17 Teknik Closing (1).pdf

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No Selling, Dying. No Closing, Nothing. Kalau tidak Closing, tidak ada uang masuk rekening. Pening! X(+1"'" ](*+3* T#$53+1 387 B(+I+1Q

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Persiapan yang Matang, Mencegah Kegagalan Datang

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17 TEKNIK CLOSING Cara Efektif Menutup Penjualan yang Terbukti Menghasilkan

TEKNIK 1:

YA.. YA.. YA.. “Buat Calon Customer berkata “YA” sebanyakbanyaknya” T$+8$A+-"E K07% 5(6(#72+-" 367 2(2"+1 5()3+1 *(53+3 -"QL i K>-"E/L KX74"A *"+ 67 2(+(27*"+ "#"2"8 *"23QL i K>-"EL KB)$47* 3+3 S"+I* 5(*"#3 67 -"QL i K>-"EL K>67 2"7 "263# ')$47* -"+1 3+3QL i K>-"EL K0"'"* 5(6(#72+-" 2$A$+ 2""Y% 6"'"* )(+S"+" 2"7 6(#3 2$63#+-" 7+87* *('()#7"+ ')36"43 "8"7 *(#7")1"QL iLN(#7")1"EL KOA 6(1387 -" '"*E 0"'"* #(63A 57*" -"+1 V")+" A38"2 "8"7 '7IAQL i L!38"2EL K0"'"* '3#3A -"+1 2"+7"# "8"7 2"ISQ i KX"+7"#EL KOA -"% +1$2$+1P+1$2$+1% )(+S"+" 6"'"* 2"7 6"-") S"5A "8"7 *)(438Q i KN)(438EL

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TEKNIK 2:

Yang Nanya, Yang Menang “Jangan Menghentikan Percakapan Berakhir di Anda” T$+8$A+-"E

Contoh ke-1 T"#$+ B(26(#3 . K;"A !")1"+-" X-" 67% 4")3 5"+"+-" (2"+1 2"A"#L [@<@<= T=O,>?@U\% B"5)"AE/ .j\ !")75+-"/// T"#$+ B(26(#3 . K;"A !")1"+-" X
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TEKNIK 3:

1, 2, 3 “Berikan 3 Keuntungan secara Ringkas dalam Satu Penawaran” T$+8$A+-"E KN"#"7 367 '"*"3 ')$47* 3+3% 367 "*"+ =(63A ,(A"8% =(63A T"+I*% 4"+ 8()#3A"8 à 8"A7+ =(63A X74"/ T$6" 5"J" 67EL K>*78 ,(23+") 3+3% "*"+ 2(267"8 <+4" =(63A N"-"% =(63A ,7*5(5% 4"+ 2(23#3*3 =(63A 0"+-"* D")3+1"+L KB)$47* 3+3 =(63A X7)"A% =(63A T('"8% 4"+ =(63A 9"'"8 43"+4"#*"+ 7+87* 6()3+8()+(8 4")3'"4" ')$47* #"3++-"L KD3*" <+4" 2(26(#3 2$63# A")3 3+3% *"23 "*"+ X(26()3*"+ <57)"+53% 0(6"5 B"J"*% 4"+ ]"+1*3 B(+7A 0"A"+ 0"*")L KN"#"7 367 6(#3 A")3 3+3% 367 635" 4"'"8 0O?C, (*58)" 6(4% 6"+8"#% 4"+ @W<]>, 43"+8") 5"2'"3 )72"AL 5C6076I
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TEKNIK 4:

NOW OR NEVER “Mereka Harus Memutuskan Saat Itu Juga, Kalau Tidak, Dia Akan Menyesal” T$+8$A+-"E K935*$+ 3+3 A"+-" 6()#"*7 7+87* A")3 3+3EL K,(*")"+1#"A 5""8 -"+1 '"#3+1 8('"8 7+87* 6()8)"+5"*53/ 0(5$* 27+1*3+ A")1"+-" "*"+ +"3*L K,8$* *"23 7+87* 6")"+1 3+3 5"+1"8 8()68"5/ D3*" I4"* 43"263# 5(*")"+1% <+4" "*"+ *(A"635"+L K,74"A "4" S"#$+ '(26(#3 -"+1 2(+"V")+-"/ ,"-" *A"V"I) 6")"+1+-" A"635/ =(63A 6"3* "263# 5(*")"+1L K>+3 "4"#"A A")3 8()"*A3) ')$2$EL K,(*"#3 5(727) A347'/ ]34"* "*"+ 43"4"*"+ #"13EL KD3*" <+4" 2(+4"l") A")3 3+3% "*7 "*"+ 6()3*"+ 8"26"A"+ 435*$+ c_/ ](8"'3 *A7575 A")3 3+3 5"J"L K,3#"*"+ "263# "8"7 I+11"#*"+/ >+3 "4"#"A 5"87P5"87+-" *(5(2'"8"+L K!")3 3+3 A")1" A"+-" W' `ma/aaa/ 0(5$* A")1" +"3* àn #3'"8L Ke$7SA() 9>,NO? 3+3 A"+-" 6()#"*7 5"2'"3 2"#"2 3+3/ 0(5$* ^$7SA()+-" A"+175UL 5C6076I
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TEKNIK 5:

SURPRISE! “Beri Kejutan yang Menyenangkan Customer Anda” T$+8$A+-"E KNA7575 7+87* <+4"% ,"-" "*"+ 2(26()3*"+ B$V()6"+* 5(S")" @W<]>,U ]$#$+1 J"+1"+ S()38" *( '(#"+11"+ #"3+ -"EL K,"-" "*"+ 2(+"26"A*"+ (*58)" 6"8()"3 7+87* 5(I"' '(26(#3"+ 0#"S*6())- I'( nnnnL KN")(+" 26" 574"A J"43 S758$2() *"23% 7+87* '(26(#3"+ 6()3*78+-" oW:: O+1*$5 *3)32EL KN")(+" 367 5()3+1 6(#"+J" 4353+3% *"23 "*"+ 6()3*"+ ,(57"87 NA7575 7+87* 367EL K<*"+1 3+3 $)"+1 5'(53"# 6"13 '()75"A""+ *"23/ ,"-" "*"+ 6()3*"+ 0O?C, ,'(53"# *A7575 7+87* "*"+1EL 5C6076I
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TEKNIK 6:

PERBANDINGAN “Beri 3 Penawaran dan Simpan yang Ingin Dijual Diurutan ke-2” T$+8$A+-"E <+4" 3+13+ 2(+J7"# ')$47* KpL% A")1"+-" W' `bm/aaa/ B)$47* 3+3 "V"#+-" +11"* #"*7/ N"#"7 <+4" 2(+117+"*"+ 8(*+3* B()6"+43+1"+% <+4" "*"+ 67"8 ')$47* < 4"+ 0 -"+1 +$8"6(+( ')$47* < #(63A 2"A"# 4"+ ')$47* 0 #(63A 27)"A/ ,(4"+1*"+ ')$47* p A")1"+-" 43 8(+1"AP 8(+1"A% *7"#38"5+-" '7+ 4(23*3"+ X35"#+-"/// K>67 ')$47* < A")1"+-" =(63A X"A"#/ N7"#38"5+-" '7+ 2(2"+1 5"+1"8 6"175/ N"#"7 ')$47* p 3+3 A")1"+-" #72"-"+ 8()J"+1*"7/ N7"#38"5+-" J71" 6"175/ T$S$* 7+87* >67/ N"#"7 ')$47* 0 A")1"+-" 27)"A 6"+1(8/ ]"'3 -" 387% *7"#38"5+-" '7+ 63"5"P63"5" 5"J"/ D3*" <+4" !
TEKNIK 7:

HARGA CORET “Tunjukkan Harga Asli dan Harga Penawaran Terbaru. Biarkan Dia Menghiting Sendiri ” >?]>?M
Rp 95.000

Rp 309.000 Rp 95.000

(A)

(B)

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TEKNIK 8:

MENJILAT “Katakan pada Customer bahwa DIA HEBAT. Anda KAGUM dan TERKESAN dengannya”

T$+8$A+-"E K;33A 2"+8('U T"+I* 5(*"#3 26"E 0"J7 3+3 2(2"+1 S$S$* 6"+1(8 43'"*( 5"2" 26"L K;$V *()(((+EUU X"5 8()#3A"8 #(63A 274" '"*( *(2(J" 387/ B"5 6"+1(8EL K;"A 5('()I+-" 6"'"* 3+3 "A#3 *$2'78()/ B"5I 6"'"* 4"'"8 2(#3A"8 6(8"'" 6"175+-" *$2'78() 3+3 7+87* 6"'"* 17+"*"+L K@"7+ 3+3 8()#3A"8 5"+1"8 6"175 367 *(+"*"+/ ](2"+P8(2"+ 367 '"5I J71" "*"+ 8()*(5"+ J3*" 367 2(2"*"3 1"7+ 2()"A 3+3L K0"'"* 3+3 =C<,58)3 6"'"* '"5I "*"+ 5(+"+1 J3*" 6"'"* 2(26(#3*"+ *"#7+1 3+3 7+87*+-"L BONON?M?@E !(A(A(

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Saya tunggu Anda… ^_^

TEKNIK 9:

BANDING PESAING “Berlaku untuk Produk Mahal. Edukasi dengan Cost Total” T$+8$A+-"E KX(2"+1 6(+") 67/ N"#"7 367 "263# ')$47* 43 8(2'"8 #"3+% A")1"+-" 2(2"+1 #(63A 27)"A/ ]"'3 -" 387 67% S$6" 367 A387+1 5(+43)3% *"#"7 43 *38" "263# 2"A"# 8"'3 635" 43'"*"3 7+87* c 8"A7+/ 93 8(2'"8 #"3+ 2(2"+1 27)"A% 8"'3 5(I"' h 67#"+ 367 A")75 2(+11"+I *")(+" 27+1*3+ )75"*/ >67 635" A387+1 5(+43)3 6()"'" 7"+1 -"+1 A")75 367 *(#7")*"+ 4"#"2 47" 8"A7+EL K,7'#(2(+ 3+3 A")1"+-" 2(2"+1 2"A"#/ ]"'3 *"#"7 6"'"* S$6" 23+72 57'#(2(+ 3+3 5(#"2" ` 67#"+% )"5" 5"*38 -"+1 6"'"* )"5"*"+ 5(#"2" 3+3 >+5-"<##"A 635" 5(267A/ N"#"7 57'#(2(+ 2()(* #"3+ 2(2"+1 A")1"+-" 27)"A% 8"'3 6"'"* "*"+ *(8()1"+87+1"+ 4"+ 5(I"' 67#"+ A")75 2(+1"+11")*"+ 7"+1 7+87* 6(#3 57'#(2(+ 8()5(678/ ,3#"*"+ 6"'"* '3#3A 5(+43)3EL >?]>?M< /// 9(+1"+ 8(*+3* 3+3% S"#$+ S758$2() "*"+ 2(23*3)*"+ 5(+43)3 *(#(2"A"+ ')$47* '(5"3+1 <+4"/ >+3 6()#"*7 8()78"2" J3*" <+4" 2(23#3*3 ')$47* -"+1 2(+-"5") 2(+(+1"A *( "8"5/ !")1"+-" 2"A"#% *7"#38"5+-" 6"175

TEKNIK 10:

TAMPAK MURAH “Pecah Biaya Yang Dikeluarkan Customer Agar TERLIHAT LEBIH KECIL” T$+8$A+-"E K!"+-" 4(+1"+ W' m/aaaZA")3% *3+3 <+4" 635" 2(+3*2"I 53")"+ #"+157+1 ,()3(P< 43 ]e *(5"-"+1"+ <+4"L K,(*")"+1 S7*7' W' hm/aaaZ23+117% <+4" 635" 2(+3*2"I 2"*"+"+ 5'(53"# *"23 ,:BC<,?M
Rasakan bedanya ... >?]>?M< /// <4" 5(57"87 -"+1 r@(#"'j 4")3 A")1" -"+1 438"V")*"+/ ,(6(+")+-"% A")1"+-" 8(8"' 5"J" 5"2"/ ]"'3 <+4" 2(2(S"A+-" 2(+J"43 #(63A *(S3#% 5(A3+11" 8()#3A"8 8"2'"* #(63A 27)"A <+4" 635" '(S"A 2(+J"43 67#"+"+% 23+117"+% A")3"+ "8"7 5(57"3 '"*(8 -"+1 <+4" 8"V")*"+

TEKNIK 11:

TODONGAN “Hadirkan RASA MALU Jika Tidak Membeli” X"*574+-"E <+4" "*"+ 2(+$4$+1 53 S"#$+ S758$2() 5(S")" I4"* #"+157+1 "1") )"5" 2"#7 "8"7 r+11"* (+"*"+j +-" 27+S7# T?@E

TEKNIK 12:

EMPATI “Tunjukan Anda Bisa MERASAKAN Apa Yang Mereka Rasakan” T$+8$A+-"E K,(6(#72+-" ,"-" J71" 2(23#3*3 2"5"#"A -"+1 5"2"% 8(8"'3 5(8(#"A 2(2"*"3 ')$47* 3+3% 5(27" 2"5"#"A -"+1 2(+11"+117 A3#"+1 4"#"2 5(*(J"'UL KB)$47* 3+3 S$S$* 7+87* ,"-"/ X7+1*3+ <+4" 635" 2(+S$6"+-"EL K97#7 ,"-" '7+ 6()'3*3) 5"2" 5('()I <+4"/ ,(27" X=X 387 5"2"/ 9"+ ,"-" 6(+")P6(+") 635" 2()"5"*"+ "'" -"+1 <+4" )"5"*"+ 5(*")"+1/ ]"'3 5(8(#"A ,"-" 2(+(27*"+ X=X 3+3% '()"5""+ 8()5(678 6()76"A/ D3*" I4"* '()S"-"% <+4" 635" #7"+1*"+ V"*87 `m 2(+38 7+87* ,"-" J(#"5*"+ #(63A 4"#"2QL

>?]>?M< /// ,(*"#3 #"13% ?O W?@ N(I*" <+4" 635" 2()"5" 6"1"32"+" )"5"+-" 2(+J"43 2()(*"% T=O,>?@ "*"+ 8()J"43 4(+1"+ 5(+43)3+-"

TEKNIK 13:

EKSKLUSIF “Tidak Semua Orang Bisa Mendapatkan Produk Ini, TERBATAS !” T$+8$A+-"E KX""Y% I4"* 5(27" $)"+1 635" 3*78 ])"3+3+1 3+3/ NA7575 2(26() 5"J"EL KB)$47* 3+3 J72#"A+-" 8()6"8"5/ !"+-" "4" hEL KB)$47*+-" 3+3 5"+1"8 (*5*#753YEL 4##E

T<]<]9
TEKNIK 14:

BRIDGING “Arahkan Customer Secara Tidak Langsung. Biarkan Mereka MEMILIH SENDIRI” X"*574+-"/// ](*+3* 3+3 23)3'P23)3' 4(+1"+ ](*+3* B()6"+43+1"+/ =(8"* '()6(4""++-" "4"#"A *"#"7 8(*+3* B()6"+43+1"+ "4" 5(43*38 *(S(+4()7+1"+ 7+87* 6(#3 *( ')$47* -"+1 *(Pc% *"#"7 -"+1 3+3 I4"* "4" ]7+J7**"+ *( S"#$+ S758$2() ')$47*+-" "'" 5"J"/ B"5I*"+ 2()(*" 2(23#3A "'" -"+1 3+13+ 2()(*" '3#3A/ <+4" A"+-" 2(2"5I*"++-" 387 S$S$* 7+87*+-" <+4" A"+-" 6()Y7+153 5(61"3 J(26"8"+ 43"+8")" '3#3A"+P'3#3A"+ -"+1 27+1*3+ 2()(*" '3#3A

TOTON C?]CN /// ](*+3* 3+3 S$S$* 7+87* 035+35 -"+1 6"53S D7"#"++-" 2(+117+"*"+ ]$*$% 5('()I 07I*% o"5A3$+% W(8"3#% 4##

TEKNIK 15:

JOKE “Buat Orang TERTAWA Atau TERSENYUM Dengan Penawaran / Kata-Kata Anda” X"*574+-"/// N(I*" <+4" 6()A"53# 2(267"8 $)"+1 #"3+ 8()8"V"% 2"*" 2()(*" "*"+ #(63A 2(+-7*"3 <+4" O)"+1 #(63A 57*" 2(26(#3 4")3 $)"+1P$)"+1 -"+1 4357*"3+-" O)"+1 *"#"7 574"A 6()'3*3) 5(+"+1% *(8"V"P*(IV3% J")"+1 6()'3*3) +(1"IY/ ]()2"57* 6()'3*3) 6"AV" <+4" 87A 5(4"+1 D7"#"+/ T()38"*"+ S()38"PS()38" #7S7 "8"7 #(#7S$+ -"+1 5(*3)"+-" 635" 67"8 S"#$+ S758$2() <+4" 8()5(+-72 6"A*"+ 8()8"V" #('"5

TEKNIK 16:

JIKA ... MAKA ... “Apa KERUGIAN MEREKA Jika Tidak Memilih Produk Ini” ](*+3* 3+3 23)3'P23)3' 4(+1"+ 8(*+3* ?O; OW ?:e:W/ 0(4"+-" 8(*+3* 3+3 5('()I 67*"+ 8(*+3*/ B"4"A"# 5(+1"J" *38" 7+1*"'*"+ "1") 53 S"#$+ S758$2() 635" 6()'3*3) 8(+8"+1 *()713"++-" *"#"7 I4"* 2(26(#3

TO?]O! /// KD3*" <+4" I4"* 2(+S(1"A+-"% 2"*" *(#7")1" <+4" "4" 4"#"2 "+S"2"+ 4(2"2 6()4")"A/ ,(6"3*+-" *38" 2(+S(1"A 4(+1"+ 2(26(#3 $6"8 $#(5 "+I +-"27* 5('()I 3+3L KD3*" *38" I4"* 3*78 "57)"+53 '()#3+47+1"+% 2"*" "*"+ 6"+-"* 5(*"#3 63"-" -"+1 "*"+ *38 "*(#7")*"+ 5""8 8()J"43 *(S(#"*""+L D3*" <+4" I4"* 2(26(#3+-" 5(*")"+1% 2"*" 6(5$* <+4" A")75 2(2+1(#7")*"+ 63"-" #(63A I+113 7+87* 2(26(#3+-"L

TEKNIK 17:

CERITA ORANG “Kasih TESTIMONI Atau PENGALAMAN ORANG LAIN” N(+"'" S()38" $)"+1Q O)"+1 S(+4()7+1 =:0>! M? J3*" <+4" 2(+S()38"*"+ '(+1"#"2"+ $)"+1 #"3+ *('"4"+-"/ ]()#(63A% J3*" '(+1"#"2"+ 8()5(678 "4" *(23)3'"+ 4(+1"+ 53 S"#$+ S758$2() TO?]O! /// X35"#+-" 635+35 <+4" "4"#"A 03263+1"+ 0(#"J")/ ]36"PI6" "4" 5($)"+1 367 -"+1 )"17 4(+1"+ *7"#38"5 6326(# <+4"/ <+4" 635" 2(+1"8"53+-" 4(+1"+ 8(*+3* 3+3. K]"A7+ #"#7 "4" 5($)"+1 367 -"+1 J71" 2(+1"J7*"+ '()8"+-""+ -"+1 5"2"/ ]"2'"*+-" 3" J71" 2()"5" )"17 4(+1"+ *7"#38"5 63263+1"+ 6(#"J") 3+3/ ,(8(#"A '78)"+-" 2(+13*7I *(#"5 '()S$6""+% 3" "*A3)+-" 2()"5" -"*3+ 4(+1"+ *7"#38"5 *"23/ B78)"+-" 5(*")"+1 574"A #7#75 4"+ 2"57* >]0/ 9"+ 5"-" '3*3) 367 387 5"+1"8 '7"5 4(+1"+ 63263+1"+ 6(#"J") *"23% *")(+" 6")7 c A")3 -"+1 #"#7 5"+1 367 2(2"57**"+ '78)" *(47"+-" *( 63263+1"+ 6(#"J") 3+3 J71"L

<*A3)+-"E/ <+4" 6")7 5"J" 2(+4"'"8*"+ 5(67"A )"A"53" -"+1 4"'"8 2(+3+1*"8*"+ '(+J7"#"+ 4"+ *('()S"-""+ 43)3 <+4" 5""8 2(+1A"4"'3 S"#$+ '(26(#3/ ]3+11"# <+4" ')"*I**"+ 4"+ #"IA 13#"P13#""+E N")(+" 5(2"*3+ <+4" 2(#"IA+-"% 5(2"*3+ <+4" "*"+ 2()"5"*"+ 4"2'"*+-" '"4" *(+"3*"+ $2d(8 '(+J7"#"+ <+4"E ,(26")3 <+4" 8()75 2(#"IA 5*3## J7"#"+ <+4"% ,"-" 5"+1"8 2(+-")"+*"+ <+4" 7+87* V$R$ VF'F '"TL :$*$ *$., V")WFEF1U JX A <+4" "*"+ 8"A7 6(87# 6"1"32"+" 2"+Y""8 4")3 67*7 3+3 5(8(#"A <+4" V$R$ E$. @)$'Z''$. /2/.*$ E$1$M @".WF$1$. <.E$>

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