Urgency Counter Rejection Draf transkrip automatik penuh. Pembetulan istilah berdasarkan sumber direkodkan secara berasingan; tanda semakan menunjukkan perkataan yang perlu diperiksa. [00:00:00–00:00:28] 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. [semak: uncertain words] [00:00:30–00:00:30] Okay [semak: uncertain words] [00:00:30–00:00:32] Awak bayangkan [semak: uncertain words] [00:00:32–00:00:33] Promotional urgency ni [00:00:33–00:00:34] Macam baling dadu [00:00:34–00:00:35] Baling dadu guys [00:00:35–00:00:36] Tak boleh banyak kali [00:00:36–00:00:37] Baling dadu [00:00:37–00:00:37] Baling sekali [00:00:37–00:00:38] Dua kali [00:00:38–00:00:39] Tiga kali dah [00:00:39–00:00:39] Limit [00:00:39–00:00:41] Contoh lah dengan promosi [semak: uncertain words] [00:00:41–00:00:42] Promosi ni [00:00:42–00:00:43] Kalau awak pakai banyak kali sangat [00:00:43–00:00:44] Dia nampak macam skam [00:00:44–00:00:46] So apa yang kita nak belajar adalah [00:00:46–00:00:47] Kita nak gunakan [00:00:47–00:00:48] Emotional [00:00:48–00:00:49] Emotional urgency [00:00:49–00:00:50] Contoh [00:00:50–00:00:51] Katalah saya jual [00:00:51–00:00:52] Package umrah [00:00:52–00:00:53] Saya boleh kata [00:00:53–00:00:54] Puan [00:00:54–00:00:56] Kalau boleh book deposit cepat mungkin [semak: uncertain words] [00:00:56–00:00:57] Sebab promo kita [00:00:57–00:00:58] Habis sampai huji minggu ni je [00:00:58–00:00:59] Contohnya [00:00:59–00:01:01] macam tu. Itu kalau saya gunakan [00:01:03–00:01:04] promosi punya [00:01:04–00:01:05] urgency. Tapi dia kata [00:01:05–00:01:07] oh, habis itu kalau nanti tak ada dah lah. [semak: uncertain words] [00:01:07–00:01:10] Tak ada dah. Lepas tu nanti bila awak minggu depan [semak: uncertain words] [00:01:10–00:01:12] Puan-Puan, kita ada extend. Kalau Puan [semak: uncertain words] [00:01:12–00:01:13] booking minggu ni lagi, walaupun minggu lepas [00:01:13–00:01:16] Puan dah tak sempat, ada lagi. [00:01:16–00:01:17] Okay dah kena kedua dah. [semak: uncertain words] [00:01:18–00:01:19] Puan, minggu ni kita ada promo. [00:01:19–00:01:21] Dah penat lah awak nak rasuah dia. Macam tu [semak: uncertain words] [00:01:21–00:01:22] ibadat dia. So that's why [00:01:23–00:01:25] promosi ni akan ambasi tau. [semak: uncertain words] [00:01:25–00:01:27] Dia akan ambasi. Promosi ni dia ada [00:01:27–00:01:29] limitation, dia ada limit expired [semak: uncertain words] [00:01:29–00:01:31] dia. Tapi kalau awak boleh tekan pada [semak: uncertain words] [00:01:31–00:01:33] emosi, emosi evergreen. [00:01:34–00:01:35] Emosi evergreen. Contoh [00:01:35–00:01:37] macam ni. Kita fokus kepada [00:01:38–00:01:39] package umrah mak ayah. [00:01:40–00:01:41] So, dia kata, tu lah saya nak [00:01:41–00:01:43] fikir dululah. Ayah saya ni [00:01:43–00:01:45] tak boleh nak putusan lagi lah. Ataupun saya nak [semak: uncertain words] [00:01:45–00:01:47] kena fikir dululah. Tak tahu lah sesuai ke tak. [semak: uncertain words] [00:01:47–00:01:48] Tak tahu lah dia kata lah kan. [semak: uncertain words] [00:01:49–00:01:51] So, awak akan cakap macam ni. Boleh-boleh [00:01:51–00:01:53] tak ada masalah. Iyakan dulu kan. Jangan [00:01:53–00:01:54] lawan ego customer. Iyakan dulu. [00:01:55–00:01:57] Cuma, kalau boleh, [00:01:57–00:01:59] kalau nak. Kita akan masuk [semak: uncertain words] [00:01:59–00:02:00] kepada urgency. Emosi. [semak: uncertain words] [00:02:01–00:02:02] Saya ulang sekali lagi. [semak: uncertain words] [00:02:03–00:02:04] Itulah, saya tak boleh buat keputusan sekarang lah. [semak: uncertain words] [00:02:05–00:02:07] Saya, itulah, saya nak kena fikir [00:02:07–00:02:09] dululah macam mana. Boleh, boleh, boleh. Fikir dulu [00:02:09–00:02:11] tak ada masalah. Cuma [00:02:12–00:02:13] kalau takut delay lama [semak: uncertain words] [00:02:13–00:02:14] sangat, takut-takut lah kan. [semak: uncertain words] [00:02:15–00:02:16] Kesihatan mak ayah makin merosot. [00:02:17–00:02:19] Itu waktu diorang tengah happy sekarang ni, [semak: uncertain words] [00:02:19–00:02:21] tahminilah waktu terbaik untuk kita hadiahkan. [semak: uncertain words] [00:02:21–00:02:23] At least berdeposit pun dah buat diorang happy dah. [00:02:24–00:02:25] Contohnya macam tu. [00:02:25–00:02:27] So mungkin kalau keras sangat, awak lembutkan sikit. [00:02:27–00:02:28] Boleh-boleh tak ada masalah tuan. [00:02:28–00:02:29] cuma sekarang ni [semak: uncertain words] [00:02:29–00:02:31] dua-dua mak ayah [semak: uncertain words] [00:02:31–00:02:31] sihat lagi kan [00:02:31–00:02:33] ok saya cadangkan lah [semak: uncertain words] [00:02:33–00:02:34] kalau tuan nak hadiahkan ni [00:02:34–00:02:36] letak jadi projek 500 [semak: number or amount] [00:02:36–00:02:37] at least tuan dah happy dah [00:02:37–00:02:39] dan kalau kata nak cancer [00:02:39–00:02:40] nanti pun takde masalah [00:02:40–00:02:41] sebab takut-takut [00:02:41–00:02:42] makin lama delay [00:02:42–00:02:43] kesihatan makin merosot [00:02:43–00:02:45] sebab ada satu customer saya tu [00:02:45–00:02:46] maka mulia dia plan tahun ni [semak: uncertain words] [00:02:46–00:02:48] tapi tahun ni tak jadi [00:02:48–00:02:49] dia plan tahun depan pula [00:02:49–00:02:50] tahun depan ni tau tau [00:02:50–00:02:50] tahun ni nak pergi tu [00:02:50–00:02:52] mak ayah dia dah sakit [00:02:52–00:02:53] dah kena pakai kursi roda [00:02:53–00:02:53] jadi susah [00:02:53–00:02:55] jadi at least [00:02:55–00:02:55] waktu tengah [00:02:55–00:02:57] mak ayah kita sihat ni [00:02:57–00:03:00] Kalau Tuan hadiahkan dia package umrah ni [semak: uncertain words] [00:03:00–00:03:00] Mesti dia happy [00:03:01–00:03:01] Contohnya [00:03:01–00:03:01] Nampak? [00:03:01–00:03:02] Awak guna apa? [00:03:02–00:03:03] Emosi kat situ [00:03:04–00:03:04] Contohnya [00:03:04–00:03:07] Pasal anak-anak tadi tu kan [semak: uncertain words] [00:03:07–00:03:08] Ada speech delay [00:03:08–00:03:09] Takpelah nantilah [00:03:09–00:03:10] Saya tak sure lah [semak: uncertain words] [00:03:10–00:03:11] Boleh boleh takde masalah [semak: uncertain words] [00:03:11–00:03:12] Nanti boleh fikir [00:03:12–00:03:13] Cuma saya risau [00:03:13–00:03:14] Lagi lama kita delay [semak: uncertain words] [00:03:14–00:03:16] Masalah speech delay anak ni [semak: uncertain words] [00:03:16–00:03:17] Akan makin meneruk [00:03:17–00:03:18] Macam sekarang ni [00:03:18–00:03:19] Katalah 6 bulan [semak: number or amount] [00:03:19–00:03:20] Takut melarat jadi 9 bulan [semak: number or amount] [00:03:20–00:03:21] Cost treatment akan jadi makin mahal [00:03:22–00:03:24] So itu adalah yang first [semak: uncertain words] [00:03:24–00:03:25] Sebab tak awak sambung lah [semak: uncertain words] [00:03:25–00:03:26] Dengan yang kedua [00:03:26–00:03:27] Yang kedua [00:03:27–00:03:29] adalah kita nak quantifikan [00:03:29–00:03:31] value. Dia sebenarnya [00:03:31–00:03:33] sama je. Almost sama. Kalau awak [00:03:33–00:03:35] tengok, sama je dengan sebelum-sebelum ni [00:03:35–00:03:37] sahaja. Cuma, kita tahu [00:03:37–00:03:39] kita sekarang ni ada banyak tos. [semak: uncertain words] [00:03:39–00:03:41] Awak boleh quantify value, awak boleh [00:03:41–00:03:43] urgency, awak boleh wujudkan proof. [00:03:44–00:03:45] So, kalau awak nak nampakkan [00:03:45–00:03:48] urgency awak ni, sangat-sangat [00:03:48–00:03:49] sangat-sangat penting [semak: uncertain words] [00:03:49–00:03:51] kita kena naikkan balik value. Sebab [semak: uncertain words] [00:03:51–00:03:53] urgency ni kita takut katakan dia. Contoh yang cakap [semak: uncertain words] [00:03:54–00:03:55] saya cadangkan [semak: uncertain words] [00:03:55–00:03:57] booking package umrah mak yang sebab mungkin [semak: uncertain words] [00:03:57–00:03:58] Takut lagi lama delay [semak: uncertain words] [00:03:58–00:03:59] Kesihatan makin merosot [00:04:00–00:04:01] Waktu diorang happy ni lah [semak: uncertain words] [00:04:01–00:04:02] Kita gembira kan diorang [semak: uncertain words] [00:04:03–00:04:03] Contohnya [00:04:03–00:04:04] Waktu diorang happy ni [00:04:04–00:04:05] Kita gembira kan diorang [00:04:05–00:04:06] Bayar je deposit RM500 [semak: number or amount] [00:04:07–00:04:08] At least diorang dah happy dah [00:04:08–00:04:09] Katalah nak extend [00:04:09–00:04:10] Nak pergi tahun depan pun [00:04:10–00:04:10] Tak ada masalah [00:04:10–00:04:12] At least diorang dah happy [00:04:12–00:04:13] Dah dah planning dah tu [00:04:13–00:04:14] Waktu semangat-semangat ni lah [00:04:14–00:04:14] Kita tengah ni [00:04:14–00:04:15] Takut makin delay [00:04:16–00:04:16] Sebab [semak: uncertain words] [00:04:17–00:04:18] Naikkan value kita [00:04:18–00:04:20] Sebab kami sediakan sekali [semak: uncertain words] [00:04:20–00:04:21] Package ni dengan hotel [00:04:21–00:04:22] Paling dekat [semak: uncertain words] [00:04:22–00:04:23] Lepas tu kalau kat sana nanti pun [00:04:23–00:04:24] Nak buat umrah 3 kali pun [semak: uncertain words, number or amount] [00:04:24–00:04:25] Tak ada masalah [00:04:25–00:04:26] Lepas tu ni [00:04:26–00:04:26] Lepas tu ni [00:04:26–00:04:28] lepas tu ni. So, bila kita wujudkan [00:04:28–00:04:30] urgency, kita tengah [00:04:30–00:04:32] touch emosi dia. Kita tengah macam [00:04:32–00:04:34] ibarat-ibarat macam tengah [00:04:34–00:04:36] tengah buat dia tak happy lah kan. Sebab kita [semak: uncertain words] [00:04:36–00:04:38] tengah cakap pasal benda yang beremosi. [semak: uncertain words] [00:04:38–00:04:40] So, kita kena cover balik dengan value. [00:04:40–00:04:42] Tapi jangan risau. Kalau kata [00:04:42–00:04:44] sekarang ni pun, kita ada value apa? Contohnya [00:04:44–00:04:46] oh boleh delay kepada [semak: uncertain words] [00:04:46–00:04:48] tahun depan ni. Ataupun boleh [00:04:48–00:04:50] ada full refund. Ataupun kita ada sediakan [semak: uncertain words] [00:04:50–00:04:52] sekali package, mutawif success can. [semak: uncertain words] [00:04:52–00:04:54] So, contohlah ambil situasi jual [00:04:54–00:04:55] insurans, kan, itulah [00:04:56–00:04:58] tak sure lagi lah, mungkin bukan bulan ni kot [semak: uncertain words] [00:04:58–00:05:00] takpe takpe, takpe, takpe masalah [semak: uncertain words] [00:05:00–00:05:02] kan, benda ni pun kadang susah juga nak keputusan [semak: uncertain words] [00:05:02–00:05:04] cuma saya cadangkan, waktu tengah [00:05:04–00:05:06] sihat ni, kalau boleh, ada coverage [00:05:06–00:05:08] insurans lagi bagus, sebab takut-takut [semak: uncertain words] [00:05:08–00:05:10] nanti, tiba-tiba mengejut, jatuh sakit [00:05:10–00:05:12] ke apakah, time tu nak dapatkan coverage [00:05:12–00:05:14] susah sikit, sebab coverage kami ni [00:05:14–00:05:16] dia datang sekali dengan ni, ni, ni [semak: uncertain words] [00:05:16–00:05:18] maksudnya tuan tak saya risau, kalau ada apa masalah [semak: uncertain words] [00:05:18–00:05:20] masuk je ni, lepas tu saya nak tunggu [semak: uncertain words] [00:05:20–00:05:22] ke usian-usian, so [semak: uncertain words] [00:05:22–00:05:24] kalau awak pergi pada promosi [00:05:24–00:05:25] Oh promosi kita tak lama [semak: uncertain words] [00:05:25–00:05:27] Tuan-tuan kalau boleh ambil minggu ni [semak: uncertain words] [00:05:27–00:05:28] Sebab promo ni sampai minggu ni je [00:05:28–00:05:29] Kita penat tau [00:05:29–00:05:30] Tapi kalau kita tengok agensi [00:05:32–00:05:32] Emotional [00:05:32–00:05:33] Kita senang [00:05:33–00:05:35] Contohnya puan saya cadangkan [semak: uncertain words] [00:05:35–00:05:36] Kalau nak booking [00:05:36–00:05:37] Booking terus bulan ni [00:05:37–00:05:38] Sebab [00:05:38–00:05:40] Takut-takut yang bulan depan ni [00:05:40–00:05:41] Dah masuk musim terkujung [semak: uncertain words] [00:05:41–00:05:42] Biasanya time ni lah [00:05:42–00:05:44] Budak-budak jatuh sakit lah [00:05:44–00:05:45] Kena kukuh-kukuh mulut lah kan [00:05:45–00:05:47] At least kalau tuan dah submit je dulu [semak: uncertain words] [00:05:47–00:05:49] Sebab tempoh nak [00:05:49–00:05:50] Kuling period pun 2 bulan [semak: number or amount] [00:05:50–00:05:51] Contohnya macam tu [00:05:51–00:05:52] So [00:05:52–00:05:54] ini adalah cara untuk kita wujudkan [semak: uncertain words] [00:05:54–00:05:56] urgency. Point saya kat sini adalah [00:05:56–00:05:59] awak kena pilih emotional [00:05:59–00:06:01] urgency. Itu paling bagus. [00:06:01–00:06:03] Dan bila kita dah bagi [00:06:03–00:06:05] emotional urgency, tolong [00:06:05–00:06:06] cover balik dengan value. [00:06:06–00:06:09] At least customer tak rasa macam dia down sangatlah. [00:06:09–00:06:11] Kita buat dia happy sikit. Kita rasa tak apa [semak: uncertain words] [00:06:11–00:06:12] tu lah. Lepas ni tak pering pala dah. Travel [semak: uncertain words] [00:06:12–00:06:14] luar negara pun, kita IA sebenarnya dah [semak: uncertain words] [00:06:14–00:06:16] ada sekali dengan coverage. Sebab [00:06:16–00:06:18] sekian-sekian-sekian. Ha ni. [semak: uncertain words] [00:06:19–00:06:21] Bukti dia. Okay. Jumpa dalam video selanjutnya. [semak: uncertain words] [00:06:21–00:06:22] Let's. [semak: uncertain words]