Urgency Counter Rejection
Source: https://coachadib.com/module/6ac033f2c9df5ee2bec8f96a
Automatic full-length draft. Uncertain wording and figures require review.

[00:00:00.000 – 00:00:28.920] Urgency. Customer kata nantilah dulu. Saya nak fikir dululah. Urgency. Okay guys. Urgency ni adalah antara benda yang kita nak kena, nak kena hadap. Ni antara benda yang paling-paling-paling common lah. So, urgency ni, ayat dia kita lah. Kita kena belajar seni mewujudkan urgency. Urgency lah dua ya. Satu, emotional urgency. Satu lagi adalah promotional urgency.

[00:00:30.280 – 00:00:30.840] Okay

[00:00:30.840 – 00:00:32.200] Awak bayangkan

[00:00:32.200 – 00:00:33.300] Promotional urgency ni

[00:00:33.300 – 00:00:34.120] Macam baling dadu

[00:00:34.120 – 00:00:35.520] Baling dadu guys

[00:00:35.520 – 00:00:36.200] Tak boleh banyak kali

[00:00:36.200 – 00:00:37.200] Baling dadu

[00:00:37.200 – 00:00:37.900] Baling sekali

[00:00:37.900 – 00:00:38.880] Dua kali

[00:00:38.880 – 00:00:39.560] Tiga kali dah

[00:00:39.560 – 00:00:39.920] Limit

[00:00:39.920 – 00:00:41.140] Contoh lah dengan promosi

[00:00:41.140 – 00:00:42.240] Promosi ni

[00:00:42.240 – 00:00:43.380] Kalau awak pakai banyak kali sangat

[00:00:43.380 – 00:00:44.360] Dia nampak macam skam

[00:00:44.360 – 00:00:46.380] So apa yang kita nak belajar adalah

[00:00:46.380 – 00:00:47.240] Kita nak gunakan

[00:00:47.240 – 00:00:48.140] Emotional

[00:00:48.140 – 00:00:49.720] Emotional urgency

[00:00:49.720 – 00:00:50.400] Contoh

[00:00:50.400 – 00:00:51.940] Katalah saya jual

[00:00:51.940 – 00:00:52.680] Package umrah

[00:00:52.680 – 00:00:53.440] Saya boleh kata

[00:00:53.440 – 00:00:54.280] Puan

[00:00:54.280 – 00:00:56.420] Kalau boleh book deposit cepat mungkin

[00:00:56.420 – 00:00:57.720] Sebab promo kita

[00:00:57.720 – 00:00:58.960] Habis sampai huji minggu ni je

[00:00:58.960 – 00:00:59.880] Contohnya

[00:00:59.880 – 00:01:01.900] macam tu. Itu kalau saya gunakan

[00:01:03.240 – 00:01:04.040] promosi punya

[00:01:04.040 – 00:01:05.860] urgency. Tapi dia kata

[00:01:05.860 – 00:01:07.640] oh, habis itu kalau nanti tak ada dah lah.

[00:01:07.880 – 00:01:10.060] Tak ada dah. Lepas tu nanti bila awak minggu depan

[00:01:10.060 – 00:01:12.060] Puan-Puan, kita ada extend. Kalau Puan

[00:01:12.060 – 00:01:13.840] booking minggu ni lagi, walaupun minggu lepas

[00:01:13.840 – 00:01:16.060] Puan dah tak sempat, ada lagi.

[00:01:16.240 – 00:01:17.200] Okay dah kena kedua dah.

[00:01:18.000 – 00:01:19.500] Puan, minggu ni kita ada promo.

[00:01:19.620 – 00:01:21.340] Dah penat lah awak nak rasuah dia. Macam tu

[00:01:21.340 – 00:01:22.980] ibadat dia. So that's why

[00:01:23.980 – 00:01:25.440] promosi ni akan ambasi tau.

[00:01:25.580 – 00:01:27.600] Dia akan ambasi. Promosi ni dia ada

[00:01:27.600 – 00:01:29.580] limitation, dia ada limit expired

[00:01:29.580 – 00:01:31.580] dia. Tapi kalau awak boleh tekan pada

[00:01:31.580 – 00:01:33.680] emosi, emosi evergreen.

[00:01:34.440 – 00:01:35.540] Emosi evergreen. Contoh

[00:01:35.540 – 00:01:37.640] macam ni. Kita fokus kepada

[00:01:38.080 – 00:01:39.240] package umrah mak ayah.

[00:01:40.060 – 00:01:41.560] So, dia kata, tu lah saya nak

[00:01:41.560 – 00:01:43.120] fikir dululah. Ayah saya ni

[00:01:43.600 – 00:01:45.520] tak boleh nak putusan lagi lah. Ataupun saya nak

[00:01:45.520 – 00:01:47.720] kena fikir dululah. Tak tahu lah sesuai ke tak.

[00:01:47.960 – 00:01:48.880] Tak tahu lah dia kata lah kan.

[00:01:49.480 – 00:01:51.560] So, awak akan cakap macam ni. Boleh-boleh

[00:01:51.560 – 00:01:53.400] tak ada masalah. Iyakan dulu kan. Jangan

[00:01:53.400 – 00:01:54.820] lawan ego customer. Iyakan dulu.

[00:01:55.460 – 00:01:57.140] Cuma, kalau boleh,

[00:01:57.400 – 00:01:59.360] kalau nak. Kita akan masuk

[00:01:59.360 – 00:02:00.720] kepada urgency. Emosi.

[00:02:01.220 – 00:02:02.160] Saya ulang sekali lagi.

[00:02:03.140 – 00:02:04.880] Itulah, saya tak boleh buat keputusan sekarang lah.

[00:02:05.500 – 00:02:07.440] Saya, itulah, saya nak kena fikir

[00:02:07.440 – 00:02:09.340] dululah macam mana. Boleh, boleh, boleh. Fikir dulu

[00:02:09.340 – 00:02:11.480] tak ada masalah. Cuma

[00:02:12.040 – 00:02:13.380] kalau takut delay lama

[00:02:13.380 – 00:02:14.980] sangat, takut-takut lah kan.

[00:02:15.540 – 00:02:16.900] Kesihatan mak ayah makin merosot.

[00:02:17.460 – 00:02:19.020] Itu waktu diorang tengah happy sekarang ni,

[00:02:19.100 – 00:02:21.460] tahminilah waktu terbaik untuk kita hadiahkan.

[00:02:21.920 – 00:02:23.600] At least berdeposit pun dah buat diorang happy dah.

[00:02:24.360 – 00:02:25.160] Contohnya macam tu.

[00:02:25.460 – 00:02:27.180] So mungkin kalau keras sangat, awak lembutkan sikit.

[00:02:27.620 – 00:02:28.800] Boleh-boleh tak ada masalah tuan.

[00:02:28.800 – 00:02:29.740] cuma sekarang ni

[00:02:29.740 – 00:02:31.020] dua-dua mak ayah

[00:02:31.020 – 00:02:31.720] sihat lagi kan

[00:02:31.720 – 00:02:33.080] ok saya cadangkan lah

[00:02:33.080 – 00:02:34.880] kalau tuan nak hadiahkan ni

[00:02:34.880 – 00:02:36.340] letak jadi projek 500

[00:02:36.340 – 00:02:37.640] at least tuan dah happy dah

[00:02:37.640 – 00:02:39.260] dan kalau kata nak cancer

[00:02:39.260 – 00:02:40.100] nanti pun takde masalah

[00:02:40.100 – 00:02:41.680] sebab takut-takut

[00:02:41.680 – 00:02:42.440] makin lama delay

[00:02:42.440 – 00:02:43.880] kesihatan makin merosot

[00:02:43.880 – 00:02:45.400] sebab ada satu customer saya tu

[00:02:45.400 – 00:02:46.900] maka mulia dia plan tahun ni

[00:02:46.900 – 00:02:48.120] tapi tahun ni tak jadi

[00:02:48.120 – 00:02:49.200] dia plan tahun depan pula

[00:02:49.200 – 00:02:50.060] tahun depan ni tau tau

[00:02:50.060 – 00:02:50.920] tahun ni nak pergi tu

[00:02:50.920 – 00:02:52.220] mak ayah dia dah sakit

[00:02:52.220 – 00:02:53.220] dah kena pakai kursi roda

[00:02:53.220 – 00:02:53.860] jadi susah

[00:02:53.860 – 00:02:55.020] jadi at least

[00:02:55.020 – 00:02:55.900] waktu tengah

[00:02:55.900 – 00:02:57.580] mak ayah kita sihat ni

[00:02:57.580 – 00:03:00.020] Kalau Tuan hadiahkan dia package umrah ni

[00:03:00.020 – 00:03:00.580] Mesti dia happy

[00:03:01.120 – 00:03:01.600] Contohnya

[00:03:01.600 – 00:03:01.820] Nampak?

[00:03:01.880 – 00:03:02.280] Awak guna apa?

[00:03:02.380 – 00:03:03.000] Emosi kat situ

[00:03:04.420 – 00:03:04.900] Contohnya

[00:03:04.900 – 00:03:07.280] Pasal anak-anak tadi tu kan

[00:03:07.280 – 00:03:08.080] Ada speech delay

[00:03:08.620 – 00:03:09.420] Takpelah nantilah

[00:03:09.420 – 00:03:10.100] Saya tak sure lah

[00:03:10.100 – 00:03:11.320] Boleh boleh takde masalah

[00:03:11.320 – 00:03:12.300] Nanti boleh fikir

[00:03:12.300 – 00:03:13.440] Cuma saya risau

[00:03:13.440 – 00:03:14.840] Lagi lama kita delay

[00:03:14.840 – 00:03:16.680] Masalah speech delay anak ni

[00:03:16.680 – 00:03:17.500] Akan makin meneruk

[00:03:17.500 – 00:03:18.440] Macam sekarang ni

[00:03:18.440 – 00:03:19.140] Katalah 6 bulan

[00:03:19.140 – 00:03:20.320] Takut melarat jadi 9 bulan

[00:03:20.320 – 00:03:21.680] Cost treatment akan jadi makin mahal

[00:03:22.440 – 00:03:24.020] So itu adalah yang first

[00:03:24.020 – 00:03:25.220] Sebab tak awak sambung lah

[00:03:25.220 – 00:03:26.180] Dengan yang kedua

[00:03:26.180 – 00:03:27.500] Yang kedua

[00:03:27.500 – 00:03:29.660] adalah kita nak quantifikan

[00:03:29.660 – 00:03:31.620] value. Dia sebenarnya

[00:03:31.620 – 00:03:33.660] sama je. Almost sama. Kalau awak

[00:03:33.660 – 00:03:35.600] tengok, sama je dengan sebelum-sebelum ni

[00:03:35.600 – 00:03:37.320] sahaja. Cuma, kita tahu

[00:03:37.320 – 00:03:39.380] kita sekarang ni ada banyak tos.

[00:03:39.600 – 00:03:41.360] Awak boleh quantify value, awak boleh

[00:03:41.360 – 00:03:43.720] urgency, awak boleh wujudkan proof.

[00:03:44.280 – 00:03:45.540] So, kalau awak nak nampakkan

[00:03:45.540 – 00:03:48.000] urgency awak ni, sangat-sangat

[00:03:48.700 – 00:03:49.900] sangat-sangat penting

[00:03:49.900 – 00:03:51.660] kita kena naikkan balik value. Sebab

[00:03:51.660 – 00:03:53.680] urgency ni kita takut katakan dia. Contoh yang cakap

[00:03:54.300 – 00:03:55.420] saya cadangkan

[00:03:55.420 – 00:03:57.240] booking package umrah mak yang sebab mungkin

[00:03:57.820 – 00:03:58.800] Takut lagi lama delay

[00:03:58.800 – 00:03:59.820] Kesihatan makin merosot

[00:04:00.400 – 00:04:01.680] Waktu diorang happy ni lah

[00:04:01.680 – 00:04:02.560] Kita gembira kan diorang

[00:04:03.500 – 00:04:03.900] Contohnya

[00:04:03.900 – 00:04:04.800] Waktu diorang happy ni

[00:04:04.800 – 00:04:05.400] Kita gembira kan diorang

[00:04:05.400 – 00:04:06.560] Bayar je deposit RM500

[00:04:07.080 – 00:04:08.360] At least diorang dah happy dah

[00:04:08.360 – 00:04:09.580] Katalah nak extend

[00:04:09.580 – 00:04:10.400] Nak pergi tahun depan pun

[00:04:10.400 – 00:04:10.940] Tak ada masalah

[00:04:10.940 – 00:04:12.160] At least diorang dah happy

[00:04:12.160 – 00:04:13.060] Dah dah planning dah tu

[00:04:13.060 – 00:04:14.000] Waktu semangat-semangat ni lah

[00:04:14.000 – 00:04:14.540] Kita tengah ni

[00:04:14.540 – 00:04:15.300] Takut makin delay

[00:04:16.460 – 00:04:16.860] Sebab

[00:04:17.900 – 00:04:18.660] Naikkan value kita

[00:04:18.660 – 00:04:20.320] Sebab kami sediakan sekali

[00:04:20.320 – 00:04:21.580] Package ni dengan hotel

[00:04:21.580 – 00:04:22.200] Paling dekat

[00:04:22.200 – 00:04:23.740] Lepas tu kalau kat sana nanti pun

[00:04:23.740 – 00:04:24.940] Nak buat umrah 3 kali pun

[00:04:24.940 – 00:04:25.560] Tak ada masalah

[00:04:25.560 – 00:04:26.440] Lepas tu ni

[00:04:26.440 – 00:04:26.860] Lepas tu ni

[00:04:26.860 – 00:04:28.960] lepas tu ni. So, bila kita wujudkan

[00:04:28.960 – 00:04:30.700] urgency, kita tengah

[00:04:30.700 – 00:04:32.740] touch emosi dia. Kita tengah macam

[00:04:32.740 – 00:04:34.760] ibarat-ibarat macam tengah

[00:04:34.760 – 00:04:36.880] tengah buat dia tak happy lah kan. Sebab kita

[00:04:36.880 – 00:04:38.300] tengah cakap pasal benda yang beremosi.

[00:04:38.720 – 00:04:40.580] So, kita kena cover balik dengan value.

[00:04:40.740 – 00:04:42.500] Tapi jangan risau. Kalau kata

[00:04:42.500 – 00:04:44.640] sekarang ni pun, kita ada value apa? Contohnya

[00:04:44.640 – 00:04:46.580] oh boleh delay kepada

[00:04:46.580 – 00:04:48.580] tahun depan ni. Ataupun boleh

[00:04:48.580 – 00:04:50.560] ada full refund. Ataupun kita ada sediakan

[00:04:50.560 – 00:04:52.420] sekali package, mutawif success can.

[00:04:52.640 – 00:04:54.580] So, contohlah ambil situasi jual

[00:04:54.580 – 00:04:55.860] insurans, kan, itulah

[00:04:56.400 – 00:04:58.760] tak sure lagi lah, mungkin bukan bulan ni kot

[00:04:58.760 – 00:05:00.020] takpe takpe, takpe, takpe masalah

[00:05:00.020 – 00:05:02.460] kan, benda ni pun kadang susah juga nak keputusan

[00:05:02.460 – 00:05:04.620] cuma saya cadangkan, waktu tengah

[00:05:04.620 – 00:05:06.640] sihat ni, kalau boleh, ada coverage

[00:05:06.640 – 00:05:08.580] insurans lagi bagus, sebab takut-takut

[00:05:08.580 – 00:05:10.580] nanti, tiba-tiba mengejut, jatuh sakit

[00:05:10.580 – 00:05:12.500] ke apakah, time tu nak dapatkan coverage

[00:05:12.500 – 00:05:14.500] susah sikit, sebab coverage kami ni

[00:05:14.500 – 00:05:16.040] dia datang sekali dengan ni, ni, ni

[00:05:16.040 – 00:05:18.580] maksudnya tuan tak saya risau, kalau ada apa masalah

[00:05:18.580 – 00:05:20.600] masuk je ni, lepas tu saya nak tunggu

[00:05:20.600 – 00:05:22.200] ke usian-usian, so

[00:05:22.720 – 00:05:24.300] kalau awak pergi pada promosi

[00:05:24.300 – 00:05:25.460] Oh promosi kita tak lama

[00:05:25.460 – 00:05:27.140] Tuan-tuan kalau boleh ambil minggu ni

[00:05:27.140 – 00:05:28.460] Sebab promo ni sampai minggu ni je

[00:05:28.460 – 00:05:29.240] Kita penat tau

[00:05:29.240 – 00:05:30.800] Tapi kalau kita tengok agensi

[00:05:32.320 – 00:05:32.840] Emotional

[00:05:32.840 – 00:05:33.660] Kita senang

[00:05:33.660 – 00:05:35.100] Contohnya puan saya cadangkan

[00:05:35.100 – 00:05:36.360] Kalau nak booking

[00:05:36.360 – 00:05:37.600] Booking terus bulan ni

[00:05:37.600 – 00:05:38.400] Sebab

[00:05:38.400 – 00:05:40.260] Takut-takut yang bulan depan ni

[00:05:40.260 – 00:05:41.140] Dah masuk musim terkujung

[00:05:41.140 – 00:05:42.160] Biasanya time ni lah

[00:05:42.160 – 00:05:44.300] Budak-budak jatuh sakit lah

[00:05:44.300 – 00:05:45.860] Kena kukuh-kukuh mulut lah kan

[00:05:45.860 – 00:05:47.700] At least kalau tuan dah submit je dulu

[00:05:47.700 – 00:05:49.180] Sebab tempoh nak

[00:05:49.180 – 00:05:50.840] Kuling period pun 2 bulan

[00:05:50.840 – 00:05:51.980] Contohnya macam tu

[00:05:51.980 – 00:05:52.600] So

[00:05:52.600 – 00:05:54.980] ini adalah cara untuk kita wujudkan

[00:05:54.980 – 00:05:56.500] urgency. Point saya kat sini adalah

[00:05:56.500 – 00:05:59.220] awak kena pilih emotional

[00:05:59.220 – 00:06:01.100] urgency. Itu paling bagus.

[00:06:01.340 – 00:06:03.040] Dan bila kita dah bagi

[00:06:03.040 – 00:06:05.000] emotional urgency, tolong

[00:06:05.000 – 00:06:06.520] cover balik dengan value.

[00:06:06.800 – 00:06:09.180] At least customer tak rasa macam dia down sangatlah.

[00:06:09.400 – 00:06:11.000] Kita buat dia happy sikit. Kita rasa tak apa

[00:06:11.000 – 00:06:12.860] tu lah. Lepas ni tak pering pala dah. Travel

[00:06:12.860 – 00:06:14.920] luar negara pun, kita IA sebenarnya dah

[00:06:14.920 – 00:06:16.860] ada sekali dengan coverage. Sebab

[00:06:16.860 – 00:06:18.220] sekian-sekian-sekian. Ha ni.

[00:06:19.320 – 00:06:21.060] Bukti dia. Okay. Jumpa dalam video selanjutnya.

[00:06:21.700 – 00:06:22.040] Let's.