Dia tengah-tengah. Consultation sikit. Macam doktor sikit. [semak: uncertain words, number or amount] [00:00:26–00:00:30] Dan sekarang ni video ni kita nak go through untuk style hybrid [00:00:30–00:00:32] Whatsapp plus call [semak: uncertain words] [00:00:32–00:00:34] Ataupun mungkin Whatsapp plus appointment [00:00:34–00:00:36] Ataupun mungkin Whatsapp plus zoom meeting [00:00:36–00:00:39] Poin dia kat sini, barang ni harga ribu riban [semak: uncertain words] [00:00:39–00:00:43] Kita kena appreciate customer yang bayar mahal macam ni [00:00:43–00:00:46] Jom kita tengok apakah beza dengan sebelum ni [00:00:46–00:00:50] Okay, style hybrid ni boleh tengok dia panjang sikit [semak: uncertain words] [00:00:50–00:00:53] Poin dia adalah kita akan start dengan step pertama [00:00:53–00:00:54] Intro phase [00:00:54–00:00:56] Kita ada intro, kita akan ask problem [semak: uncertain words] [00:00:56–00:00:58] Kalau awak tengok style consultation [semak: uncertain words] [00:00:58–00:01:00] Which is, saya highly recommend awak tengok [semak: uncertain words] [00:01:00–00:01:01] Balik style consultation [00:01:01–00:01:04] Sebab itu pun detail juga, dia adalah [00:01:04–00:01:05] Kesinambungan untuk style hybrid [00:01:05–00:01:08] Hybrid ni, dia pun bertanya benda yang sama [00:01:08–00:01:10] Ask problem dan give reason [00:01:10–00:01:12] Give reason dan benda ni sebenarnya [semak: uncertain words] [00:01:12–00:01:14] Optional untuk kita give reason, tapi dia akan [00:01:14–00:01:15] Nampak sangat-sangat strong [00:01:15–00:01:17] Lepas kita dah intro sikit kat situ [00:01:17–00:01:20] Kita akan terus masuk dekat [00:01:20–00:01:22] Elemen trust, dan trust ni pun [00:01:22–00:01:23] Kena repeat [00:01:23–00:01:24] Confirm banyak kali [semak: uncertain words] [00:01:24–00:01:26] Kita kena respond [semak: uncertain words] [00:01:26–00:01:26] Create trust [00:01:26–00:01:28] Campak USP [00:01:28–00:01:29] Lepas tu hantar gambar [00:01:29–00:01:29] Media [semak: uncertain words] [00:01:29–00:01:30] Seketul dua [semak: uncertain words] [00:01:30–00:01:31] Lepas tu ask problem [00:01:31–00:01:33] Dan benda ni kena ulang [00:01:33–00:01:34] 3, 4, 5, 6, 7 kali [semak: number or amount] [00:01:34–00:01:36] Bergantung kepada harga produk [00:01:37–00:01:37] Sampailah kita rasa [00:01:37–00:01:38] Dah cukup sesuai untuk [00:01:39–00:01:40] Ask permission [00:01:40–00:01:41] To call [semak: uncertain words] [00:01:41–00:01:42] Contohnya kita tanya [00:01:42–00:01:43] Tuan free tak [00:01:43–00:01:44] Untuk kita call sekejap [00:01:44–00:01:45] 5, 10 minit [semak: number or amount] [00:01:45–00:01:46] Senang saya nak explain lagi detail [semak: uncertain words] [00:01:46–00:01:47] Ataupun [00:01:47–00:01:48] Tuan free tak esok [00:01:48–00:01:49] Kita set zoom meeting [00:01:49–00:01:50] Senang saya explain dulu [00:01:50–00:01:51] Dah faham baru [00:01:51–00:01:52] Senang nak buat keputusan [00:01:53–00:01:55] At least dah boleh survey lepas ni [semak: uncertain words] [00:01:55–00:01:56] At least dah tahu harga [semak: uncertain words] [00:01:56–00:01:57] At least dah bla bla bla bla [semak: uncertain words] [00:01:57–00:01:58] Ataupun [00:01:58–00:02:00] Tuan free tak kena jumpa terus minggu depan [semak: uncertain words] [00:02:00–00:02:01] Saya datang terus kat rumah Tuan [00:02:01–00:02:02] Ataupun [00:02:02–00:02:03] Saya datang kat ofis Tuan [semak: uncertain words] [00:02:03–00:02:05] Ataupun Tuan datang kat ofis kami [00:02:05–00:02:06] Boleh test navigator [semak: uncertain words] [00:02:06–00:02:06] Boleh bla bla bla [00:02:06–00:02:07] Nampak? [00:02:07–00:02:08] So point dia adalah [00:02:08–00:02:11] Kita tak nak ajak terlampau awal [00:02:11–00:02:12] Kita tak nak ajak call awal sangat [00:02:12–00:02:14] Tak nak ajak untuk appointment awal sangat [00:02:14–00:02:15] Zoom ke [00:02:15–00:02:16] Physical ke [semak: uncertain words] [00:02:16–00:02:17] Dan sebagainya [semak: uncertain words] [00:02:17–00:02:19] Kita nak kena borak berkali-kali [00:02:19–00:02:21] Sebab banyak kali berlaku [00:02:21–00:02:21] Team sale [semak: uncertain words] [00:02:21–00:02:23] Terlampau gulojoh [00:02:23–00:02:24] Terlampau gulojoh [00:02:24–00:02:25] Dekat step 2 ni [semak: uncertain words, number or amount] [00:02:25–00:02:26] Kadang-kadang tak [00:02:26–00:02:26] Build up trust pun [semak: uncertain words] [00:02:26–00:02:27] Oh ok baik [00:02:27–00:02:28] Free tak minggu depan [00:02:28–00:02:28] Untuk kita test drive [00:02:28–00:02:29] Free tak saya call jap [semak: uncertain words] [00:02:29–00:02:30] Memang customer akan cakap [00:02:30–00:02:31] Oh takpe takpe takpe [semak: uncertain words] [00:02:31–00:02:31] Nantilah [00:02:31–00:02:32] Boleh tak whatsapp dulu [00:02:33–00:02:34] Sebenarnya bila customer [00:02:34–00:02:35] Suruh whatsapp dulu [00:02:35–00:02:36] Ada 2 situasi [semak: number or amount] [00:02:36–00:02:37] Satu memang dia jenis orang [semak: uncertain words] [00:02:37–00:02:39] Yang prefer untuk whatsapp [00:02:39–00:02:40] Dan dia memang tak suka [00:02:40–00:02:40] Langsung call [00:02:40–00:02:42] Memang wujud orang macam tu [00:02:42–00:02:43] Tapi masalah yang ketiga [00:02:43–00:02:44] Yang kedua ni [00:02:44–00:02:45] Adalah yang paling kritikal [00:02:45–00:02:46] Sebenarnya [00:02:46–00:02:47] Kita tak cukup [00:02:47–00:02:48] Build up trust lagi [semak: uncertain words] [00:02:48–00:02:49] So that's why [00:02:49–00:02:50] Kita kena create [00:02:50–00:02:50] Create create [semak: uncertain words] [00:02:50–00:02:52] create trust. Sampailah [semak: uncertain words] [00:02:52–00:02:54] kita boleh call dia. Then kita call [semak: uncertain words] [00:02:54–00:02:57] dan kita masuk pada appointment. Okay. Yang ni [semak: uncertain words] [00:02:57–00:02:58] saya akan explain sekejap lagi. [00:02:58–00:03:01] Jom kita tengok dulu contoh. Contohnya. [semak: uncertain words] [00:03:01–00:03:02] Ini adalah contoh [00:03:02–00:03:04] untuk closing style hybrid. Contohnya [00:03:04–00:03:06] intro. Pre-text. Ayat [00:03:06–00:03:08] customer send. Beri minat nak tahu [semak: uncertain words] [00:03:08–00:03:10] package niaga takoyaki. [00:03:11–00:03:12] Salam. Saya Kak Ros [00:03:12–00:03:13] daripada UPI Pin. [semak: uncertain words] [00:03:14–00:03:16] Salam and hi. Saya Ros daripada [semak: uncertain words] [00:03:16–00:03:19] HQ Doki Japan. Intro. [00:03:19–00:03:20] Lepas tu send us problem and [00:03:20–00:03:22] give reason. Nak meniaga dari rumah [semak: uncertain words] [00:03:22–00:03:24] atau ada tapak niaga ya? Sebab [semak: uncertain words] [00:03:24–00:03:26] keperluan barang niaga tak [00:03:26–00:03:28] sama. Kita beritahu yang [00:03:28–00:03:30] ada reason. Nampak? Powerful tak ayat ni? [00:03:30–00:03:32] Nak meniaga dari rumah atau ada [00:03:32–00:03:34] tapak? Sebab keperluan [00:03:34–00:03:36] barang niaga tak sama. So [00:03:36–00:03:38] bila ada reason, dia jadi strong [semak: uncertain words] [00:03:38–00:03:40] gila. Saya pun dah explain tadi kan. Perasan tak? [00:03:41–00:03:42] Kita ada banyak cara nak tanya soalan. [00:03:43–00:03:44] Saya recap balik eh. Dekat [semak: uncertain words] [00:03:44–00:03:46] slide yang tadi. [00:03:46–00:03:48] Saya tunjuk balik. Tanya soalan ni ada [00:03:48–00:03:49] Beberapa jenis [00:03:49–00:03:50] Ada beberapa cara [semak: uncertain words] [00:03:50–00:03:51] Contoh [00:03:51–00:03:52] Tengok balik [00:03:52–00:03:53] Yang ini [00:03:53–00:03:54] Nampak [00:03:54–00:03:55] Kita ada question [semak: uncertain words] [00:03:56–00:03:57] Kita ada question [semak: uncertain words] [00:03:57–00:03:58] Plus question [00:03:58–00:04:00] Kita ada question [00:04:00–00:04:02] Or question [00:04:02–00:04:04] Kita ada question [00:04:04–00:04:04] Dan reason [00:04:04–00:04:05] Dan question [00:04:05–00:04:05] And question [semak: uncertain words] [00:04:05–00:04:06] And reason [semak: uncertain words] [00:04:06–00:04:07] Kalau awak pening [00:04:07–00:04:08] Tengok balik video [00:04:08–00:04:09] Yang saya ada buat sebelum ni [00:04:09–00:04:11] Dan teknik yang kita tengah guna [00:04:11–00:04:12] Sekian adalah teknik nombor 4 [semak: number or amount] [00:04:12–00:04:12] Question [00:04:12–00:04:13] Plus reason [semak: uncertain words] [00:04:13–00:04:15] So dia akan sangat-sangat strong [00:04:15–00:04:16] So jom kita sambung balik [00:04:16–00:04:18] So kita beritahu kat [semak: uncertain words] [00:04:18–00:04:20] Dia nak meniaga dia rumah [semak: uncertain words] [00:04:20–00:04:20] Atau ada tapak niaga [00:04:20–00:04:22] Sebab keperluan barang niaga tak sama [00:04:22–00:04:23] Dia pun reply [00:04:23–00:04:25] Oh dah ada tapak meniaga [00:04:25–00:04:26] Kita pun respon balik [00:04:26–00:04:28] Oh terbaik macam tu lagi senang [00:04:28–00:04:29] Senang nak meniaga [00:04:29–00:04:30] Sebab [00:04:30–00:04:30] Blah blah blah [semak: uncertain words] [00:04:30–00:04:32] USP kami 100% asli [semak: number or amount] [00:04:32–00:04:32] Blah blah blah [00:04:32–00:04:35] Lepas tu hantar gambar seketul dua [semak: uncertain words] [00:04:35–00:04:36] Ini feedback customer kami [00:04:36–00:04:36] Borat lagi [00:04:36–00:04:38] Sekarang meniaga apa kat tapak [00:04:38–00:04:39] Nampak [00:04:39–00:04:40] Ini cara kita build up trust [semak: uncertain words] [00:04:40–00:04:42] Dan benda ni benda yang sama je [00:04:42–00:04:43] Teknik respon ni [00:04:43–00:04:45] Kita dah belajar sebelumnya dalam konsep [semak: uncertain words] [00:04:45–00:04:46] RITA [00:04:46–00:04:47] R-E-E-T-A [00:04:47–00:04:49] Kan? Dah belajar dah. So, kita sambung [semak: uncertain words] [00:04:49–00:04:51] Sekali lagi. So, kita dah [semak: uncertain words] [00:04:51–00:04:53] Ulang. Terbaiklah resepi ni [00:04:53–00:04:55] USP, gambar media [00:04:55–00:04:58] Ulang banyak kali lagi. Tengok [00:04:58–00:04:59] Next pula kita ulang sekali lagi [00:04:59–00:05:02] Dia pun reply. Oh, sekarang ni buat goreng pisang [00:05:02–00:05:03] Lepas tu ada air kopi [00:05:03–00:05:05] Dengan teh ais. Kita borak lagi [semak: uncertain words] [00:05:05–00:05:07] Oh, perfect tu. Kalau tambah kombo [semak: uncertain words] [00:05:07–00:05:09] Nanti barulah customer spend besar [00:05:09–00:05:11] Average sales sehari berapa? [00:05:11–00:05:13] Kalau weekday. Tengok. Yang ni respon pendek [00:05:13–00:05:15] Pula. Maksudnya tak semestinya kita [semak: uncertain words] [00:05:15–00:05:18] kena respon rita berpanjang-panjang tak? Kadang-kadang [semak: uncertain words] [00:05:18–00:05:22] kita kena nampakkan natural. Ada yang panjang, ada yang pendek [00:05:22–00:05:25] macam ni. Walaupun pendek tapi lengkap [semak: uncertain words] [00:05:25–00:05:28] element trust. Nampak? Perfect tu. Customer boleh datang [00:05:28–00:05:31] kombokan package nanti. Barulah customer spend besar. [00:05:31–00:05:34] Oh, kita bagi element trust pula. Lepas tu dia pun [semak: uncertain words] [00:05:34–00:05:36] respon. Oh, kalau weekday slow sikit. Blah-blah-blah-blah. [00:05:37–00:05:40] Nampak? Kita pun respon balik. I see. InsyaAllah [00:05:40–00:05:42] bila tambah menu baru, tambah dengan combo, saya boleh [00:05:42–00:05:44] Pergi 1K juga ni. Nampak? Kita bagi [semak: uncertain words, number or amount] [00:05:44–00:05:46] Macam claim ataupun macam [semak: uncertain words] [00:05:46–00:05:48] Some kind of trust yang kita [00:05:48–00:05:50] Letakkan kat situ. Walaupun pendek [00:05:50–00:05:52] Sebab tu, respon dengan trust [00:05:52–00:05:54] Ni sebenarnya penting. Kadang-kadang kita tak [semak: uncertain words] [00:05:54–00:05:56] Perasan lah benda ni. Kadang-kadang kita ni macam [00:05:56–00:05:58] Inspector gadget. Macam jenis soal siasat [00:05:58–00:06:00] Polis. Oh, ya ke? Target same [semak: uncertain words] [00:06:00–00:06:02] Berapa? Keras je. Cuba buat [semak: uncertain words] [00:06:02–00:06:04] Macam ni. Oh, insyaAllah tambah menu [semak: uncertain words] [00:06:04–00:06:06] So, benda ni kita kena ulang [00:06:06–00:06:08] Ulang, ulang, ulang. Dia pun reply lagi [00:06:08–00:06:10] Sebenarnya target same minimum 2K [semak: number or amount] [00:06:10–00:06:12] Blah, blah, blah. Kita pun respon. Boleh ni [00:06:12–00:06:15] Sekarang meniaga area takuyaki [00:06:15–00:06:17] Dah ada orang meniaga ke? Nampak? Dia buat pendek pula [semak: uncertain words] [00:06:17–00:06:19] Poin saya kat sini tak salah pun [00:06:19–00:06:21] Sekali-sekali awak tarat je [00:06:21–00:06:23] Tak salah. Tapi kalau boleh [00:06:23–00:06:25] Sebaik-baiknya yang ni [00:06:25–00:06:27] Kita cuba selitkan juga elemen trust [semak: uncertain words] [00:06:27–00:06:28] Contohnya [00:06:29–00:06:30] Selesa kalau dah ada 2K [semak: number or amount] [00:06:30–00:06:32] Contoh dia kata kan. Sebelum ni target minimum 2K [semak: uncertain words, number or amount] [00:06:32–00:06:34] Selesa banyak dah tu kalau dapat 2K [semak: number or amount] [00:06:34–00:06:36] Kalau kita nak improve lagi perbualan ni [00:06:36–00:06:38] Kita send apa? Oh iya ke? [semak: uncertain words] [00:06:39–00:06:40] InsyaAllah boleh [00:06:40–00:06:41] Boleh? InsyaAllah boleh ni [00:06:41–00:06:43] InsyaAllah dah ada dah tukar [00:06:43–00:06:45] Ok faham [semak: uncertain words] [00:06:45–00:06:46] Hantar gambar [00:06:46–00:06:47] Ini contoh salah satu customer kami [00:06:47–00:06:50] Yang dah achieve sale dalam 2K 3K [semak: number or amount] [00:06:51–00:06:51] Sehari [00:06:51–00:06:52] Kan best ni tu [semak: uncertain words] [00:06:52–00:06:53] Lepas tu sambung tanya [semak: uncertain words] [00:06:53–00:06:55] Lepas tu sambung tanya [00:06:55–00:06:57] Sekarang area tapak dah ada omelaga tekuyaki ke? [semak: uncertain words] [00:06:57–00:06:57] Nampak? [00:06:58–00:06:59] So kita boleh selitkan testimoni [00:06:59–00:07:01] Tak adalah kita nak rigid sangat [00:07:02–00:07:04] So bila customer dah ok [00:07:04–00:07:07] Kita dah rasa macam personal connection dengan dia [00:07:07–00:07:08] Dia kata tak ada lagi [00:07:08–00:07:10] Banyak buat dessert dengan air je [semak: uncertain words] [00:07:10–00:07:12] Sebab tu kalau boleh nak grab peluang ni [semak: uncertain words] [00:07:12–00:07:14] Nampak dia yang close diri dia sendiri [00:07:14–00:07:16] Boom cantik sangat dah ni [00:07:16–00:07:19] Tanda-tanda nak closing tu dah keluar guys [00:07:19–00:07:20] So kita pun cakap [00:07:20–00:07:21] Wah bagus sangat tu [00:07:21–00:07:24] Possible tak saya call dalam 10 minit sekarang [semak: number or amount] [00:07:24–00:07:26] Lagi senang nak explain detail [00:07:26–00:07:28] Sebab tu dia kata lepas asal boleh tak [semak: uncertain words] [00:07:28–00:07:29] Ha tu biasalah tu [semak: uncertain words] [00:07:29–00:07:30] So point saya kat sini [00:07:30–00:07:33] Kalau kita patah balik pada the whole strategy [00:07:33–00:07:35] Closing style hybrid ni sebenarnya [00:07:35–00:07:37] Tak ada beza pun dengan consultation [00:07:37–00:07:40] Yang beza hanya dekat satu part tu je [semak: uncertain words] [00:07:40–00:07:42] Kita nak minta permission [semak: uncertain words] [00:07:42–00:07:43] Untuk apa? [00:07:43–00:07:46] Call, appointment, zoom ke [00:07:46–00:07:47] Datang walk in ke apa semua [semak: uncertain words] [00:07:47–00:07:49] Ini semua kena minta approval [00:07:49–00:07:51] Ataupun permission daripada dia [00:07:51–00:07:53] Dan lepas tu closing macam biasa [00:07:53–00:07:56] So saya nak masuk dalam sales call [00:07:56–00:07:58] Awak kena tengok pula video yang seterusnya [00:07:58–00:08:00] Senang cerita teknik hybrid ni [00:08:00–00:08:02] Adalah kesenambungan daripada consultation [00:08:02–00:08:03] That's why kena tengok dua-dua video [00:08:03–00:08:05] Consultation punya style pun kena tengok [00:08:05–00:08:06] Hybrid pun kena tengok [00:08:06–00:08:10] Bezanya hybrid kita tak close dalam WhatsApp [00:08:10–00:08:11] Tolong hafal benda tu [semak: uncertain words] [00:08:11–00:08:14] Jangan close deal dalam WhatsApp [00:08:14–00:08:16] Always close deal dalam Zoom [00:08:16–00:08:22] Call ke appointment ke face to face ke test drive ke walk in dalam kedai ke apa tak isah [semak: uncertain words] [00:08:22–00:08:23] Point dia jangan close dalam WhatsApp [00:08:23–00:08:26] Sebab cabaran tu lagi tinggi [00:08:26–00:08:30] Kita always nak cuba close dalam tempat yang lebih personalised [00:08:30–00:08:32] Sebab WhatsApp ni sesuai untuk barang-barang murah [00:08:32–00:08:34] Ataupun katalah tak boleh close dalam WhatsApp [00:08:34–00:08:35] At least awak dah Zoom [00:08:35–00:08:36] Beza tak? [00:08:36–00:08:39] Awak dah Zoom, awak dah dapat personal connection dengan dia [semak: uncertain words] [00:08:39–00:08:41] Lepas tu baru close kat WhatsApp [00:08:41–00:08:42] Itu tak apa, jangan salah faham [00:08:42–00:08:44] Contohnya, customer datang walk-in kedai [00:08:44–00:08:46] Ataupun customer datang set appointment [00:08:46–00:08:47] Jumpa dekat mana-mana [00:08:47–00:08:49] Awak dah present-present-present [00:08:49–00:08:50] Lepas tu, esok baru close kat WhatsApp [00:08:50–00:08:51] Yang tu okey [00:08:51–00:08:53] Tapi masalah customer [00:08:54–00:08:55] Tapi masalah team sale ni [semak: uncertain words] [00:08:55–00:08:57] Diorang gelujo, barang mahal pun [00:08:57–00:08:59] Cuba nak close on the spot dalam WhatsApp [semak: uncertain words] [00:08:59–00:09:01] Ada tak yang close? [00:09:01–00:09:02] Ada jawapan dia [00:09:02–00:09:03] Tapi masalahnya takut [00:09:03–00:09:04] Ini jadi mindset kita [00:09:04–00:09:07] Kita akan terbiasa nak cuba close dalam WhatsApp terus [00:09:07–00:09:09] Kita anggap semua customer boleh close dalam WhatsApp [semak: uncertain words] [00:09:09–00:09:12] Eh tuan, saya closing rumah online je [00:09:12–00:09:15] Memang betul, ada je orang closing 100% WhatsApp [semak: uncertain words, number or amount] [00:09:15–00:09:16] Tapi pernah tak awak terfikir [00:09:16–00:09:18] Closing rate awak boleh naik kalau awak call [00:09:18–00:09:19] Pernah tak awak terfikir [00:09:19–00:09:22] Kalau awak proper jual rumah tu [00:09:22–00:09:23] Buat slide presentation [00:09:23–00:09:24] Zoom dengan dia [00:09:24–00:09:25] Explain one by one [00:09:25–00:09:27] Awak tak rasa ke closing rate awak [semak: uncertain words] [00:09:27–00:09:29] Daripada 1% mungkin boleh pergi 2-3% [semak: number or amount] [00:09:29–00:09:31] Awak tak rasa ke macam tu [00:09:31–00:09:33] That's why dalam formula hybrid ni [semak: uncertain words] [00:09:33–00:09:34] Kita nak break pattern [00:09:34–00:09:36] Kita nak pecahkan [semak: uncertain words] [00:09:36–00:09:38] Mindset kita yang terlampau selesa [00:09:38–00:09:39] Jual barang mahal [00:09:39–00:09:40] Macam barang murah [semak: uncertain words] [00:09:40–00:09:42] Please gunakan teknik hybrid [00:09:42–00:09:43] Gunakan combination [00:09:43–00:09:44] So stay [00:09:44–00:09:45] Tengok video seterusnya [00:09:45–00:09:47] Jumpa dalam video seterusnya [00:09:47–00:09:48] Zaz