Pre-k

Coway Indonesia 2021

Why we need to understand sales objection?
Meningkatkan Pendapatan (income)
01 yang Lebih Baik

Grab Market Water Purifier yang

02 masih tersedia dan sangat Luas

Salah satu Tools untuk mencapai

03 Target Penjualan Bulanan
 COWAY VS WATER DISPENSER
Product
Brand Filter Technology Regular Service Maintenance Price
Certification
• WQA
Neo Sense,
Free Regular Free Filter • Jakim Halal
Coway Water RO Membrane, 192K/Month -
Service every 2 Package based on • K-BPI No.1
Purifier Plus Innosense, 500K/Month
Months by cody life time • TUV SUD
Anti Bacteria
• IECE

Water
Self Maintenance 120K - 2jt
Dispenser X X X
1 I don’t need it

2 Price too high

3 No Authority

4 No Trust

5 Delaying / Hard Rejection

6 It consume too much Electricity

7 Already use another products

 I don’t need it
To handle this you can simply response like you are
person who have same feeling with customer,
give video link about coway, then offer free trial.
because customer no need to rambling chit chat.
You can say :
“Iya betul Pak/Bu, awalnya saya juga sama,
rasanya belum butuh, tetapi setelah saya coba
program Free Trial ternyata enak juga ya, selain gak
ngrepotin air dari WP seger dan enak di badan trus
bisa lebih hemat juga. Bapak/Ibu juga bisa lo dapat
Free Trial, boleh saya bantu prosesnya Bu?

https://www.youtube.com/watch?v=1CY6YKLa8lk
 Price too high
Show your customer the price of our product
package, and compare with real calculation of gallon’s
price and tell our hygiene product and heart service
from coway.
You can say :
“Untuk harganya Pak/Bu, package villaem 15,48 jt, dan
bisa cicilan 0% dengan CC ditambah diskon 3 bulan
cicilan plus Bapak/Ibu bisa mendapatkan hadiah Happy
Call, free service, free penggantian filter, free delivery,
installation, 5 years warranty dan Careline yang
selalu siap membantu Bapak/Ibu” Harga product kita
cukup terjangkau lo Bu, show the calculation!
 Cost Efficiency for Individual Customer
- Gallon Vs Water Purifier -
Family Drinking Drinking Drinking Gallon price/L Total Cost /
Ombak Neo Plus Core Villaem Cinnamon
members water/day water/day water/month (Rp 18.000/ 19L) Month
/ person / capita / capita Rp 947/L

3 persons 2L 6L 180 L Rp 947 / L Rp 170.460 Package 36

4 persons 2L 8L 240 L Rp 947 / L Rp 227.280 Rp500.000 Rp350.000 Rp520.000 Rp430.000 Rp253.000

5 persons 2L 10 L 300 L Rp 947 / L Rp 284.100 Package 60

6 persons 2L 12 L 360 L Rp 947 / L Rp 340.920 Rp400.000 Rp290.000 Rp420.000 Rp340.000 Rp198.000

 Cost Efficiency for Corporate Customer
- Gallon Vs Water Purifier -
Family Drinking Drinking Drinking Gallon price/L Total Cost /
Ombak Neo Plus Core Villaem Cinnamon
members water/day water/day water/month (Rp 12.000/ 19L) Month
/ person / capita / capita Rp 947/L

10 persons 2L 20 L 600 L Rp 632 / L Rp 378.947 Package 36

11 persons 2L 22 L 660 L Rp 632 / L Rp 416.842 Rp500.000 Rp350.000 Rp520.000 Rp430.000 Rp253.000

13 persons 2L 26 L 780 L Rp 632 / l Rp 492.632 Package 60

14 persons 2L 28 L 840 L Rp 632 / L Rp 530.526 Rp400.000 Rp290.000 Rp420.000 Rp340.000 Rp198.000

 Coway Heart Services
Free After Sales Service dari Coway, Cody / Service Technician akan
mengunjungi customer secara Reguler untuk maintenance berkala,
•Merawat & mengganti filter secara profesional
•Service Exclusive 2 bulan sekali
 Consume too much electricity
Give tips and tricks to customers for saving
electricity by turning off the heating mode
when not in use and show real calculation
electricity costs.

You can say :

“Biaya pemakaian produk kita terjangkau kok

Pak/Bu, kalau untuk pemakaian rumah tangga
sekitar Rp. 2800an setiap hari nya”
wer Consumption

Product Power Consumption

Water Purifier
Product Code Power Consumption

Heater 300 W
Neo Plus CHP-264L Compressor 0.7 A
Heater 310 W
Villaem II CHP-18AR
Compressor 0.7 A
Heater 672W – 800 W
Ombak CHP-7310R
Compressor 0.6 A
Heater 530W – 660W
Core CHP-671R
Compressor 220 – 240W
 Product Power
Consumption

Case 1 (Domestic 1300VA)

Usage Max Extract
Max heating = 310 W
EXAMPLE 1 Morning Max Cooling = 0,7 A x 240V = 168 W
(Villaem II – Heater 310 W Hot
Compressor 0.7 A) 1 day = (310 W x 1hr x 3 times) + (168 W x
Noon
Cold 2 hr x 3 times)
*calculate estimate coway product = 0,930 kWh + 1,008 kWh
consumption Evening Hot = 1,938 kWh
Cold
Domestic 1300VA (Usage cost is Night Hot
Rp 1.444,70/kWh)
Cold Electricity cost in a day is:
Total Hot = 3 times 1,938 kWh x Rp 1.444,70
Cold = 3 times
= Rp 2.799,82

*Estimate hot need 1 hr & cold need 2 1 month = Rp 2.799,82 x 30 day

hr to max = Rp 83.994,6
 Product Power
Consumption

Case 1 (Domestic 1300VA)

Usage Max Extract
Max heating = 310 W
EXAMPLE 2 Morning Max Cooling = 0,7 A x 240V = 168 W
(Villaem II – Heater 310 W Hot
Compressor 0.7 A) 1 day = (310 W x 1hr x 1 times) + (168 W x
Noon
- 2 hr x 2 times)
*calculate estimate coway product = 0,310 kWh + 0,672 kWh
consumption Evening = 0,982 kWh
Cold
Domestic 1300VA (Usage cost is Night
Rp 1.444,70/kWh) Cold
Electricity cost in a day is:
Total Hot = 1 times 0,982 kWh x Rp 1.444,70
Cold = 2 times
= Rp 1.418,70

*Estimate hot need 1 hr & cold need 2 1 month = Rp 1.418,70 x 30 day

hr to max = Rp 42.561
 Product Power
Consumption

Case 1 (Domestic 1300VA)

Usage Max Extract
Max heating = 310 W
Morning Max Cooling = 0,7 A x 240V = 168 W
Hot
1 day = (310 W x 1hr x 2 times) + (168 W x
EXAMPLE 3 Noon
Cold 2 hr x 3 times)
(Villaem II – Heater 310 W
= 0,620 kWh + 1,008 kWh
Compressor 0.7 A) Evening
Cold = 1,628 kWh
*calculate estimate coway product
consumption Night Hot
Cold
Electricity cost in a day is:
Domestic 1300VA (Usage cost is Total Hot = 2 times 1,628 kWh x Rp 1.444,70
Rp 1.444,70/kWh) Cold = 3 times
= Rp 2.351,97

*Estimate hot need 1 hr & cold need 2 1 month = Rp 2.351,97 x 30 day

hr to max = Rp 70.599,1
 Product Power
Consumption

Case 2
Usage Max Extract
(Commercial 5.500VA) Max heating = 310 W
Morning Max Cooling = 0,7 A x 240V = 168 W
Hot
EXAMPLE 1 1 day = (310 W x 1hr x 3 times) + (168 W x
(Villaem II – Heater 310 W Noon
Cold 2 hr x 3 times)
Compressor 0.7 A) = 0,930 kWh + 1,008 kWh
Evening Hot = 1,938 kWh
*calculate estimate coway product Cold
consumption
Night Hot
Cold Electricity cost in a day is:
Commercial 5.500VA (Usage cost
is Rp 1.100/kWh) Total Hot = 3 times 1,938 kWh x Rp 1.100
Cold = 3 times = Rp 2.131,8

1 month = Rp 2.131,8 x 30 day =

*Estimate hot need 1 hr & cold need 2
hr to max Rp 63.954
 Product Power
Consumption
Case 2
Usage Max Extract
(Commercial 5.500VA) Max heating = 310 W
Morning Max Cooling = 0,7 A x 240V = 168 W
Hot
EXAMPLE 2 1 day = (310 W x 1hr x 1 times) + (168 W x
(Villaem II – Heater 310 W Noon
- 2 hr x 2 times)
Compressor 0.7 A) = 0,310 kWh + 0,672 kWh
Evening = 0,982 kWh
Cold
*calculate estimate coway product
consumption Night
Cold
Commercial 5.500VA (Usage cost Electricity cost in a day is:
is Rp 1.100/kWh) Total Hot = 1 times 0,982 kWh x Rp 1.100
Cold = 2 times
= Rp 1.080,2

1 month = Rp 1.080,2 x 30 day =

*Estimate hot need 1 hr & cold need 2
hr to max Rp 32.406
 Product Power
Consumption

Case 2
Usage Max Extract
(Commercial 5.500VA) Max heating = 310 W
Morning Max Cooling = 0,7 A x 240V = 168 W
Hot
1 day = (310 W x 1hr x 2 times) + (168 W x
EXAMPLE 3 Noon
Cold 2 hr x 3 times)
(Villaem II – Heater 310 W = 0,620 kWh + 1,008 kWh
Compressor 0.7 A) Evening = 1,628 kWh
Cold
*calculate estimate coway product Night Hot
consumption Cold Electricity cost in a day is:
Commercial 5.500VA (Usage cost Total Hot = 2 times 1,628 kWh x Rp 1.100
is Rp 1.100/kWh) Cold = 3 times = Rp 1.790,8

1 month = Rp 1.790,8 x 30 day =

*Estimate hot need 1 hr & cold need 2
hr to max Rp 53.724
 Product Power
Consumption

Case 3
Usage Max Extract
(Industrial 41.500VA) Max heating = 310 W
Morning Max Cooling = 0,7 A x 240V = 168 W
Hot
EXAMPLE 1 1 day = (310 W x 1hr x 3 times) + (168 W x
(Villaem II – Heater 310 W Noon
Cold 2 hr x 3 times)
Compressor 0.7 A) = 0,930 kWh + 1,008 kWh
Evening Hot = 1,938 kWh
*calculate estimate coway product Cold
consumption
Night Hot
Cold Electricity cost in a day is:
Commercial 41.500VA (Usage cost
is Rp 972/kWh) Total Hot = 3 times 1,938 kWh x Rp 972
Cold = 3 times = Rp 1.883,74
1 month = Rp 1.883,74 x 30 day
*Estimate hot need 1 hr & cold need 2
hr to max = Rp 56.512,2
 Product Power
Consumption

Case 3
Usage Max Extract
(Industrial 41.500VA) Max heating = 310 W
Morning Max Cooling = 0,7 A x 240V = 168 W
EXAMPLE 2 Hot
(Villaem II – Heater 310 W 1 day = (310 W x 1hr x 1 times) + (168 W x
Noon
Compressor 0.7 A) - 2 hr x 2 times)
= 0,310 kWh + 0,672 kWh
*calculate estimate coway product Evening = 0,982 kWh
Cold
consumption
Night
Commercial 41.500VA (Usage cost Cold
is Rp 972/kWh)
Electricity cost in a day is:
Total Hot = 1 times 0,982 kWh x Rp 972
Cold = 2 times
= Rp 954,504

1 month = Rp 954,504 x 30 day =

*Estimate hot need 1 hr & cold need 2
hr to max Rp 28.635,12
 Product Power
Consumption

Case 3
Usage Max Extract
(Industrial 41.500VA) Max heating = 310 W
Morning Max Cooling = 0,7 A x 240V = 168 W
Hot
EXAMPLE 3 1 day = (310 W x 1hr x 2 times) + (168 W x
(Villaem II – Heater 310 W Noon
Cold 2 hr x 3 times)
Compressor 0.7 A) = 0,620 kWh + 1,008 kWh
Evening = 1,628 kWh
Cold
*calculate estimate coway product
consumption Night Hot
Cold Electricity cost in a day is:
Commercial 41.500VA (Usage cost
is Rp 972/kWh) Total Hot = 2 times 1,628 kWh x Rp 972
Cold = 3 times = Rp 1.582,42

1 month = Rp 1.582,42 x 30 day

*Estimate hot need 1 hr & cold need 2
hr to max = Rp 47.472,6
 No Authority
To handle this you need to respect your customer not
to do hard selling and push product, you can ask their
contact and also share Coway’s video link for
future relationship.

You can say :

“Baik Bu saya sangat memahami apa yang Ibu sampaikan,

mungkin Ibu bisa ngobrol dulu sama Bapak, nanti
kalau sudah diskusi dengan Bapak Ibu boleh kontak
saya, boleh saya bantu catat Bu nomor handphone
nya di 08**** dan kebetulan ada program free trial
Bu, jika berkenan nanti saya bantu prosesnya”
 No Trust
Tell and show customer our product
certification and laboratory test report. Coway is No. 1
Water Purifier Product in Korea and Malaysia and Now
we are here for you.

You can say :

“Bapak/Ibu tidak perlu ragu dan khawatir lagi

tentang kualitas produk kami, karena kita sudah
tersertifikasi dan sudah dilakukan uji lab”
 Coway Water Purifier Certification

WQA Gold Seal Mark Sertifikasi Jakim Halal TUV-SUD IECEE

Performance dan Safety dari (1010-10/2012) Restriction of Hazardous International Electrical
International Water Purifier Sertifikasi Halal Malaysia Substances Certification Safety Scheme
Filteration

K-BPI 2019 CES Recognized Testing Certified Water

No. 1 Water Purifier Brand for 17 Innovation Award Labotory Specialist
Consecutive Year
(2003 ~ 2019)
KOLA Ministry of
S Environment of
Coway is an international South Korea
testing institute accredited by Drinking water quality
the Korean Laboratory Test Laboratory
Accreditation Scheme (KOLAS). certified by Ministry of
Environment
 Already use another brand
When you face this objection you need to ask customer
to tell the product specified they use then we can
compare with our Water Purifier
You can say :

“Kalau boleh tahu produk yang sudah dimiliki

bagaimana ya Pak/Bu?”

Then we can tell our product benefit to customer

 Delaying / Hard rejection
To handle this do not do hard selling, keep your
respect and you might offer free trial also get
phone number.

You can say :

“Bapak/Ibu jika belum berkenan tidak apa2,
mungkin di lain kesempatan, bolehkah saya
menambahkan kontak Bapak/Ibu agar saya bisa
menambah teman, berikut kartu nama saya Pak/Bu?
 Water Source

PDAM
Sumber air harus terlihat jernih secara kasat mata

Jika sumber air menggunakan air tanah, pastikan tidak dekat

dengan peternakan, lapangan golf, septik tank, dan pengolahan
air limbah

Jika sumber air yang digunakan tidak sesuai, dapat mengganggu

kinerja Water Purifier dan menyebabkan mampat pada filter
Air Tanah
What if the customer still say “((( NO )))” ?

ü Be Respecful
ü Stay calm
ü Keep open to get connect
ü Give name card
Rejection is a fact of life, but it can still be hard not to take it
personally. unprofessionally when you respond.
Remember, just because they're not closing now doesn't
mean they can't be further down the line. You want to keep
the possibility of a future relationship open — that starts
with remaining respectful in your follow-up. They just reject
the product not you!
Thanks!
www.coway.id Coway Indonesia @coway_id