Closing Hybrid Part 2 Source: https://coachadib.com/module/6ac033f2c9df5ee2bec8f956 Automatic full-length draft. Uncertain wording and figures require review. [00:00:00.000 – 00:00:26.420] Closing Style Hybrid Part 2. Saya nak explain dengan lebih detail sikit. By the way, awak tahulah by the time awak tengok video ni, Style Hybrid yang kita masukkan sebenarnya adalah yang ni. Style Hybrid untuk closing barang atas daripada RM1,000. So, kalau barang murah, korang tengok video yang salah lah. So, jom kita tengok Style Hybrid ni. Kenapa kita nak gunakan Style Hybrid? Dan Style Hybrid ni saya boleh kata macam ni lah. [00:00:26.420 – 00:00:27.360] Mungkin [00:00:27.360 – 00:00:29.140] Bila patut set appointment [00:00:29.140 – 00:00:30.960] Saya merasakan bahawa [00:00:30.960 – 00:00:32.500] Kalau katakanlah [00:00:32.500 – 00:00:34.500] Barang awak ni bawah 10,000 [00:00:34.500 – 00:00:35.740] 10,000 dan ke bawah [00:00:35.740 – 00:00:37.600] Maksudnya bila kita tengok [00:00:37.600 – 00:00:38.880] Average order value [00:00:38.880 – 00:00:40.260] AOV satu customer tu [00:00:40.260 – 00:00:41.480] Kurang daripada 10,000 [00:00:41.480 – 00:00:43.700] Maka kemungkinan besar [00:00:43.700 – 00:00:46.000] Tak perlu buat appointment secara fizikal [00:00:46.000 – 00:00:46.580] Ataupun zoom [00:00:46.580 – 00:00:48.660] Mungkin cukup sekadar whatsapp [00:00:48.660 – 00:00:49.440] Ataupun call [00:00:49.440 – 00:00:49.960] Mungkin [00:00:49.960 – 00:00:51.560] Ni secara teori eh [00:00:51.560 – 00:00:53.980] Kita call, create trust [00:00:53.980 – 00:00:56.420] Ataupun kita boleh close deal over the phone [00:00:56.420 – 00:00:57.920] Dan close over the phone [00:00:57.920 – 00:01:00.800] Cuma kita whatsapp untuk minta detail [00:01:00.800 – 00:01:02.340] Whatsapp untuk bagi bank account [00:01:02.340 – 00:01:04.880] Semua dalam call tu biasanya kita terus nak dapat [00:01:04.880 – 00:01:05.720] Boleh tuan eh [00:01:06.480 – 00:01:07.680] Sekian, sekian, sekian, sekian [00:01:07.680 – 00:01:09.260] Kita dah lock dah semua dalam phone [00:01:09.260 – 00:01:10.540] Jadi saya akan bagi bank account detail [00:01:10.540 – 00:01:11.460] Okay macam tu [00:01:11.460 – 00:01:13.400] So itu untuk barang bawah RM10,000 [00:01:13.400 – 00:01:16.500] Tapi barang atas daripada RM10,000 contohnya lah [00:01:16.500 – 00:01:18.260] Walaupun dua-dua ni takin hybrid [00:01:18.260 – 00:01:21.620] Tapi ada kemungkinan kita susah nak close over the phone [00:01:21.620 – 00:01:23.440] Susah nak close dalam whatsapp [00:01:23.440 – 00:01:25.540] Nak tak nak, kena jumpa juga. [00:01:26.000 – 00:01:29.080] Sama ada jumpa ni secara fizikal ataupun secara zoom. [00:01:30.000 – 00:01:31.400] Jumpa-depan ataupun secara online. [00:01:31.760 – 00:01:36.300] Dan bila kita jumpa customer ni, saya ada satu tips lah saya nak bagitahu. [00:01:37.440 – 00:01:41.120] Tolong buka harga sebelum appointment. [00:01:41.460 – 00:01:42.360] Tolong buka harga. [00:01:43.400 – 00:01:46.260] Kita nak, kalau boleh eh, teaser offer. [00:01:46.540 – 00:01:47.140] Nampak kat sini ada. [00:01:47.300 – 00:01:48.420] Teaser offer ni maksudnya apa? [00:01:48.880 – 00:01:51.980] Terus bagitahu harga bermula sekian-sekian-sekian. [00:01:51.980 – 00:01:53.860] Sebab kita tak nak jumpa customer yang tak layak [00:01:53.860 – 00:01:55.440] Bila jumpa ni guys [00:01:55.440 – 00:01:57.360] Dia maksudnya benda ni benda yang besar tau [00:01:57.360 – 00:01:58.840] Kita dah spend masa sejam [00:01:58.840 – 00:02:00.920] Silak-silak 2 jam nak jumpa satu customer [00:02:00.920 – 00:02:02.380] Tak masuk driving lagi [00:02:02.380 – 00:02:04.660] So kita tak nak satu benda yang [00:02:04.660 – 00:02:06.660] Team sale suka tak nak buat adalah [00:02:06.660 – 00:02:08.080] Dia tak nak beritahu harga [00:02:08.080 – 00:02:10.040] Dia nak set appointment dengan customer [00:02:10.040 – 00:02:11.180] Dia kata nanti tak apa [00:02:11.180 – 00:02:12.800] Waktu jumpa saya explain detail harga [00:02:12.800 – 00:02:14.060] Apa yang berlaku [00:02:14.060 – 00:02:15.240] Customer awak terkejut [00:02:15.240 – 00:02:16.720] Ui mahalnya [00:02:17.280 – 00:02:18.260] Dan time tu [00:02:18.260 – 00:02:19.180] Awak pun menyesal [00:02:19.180 – 00:02:20.320] Ish silap lah [00:02:20.320 – 00:02:22.300] Sepatutnya aku boleh tahu je harga awal [00:02:22.300 – 00:02:23.200] At least boleh filter [00:02:23.200 – 00:02:24.380] So tu nombor satu [00:02:24.380 – 00:02:26.620] Bila awak buka harga terus [00:02:26.620 – 00:02:28.380] Waktu sebelum appointment [00:02:28.380 – 00:02:29.340] Ni sebelum appointment [00:02:29.340 – 00:02:32.500] Nombor satu awak dah filter customer yang berkualiti dengan tak kualiti [00:02:32.500 – 00:02:33.280] Nombor dua [00:02:33.280 – 00:02:35.660] Kalau customer dah tahu harga [00:02:35.660 – 00:02:37.360] Dan dia still nak jumpa [00:02:37.360 – 00:02:37.840] Maksudnya apa? [00:02:38.440 – 00:02:39.620] Maksudnya dia mampu [00:02:39.620 – 00:02:41.200] Maksudnya dia berminat [00:02:41.200 – 00:02:42.440] That's why guys [00:02:42.440 – 00:02:43.200] Rule of thumb lah [00:02:43.200 – 00:02:45.720] Contoh sebelum ni pun saya pernah jual package website lah [00:02:45.720 – 00:02:46.900] Jual tu lah jual ni [00:02:46.900 – 00:02:48.880] Katalah klien ajak awak appointment [00:02:48.880 – 00:02:51.000] Awak kalau boleh sebelum jumpa dia tu [00:02:51.000 – 00:02:52.160] Awak dah whatsapp siap-siap dah [00:02:52.160 – 00:02:52.780] Customer dah tahu dah [00:02:53.260 – 00:02:54.540] Berapa harga dan sebagainya [00:02:54.540 – 00:02:55.600] Cuma awak beritahu [00:02:55.600 – 00:02:57.680] Puan tak ada site lagi berminat atau tak [00:02:58.480 – 00:03:00.800] Harga dia bermula adalah RM5,000 website kami [00:03:00.800 – 00:03:02.460] Okay tak saya jumpa dulu [00:03:02.460 – 00:03:03.520] Saya explain lebih detail [00:03:04.020 – 00:03:05.300] So dia kata boleh lah [00:03:05.300 – 00:03:07.060] So on the way kita nak jumpa [00:03:07.060 – 00:03:08.960] Ataupun on the way dia nak datang ofis kita tu [00:03:09.740 – 00:03:12.160] Biasanya customer memang dah fikir macam-macam [00:03:12.160 – 00:03:12.940] Okay kot [00:03:12.940 – 00:03:14.340] Boleh lah kot RM5,000 ni [00:03:14.340 – 00:03:15.740] Cuma dia nak tahu lebih detail lah [00:03:15.740 – 00:03:17.500] Mungkin isu trust dan sebagainya [00:03:17.500 – 00:03:18.420] Dan [00:03:19.200 – 00:03:20.560] Kalau boleh lah eh [00:03:20.560 – 00:03:21.540] Bila cakap pasal appointment [00:03:21.540 – 00:03:23.100] Bila patut set appointment eh [00:03:24.340 – 00:03:25.340] Kalau boleh [00:03:25.340 – 00:03:27.700] Customer yang datang jumpa kita [00:03:27.700 – 00:03:29.740] Bukan kita yang datang jumpa customer [00:03:29.740 – 00:03:30.680] Sebab apa? [00:03:30.880 – 00:03:31.540] Scalability [00:03:31.540 – 00:03:33.060] Bayangkan awak ada kedai [00:03:33.060 – 00:03:34.620] Tapi awak sebagai [00:03:34.620 – 00:03:36.780] Orang yang ada kedai [00:03:36.780 – 00:03:38.800] Suka keluar daripada kedai awak [00:03:38.800 – 00:03:40.860] Maksudnya suka pergi ke ofis klien [00:03:40.860 – 00:03:43.380] Suka awak pergi ke tempat klien [00:03:43.380 – 00:03:44.040] So sebenarnya macam ni [00:03:44.040 – 00:03:45.640] Siapa yang datang [00:03:46.520 – 00:03:47.420] Dia kalah [00:03:48.140 – 00:03:50.160] Siapa yang duduk dekat ofis [00:03:50.160 – 00:03:50.580] Dia menang [00:03:50.580 – 00:03:51.580] Contohlah eh [00:03:51.580 – 00:03:52.780] Ada klien ni [00:03:52.780 – 00:03:53.880] Dia berminat [00:03:53.880 – 00:03:54.660] Dengan servis tu [00:03:54.660 – 00:03:55.280] Saya cakap boleh kak [00:03:55.280 – 00:03:55.960] Akak datang ofis lah [00:03:55.960 – 00:03:56.660] Senang kita nak jumpa [00:03:56.660 – 00:03:57.600] At least [00:03:57.600 – 00:03:59.080] Akak tahu kedai kita kat mana [00:03:59.080 – 00:04:00.180] Nanti kalau ada apa-apa masalah [00:04:00.180 – 00:04:01.040] Senang datang kedai terus [00:04:01.720 – 00:04:02.280] Boleh lah [00:04:02.280 – 00:04:03.380] Nanti saya datang kedai lah [00:04:03.380 – 00:04:03.980] Nak hantar laptop [00:04:04.700 – 00:04:05.780] So saya ada dua option [00:04:05.780 – 00:04:06.500] Satu [00:04:06.500 – 00:04:07.400] Saya bawa [00:04:07.400 – 00:04:08.920] Saya yang pergi ke tempat dia [00:04:08.920 – 00:04:09.660] Ambil laptop tu [00:04:09.660 – 00:04:10.820] Option kedua [00:04:10.820 – 00:04:12.200] Customer yang datang [00:04:12.200 – 00:04:13.520] Drop laptop dekat tempat kita [00:04:13.520 – 00:04:14.340] Mana lagi power [00:04:14.340 – 00:04:16.000] Customer yang datang [00:04:16.000 – 00:04:16.560] Sebab [00:04:16.560 – 00:04:18.440] Dia takkan datang kalau dia tak berminat [00:04:18.440 – 00:04:19.880] Dia takkan datang [00:04:19.880 – 00:04:21.540] Kalau dia tak mampu [00:04:21.540 – 00:04:23.660] So kalau kata awak yang datang [00:04:23.660 – 00:04:25.260] Sebenarnya kita yang terhege-hege [00:04:25.260 – 00:04:27.540] Sebab tu contohlah awak jual barang mahal [00:04:27.540 – 00:04:28.860] Sebab ni saya cakap tentang barang mahal [00:04:28.860 – 00:04:30.500] Contoh awak jual property [00:04:30.500 – 00:04:32.340] Awak nak set appointment [00:04:32.340 – 00:04:33.880] Lepas tu customer kata [00:04:33.880 – 00:04:35.280] Boleh tak datang ofis [00:04:35.280 – 00:04:36.380] Untuk bincang [00:04:37.020 – 00:04:38.460] Pada awak nak jual rumah [00:04:38.460 – 00:04:39.780] Boleh tak datang ofis [00:04:39.780 – 00:04:41.500] Boleh tak datang rumah saya [00:04:41.500 – 00:04:42.540] Awak kena cakap [00:04:42.540 – 00:04:43.320] Oh tak boleh puan [00:04:43.320 – 00:04:44.460] Saya memang kalau meeting [00:04:44.460 – 00:04:46.140] Kita akan meeting terus di tempat [00:04:46.740 – 00:04:48.000] Dua tempat je saya meeting. [00:04:48.180 – 00:04:50.620] First, kita boleh meeting dekat tempat rumah tu. [00:04:50.800 – 00:04:52.020] Kita meeting terus dekat kawasan tu. [00:04:52.060 – 00:04:52.780] Ada showroom dekat situ. [00:04:53.120 – 00:04:54.840] Ataupun boleh datang ke ofis saya terus. [00:04:55.140 – 00:04:55.920] Dekat Damansara. [00:04:56.420 – 00:04:56.900] Nampak? [00:04:57.200 – 00:04:59.340] So, awak dah hold authority dekat situ. [00:04:59.840 – 00:05:01.680] Sebab appointment ni dia toxic tau. [00:05:02.420 – 00:05:03.860] Kalau buat banyak sangat, [00:05:04.440 – 00:05:06.360] dia backfire pada productivity kita. [00:05:06.800 – 00:05:08.100] Tapi kalau tak buat, tak close. [00:05:08.600 – 00:05:09.520] So, that's why [00:05:10.000 – 00:05:12.080] appointment ni ada masa kita tak nak buat, [00:05:12.220 – 00:05:13.120] ada masa kita nak buat. [00:05:13.500 – 00:05:15.420] Waktu yang kita nak buat appointment adalah [00:05:15.420 – 00:05:18.060] Apabila barang kita terlampau mahal [00:05:18.060 – 00:05:18.720] Atau pun complicated [00:05:18.720 – 00:05:19.540] Nombor satu [00:05:19.540 – 00:05:20.440] Nombor dua [00:05:20.440 – 00:05:21.920] Bila customer dah tahu harga [00:05:21.920 – 00:05:23.100] Dia dah berminat [00:05:23.100 – 00:05:23.780] Kes set appointment [00:05:23.780 – 00:05:25.380] Ataupun nombor tiga [00:05:25.380 – 00:05:26.380] Kita tahu [00:05:26.380 – 00:05:27.880] Berdasarkan track record [00:05:27.880 – 00:05:28.720] Sebulan-sebelum ni [00:05:28.720 – 00:05:29.980] Tak set appointment memang tak close [00:05:29.980 – 00:05:30.880] So tak fikirlah [00:05:30.880 – 00:05:31.460] Set je appointment [00:05:31.460 – 00:05:32.280] Cuma [00:05:32.280 – 00:05:33.440] Kalau nak set appointment tu [00:05:33.440 – 00:05:34.000] Kena hati-hati [00:05:34.000 – 00:05:36.020] Kalau kita yang datang tempat customer [00:05:36.020 – 00:05:37.560] Maksudnya kita yang tiagih-hiti [00:05:37.560 – 00:05:39.120] Tapi kalau customer datang tempat kita [00:05:39.120 – 00:05:40.140] Maksudnya customer yang [00:05:40.140 – 00:05:41.220] Tengah berminat [00:05:41.220 – 00:05:42.040] On the way nak lock [00:05:42.040 – 00:05:42.860] So [00:05:42.860 – 00:05:43.860] Untuk video ni [00:05:43.860 – 00:05:44.700] Saya just nak explain [00:05:44.700 – 00:05:46.000] yang hati-hati [00:05:46.000 – 00:05:47.540] bila guna teknik [00:05:47.540 – 00:05:48.660] closing hybrid ni [00:05:48.660 – 00:05:49.340] especially [00:05:49.340 – 00:05:50.300] kalau nak set appointment [00:05:50.300 – 00:05:51.860] takut-takut [00:05:51.860 – 00:05:53.020] awak membazir masa [00:05:53.020 – 00:05:54.220] set appointment terlalu banyak [00:05:54.220 – 00:05:55.400] reality dia [00:05:55.400 – 00:05:56.280] customer terkejut [00:05:56.280 – 00:05:56.880] tak tahu harga [00:05:56.880 – 00:05:57.960] reality-nya [00:05:57.960 – 00:05:59.100] awak yang ada tempat customer [00:05:59.100 – 00:05:59.960] customer tak berminat pun [00:05:59.960 – 00:06:00.220] dia kata [00:06:00.220 – 00:06:01.000] datang ialah [00:06:01.000 – 00:06:02.720] awak pun datang [00:06:02.720 – 00:06:03.340] jauh-jauh [00:06:03.340 – 00:06:03.940] apa tu koyak [00:06:03.940 – 00:06:05.000] macam itulah eh [00:06:05.000 – 00:06:05.680] ok guys [00:06:05.680 – 00:06:07.100] so jumpa dalam video yang selanjutnya [00:06:07.100 – 00:06:07.840] Zaz