00:00Have you ever felt like you've done everything right?
00:03Eh, but the sale just went away at the last second.
00:07It really hurts, right?
00:08Well, welcome to this material analysis.
00:10We will completely dismantle the playbook of 17 closing techniques from Dewa Eka Prayoga.
00:15These techniques are like secret weapons to prevent you from losing prospects at the most crucial stage.
00:22Okay, without further ado, let's get straight to the point.
00:25Be honest, how often do you hear the words, hmm, let me think about it.
00:31Wow, that's really a nightmare for every salesperson.
00:34You've worked your ass off to attract prospects.
00:37It would be a shame to just let it go like that.
00:40So, okay, let's dissect this playbook to turn things around and find a solution together.
00:45To make it easier, we will divide these 17 techniques into 4 main pillars.
00:50First, the psychology and emotions of buyers.
00:53Second, pricing strategy and perception.
00:56Third, communication and persuasive approach.
00:58And finally, create urgency and scarcity.
01:02This grouping is very important so that our heads don't get dizzy and the techniques are easy to practice.
01:07Let's move on and see how this builds on our first pillar, buyer psychology and emotions.
01:14Yep, building an emotional foundation.
01:17Well, here are 6 main psychological levers.
01:20This is interesting, make potential buyers smile with a joke or make them feel like they are floating using a flattering technique that is actually pure praise.
01:29sincerely yes.
01:29That's not just small talk, you know.
01:31This is actually a very legitimate business strategy.
01:34The logic is this, people are definitely happier buying from people who make them feel comfortable and appreciated.
01:40Is that right?
01:40Let's take one solid example, the mugging technique.
01:45Sounds scary?
01:46Don't worry, the idea is simple.
01:47You just need to give extra treatment or a special gift first.
01:51For example, send free product samples or treat them to a nice coffee before discussing the contract.
01:56This automatically triggers a feeling of embarrassment and a kind of psychological debt of gratitude in their heads.
02:00Why?
02:01Because naturally humans have a strong urge to repay favors.
02:05This technique is truly incredibly effective for aiming for high-value sales.
02:09Now, we come to the second pillar.
02:12Pricing strategy and perception.
02:15How to make the price look so tempting.
02:18There are four pricing techniques here.
02:21And they all have one core goal.
02:24Helping buyers justify their emotional decisions through financial logic.
02:29Remember, when they get emotional they say yes they want to buy it,
02:32their logical brains will immediately be busy looking for justification through numbers.
02:36And this very grillian illustrates the strikethrough price technique.
02:41Just imagine, by lining up the high initial price that has been crossed out right next to the new discounted price,
02:49You are indirectly forcing their brains to calculate on their own.
02:52They'll think, wow, that's quite a savings.
02:55They immediately felt the sensation of savings at that moment.
02:58Then, there is the comparison technique.
03:01Presenting three offer options simultaneously is actually a super smart classic strategy.
03:07Why?
03:08Because psychologically, this subtly encourages buyers to choose the product in the middle, aka the pro option.
03:15This middle option is always considered a safe point,
03:18providing a logical balance between reasonable price and adequate quality.
03:23Well, the most interesting thing about this is that the technique looks cheap.
03:28Instead of shocking customers with annual bills in the millions,
03:32what if you break down the total cost into daily expenses?
03:36The total figures may seem scary,
03:38but when they realized, hey, this is only 10 thousand rupiah a day.
03:43Suddenly the price felt very affordable.
03:46In fact, you could say it's cheaper than the glass of iced coffee with milk that they usually buy.
03:50We move on to the third pillar, communication and persuasive approach.
03:55The subtitle, guiding the conversation ethically.
03:59In this section there are four communication tactics.
04:02You should know, a great salesperson isn't just a good talker.
04:06They are good at directing choices.
04:08For example, the bridging technique.
04:10We give two options that actually benefit both of us.
04:13So buyers feel they have full control over their decisions.
04:17Even though we are the ones guiding.
04:18Very smart, right?
04:19Let's dissect the method in more depth, shall we?
04:24This is purely a matter of creating momentum for agreement.
04:28You throw out a series of open questions that they will definitely answer yes to.
04:33Well, if you have managed to collect 3 to 8 words, boom!
04:38You are conditioning their psychology.
04:40When the main offer finally came out,
04:42their brains are emotionally programmed to resume the rhythm and say yes again.
04:48So, the crucial point is that great salespeople ask a lot of questions in an elegant manner.
04:54This technique asks who wins,
04:56remind us to take control of the conversation,
04:59that doesn't mean we have to keep on dominating.
05:02That means every time there is a rejection from a prospect,
05:05You reply with an elegant counter question,
05:07You guide them to slowly realize for themselves that your solution is indeed the most appropriate one.
05:12Next, technique 1, 2, 3.
05:15Tell me a secret, okay?
05:16The human brain most easily digests something that is neatly arranged in a pattern of 3.
05:21When making an offer,
05:22Just summarize the 3 main benefits briefly and concisely.
05:25Don't give a long list of up to 10 benefits.
05:28That will only make their brains go blank or cause cognitive overload.
05:323 kick-ass benefits are more than enough to make the offer feel very profitable.
05:36And finally, we come to the fourth pillar.
05:40Creating urgency and scarcity.
05:42Forced decision today.
05:45This is the defining moment.
05:46Our final three techniques here all hinge on one thing.
05:51Urgency.
05:51Creating scarcity through exclusive offers
05:54or now or never impulse
05:56it is like an absolute catalyst to close a sale.
06:00The prospects that are going back and forth really need a little nudge,
06:02was told that this golden opportunity had a time limit.
06:06Try to pay attention to this if, then technique.
06:09This technique plays on an extraordinary psychological fact.
06:12Fear of missing out aka FOMO
06:15it is much more motivating than the desire to get something.
06:19So, state the disadvantages as clearly as possible.
06:22Just say, if you don't take this opportunity today,
06:25then this special discount will be gone forever.
06:28The threat of losing that benefit is the driving force for action
06:31which really cannot be underestimated.
06:33Well, we've taken a walk through this entire playbook.
06:37Starting from touching psychology and emotions,
06:39playing with price perception,
06:41constructing communication patterns,
06:42until it builds an urgency that makes it impossible to refuse.
06:45Now the question is,
06:46Which technique will you use?
06:48to save your prospects from horror words?
06:51I'll think about it tomorrow morning.
06:53Remember, don't just leave your money lying around on the table.
06:56Choose one technique,
06:57immediately practice it on your next prospect,
06:59and get ready to be surprised,
07:01see how your conversion rates skyrocket.
07:03So, are you ready for a series of closings?
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