Compasion Counter Rejection
Source: https://coachadib.com/module/6ac033f2c9df5ee2bec8f966
Automatic full-length draft. Uncertain wording and figures require review.

[00:00:00.660 – 00:00:29.980] Customer beritahu dia nak compare-compare. Compare reason. Dia nak compare reason pula dah. Ada memang setengah customer. Dia kan betul darat je. Itulah saya tengah nak. Sebab brand yang ni dia lebih sikit. Itulah kak ada tengok produk kesihatan yang sana tu. Dia pakai 2 bulan. Yang awak punya sebulan je. Dia setengah kan. Dia terus je. Waktu kita tengah pitch dia. Tengah closing ke tengah call ke kena zoom ke mana-mana. Dia terus bagi darat comparison dengan competitor kita. So macam mana nak buat?

[00:00:30.660 – 00:00:32.320] Macam biasa guys. Jawapan dia adalah

[00:00:32.320 – 00:00:34.700] yes. Ia kan je dulu.

[00:00:34.980 – 00:00:36.000] Yes. Oh betul.

[00:00:36.280 – 00:00:38.340] Brand power juga tu. Oh memang

[00:00:38.340 – 00:00:40.660] saya tahu saya kenal tu. Haa sentuhnya kan.

[00:00:40.920 – 00:00:42.720] Kita yes kan je dulu. Dan apa yang kita

[00:00:42.720 – 00:00:44.640] nak buat adalah kita nak pergi kepada

[00:00:44.640 – 00:00:45.840] produk USP.

[00:00:47.780 – 00:00:48.820] Haa USP.

[00:00:49.340 – 00:00:50.180] USP ni apa?

[00:00:51.100 – 00:00:52.140] Unique Selling

[00:00:56.030 – 00:00:56.790] Proposition eh.

[00:00:58.410 – 00:00:59.530] Proposition. Dia

[00:00:59.530 – 00:01:01.450] kalau ikut daripada Google tu proposition.

[00:01:02.110 – 00:01:03.530] Tapi saya guna ayat yang

[00:01:03.530 – 00:01:05.350] tampung sikit lah. Saya kena namakan

[00:01:05.350 – 00:01:07.690] unique selling point. Haa, senang

[00:01:07.690 – 00:01:09.430] sikit. Faham. Point dia adalah

[00:01:09.990 – 00:01:11.450] team sale kadang-kadang

[00:01:11.450 – 00:01:13.830] tak pernah listkan apakah

[00:01:13.830 – 00:01:15.670] 10 USP brand

[00:01:15.670 – 00:01:17.590] ataupun produk awak, ataupun awak sendiri.

[00:01:18.030 – 00:01:19.650] Senaraikan USP. So, awak

[00:01:19.650 – 00:01:21.490] kena buat dulu exercise ni. Jangan main

[00:01:21.490 – 00:01:22.910] closing je. Senaraikan

[00:01:22.910 – 00:01:25.950] sampai 10. Habis video ni

[00:01:25.950 – 00:01:27.690] awak siapkan dulu 10 USP.

[00:01:27.830 – 00:01:29.670] Apa benda? So, bila kita

[00:01:29.670 – 00:01:31.710] dah ingat USP, senang. Contohnya

[00:01:31.710 – 00:01:33.510] ni baru USP

[00:01:33.510 – 00:01:34.310] next pula

[00:01:34.310 – 00:01:36.150] so bila kita nak counter rejection ni

[00:01:36.150 – 00:01:37.370] kita akan kombokan 3 benda

[00:01:37.370 – 00:01:38.470] next pula

[00:01:38.470 – 00:01:39.670] kita akan bagi

[00:01:39.670 – 00:01:40.570] proof result

[00:01:41.750 – 00:01:42.310] proof

[00:01:43.350 – 00:01:43.910] result

[00:01:43.910 – 00:01:45.190] mestilah akan ada

[00:01:45.190 – 00:01:45.830] dalil lah

[00:01:45.830 – 00:01:46.970] ataupun ada bukti kan

[00:01:46.970 – 00:01:48.130] USP kita

[00:01:48.130 – 00:01:48.430] so

[00:01:48.430 – 00:01:49.550] 3 jawapan

[00:01:49.550 – 00:01:50.430] contohnya

[00:01:50.430 – 00:01:51.890] kita jual package

[00:01:51.890 – 00:01:52.530] insurance

[00:01:52.530 – 00:01:53.990] ni typical lah eh

[00:01:53.990 – 00:01:55.310] sebab saya tahu ramai yang tengok ni insurance

[00:01:55.310 – 00:01:56.730] saya tak pernah jual insurance guys

[00:01:56.730 – 00:01:57.910] tapi saya bagi random lah

[00:01:57.910 – 00:01:58.350] example

[00:01:58.350 – 00:02:00.110] tu lah tengah compare juga

[00:02:00.110 – 00:02:01.050] sebab tengok

[00:02:01.050 – 00:02:02.610] Pro BSN tu macam bagus lagi

[00:02:02.610 – 00:02:04.830] Sebab dia tak silap

[00:02:04.830 – 00:02:06.590] Adik wife saya tengah

[00:02:06.590 – 00:02:08.790] Compare yang Pro BSN tu katanya yang tu

[00:02:08.790 – 00:02:10.590] Dia punya coverage lagi tinggi

[00:02:10.590 – 00:02:11.290] Contoh

[00:02:11.290 – 00:02:13.630] Kita jual AIA

[00:02:13.630 – 00:02:15.810] Kita jual AIA

[00:02:15.810 – 00:02:17.750] Saya cakap oh betul-betul Puan

[00:02:17.750 – 00:02:20.210] Pro BSN bab tu memang diorang power

[00:02:20.210 – 00:02:21.130] Puji sikit

[00:02:22.150 – 00:02:23.990] Banyak customer yang memang puji lah

[00:02:23.990 – 00:02:26.310] Sebab macam kami dekat AIA

[00:02:26.310 – 00:02:28.050] Kita RM150,000 coverage

[00:02:28.050 – 00:02:29.510] Diorang RM200,000

[00:02:29.510 – 00:02:30.130] Memang tinggi

[00:02:31.670 – 00:02:32.990] Tapi bila saya tengok balik

[00:02:32.990 – 00:02:34.890] Bos saya pasang, kita pula

[00:02:34.890 – 00:02:36.630] Dekat part claim tu instant

[00:02:37.630 – 00:02:38.850] Kita list kan kita punya

[00:02:38.850 – 00:02:40.830] Kita punya claim kita instant

[00:02:40.830 – 00:02:42.850] Puan, dan yang lagi best, kita tak ada

[00:02:42.850 – 00:02:44.890] Kena bayar RM200, ini Puan dapat

[00:02:44.890 – 00:02:46.570] Tanpa keluar duit langsung, dan

[00:02:46.570 – 00:02:48.090] AIA ni pula, dia

[00:02:48.090 – 00:02:50.970] Kita direct competition, tapi jangan kata

[00:02:50.970 – 00:02:53.010] Orang tak bagus, kita puji je dia

[00:02:53.010 – 00:02:54.890] Tapi kita bagi kenapa kita 10 kali

[00:02:54.890 – 00:02:56.450] Lebih bagus dengan 10 USP

[00:02:57.010 – 00:02:58.350] Campak lah 2-3 USP

[00:02:58.350 – 00:03:00.050] bila awak dah sampai USP

[00:03:00.050 – 00:03:00.530] contohnya

[00:03:00.530 – 00:03:01.450] oh kita instant claim

[00:03:01.450 – 00:03:02.450] lepas tu yang kita pula

[00:03:02.450 – 00:03:03.810] sebab tu kalau puan tengok

[00:03:03.810 – 00:03:04.610] ni customer saya

[00:03:04.610 – 00:03:05.230] saya tunjuk

[00:03:05.230 – 00:03:05.730] yang ni

[00:03:05.730 – 00:03:07.750] yang ni baru masuk je dah dapat claim dah

[00:03:07.750 – 00:03:08.550] lepas tu

[00:03:08.550 – 00:03:09.370] idea yang tu pula

[00:03:09.370 – 00:03:10.610] dia boleh convert jadi saving

[00:03:10.610 – 00:03:11.570] sebab tu yang

[00:03:11.570 – 00:03:12.610] saya pun tak sure lah

[00:03:12.610 – 00:03:13.830] macam mana ProBSN ni

[00:03:13.830 – 00:03:14.830] tapi setahu saya

[00:03:14.830 – 00:03:16.110] bila dia lebih kat situ

[00:03:16.110 – 00:03:17.410] mesti dia kurang kat tempat lain lah

[00:03:17.410 – 00:03:17.870] macam kami

[00:03:17.870 – 00:03:18.890] memang kami kurang kat situ

[00:03:18.890 – 00:03:20.350] tapi kami lebih kan

[00:03:20.350 – 00:03:21.730] kat part yang betul-betul customer nak

[00:03:22.350 – 00:03:23.190] contohnya yang ni lah

[00:03:23.190 – 00:03:24.590] instant claim dan sebagainya

[00:03:24.590 – 00:03:25.310] contoh nampak

[00:03:25.310 – 00:03:26.750] so saya dah buat direct comparison

[00:03:26.750 – 00:03:28.550] Tanpa saya downkan kompetitor

[00:03:28.550 – 00:03:30.350] Jangan kutuk kompetitor eh

[00:03:30.350 – 00:03:31.930] Awak akan jadi salesman yang toxic

[00:03:31.930 – 00:03:33.210] Customer lagi benci tau

[00:03:33.210 – 00:03:35.350] Sebab how you do anything is how you do everything

[00:03:35.350 – 00:03:37.270] Kalau kompetitor pun awak kutuk

[00:03:37.270 – 00:03:39.010] Siapakah awak sebenarnya

[00:03:39.890 – 00:03:41.470] Adakah munafik kok

[00:03:41.470 – 00:03:42.230] Tiba

[00:03:42.230 – 00:03:44.350] So contoh lain pula

[00:03:44.350 – 00:03:45.670] Contoh kowe

[00:03:46.490 – 00:03:47.650] Orang compare dengan apa

[00:03:49.030 – 00:03:49.670] Kuku

[00:03:51.090 – 00:03:52.190] So dia kata

[00:03:52.190 – 00:03:55.010] Itulah saya tengok design kuku tu

[00:03:55.010 – 00:03:56.750] kuku tu murah sikit

[00:03:56.750 – 00:03:58.390] kowe ni mahal sikit lah

[00:03:58.390 – 00:03:59.830] kadang-kadang klien kan

[00:03:59.830 – 00:04:00.810] betul

[00:04:00.810 – 00:04:02.070] kalau ikutkan puan

[00:04:02.070 – 00:04:03.450] kuku tu antara yang paling murah

[00:04:03.450 – 00:04:04.390] dia orang bukan tu je

[00:04:04.390 – 00:04:06.090] sampai yang RM50 pun ada

[00:04:06.090 – 00:04:07.090] serius lah

[00:04:07.090 – 00:04:07.430] nampak

[00:04:08.230 – 00:04:09.670] tapi bila saya tengok balik

[00:04:09.670 – 00:04:11.430] kenapa kowe still no.1

[00:04:11.430 – 00:04:12.050] rupanya

[00:04:12.050 – 00:04:13.270] kuku ni

[00:04:13.270 – 00:04:14.230] dia OEM

[00:04:14.230 – 00:04:15.990] so filter dia kalau puan puasan

[00:04:15.990 – 00:04:16.590] dalam tu

[00:04:16.590 – 00:04:17.970] dia tak betul-betul macam kowe

[00:04:17.970 – 00:04:19.730] kowe ni 0.001

[00:04:19.730 – 00:04:21.630] kuku dia sebenarnya adalah

[00:04:21.630 – 00:04:22.330] air mineral

[00:04:22.330 – 00:04:24.150] dia 0.001

[00:04:24.150 – 00:04:26.050] Satu. Dia kurang satu level lah.

[00:04:26.190 – 00:04:27.870] So macam kita ni puan. Contoh

[00:04:27.870 – 00:04:30.030] mineral. Mineral kowei

[00:04:30.030 – 00:04:32.050] memang tak ada. Tapi mineral

[00:04:32.050 – 00:04:33.910] ni saiz dia sama dengan partikel

[00:04:33.910 – 00:04:35.810] karat. Jadi kita buang

[00:04:35.810 – 00:04:37.590] sekali mineral. Sebab rupanya

[00:04:37.590 – 00:04:39.430] sebab orang kata mineral ni

[00:04:39.430 – 00:04:41.950] mineral ni dalam air sangat-sangat sikit. Ibarat

[00:04:41.950 – 00:04:43.750] puan nak makan satu ikan bilis tu

[00:04:43.750 – 00:04:45.570] adalah satu tong biru mineral tu.

[00:04:45.970 – 00:04:47.890] That's why air yang terbagus, air yang terbaik

[00:04:47.890 – 00:04:49.590] even kat hospital pun dia bagi air

[00:04:49.590 – 00:04:51.570] RO. Kalau puan tengok

[00:04:51.570 – 00:04:53.670] air-air kat hospital ni. Bila dia bagi kat

[00:04:53.670 – 00:04:55.810] pesakit, dia akan bagi air yang paling kosong

[00:04:55.810 – 00:04:57.730] tak ada apa-apa. Sebab mineral

[00:04:57.730 – 00:04:59.770] ni dapat pada makanan. Cuma kita ni

[00:04:59.770 – 00:05:01.630] sebenarnya mineral ni dia penyedap rasa je.

[00:05:01.790 – 00:05:03.270] Pernah minum air air ni Puan, Seamaster.

[00:05:03.750 – 00:05:05.690] Dia penyedap rasa. Sebab tu kalau Puan tengok

[00:05:05.690 – 00:05:07.230] ni Kowe punya, bagi bukti pula.

[00:05:07.890 – 00:05:09.730] Dah bagi tadi USP Kowe. Apa benda

[00:05:09.730 – 00:05:11.570] apa benda, apa benda, apa benda. Kita

[00:05:11.570 – 00:05:13.730] service Puan. Service tukar filter. Yang sana

[00:05:13.730 – 00:05:15.610] service punya dia. Kali saya tengok. Betul

[00:05:15.610 – 00:05:17.670] dia murah sikit. Tapi kalau Puan nak

[00:05:17.670 – 00:05:19.610] puas hati, yang tak payah fikir, service

[00:05:19.610 – 00:05:21.590] kualiti. Kalau rosak, tukar 1 to 1, memang

[00:05:21.590 – 00:05:23.090] Kowe lah Puan. Still Kowe.

[00:05:23.090 – 00:05:26.130] Tapi kalau siapa-siapa yang nak murah

[00:05:26.130 – 00:05:27.530] Siapa-siapa yang nak jenis yang macam

[00:05:27.530 – 00:05:29.510] Memang itu kuku lah

[00:05:29.510 – 00:05:30.350] Tapi kalau tangan saya

[00:05:30.350 – 00:05:33.110] Puan kata tadi, puan punya kabinet dapur tu

[00:05:33.110 – 00:05:34.250] Ada color merah

[00:05:34.250 – 00:05:36.790] Kawai memang design lumacun

[00:05:37.390 – 00:05:38.330] Sebab tu kita design model

[00:05:38.330 – 00:05:39.930] Kita highlightkan USP

[00:05:39.930 – 00:05:41.810] Kalau kan semua dah compare

[00:05:41.810 – 00:05:43.890] Kita adalah dibenarkan

[00:05:43.890 – 00:05:45.750] Untuk buat direct comparison

[00:05:45.750 – 00:05:48.330] Cuma saya paling tak suka orang sale

[00:05:48.330 – 00:05:50.030] Yang compare dan menjatuhkan pesaing

[00:05:50.030 – 00:05:51.130] Kita puji je dia

[00:05:51.130 – 00:05:52.690] Nampak kita ikhlas

[00:05:52.690 – 00:05:54.270] Tapi dalam keadaan kita puji

[00:05:54.270 – 00:05:55.290] Kita akan

[00:05:55.290 – 00:05:56.390] Twist kita

[00:05:56.390 – 00:05:57.030] 10 kali ganda

[00:05:57.030 – 00:05:57.550] Lebih power

[00:05:57.550 – 00:05:59.250] Dan letakkan bukti

[00:05:59.250 – 00:05:59.850] Dekat ujung tu

[00:06:00.450 – 00:06:01.450] Dan patut sambung je

[00:06:01.450 – 00:06:02.410] Dengan kita punya script closing

[00:06:02.410 – 00:06:02.970] Okay

[00:06:02.970 – 00:06:04.330] Jumpa dalam video selanjutnya

[00:06:04.330 – 00:06:04.910] Zaz