Closing Hybrid Part 3
Source: https://coachadib.com/module/6ac033f2c9df5ee2bec8f957
Automatic full-length draft. Uncertain wording and figures require review.

[00:00:00.000 – 00:00:27.280] Untuk jual barang mahal ni, kita kena ingat satu lagi benda yang sangat penting. Kalau awak nak guna teknik hybrid, ingat balik waktu mula-mula saya ada ajar. Yang mana saya beritahu kenapa manusia tak membeli. Awak kena faham, barang mahal ni, orang tak membeli tu sangat-sangat real. Sangat-sangat real. Maksudnya, kalau katalah dia tak beli, memang dia tak belilah. That's why saya ada explain tentang formula RITA. Macam mana kita nak wujudkan communication yang high formula. High conversion, sorry.

[00:00:27.280 – 00:00:30.900] Yang mana kita respond, empathy, educate, trust, action

[00:00:30.900 – 00:00:32.700] Ni awak kena tengok balik lah video sebelumnya saya dah explain

[00:00:32.700 – 00:00:33.900] Tapi saya nak beritahu

[00:00:33.900 – 00:00:35.360] Untuk barang mahal

[00:00:35.360 – 00:00:37.080] Barang murah dia tak terasa sangat tau

[00:00:37.080 – 00:00:38.960] Tapi untuk barang mahal

[00:00:38.960 – 00:00:42.420] Formula MT and UT ni memang sangat-sangat apply

[00:00:42.420 – 00:00:44.320] 5 sebab kenapa orang tak beli

[00:00:44.320 – 00:00:45.580] Izinkan saya explain lagi

[00:00:45.580 – 00:00:46.420] Kalau awak tak faham

[00:00:46.420 – 00:00:47.840] Nombor 1 tak ada duit

[00:00:47.840 – 00:00:49.200] Nombor 2 tak ada masa

[00:00:49.200 – 00:00:50.520] Nombor 3 tak ada keperluan

[00:00:50.520 – 00:00:52.500] Nombor 4 kenapa nak beli sekarang

[00:00:52.500 – 00:00:53.600] Tak ada sebab nak beli sekarang

[00:00:53.600 – 00:00:54.940] Dan nombor 5 tak ada trust

[00:00:54.940 – 00:00:56.680] So untuk barang mahal

[00:00:56.680 – 00:00:57.780] Memang real

[00:00:57.780 – 00:00:58.360] Ha

[00:00:58.360 – 00:00:59.840] Orang yang takde duit ni real

[00:00:59.840 – 00:01:01.400] Sebab barang yang awak jual

[00:01:01.400 – 00:01:02.720] Kalau guna teknik hybrid ni

[00:01:02.720 – 00:01:03.500] Dah harga ribu-ribu

[00:01:03.500 – 00:01:04.580] That's why

[00:01:04.580 – 00:01:05.620] Duit ni

[00:01:05.620 – 00:01:07.400] Awak kena filter awak awal

[00:01:07.400 – 00:01:08.340] Dekat mana nak filter

[00:01:08.340 – 00:01:10.820] Siapa kat sini yang jual barang mahal

[00:01:10.820 – 00:01:12.060] Complain awak adalah

[00:01:12.060 – 00:01:13.040] Customer tak quality

[00:01:13.040 – 00:01:13.720] Kenapa

[00:01:13.720 – 00:01:15.740] Sebab iklan awak yang tak payah quality

[00:01:15.740 – 00:01:18.080] Awak selalu dapat customer-customer macam ni

[00:01:18.080 – 00:01:19.240] PM tanya harga

[00:01:19.240 – 00:01:20.620] Dan sebagainya yang tak quality

[00:01:20.620 – 00:01:21.360] Kenapa

[00:01:21.360 – 00:01:22.440] Sebab iklan awak

[00:01:22.440 – 00:01:24.200] Suka sorok harga

[00:01:24.200 – 00:01:25.600] Harga ni guys

[00:01:25.600 – 00:01:27.600] Memang kena bagitahu awal-awal

[00:01:27.600 – 00:01:28.720] Dalam iklan terus

[00:01:28.720 – 00:01:29.460] Campak harga terus

[00:01:29.460 – 00:01:29.940] Macam ni

[00:01:29.940 – 00:01:31.140] USP proof

[00:01:31.140 – 00:01:31.920] Letak terus harga

[00:01:31.920 – 00:01:32.860] Yang ni RM97

[00:01:32.860 – 00:01:34.460] Katalah awak jual rumah

[00:01:34.460 – 00:01:34.900] Property

[00:01:34.900 – 00:01:35.860] Dekat

[00:01:35.860 – 00:01:37.320] Iklan rumah awak

[00:01:37.320 – 00:01:38.000] Yang awak jual tu

[00:01:38.000 – 00:01:39.280] Terus letak bermula

[00:01:39.280 – 00:01:40.340] RM1.2 juta

[00:01:41.780 – 00:01:42.300] Negotiable

[00:01:42.300 – 00:01:43.080] Dah settle

[00:01:43.080 – 00:01:44.240] Ini nak

[00:01:44.240 – 00:01:45.540] Customer WhatsApp

[00:01:45.540 – 00:01:46.540] Padahal customer tu

[00:01:46.540 – 00:01:47.220] Tanya nak WhatsApp

[00:01:47.220 – 00:01:48.040] Tanya harga je

[00:01:48.040 – 00:01:49.040] Dia berminat rumah tu

[00:01:49.040 – 00:01:50.540] Tapi dia just nak tahu harga

[00:01:50.540 – 00:01:51.540] Dia yang kan harga RM5.000

[00:01:51.540 – 00:01:52.700] Katalah awak jual

[00:01:52.700 – 00:01:53.460] Satu load bungalow

[00:01:53.460 – 00:01:54.100] Awak baik tau je

[00:01:54.100 – 00:01:55.120] Starting from

[00:01:55.120 – 00:01:57.080] 3.4 million. Dah. Settle.

[00:01:57.520 – 00:01:58.940] Sebab tu sunat letak harga.

[00:01:59.180 – 00:02:01.120] Memang kalau boleh lah. Saya kalau lah

[00:02:01.120 – 00:02:01.920] saya ni adalah

[00:02:03.620 – 00:02:05.240] apa lah. Fatwa dikeluarkan

[00:02:05.240 – 00:02:07.000] ni siapa? Mufti.

[00:02:07.320 – 00:02:08.080] Mufti marketing.

[00:02:08.960 – 00:02:10.620] Saya akan mewajibkan letak harga.

[00:02:11.140 – 00:02:13.160] Kenapa? Senang. Dua-dua pihak

[00:02:13.160 – 00:02:15.200] senang. Customer senang. Seller pun

[00:02:15.200 – 00:02:17.140] senang. So. Kalau boleh saya

[00:02:17.140 – 00:02:19.040] tukar ayat ni jadi wajib. Tapi tak nak lah. Nanti

[00:02:19.040 – 00:02:21.160] awak marah saya pula eh. So saya letak sunat

[00:02:21.160 – 00:02:23.280] almost wajib letak harga. Kecuali

[00:02:23.280 – 00:02:25.600] Tak boleh letak harga sebab HQ awak tak bagi letak harga

[00:02:25.600 – 00:02:26.980] Adalah sebab-sebab tertentu

[00:02:26.980 – 00:02:29.320] Tapi katakanlah awak ni harga

[00:02:29.320 – 00:02:31.500] Banyak harga, harga saya tak sama, tak fix

[00:02:31.500 – 00:02:32.740] Starting from

[00:02:33.400 – 00:02:34.240] Bermula RM

[00:02:34.860 – 00:02:37.220] 3.5 juta, bagitahu je

[00:02:37.220 – 00:02:39.420] Jual lah barang apa pun, kereta

[00:02:39.420 – 00:02:40.820] Ke apa ke, kena tunjuk harga

[00:02:40.820 – 00:02:42.880] Sebab ini adalah cara paling senang nak filter

[00:02:42.880 – 00:02:45.180] Bermula berapa, kalau video pula letak

[00:02:45.180 – 00:02:47.460] Selitkan dekat tengah macam ni, USP, Proof of Earth

[00:02:47.460 – 00:02:48.820] Kena ada harga, sebab guys

[00:02:48.820 – 00:02:51.620] Kita bukan perang harga, kita perang percaya

[00:02:52.160 – 00:02:53.960] Harga, kalau murah pun orang tak percaya.

[00:02:54.280 – 00:02:55.780] Barang kualiti mahal ke murah?

[00:02:56.620 – 00:02:57.960] Barang kualiti semua mahal.

[00:02:58.540 – 00:03:01.020] Lagi mahal barang, kadang-kadang lagi bagus.

[00:03:01.240 – 00:03:02.480] Sebab lagi nampak trusted.

[00:03:02.860 – 00:03:04.660] Lagi murah, orang lagi pening.

[00:03:04.780 – 00:03:06.820] Eh, ni skam ke apa? Murah sangat. Tak logik.

[00:03:07.080 – 00:03:09.200] Paket umrah sampai harga RM3,500.

[00:03:09.580 – 00:03:10.360] Tak maksud akal.

[00:03:10.980 – 00:03:12.780] Ush, mahal paket umrah ni. RM12,000.

[00:03:13.020 – 00:03:13.820] Apa yang special?

[00:03:14.120 – 00:03:15.340] Haa, apa yang special?

[00:03:15.840 – 00:03:17.800] Ada ayam special, benjo tak?

[00:03:18.140 – 00:03:20.720] So, paket umrah RM12,000.

[00:03:20.720 – 00:03:23.060] Harga premium sesuai untuk mak ayah

[00:03:23.060 – 00:03:25.280] Kat luar sana yang tak nak fikir langsung

[00:03:25.280 – 00:03:27.040] Hotel 50 meter

[00:03:27.040 – 00:03:29.040] Daripada dataran Masjidil Haram

[00:03:29.040 – 00:03:30.820] Yang mana kita sediakan

[00:03:30.820 – 00:03:32.420] Satu kapal

[00:03:32.420 – 00:03:35.340] Satu mutawif untuk buat 3 kali tawaf

[00:03:35.340 – 00:03:37.260] 3 kali umrah contohnya

[00:03:37.260 – 00:03:38.780] So, perang pada

[00:03:38.780 – 00:03:40.620] Percaya, perang harga kita kalah

[00:03:40.620 – 00:03:42.880] That's why, jangan malu letak harga

[00:03:42.880 – 00:03:44.460] Saya ada jumpa banyak student-student

[00:03:44.460 – 00:03:46.560] Banyak company-company yang segan letak harga

[00:03:46.560 – 00:03:48.060] Segan, duduk bagan

[00:03:50.380 – 00:03:51.520] Janganlah malu letak agar

[00:03:51.520 – 00:03:52.460] Tolonglah letak agar

[00:03:52.460 – 00:03:53.820] Awak barang mahal tu sebenarnya

[00:03:53.820 – 00:03:55.260] Bermula daripada marketing dah salah

[00:03:55.260 – 00:03:56.380] Dia bila marketing salah

[00:03:56.380 – 00:03:56.880] Penat lah

[00:03:56.880 – 00:03:57.920] Semua benda jadi penat

[00:03:58.520 – 00:03:59.420] Semua tak jadi

[00:03:59.420 – 00:04:00.440] So that's why

[00:04:00.440 – 00:04:01.780] Saya kena ulang balik benda ni

[00:04:01.780 – 00:04:03.260] Takut awak tak perasan

[00:04:03.260 – 00:04:04.860] Punca awak bukan dekat sale

[00:04:04.860 – 00:04:06.420] Punca awak silap

[00:04:06.420 – 00:04:07.940] Dan struggle selama ni adalah sebab

[00:04:07.940 – 00:04:09.240] Marketing awak salah

[00:04:09.240 – 00:04:11.400] 5 sebab kenapa orang tak beli

[00:04:11.400 – 00:04:12.180] No money, no time

[00:04:12.180 – 00:04:13.480] No need, no urgency, no trust

[00:04:13.480 – 00:04:14.740] Tak ada duit, tak ada masa

[00:04:14.740 – 00:04:15.300] Tak ada keperluan

[00:04:15.300 – 00:04:16.600] Tak ada kepentingan habis sekarang

[00:04:16.600 – 00:04:17.380] Dan tak percaya

[00:04:17.380 – 00:04:19.720] So, bila awak dah letak harga

[00:04:19.720 – 00:04:21.460] Awak dah selesaikan masalah duit

[00:04:21.460 – 00:04:24.600] Awak dah filter customer yang berkualiti

[00:04:25.440 – 00:04:26.640] Nombor dua masa

[00:04:27.440 – 00:04:28.580] Masa ni guys

[00:04:28.580 – 00:04:31.200] Kebiasaannya awak tak struggle sangat lah

[00:04:31.200 – 00:04:32.040] The fact that

[00:04:32.040 – 00:04:32.720] Dia macam ni tau

[00:04:32.720 – 00:04:33.820] Kelakar dia

[00:04:35.260 – 00:04:36.500] Barang murah

[00:04:36.500 – 00:04:38.020] Orang cepat sidai

[00:04:38.020 – 00:04:39.060] Barang mahal

[00:04:39.060 – 00:04:40.840] Customer lambat sidai

[00:04:40.840 – 00:04:43.120] Dia lebih lama panas

[00:04:43.120 – 00:04:46.060] Contoh lah ambil suhu kepanasan customer eh

[00:04:46.060 – 00:04:46.540] Tengok eh

[00:04:47.360 – 00:04:48.260] Contoh awak tengok

[00:04:48.260 – 00:04:49.920] Barang harga RM10,000

[00:04:51.340 – 00:04:52.540] Dia panas kejap

[00:04:52.540 – 00:04:53.300] Satu hari

[00:04:53.300 – 00:04:54.560] Lepas tu dia tak kisah dah

[00:04:54.560 – 00:04:55.100] Dia dah lupa

[00:04:55.100 – 00:04:56.600] Mungkin tentang sebulan

[00:04:56.600 – 00:04:57.440] Ataupun lebih sebulan

[00:04:57.440 – 00:04:57.960] Dia tak ingat dah

[00:04:57.960 – 00:04:58.720] Dia pernah whatsapp kita

[00:04:58.720 – 00:04:59.700] Tanya tentang jus

[00:05:00.900 – 00:05:01.980] Supplement untuk kurus

[00:05:01.980 – 00:05:02.640] Dia tak ingat dah

[00:05:03.600 – 00:05:04.900] Tapi barang harga ratus

[00:05:04.900 – 00:05:05.580] Dia ingat

[00:05:06.200 – 00:05:07.160] Barang harga RM1,000

[00:05:07.160 – 00:05:08.300] Lagi lama dia ingat

[00:05:08.300 – 00:05:09.680] Dan sebenarnya

[00:05:10.380 – 00:05:11.840] Tak ada masa ni

[00:05:11.840 – 00:05:13.380] Sangat rare untuk barang mahal

[00:05:13.980 – 00:05:14.740] Masa ni

[00:05:14.740 – 00:05:16.000] Struggle untuk barang murah

[00:05:16.000 – 00:05:17.780] Sebab barang murah

[00:05:17.780 – 00:05:19.440] Maksudnya masalah tu tak kritikal

[00:05:19.440 – 00:05:20.940] Dia tak kisah pun

[00:05:20.940 – 00:05:22.260] Kalau dia tak beli keropok lekor

[00:05:22.260 – 00:05:22.960] Ke RM50 tu

[00:05:22.960 – 00:05:24.860] Tapi dia kisah gila

[00:05:24.860 – 00:05:25.620] Kalau dia tak beli rumah

[00:05:25.620 – 00:05:27.220] Rumah tu bukan benda

[00:05:27.220 – 00:05:28.760] Yang dia sengaja nak beli

[00:05:28.760 – 00:05:30.300] Dia memang dah plan lama

[00:05:30.300 – 00:05:31.560] Dia nak beli kereta

[00:05:31.560 – 00:05:33.060] Dah plan lama lah nak beli kereta

[00:05:33.060 – 00:05:34.640] In fact malam-malam semua survey

[00:05:34.640 – 00:05:36.180] Tengok kereta Alphard

[00:05:36.180 – 00:05:37.140] Tengok kereta sana

[00:05:37.140 – 00:05:38.160] Tengok kereta China

[00:05:38.160 – 00:05:39.160] Tengok kereta Jepun

[00:05:39.160 – 00:05:40.060] Tengok kereta Jerman

[00:05:40.880 – 00:05:42.760] Contoh dia nak renovate rumah

[00:05:42.760 – 00:05:44.480] Hari-hari tengok Pinterest

[00:05:45.080 – 00:05:48.800] So, sebenarnya guys, masa untuk barang mahal ni tak ada masalah sangat.

[00:05:49.500 – 00:05:51.420] Jarang lah. Barang mahal ni jarang kena sidai.

[00:05:51.860 – 00:05:53.700] In fact, barang mahal lagi banyak soalan dia tanya.

[00:05:54.520 – 00:05:55.720] Seller yang sombong sebenarnya.

[00:05:57.940 – 00:05:59.600] Tak ada keperluan? Impossible lah.

[00:05:59.840 – 00:06:02.660] Impossible lah. Kalau tak, tak ada tiba-tiba dia nak pindah rumah.

[00:06:02.820 – 00:06:03.860] Tak ada tiba-tiba dia nak renovate.

[00:06:04.100 – 00:06:06.260] Tak ada tiba-tiba dia nak pergi umrah. Memang ada keperluan.

[00:06:06.560 – 00:06:11.000] So, saya boleh kata duit, masa keperluan ni benda yang tak struggle lah.

[00:06:11.000 – 00:06:16.440] Tapi kenapa kita struggle adalah kita tak berjaya wujudkan urgency

[00:06:16.440 – 00:06:21.160] Dia kata nantilah saya beli, nak fikir dulu dan sebagainya

[00:06:21.160 – 00:06:25.160] So, kalau customer kata nak fikir dulu dan sebagainya ni

[00:06:25.160 – 00:06:27.300] Awak kena tengok chapter urgency

[00:06:27.300 – 00:06:30.460] Counter rejection, kita ada explain lebih detail dekat situ

[00:06:30.460 – 00:06:33.620] Tapi kalau saya nak jawab sekarang secara ringkasan dia

[00:06:33.620 – 00:06:38.880] Urgency ni, ada dua jenis urgency yang kita boleh wujudkan

[00:06:38.880 – 00:06:40.500] Kita panggil sebagai

[00:06:41.700 – 00:06:43.780] Promotional urgency dengan emotional urgency

[00:06:43.780 – 00:06:44.560] Awak pernah faham?

[00:06:45.020 – 00:06:45.580] Promosi

[00:06:45.580 – 00:06:47.800] Rumah ada rebate RM10,000

[00:06:47.800 – 00:06:49.240] Kalau lock minggu ni

[00:06:49.240 – 00:06:50.540] Kita bagi rebate RM10,000

[00:06:50.540 – 00:06:51.820] Nanti minggu depan

[00:06:51.820 – 00:06:53.000] Ada lagi rebate RM10,000

[00:06:53.000 – 00:06:53.920] Lagi sebulan

[00:06:53.920 – 00:06:54.960] Ada lagi rebate RM10,000

[00:06:54.960 – 00:06:56.200] Promosi ni dia dah expired

[00:06:56.200 – 00:06:57.560] Dia tak boleh lebih 3 kali

[00:06:57.560 – 00:06:58.780] Lebih 3 kali customer kantor

[00:06:58.780 – 00:07:00.440] Dia tahu kita tipu

[00:07:00.440 – 00:07:02.280] Dan sebenarnya

[00:07:02.280 – 00:07:04.520] Tak semua customer percaya

[00:07:04.520 – 00:07:05.940] Dengan urgency promosi

[00:07:05.940 – 00:07:06.600] Apa maksudnya?

[00:07:06.940 – 00:07:08.140] Oh stock kita dah nak habis

[00:07:08.140 – 00:07:08.900] Tak semua percaya

[00:07:08.900 – 00:07:11.500] Oh rumah kita ni tak ada discount

[00:07:11.500 – 00:07:14.360] Oh dia macam benda-benda melibatkan promosi ni

[00:07:14.360 – 00:07:15.340] Tak semua orang percaya

[00:07:15.340 – 00:07:15.860] Sebab tu

[00:07:15.860 – 00:07:19.060] Kalau awak nak suruh dia cepat

[00:07:19.060 – 00:07:20.680] Awak kena tahu FOMO

[00:07:20.680 – 00:07:21.860] FOMO ni real

[00:07:21.860 – 00:07:24.260] Fear of missing out

[00:07:24.260 – 00:07:26.500] Takut kehilangan sesuatu

[00:07:26.500 – 00:07:28.500] Customer dah bijak boleh tahu

[00:07:28.500 – 00:07:29.840] Fake urgency versus re-urgency

[00:07:29.840 – 00:07:31.360] That's why promotional urgency ni

[00:07:31.360 – 00:07:32.340] Okay untuk pakai

[00:07:32.340 – 00:07:35.020] Tapi jangan selalu sangat untuk barang mahal ni

[00:07:35.020 – 00:07:38.040] Yang saya nak awak selalu guna

[00:07:38.040 – 00:07:38.920] Untuk barang mahal

[00:07:38.920 – 00:07:41.020] Emotional urgency ni memang real lah

[00:07:41.020 – 00:07:42.160] Memang awak kena belajar

[00:07:42.160 – 00:07:43.240] Tuan

[00:07:43.240 – 00:07:44.800] Saya cadangkan

[00:07:44.800 – 00:07:47.020] Kalau boleh kita try submit loan

[00:07:47.020 – 00:07:47.600] Sebab mungkin

[00:07:47.600 – 00:07:50.060] Takut property value ni makin naik

[00:07:50.060 – 00:07:52.040] Sebab value dia baru beritahu

[00:07:52.040 – 00:07:53.460] Ada projek yang nak start

[00:07:53.460 – 00:07:55.840] So kalau tuan terlambat dia 1-2 bulan

[00:07:55.840 – 00:07:58.200] Boleh jadi property value ni dah naik 5%

[00:07:58.840 – 00:08:01.800] Sebab sekarang ni dalam fasa-fasa akhir dah projek kat depan tu

[00:08:01.800 – 00:08:03.440] Tuan saya cadangkan

[00:08:03.440 – 00:08:06.180] Tuan try submit deposit sebab mungkin

[00:08:06.180 – 00:08:08.280] Sebab takut rumah corner lot ni

[00:08:08.960 – 00:08:09.780] Takutlah jula

[00:08:09.780 – 00:08:11.480] Tiba-tiba dah sold out

[00:08:11.480 – 00:08:14.120] Tak best lah nanti tuan terpaksa ambil yang tengah

[00:08:14.120 – 00:08:14.840] Sebab tengah ni

[00:08:14.840 – 00:08:16.200] Yelah tambah sikit je

[00:08:16.200 – 00:08:17.580] Dapat corner lot puan hati

[00:08:17.580 – 00:08:19.080] Satu family memang petang-petang

[00:08:19.080 – 00:08:19.720] Kan

[00:08:19.720 – 00:08:21.300] Dan tuan tu kata ini rumah ketiga

[00:08:21.300 – 00:08:22.560] Mesti tuan yang nak terbaik

[00:08:22.560 – 00:08:23.780] Jadi saya cadangkan

[00:08:23.780 – 00:08:24.880] Try tu lupan

[00:08:24.880 – 00:08:25.440] Submit dulu

[00:08:25.440 – 00:08:26.860] At least dah tahu dah

[00:08:26.860 – 00:08:27.940] Kalau nak downgrade

[00:08:27.940 – 00:08:29.280] Untuk rumah tengah pun takde masalah

[00:08:29.280 – 00:08:30.980] Cuma nak upgrade tu yang susah

[00:08:30.980 – 00:08:31.980] Sebab rumah ni

[00:08:31.980 – 00:08:33.860] Dia takut ada orang lain ambil

[00:08:33.860 – 00:08:35.120] Jadi kita combine pula tu

[00:08:35.120 – 00:08:35.820] Promosi dengan

[00:08:35.820 – 00:08:37.080] Emotional urgency

[00:08:37.720 – 00:08:39.320] So apa-apa sahaja

[00:08:39.320 – 00:08:40.140] Yang awak jual

[00:08:40.140 – 00:08:41.660] Tak kisahlah package umrah

[00:08:41.660 – 00:08:43.000] Ke barang-barang mahal lain

[00:08:43.000 – 00:08:43.680] Ke apa ke

[00:08:43.680 – 00:08:45.180] Koway ke kuku ke

[00:08:45.180 – 00:08:45.940] Insurance ke apa

[00:08:45.940 – 00:08:46.880] Ini semua barang-barang mahal

[00:08:46.880 – 00:08:47.420] Insurance

[00:08:47.420 – 00:08:48.420] Koway semua ni

[00:08:48.420 – 00:08:49.440] Bayar RM50

[00:08:49.440 – 00:08:50.640] Tapi kena 5 tahun

[00:08:50.640 – 00:08:51.040] Insurance

[00:08:51.680 – 00:08:52.620] Bayar RM100

[00:08:52.620 – 00:08:53.960] Tapi 30 tahun

[00:08:53.960 – 00:08:55.060] Sebab risiko dia besar

[00:08:55.060 – 00:08:56.600] Emotional urgency ni

[00:08:56.600 – 00:08:57.460] Sangat-sangat penting

[00:08:57.460 – 00:08:58.260] So

[00:08:58.260 – 00:08:59.500] Untuk video

[00:08:59.500 – 00:09:00.460] Part 3 ni

[00:09:00.460 – 00:09:01.560] Saya just nak tekankan

[00:09:01.560 – 00:09:01.860] Yang

[00:09:01.860 – 00:09:03.300] Kita kena tahu

[00:09:03.300 – 00:09:05.240] 5 sebab kena orang tak beli

[00:09:05.240 – 00:09:06.240] urgency ni

[00:09:06.240 – 00:09:07.080] awak kena practice

[00:09:07.080 – 00:09:07.520] banyak kali

[00:09:07.520 – 00:09:08.780] ok last sekali adalah

[00:09:08.780 – 00:09:09.160] trust

[00:09:09.720 – 00:09:10.820] orang tak percaya

[00:09:11.400 – 00:09:12.320] dia kata

[00:09:13.000 – 00:09:13.680] tu lah

[00:09:13.680 – 00:09:14.820] nak sebi-sebi dulu lah

[00:09:14.820 – 00:09:16.580] so kata kalau orang tak percaya

[00:09:16.580 – 00:09:17.220] awak kena tahu

[00:09:17.220 – 00:09:19.180] yang ada 3 level trust

[00:09:19.840 – 00:09:21.520] mungkin dia tak percaya pada awak

[00:09:21.520 – 00:09:22.280] personal trust

[00:09:22.280 – 00:09:23.800] mungkin dia tak percaya pada

[00:09:23.800 – 00:09:25.060] produk rumah tu sendiri

[00:09:25.060 – 00:09:26.920] mungkin dia tak percaya pada brand

[00:09:26.920 – 00:09:28.340] developer punya brand ke

[00:09:28.340 – 00:09:29.120] kita sebagai

[00:09:29.700 – 00:09:30.920] realtor punya brand ke

[00:09:30.920 – 00:09:31.300] apakah

[00:09:31.300 – 00:09:33.160] so ada 3 jenis trust

[00:09:33.160 – 00:09:34.280] yang awak kena build up

[00:09:34.960 – 00:09:36.660] Personal, product dan juga brand

[00:09:36.660 – 00:09:38.480] Hilang salah satu ni tempang

[00:09:38.480 – 00:09:39.300] Dia susah sikit

[00:09:39.800 – 00:09:40.280] Contoh

[00:09:40.280 – 00:09:41.620] Personal dia trust

[00:09:41.620 – 00:09:42.780] Brand dia trust

[00:09:42.780 – 00:09:43.560] Product tak suka

[00:09:43.560 – 00:09:44.500] Dia beli product lain

[00:09:46.000 – 00:09:47.180] Kalau dia suka product

[00:09:47.180 – 00:09:47.760] Dia suka brand

[00:09:47.760 – 00:09:48.420] Dia tak suka kita

[00:09:48.420 – 00:09:49.200] Dia beli dengan orang lain

[00:09:49.200 – 00:09:50.560] Dia suka kita

[00:09:50.560 – 00:09:51.060] Dia suka product

[00:09:51.060 – 00:09:51.800] Dia tak suka brand

[00:09:51.800 – 00:09:53.400] Mungkin dia nak cari brand lain juga

[00:09:53.400 – 00:09:55.020] Tapi product yang lebih kurang sama

[00:09:55.020 – 00:09:56.140] So point dia

[00:09:56.140 – 00:09:57.120] Ketiga-tiga ni

[00:09:57.120 – 00:09:57.980] Untuk barang mahal

[00:09:57.980 – 00:09:59.420] Sangat-sangat penting

[00:09:59.420 – 00:10:00.740] So bila kita nak

[00:10:00.740 – 00:10:01.560] Tengok kejap lagi

[00:10:01.560 – 00:10:02.360] Kita akan go through

[00:10:02.360 – 00:10:03.520] Contoh-contoh example

[00:10:03.520 – 00:10:05.780] saya nak pastikan awak jelas

[00:10:05.780 – 00:10:07.220] dan nyata, faham

[00:10:07.220 – 00:10:09.380] yang sebenarnya semakin mahal

[00:10:09.380 – 00:10:11.660] harga produk, closing kita

[00:10:11.660 – 00:10:13.600] akan semakin macam doktor

[00:10:13.600 – 00:10:15.660] pakar, that's what style hybrid ni

[00:10:15.660 – 00:10:17.200] guys, saya panggil doktor pakar

[00:10:17.200 – 00:10:18.380] bukan doktor biasa

[00:10:18.380 – 00:10:21.000] style direct ni campak harga

[00:10:21.000 – 00:10:22.920] style concept macam doktor

[00:10:22.920 – 00:10:25.840] style hybrid macam doktor pakar

[00:10:26.680 – 00:10:27.360] beza

[00:10:27.360 – 00:10:29.260] maksudnya kita specialist

[00:10:29.260 – 00:10:31.480] kita personalise

[00:10:31.480 – 00:10:33.500] Kena tahu eh, harga-harga ni

[00:10:33.500 – 00:10:35.320] Dari beza, kenapa saya kata

[00:10:35.320 – 00:10:37.440] Harga ni berbeza cara layanan dia

[00:10:37.440 – 00:10:37.900] Sebab

[00:10:39.120 – 00:10:41.340] Kalau lagi murah harga, contoh tu

[00:10:41.340 – 00:10:42.860] Tengok ni, graph value ni

[00:10:43.940 – 00:10:44.980] Barang yang harga

[00:10:44.980 – 00:10:47.320] 100 ke bawah, closing kita

[00:10:47.320 – 00:10:49.140] Generalize, maksudnya

[00:10:49.140 – 00:10:51.160] Generalize closing, dia tak perlu

[00:10:51.160 – 00:10:53.120] Kenal sangat customer, tak tahu-tahu sangat masalah

[00:10:53.640 – 00:10:55.180] Generalkan dia ni, customer ni, anggap lah

[00:10:55.180 – 00:10:56.260] Dia sama je macam customer lain

[00:10:57.020 – 00:10:58.920] Tapi semakin mahal harga produk

[00:10:58.920 – 00:11:00.460] Semakin personalize

[00:11:00.460 – 00:11:02.540] Kita dah kena kenal dia siapa

[00:11:02.540 – 00:11:03.300] Duduk mana

[00:11:03.300 – 00:11:04.460] Nak berapa ramai apa

[00:11:04.460 – 00:11:06.340] Masalah dia sebelum ni pernah try beli ke tak

[00:11:06.340 – 00:11:07.360] Dia lebih personalise

[00:11:07.360 – 00:11:10.300] Lagi-lagi kalau awak pegang customer yang level juta-juta ni

[00:11:10.300 – 00:11:12.360] Mestilah dia nak rasa dihargai

[00:11:12.960 – 00:11:13.480] Personalise

[00:11:13.480 – 00:11:14.820] Sampai jadi member lama

[00:11:14.820 – 00:11:16.060] Opener house pun ajak kita

[00:11:16.060 – 00:11:17.820] Sampai level macam tu sekali nak closing

[00:11:17.820 – 00:11:20.460] So, inilah teknik closing barang mahal

[00:11:21.340 – 00:11:23.420] Jumpa dalam video yang seterusnya

[00:11:23.420 – 00:11:24.260] Zaz