Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Explain Why You Cost More - Selling Value

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How to Explain Why You Cost More - Selling Value · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

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Today on the podcast, I want us to discuss or I want us to learn
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how to push back on price. That's for those of you who are
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not comfortable pushing back on price, pushing back on the
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budget. Because the problem is when
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we're having conversations with potential customers, with
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potential clients, usually they throw out a figure and a lot of
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us just take the figure as gospel truth.
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You're talking with somebody, they said their budget is 5
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million. Then next thing you're trying to
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adapt to that five M or they say, you know they spoke to
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Susan, so and the person quoted 5 million for them.
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And then because of that, that 5 million figure that the client
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has put out will now become the anchor.
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I will now set the context for the rest of the conversation as
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it flows. Should we be doing that in our
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business that just because the clients say that five M that I
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mean get so because of that we should just flow with that five
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M or whatever price that they put out.
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Should we be doing out in our businesses or we should learn to
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push back on the budget, inquire on the budget because it's a
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serious problem when we take the customers budget as gospel
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truth. Now whatever the customer says
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and that's the truth. First of all, is this a
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realistic attitude to have? Then when the customer just
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gives you a figure, you will just blend.
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You will just roll with it. Don't you know that sometimes
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the customer is just throwing this figure?
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Meanwhile the figure is out of date?
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Honestly, when I was in the event space, I used to get that
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a lot. I'll be talking to a bride and
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she'll say, ah no, that my sister for video is 250.
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We paid. You say 250, you say yes, now
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you say when? Yeah, she got married four years
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ago. That is why now it was 250K four
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years ago. Sometimes your potential
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customers, your clients, they're just throwing out figures.
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The figure is out of date. So yes, somebody gave her a
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figure. OK, no problem.
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The person said 5 M press her small, you'll find out that
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somebody told her 5 million two years ago.
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Is it realistic that somebody has out of date market
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information on a 2 year old quote?
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They threw the thing out. You didn't ask any questions.
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You just started trying to adapt.
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You just started trying to blend to their own, to their own
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circumstance. There's somebody that I was
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coaching yesterday, she sells solar for one of my clients and
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I told her to push back. You don't believe one of the
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people who called him. The guy said 10 to 16,000,000.
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I hope you don't mind Sir. How did you arrive at that
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figure? By the time we dug into it, now
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just guess, Now just guess the guy, they guess he saw the
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advert, he was interested in solar, so he clicked on it.
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And honestly speaking, he selected 10 to 16,000,000 just
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because, you know, now random guess the guy, if you say 10 to
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16 sounds just about right. But of course, by the time you
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start discussing now, you will see that the thing, the system
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that the guy actually wants to install far exceeds that.
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Sometimes people are reaching out to you, dear Nigerian
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businessperson, Nigerian salesperson.
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They throw out a figure. The figure is out of date.
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It's something that somebody told them last year, their
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sisters, brothers, uncles, second wives, cousin told them
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that figure 2 years ago. And since then, in their head,
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that has been the figure that is good for your own business.
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But you didn't ask. Sometimes it's just a random
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guess. The guys saw you guys online and
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he just thought 10 to 16,000,000 just like that.
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When you don't push back on these sorts of situations, can
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you see the kind of difficult situation, the kind of hole that
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you're putting yourself in just because you're not asking
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questions? Sometimes somebody gives them a
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figure. Your friend will tell them
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something or the competition will tell them something, but
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the figure is not accurate or the figure is OK, but it is not
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an accurate, it's not an accurate comparison.
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It happens all the time. I've given the example over here
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on the podcast when we needed to buy roofing sheets or be roofing
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shingles or whatever they call them for Mumsy's house.
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I went to one place, somebody told me one thing, I went to
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another place, somebody told me something that was higher.
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So of course, I told the second guy that I'm just coming from
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so, so so and so shop and the person told me that it is so,
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so, so and so per square, you know, per square meter B per
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square feet or however it is at the price though shingles.
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The second person did something I thought was masterful.
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He said, oh, is it Switzerland or is it blah, blah, blah.
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In my own mind, I didn't even know that they're different
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qualities or different caters. I just said, oh, I don't know
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what's the difference. Then the guy went to go and
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bring out, see, trust the more men see.
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But The thing is, the evil guy, I'm sure that somebody taught
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him this when he was new in the business.
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But see, that's the reason why when you're selling, when you're
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trying to improve your business by learning how to sell,
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sometimes watching other people, you can pick up some ideas
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because people have some good tips, good tricks.
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They're just not conscious that that's what they're doing.
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So the guy just asked me, Shebina, Switzerland or Nah, you
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know, whatever, please. And I said, oh, I didn't know,
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is there a difference? And the guy brought them out and
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honestly, they looked the same. I said, what's the difference?
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He said this one, Switzerland, this one is oven baking.
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I say, which one is oven baking? And he explained the whole
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process that basically you take, is it clay or shaft, whatever.
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You take these things and you bake it in an oven and it's
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almost like having terracotta. It's almost like having a clay
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pot on your roof. Basically.
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It doesn't just look like it's that brownish clay thing.
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It actually is a brownish clay thing.
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Then you brought the other one. So you see this one say yes, he
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said this one, there's no baking.
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That is just coating. It's just iron, zinc.
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Then they just coated this something on top.
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Then he brought an older sheet and then he showed the sheet
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look 1. So you see this is a scratch
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arm, say scratch arm now because the thing looked old.
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So I felt OK, I scratched the thing came off.
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So you see, that's the difference between this and
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this, this one oven baking, this one, we can guarantee it.
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I can't remember if he said 50 years or 80 years.
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I said this other one, no guarantee.
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In fact, this one rainy season, by the time rainy season handled
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his roof, 5-6 rainy season, the team, you know, the team will
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judge the peel. Everybody will see that this
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house that you have that it is not correct.
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Terracotta or whatever he called it, roofing tile that was just
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zinc that was under. He now asked me this house that
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people are building, is it your own house?
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I said no, it's not my own house, is it for tenancy?
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I said no, that actually is Mumsy's house and he said I
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would not recommend that you use this current thing or top
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Mumsy's house because if you do 4-5 rainy seasons, if you're
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lucky, everybody will see that this mum sees fine mansion.
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It's just zinc that was under. It is not proper.
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You know, I can't remember terracotta or whatever roofing
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sheet. Forgive me.
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Those of you who are at the building space.
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I gave him a figure, he pushed back.
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He got some more information. He was able to educate me and
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was able to sell on value because I pushed back.
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A lot of you will just hear so, so, so, and so.
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You'll be afraid that, oh, if I don't match this guy, he will go
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back to the other person. Meanwhile, you match the price
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you're selling at a loss or you're selling at break even on
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top information on top a comparison that was not even
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adequate to begin with. And the way that the IBO guy
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closed the sale for me was he said if it is this one that you
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like, no problem. That's the lower quality 1.
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He said I will give it to you. I will even give it to you as a
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lower price. But as you take it, as you see,
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I'm just as you take it, just anything where you see, just
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just take it like that. I know give you guarantee, but
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I'll give it to you at a lower price.
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But if you want this one, Switzerland, this is how much
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you cost per roofing, whatever, whatever, whatever.
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So I need to know the square, you know how they do it now,
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square meters, square, whatever. He wanted to know the size of
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the house. And then from there, we'll be
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able to come up with an estimate and then know what that discount
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even makes sense or not. I ended up buying from him.
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I can't remember if it was the second or the third person that
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I went to. Other people did not bother with
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this exercise. That one was just, you know, so,
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so, so per square meter, what I'm telling you is real life
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live Abuja Builders Market go to that's where I went to, not
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making this thing up. It was me that's the problem.
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These are the kinds of things that can happen when you take a
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customer's budget as gospel truth.
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You don't push back. You don't inquire on the budget.
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So because they have said they have a budget of 5 million or
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whatever it is that they said, it doesn't mean we should start
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acting on it. It doesn't mean that we should
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start showing them now. Oh, your budget is 5 million,
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OK, for 5 million, this is what we can do.
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No, what you should do, especially when people come to
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you, they already have a very specific budget.
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You don't know where this budget came from.
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Ask questions. The answers to the questions are
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going to determine the next thing that you will do.
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Remember, just like whiz Mabel Bros when we're trying to buy
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roofing sheets from Mumsy's house, he asked questions.
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The answer to the questions determined what it was that he
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did next. It determined the kind of
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presentation that he gave. It determines the kind of
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clothes that he would use. Somebody comes to you with a
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very specific budget. Ask questions.
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The answer will determine what you do next.
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By the way, if you'd like to connect with me, you can call
10:44
me, send me a text message or WhatsApp message on 08064662140.
10:51
If you're interested in a 15 minute sale audit or you want me
10:54
to look at one of your business processes, call me, send me a
10:57
text message or WhatsApp message on the same number, 08064662140.
11:04
Or if you just want to join my WhatsApp channel, then WhatsApp
11:07
me on the same number. Or if you just want to say hi
11:09
because some of you say I love the podcast, I just want to say
11:11
hi, then yeah, do that and that'll be cool.
11:15
Either way, I love having a chat with people who listen to the
11:18
podcast. So if you're discovering the
11:20
podcast the very first time today, I hope you're going to
11:23
call me, send me a text message or WhatsApp message.
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No point in repeating the number again.
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So now what kind of questions are we going to ask?
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Some of you be afraid of this, just like the sales lady that I
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was coaching yesterday. But if you think some of these
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things are too direct, you can use modifiers.
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Modifiers are just ways of softening the blow.
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So for me, the way that I modify the question is I say, oh, I
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hope you don't mind me asking, how did you arrive at that
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figure? When somebody says my budget is
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5 million, you need to push back.
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You need to know how did they arrive at that figure.
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That's all determine what we do next.
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So excuse me. So more modifiers.
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I hope you don't mind me asking, how did you arrive at that
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figure? They hear what it is that they
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have to say. If it's one of those situations
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that the price that they gave her was accurate, but that's the
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price that her uncle's wife's second cousin's best friend's
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second wife told her two years ago is Then you educate and say,
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ah, Madam, was it not two years ago while we in the Chernobyl
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regime back then? And then you will start to
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educate or you start to distinguish accordingly.
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But you have learned some information because you push
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back another way. Mr. asks Like really 5 million?
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Somebody gave you a quote for that figure.
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You just say it like that and keep quiet.
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And then you hear what the person has to say like that.
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Igbo Brasu tackled me. That was his attitude.
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That was like somebody gave you a quote for that figure.
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And then his next question was Shabina, Switzerland, or, and
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then the conversation moved from there.
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But you just even if you just say it like that, really
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somebody give you a quote for that figure and you keep quiet,
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you hear what is the person has to say, But the person says yes,
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now yes, I'm coming from another shop.
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It is my cousin shop. Something, something, something.
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That's the reason why he gave me that figure.
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OK, no problem. You've learned some information.
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The person got it from another shop.
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So now you know that there are multiple quotes on the table.
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You're not just the first person that he's talking to and the
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other person is quoting the low ball figure.
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You have some extra information. Another thing that I like to do
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is when somebody throws out a figure, especially when the
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figure is ridiculous. I say that sounds like a very
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good price, very, very good price.
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If not me for take up. And then I now flip it back on
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it on the person. See, if you trust that person,
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how come you haven't taken the offer Then I keep quiet.
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Last year when I was coaching another solar salesperson, this
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was a tactic that he needed some help with the call.
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And that's the Kung Fu that I pulled on the other guy.
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The other guy was insisting on 8.
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What they were negotiating was around like 12.
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So I told him now look, see this 8 million that you're saying you
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got a quote for that It's the guy said yes.
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I said you trust the guy. You guys say yes, that it is my
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brother Gong Gong. That's what he said.
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I'm quoting him. He said my brother Gong Gong and
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I said, OK, if it's your brother, you trust the you trust
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the quote. How come you haven't taken the
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offer? Now in the guy laugh, he begin,
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they laugh. That's when conversation
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changed. We continue talking.
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It turned out my brother Gong Gong was not really his brother
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nor his blood brother. It was just somebody that a
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friend in church introduced him to.
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The person is, you know, that kind of like from the same
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village, you know, so it's not really zip.
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But when he was answering me, he said my brother had gone gone.
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That's what he said. The guy emphasized it.
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My brother and I said, OK, that 8 million for this setup is
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good. If you trust the guy, why are
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you not taking it? Now?
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You can push back, but remember, keep a conversational no be
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fight. All right, It's not a fight.
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So that's also something I do. That sounds like a good price.
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If you trust the person, how come you haven't taken the
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offer? You now stand here and the story
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change. There's only one person that
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I've told that to their say, oh, OK, you know what, I think I
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actually will. I said OK, sure, no problem.
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I'll call you back in a couple of days just to find out how
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things went. Would that be OK?
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Say yes, I called the person back personally answer.
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I said, OK, I say, of course you won't answer.
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You try yourself and you probably got burned anyway.
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Maybe that's just me doing bad belly.
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Maybe he tried it and everything worked out fine anyway.
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You never know. But only one person has taken me
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up on offer to said, you know what, actually, all right, let
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me just take it. Either way, the number that the
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person called, if it doesn't work for you, it doesn't work
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for you. If it works for somebody else,
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let the person go and do business with somebody else.
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And see, this is one of the reasons why I say sales is
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important and deal flow is important.
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You should always be talking to people.
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You should always have lead flow.
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You should always have deal flow because you know, if there's you
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know the attitude, there's more. There's always fish in the
16:41
market. So like, OK, you don't want to
16:43
do business. No, I have no problem.
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I'm cool. Another person will call or
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tomorrow I'm going to go and visit another person.
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So you won't tell the person that but in your mind you
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understand, in your mind I'll be attitude like OK, this one will
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click, no problem tomorrow, tomorrow is another day.
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There's always fish in the market.
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And then this thing that Nigerian business people like to
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say that the one that is my own, God has kept it for me and that
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kind of attitude. So no problem, you didn't know,
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click end of my own. Now the one way, the one that is
17:17
my own, God has kept it for me. I will go front, I'll meet them
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another way. You can push back on price 5
17:28
million, Are you sure that it covers XYZ?
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You now mention that extra, whatever it is that is a
17:37
distinguishing feature in your own, in your own business,
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similar to what the Iboga I did because remember the guy say 5
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million, yes, sorry, not 5 million, but whatever figure it
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was said because I can't remember it was such a long time
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ago. I say yes, I'm coming from
17:53
somebody's shop. And then you say, oh, is this
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Switzerland or is it? So in this case, you can say 5
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million, say yes, that 5 million, Are you sure it covers
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authentic oven baked? Something, something, something.
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And it's not just roof coating. You say which one is oven baked,
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which one is roof coating will now give you an opportunity.
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But sure, that's another way you can push back and you can get
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more information. 5 million, Are you sure it covers XYZ?
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Another wing? Somebody call 5 million for you,
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say 5 million. Wait, wait, see, what exactly
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are you trying to do with this 5 million?
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You just ask first you're trying to figure out the nature of the
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problem or trying to figure out the scope of the problem.
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You might find out that maybe you are the one that was looking
18:39
too big. You are looking at the project
18:41
as a big, big something. But by the time and they
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explain, you will see that it actually is a small something
18:46
and that 5 million works for you, say, oh, OK, If it's just a
18:50
matter of doing like this, doing like this, OK, I have no
18:53
problem. Now, 5 million, it's OK.
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If it's like that, no problem. How many are you carrying?
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Let's not talk too much. If it's 5 million, that picture
19:02
is OK. How many are you carrying?
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Because it happens. It has happened to me once
19:06
before, just once. Anyway, somebody called the
19:09
figure, and then I asked. And then by the time I realized
19:14
that, oh, this one, there's no work involved, you know, by the
19:18
time I called the other boys, they say, ah, now OK, like
19:22
collect this thing or let's be going that.
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You sure? I say, yes.
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So now what did guys say that? And we'll just go on site.
19:29
We interview the people. Once we interview the people, we
19:32
will hand over the footage. The guy would do all the editing
19:35
and everything by himself. And this is the price that the
19:38
guy called. So a guy you sure?
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I say, yeah, I asked the guy now that that's what he said.
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They say, oh God, call the guy and collect this thing, that
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this is a one day job. We will not spend up to five
19:48
hours in the field. Go and collect it.
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And I called the guy back and I was smiling to the bank.
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Excuse me, Mafia was, you know, sometimes a project can look
19:58
small and then people are just trying to play a fast one on
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you. By the time you collect it,
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they'll now say, you know, we suppose, we suppose, oh, I
20:07
forgot or that we suppose and I forgot and can you?
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That's where all the query will start.
20:13
You collect 10 million from somebody by the time they say,
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oh, can you, we suppose we whatever you now find out that
20:18
you collected 10 million. But then at the end of the day
20:20
to execute the job paying all the extra boys now and
20:23
everything, maybe you now spent like like maybe like 9.7 at the
20:28
end of the day. Is it 300 K that you carry home
20:30
to Madam? I said that you carried boys,
20:33
you mobilize the whole squad. You went into the field, you had
20:36
to go and shoot there. At the end of the day is only
20:38
three 100K that came back on top that big invoice.
20:44
Bon, somebody can say my budget is just 5 million and say yeah,
20:48
really. OK, this 5 million.
20:50
OK, no problem. Like what exactly are we trying
20:52
to do? Sometimes you ask the money is
20:54
enough for you. OK, good.
20:55
Take it sharp, sharp and then smile to the bank.
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Or if the figure is unrealistic, you now educate the guy that OK,
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look boss or Madam see based on what you said this and this and
21:06
this actually is the ideal setup you should be looking for.
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And this is a much more realistic cost cost.
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Another way you can push back somebody's my budget is 5
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million, so 5 million. Oh, OK.
21:20
I'm curious what kind of warranty or what kind of
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guarantee is is this other person giving you for the
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amount? Remember that IBO boy?
21:28
That's right, IBO guy that I spoke about, you know, it's the
21:31
same thing. Remember, warranty and guarantee
21:34
entered into the conversation. He said for that lower grade
21:37
that what you see is what you get.
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That's you take anything where you see that, you know, you're
21:41
your own. But then if it's this one that
21:44
is Switzerland, I can't remember if he said 50 years or 80 years.
21:48
Well, anyway, some high amount like that.
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All in my mind, I was wondering this guy 80 years because I was
21:54
looking at him as like, you know, you're a senior man now
21:56
and you're saying 80 years, we'll be around in 80 years.
21:59
You know, sorry, forgive me. I know that sounds pretty
22:03
morbid, you know, to say, but that's what I was thinking in my
22:05
mind that you're giving me 80 year guarantee.
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But as I'm looking at you now, Olga, he's looking at you.
22:10
Clock out in the next. Anyway, let me not say too much
22:13
so that people won't think I'm morbid.
22:17
So we have 5 million, OK, What kind of warranty, What kind of
22:19
guarantee is the guy giving you for that amount?
22:23
Somebody else say 5 million if you're on the solar space or
22:26
whatever you're selling, if you sell infrastructure equipment
22:30
and stuff, 5 million. Are you sure this person is
22:34
buying from the original equipment manufacturer?
22:37
Because we are, there are lots of third party resellers
22:41
distributors or Nigeria made, you know, standard organization
22:44
of Nigeria blah, blah, blah. Yeah, you can get that from a
22:47
lesser amount. But for this particular setup,
22:50
Are you sure this person is buying from the original
22:52
equipment manufacturer? For those of you who've been
22:55
listening for a while and you remember the fellow, I was
22:57
talking to you from China, the one who sells construction
23:04
equipment and heavy machinery, you know, Sino Hollow trucks and
23:07
all of that. So that's the guy's thing, you
23:10
know. Are you sure he's buying from
23:12
the original equipment manufacturer?
23:14
Because I am on ground in China. I know these companies.
23:22
I go to these companies. In fact, today I was at so, so,
23:27
so and so company. So anything that we give to you
23:32
will come directly from these companies in China.
23:37
You can go and check our place in Maotu, you can check our
23:40
place in Suruleria and blah, blah, blah.
23:41
Every single thing you see there is because I am here in China
23:46
and we have sent that thing down street.
23:50
I'm the one who made sure the things got on the port here in
23:53
China. That's the reason why we're
23:55
doing WhatsApp call because I'm not in the country at the
23:58
moment, I'm in China. So this person, I quoted you 5 M
24:02
for this truck. Are you sure he's buying from
24:05
the original equipment manufacturer?
24:08
Go and ask the guy first. When people finish com, let's
24:10
talk. Then another approach.
24:16
This is one that people use in consulting when somebody throws
24:19
out a figure. You say 05 million, OK, no
24:21
problem. These are the ideas that we've
24:23
discussed. So what part of this proposal
24:27
are you willing to remove? This is the approach. 5 million.
24:33
Oh, sure, no problem. We can work with the 5 million
24:35
budget. But if it's five M, we can't
24:38
cover everything on this bouquet.
24:40
We suppose. Pick and choose.
24:42
So Olga, which one would you pick?
24:44
Which one would you choose? Which one would you remove so
24:47
that we can bring everything down to 5 million?
24:50
Because this bouquet where I arranged for you like this, this
24:53
bouquet don't pass 5M SO5M is your budget.
24:56
Oh, cool. No problem, Sir.
24:59
No problem. Mommy, we can't do that.
25:01
Which part will you remove? So you see, if you're
25:09
discovering this podcast for the very first time that there are
25:12
different ways that you can push back.
25:16
That's the reason why it's important to listen to stuff
25:18
like this. Listen to my podcast.
25:20
It doesn't have to be my own podcast.
25:21
Listen to any good podcast, Nigerian podcast or able podcast
25:25
that deals with these sorts of things.
25:26
But the general strategies that we have been exploring so far
25:31
are like this. Number one, there's the
25:34
discovery approach in sales. There's something that we call
25:38
discovery qualification and discovery qualification and
25:41
discovery is when you ask questions about the person, you
25:44
ask questions about the opportunity, you ask questions
25:47
about the problem, you ask questions about the vision
25:50
because there's always a person who is in front of you.
25:53
There's always an opportunity or a context in which the person is
25:56
operating. Then people are generally
25:59
dealing with two things. They're either trying to solve a
26:01
problem or they have a vision that they're trying to achieve.
26:06
So back to me on the roofing thing, the problem might just
26:09
be, look, mumsy's on my neck. I'm tired of this woman on my
26:12
neck shy. Let me just get this thing done.
26:15
So some people come out this thing from, you know, problem
26:18
Mango. There are some other children,
26:21
good children, who'll be thinking mom sees house, the
26:24
house, you know, you suppose, you know one in town that people
26:29
will see this thing and say that no, no, no, no, no, that me too.
26:34
I must have children that would do something for me, you know,
26:37
that kind of thing. So no matter what kind of
26:39
product or service you have, some people are looking at it
26:42
that oh, I have a problem. I have a problem.
26:44
Some people are looking at like, oh, there's this ideal vision
26:46
where the poor shoe I must execute.
26:48
You just ask questions around that.
26:51
That is what we call discovery. So part of the strategy has been
26:55
we're trying to just ask questions or figure out what
26:57
kind of problem are these people actually trying to solve that
27:01
they're just throwing out five M.
27:03
What kind of problem are they trying to solve first?
27:06
What do you actually need to solve?
27:08
Or what is the vision that they're aiming for first?
27:10
We'll discover it before. We will now enter the whole
27:13
level of OK, this 5 million is accurate.
27:16
Whether you know whether this 5 million go walk or a no go walk,
27:21
then scope alignment, it's kind of similar.
27:23
Scope just means, yeah, how I defined it now scope, scope
27:27
scope guy. OK, Scope is how how wide I be,
27:31
how wide or how far reaching is this project?
27:33
How wide of how she is supported.
27:35
When we ask questions about the scope, we're just trying to
27:37
figure out, you know how how far apart are we?
27:41
You might discover the scope and see that, like I said, in one of
27:45
those situations where somebody wanted us to just record footage
27:48
and then hand everything to him, you know, given the scope of the
27:51
project and then the everything, you know, in fact, we were even
27:56
in surplus. The money that work on were even
27:58
in surplus because when I spoke to my video guy, the way he was
28:01
looking at it was like, boss, this thing is a is a one day
28:05
work. In fact five hours.
28:06
We don't finish everything. So how far apart are we, our
28:13
motives, How far apart are we the prices, how far apart are
28:16
we? Maybe we can make somewhere in
28:17
the middle, maybe we can meet somewhere that is fine for, you
28:20
know, both of us. So we're asking questions around
28:22
scope just to be sure that, you know, the scope is aligned.
28:25
Then another part of the strategy is that we're asking
28:28
questions around comparison. What do they actually have on
28:33
ground? What do they need?
28:38
It is then we'll now be able to show them that.
28:39
Look what you have. Or when you spoke to this
28:41
person, when you spoke to Chukudi or when you spoke to
28:44
Kelechi, or when you spoke to Shagun.
28:46
You know what they told you is insufficient.
28:52
But see, when we're doing this comparison thing, we have to be
28:56
ready to let some people go. You have to be able to to let
28:59
some people go because sometimes they've spoken to Shagun before
29:03
they called you or they've spoken to Cheniere before they
29:05
called you for share Gun or Fortunery.
29:08
They might be trying to market penetration strategy.
29:10
Market penetration strategy is OK.
29:11
I'm brand new into the market. I need to get some customers
29:14
quick, quick. So because of that crash, I'll
29:18
crash my prices so that people will rush me.
29:24
If Share Gun or Chinery is trying to do market penetration
29:27
strategy, look, that has absolutely nothing to do with
29:30
you. So if 5 million is OK for share
29:32
Gun or Chinery, no problem, let the guy go.
29:37
If it's that 5 million can work from you but you're trying to
29:39
get some extra money, OK, I understand.
29:41
But honestly speaking, if that 5:00 AM doesn't work from you,
29:44
work for you, let them go. We have to be ready to let some
29:49
people go. It's not by force.
29:51
By force. Remember secondary school where
29:54
they should say first to tire, but that was for, you know,
29:59
excuse me, you know, for relationship issues, first to
30:01
tire, you know, you like your babe, the other guy likes the
30:03
baby. Said first to tire now like I'll
30:05
try and toast that you to you try and toast that the person
30:07
who gives up first time that's their own see first to tire it
30:10
might be OK when it comes to relationship issues you know
30:13
boyfriend girlfriend you know Brandy and what's her name
30:16
Brandy and you know the boy is mine.
30:20
You need to give it up had about enough.
30:25
It's so that anyway, some of you know this song and but was
30:30
something that rained back when I was in, was I in secondary
30:36
school or was I think I was in secondary school back then.
30:38
So you know, Brandy and what's this girl, this lady's name Now
30:41
was this musician Brandy? Then there's another musician.
30:47
I can't remember her name. Anyway.
30:49
So anyway, that song though, I'm fighting over a guy.
30:53
So first to tire is OK for personal relationships, but
30:57
first to tire is not profitable in business.
31:00
So if Sherwin and Cheney are doing first to tier, drop the
31:03
price, drop the price, drop the price, allow them, you don't
31:07
want those kind of customers. We have to be ready to walk
31:12
away. Then another strategy behind the
31:16
questions was, you know, kind of like walk away type questions.
31:20
So that time, you know, when I said oh, like if the offer is
31:24
this, why didn't you take the offer?
31:25
That's like a walk away question.
31:28
You're supposed to show that look me really I have nothing to
31:31
lose. And you from what you're saying,
31:32
if you have nothing to lose then why not just take the other
31:35
person's offer? When you use all these walk away
31:37
type questions, you actually tease out what is important to
31:40
the other person. So for the guy that was telling
31:42
me, my brother Gong Gong, why not take the offer?
31:45
That's how we now started finding out exactly what was
31:48
that was important to him. And the reason why he was still
31:50
talking to us is because my clients company was the more
31:54
professional 1. So now we can now focus the
31:57
conversation on value that look, if you really think that this
31:59
company is the best, is the most professional company, then this
32:03
is precisely why you should go ahead with this offer for 12.
32:10
This is the kind of faculty we have.
32:12
This is the kind of stuff we have.
32:13
This is our engineering expertise.
32:15
We have work with the original equipment manufacturers and
32:19
these are the warranties and guarantees that we stand by.
32:22
So you have said that we are the professional outfit.
32:25
This is the reason why these are all the things.
32:29
So this is 1 on the table. The 12 is the ideal thing.
32:33
If you must play around with budgets.
32:35
We also put another budget there which is a 10.2.
32:38
But of course it's for lesser, lesser panels, lesser batteries,
32:42
you know, something, something. So it was a while, I can't
32:43
remember the exact details, but from asking walk away type
32:48
questions, we're able to now refocus and start talking value.
32:53
Professionalism is important to you.
32:55
Or I now pay for it. That's the scope.
32:58
By the way, this is sales, right?
33:01
Not everything works all the time.
33:04
So some of you will hear some of these things and say, oh, that
33:06
sounds wonderful, that sounds masterful.
33:08
You go and try the thing won't work.
33:09
You will now be discouraged. Don't be discouraged.
33:12
Not everything works all the time.
33:14
We keep trying it, we keep improving, and then we get more
33:17
effective over time. But basically, there's nothing I
33:20
will say on this podcast or there's nothing you will hear
33:23
from any other podcast or read in any book that will work 100%
33:27
of the time. There is absolutely nothing.
33:29
So let's have realistic expectations as we're trying
33:32
these things out. Then the strategy that the guy
33:37
used, the EBO guy on the roofing thing was, you know, education
33:42
and distinguishing, figured out what was going on.
33:45
And then the guy educated me on what I didn't know before about
33:48
roofing sheets. Then distinguishing.
33:52
Distinguishing is when you show that, OK, this is how I am
33:58
different from that other person or this is how what I have on
34:03
ground is different from what you saw outside.
34:10
So back when I was still in events and doing media, OK,
34:13
well, if any media gigs come, I still take it, but I don't push
34:19
myself out there anymore, you know, in that kind of industry.
34:23
But what I used to tell people that look, Olga, Madame, babe,
34:28
Sir, you know, whatever the proper address, I tell them
34:30
that, look, I understand that this is what you're used to or
34:34
this is what you think. But in Abuja, this is how it
34:37
works. There are boys that can collect
34:40
anything between 50K and 150. See, this was a long time ago.
34:44
So don't, don't take my the prices now as reflective of what
34:48
happens today, but I should educate them and look see this
34:50
is Abuja. If you want somebody to do this
34:52
thing for you for 50K, you'll find a person.
34:55
Just go to UTCUTC is a place in area.
35:01
How is it now? Should I say area 8?
35:03
I be area 10 in Abuja where people do lots of photography
35:06
work, you know, camera work, paint, computer design, posters,
35:12
frames, you know, things like that.
35:14
You know, so if you ever need to sort out these sorts of things,
35:17
you're looking for a photographer.
35:19
You want to paint your house or you want to design the banner or
35:22
you want somewhere to design the website.
35:23
Yeah. If you go to UTC you, you know,
35:25
you find somebody. So I told him for I would tell
35:29
them rather that was my specific script in fact, that if you want
35:33
somewhere to do this work for you for 50K, you will find today
35:37
anything from 50 to 1 to 150, you'll find them.
35:40
Models are UTC boys and Olga sister.
35:46
The truth of matter is those UTC boys are what you see is what
35:51
you get. What you see is what you get.
35:55
Make sure you chook your eye on them well and close.
35:59
Mark them well or else there'll be stories that touch somebody
36:05
will cry. Either you will cry by the time
36:09
the job is done, or maybe they will cry because you squeeze too
36:13
much out of them. But either way, the person that
36:16
will cry, it ain't going to be me.
36:19
So I'll educate them and tell them that yeah, no problem, that
36:22
your price, it works 50K self, you will find just go to UTC 50
36:25
to 150, no problem. Then there's the middle tier
36:28
market. These are the people who are
36:31
between, like the 250 spent all the way to about the 450 spent.
36:35
That's where guys like me come in.
36:38
And typically, these are the kinds of things that you can
36:41
expect. You've seen the samples, you've
36:43
seen the frames, you've looked at the website, you've seen the
36:46
sample videos. These are the kinds of things
36:48
that you can expect. And then there are the top dogs.
36:53
And then I called specific names.
36:54
You've been hearing those names on Instagram.
36:56
You say, yeah, so those kinds of *** if you go to them, you
37:02
didn't drop at least 750 don't talk to you.
37:08
So 751 M 1.2, that's like the top whatever.
37:13
So I used to educate them. So this is how the Abuja market
37:15
is. It's obvious I'm the first event
37:21
vendor that you're talking to. So with this information now,
37:24
why don't you just go out and ask a couple of people, you
37:27
know, just do some more research and then let's let's talk again
37:29
next week. So for me, that was it.
37:31
I'd educate them. Now look, this is the layer of
37:33
the one. The land is Tier 1 is Tier 2,
37:36
there's tier 3. When you're talking to tier one
37:38
people, these are the kinds of things that you can expect.
37:41
When you're talking to Tier 2 people, these are the kinds of
37:43
things you can expect. When you're talking to tier
37:45
three kinds of people, this is what to expect.
37:48
My own professional recommendation is don't fall
37:51
below so, so, so, and so, so. I always just advise them that,
37:54
look, it sounds self-serving, but honestly speaking, don't
37:57
fall below this middle tier. It doesn't have to be me, but
38:01
don't fall below this middle tier because if you fall into
38:07
the hands of the wrong UTC boy, you will cry.
38:14
You will cry. So anyway, so sorry, excuse me.
38:25
So those are the strategies behind the questions.
38:27
So you can do qualification and discovery.
38:31
We can try and figure out the scope of the project and see if
38:34
there's any alignment. We ask questions to kind of
38:37
compare what's going on. We have to be ready to walk
38:41
away. Please be ready to walk away.
38:43
Please, please, please, please, please.
38:45
I'm begging you. There are situations where I
38:47
didn't walk away, where I was broke and I took the money and I
38:49
have never been in that situation and I was happy at the
38:52
end of the day. Never anyway, you never know,
38:56
maybe a time will come when I take one of those and it works
38:59
out. But so far like, oh, I'm broke,
39:02
like I'm really desperate, like I need this money now.
39:04
Now you know, let me just, you know, sharp, sharp, quick,
39:07
quick, let me just take this thing.
39:09
I've I've never been happy at the end of the day, yes, the
39:11
money has ended up solving one or two problems, but the level
39:14
of problem that came that came with those kind of jobs anyway,
39:19
So let me leave you to make that mistake.
39:23
But now we need to discuss, excuse me, we need to discuss
39:28
tone. The tone of this thing is no be
39:30
fights. We're not being combative here.
39:33
We're trying to be collaborative here.
39:36
So I'm curious, you know, help me understand, you know, blah,
39:38
blah, blah. You know, you're working with
39:42
the person as a partner. So like with that Ebo Bros, you
39:44
know, his attitude was not like, you know, come on, get away from
39:47
my shop. You're not serious.
39:48
You know, he was like, you know, walking with me.
39:50
We're collaborating now, OK Be like, say, you know, there's one
39:54
or two things you don't know. So let me, let me catch you up
39:56
to speed. Let me let you know what's up.
39:58
That's the kind of attitude when you're asking these kinds of
40:00
questions. That is how you won't sound as
40:03
if it's a quarrel, right? Then another pro move about
40:07
tone. Sometimes silence.
40:11
So somebody says 5 million. You know that 5 million is a is
40:14
a ridiculous price if it's face to face, you know, just smiling.
40:18
So just smiling and nodding your head.
40:21
You pause for a few seconds before you ask questions.
40:24
As a pro move. Sometimes the person will even
40:28
begin to volunteer some information just because you
40:31
know, nature abhors a vacuum. So you kept quiet for one or two
40:33
seconds. You know the person who can need
40:36
to volunteer some more information.
40:37
In fact, in practice, what most, most people do who try this
40:41
strategy, what they do is when they hear a lowball offer, they
40:44
just repeat it back. So somebody tells you 5 million
40:48
in your head. You know that this is more like
40:49
an 8 million kind of job. Well, you look at the person say
40:54
5 million, you just repeat it. You shake your head.
40:57
You didn't say anything. You shake your head, you pause.
41:00
The customer will now start volunteering, volunteering more
41:03
information. And then from there, you'll be
41:05
able to get the extra information that will determine
41:08
what it is that you do next. But by the way, I'm not going to
41:13
recommend that any of you try this pro pro move, this silent
41:16
move, because honestly speaking, it's just for pros because
41:19
sometimes you're dealing with customers who knows what's up.
41:22
And you say 05:00 PM, you shake your head.
41:25
You're not the Madam. She knows what you're up to.
41:27
She will say, yeah, 5 million. She too.
41:30
She will shake her head if she does that.
41:32
Oh, yeah. You don't hook how you escape.
41:35
So don't worry. All these promos as everything
41:38
is step by step right now, let's focus on the questions to ask.
41:41
You know, later on when you are done, you know, you can try some
41:43
of those classy moves like oh, really 5 million and then you
41:47
shake your head and then you pause.
41:50
Then the person will start talking.
41:52
But anyway, don't play all these psychological games.
41:55
Just let's focus on the kind of questions that we want to ask.
41:57
So some of what I'm trying to say is because a customer or
42:02
potential customer or potential client or prospect has given a
42:05
price, it doesn't mean we have to jump immediately.
42:08
It doesn't mean we have to be desperate.
42:09
It doesn't mean we have to start discounting.
42:11
It doesn't mean we have to start matching their price.
42:15
We have other options and the options are these questions that
42:18
we are going to ask. And plus we need to get better
42:21
at lead generation. Lead generation just means the
42:24
skill, right? The skill, the strategy, the
42:27
tactics of getting other people to raise their hands to show
42:31
that they might be interested in your product or your service.
42:33
If we get better at lead generation and we always have a
42:36
full pipeline as per you know, today I'm talking to people,
42:39
tomorrow I'm talking to people, next tomorrow there are people
42:42
that I'm supposed to talk to. Nobody can come.
42:44
And just when you're up anyhow, you know, it's back.
42:48
Like, you know, in university, you know, when you know, some of
42:52
us now we're looking at the hottest girl on campus, you
42:55
know, but the problem is, you know, she has options now.
42:58
Club boys, the Porsche one, academic boys, the position,
43:02
church boys, the position as everybody the position.
43:04
So for you just an option you can't do anyhow anyhow with her
43:09
and she will shake because she knows that she has options.
43:11
So if you have ex and you leave no problem, it's your loss
43:14
because she knows that tomorrow another boy is going to come and
43:16
toast her into hostel. So it's the same thing.
43:20
Get better lead generation. When you have options, you can
43:22
form, somebody can say 05 million, you know, you can say,
43:26
oh really? OK, you can flashy them because
43:29
you know that today before the person came, you're already
43:33
talking with two or three people.
43:34
Those two or three people, when at a price, you know, 10121315
43:38
million, you have options, you're not hungry.
43:41
Get better at lead generation, the attitude will be OK, no
43:47
problem. 5 million, no problem. You can go.
43:49
It's OK, I have other people to talk to.
43:51
So get better at lead generation.
43:53
By the way, I'm not saying tell people that you know you have
43:56
other people to talk to. So we've been talking for 45
43:58
minutes. Let's make this thing very
44:00
concrete. Let's make this thing very
44:02
practical. Now, by the way, applying these
44:05
principles can be very tricky. So if you need me to look at
44:08
your own particular circumstance, see how it works
44:10
in your own business, then call me, send me a text message or a
44:13
WhatsApp message on 08064662140. If you're interested in the 15
44:19
minute sale audit, then WhatsApp me on the same number
44:22
08064662140. Or you can just draw my WhatsApp
44:28
channel. You stay up to date on things
44:30
that I'm working on and you know, episodes that we're
44:34
putting out. So just WhatsApp me on the same
44:36
number and I'll hook you up. But quickly, let's look at one
44:40
scenario that I just coughed up just to make it practical.
44:44
So since yesterday I was talking to someone who is in the solar
44:50
space about these sorts of things, let's just stick to the
44:53
whole solar thing. So let's say we're dealing with
44:56
the founder of a company. So excuse me.
45:03
So let's say we're dealing with the founder of a company.
45:05
Let's say his name is Engineer Tunde because, you know, in
45:08
Niger now. Yeah, how I put it.
45:10
Anyway, let's just continue. So the founder of a company,
45:13
Engineer Tunde. So let's say Engineer Tunde, now
45:16
he's the founder of the company, or let's say he's the head of
45:18
growth, or he's the CEO or the whatever of the company.
45:21
So Engineer Tunde is brilliant when it comes to engineering and
45:26
let's say the name of his company is Safe Vault Solar.
45:29
So he's brilliant at engineering, but he's kind of
45:32
frustrated. The reason why Tunde is
45:35
frustrated is because he likes to use top tier equipment.
45:39
If he's living on batteries, he wants the best batteries.
45:42
If it's original, if it's equipment, you know, always
45:45
original equipment from the the original manufacturer, the
45:51
original supplier Gong Gong, he doesn't want to be buying from,
45:54
you know, all these Niger companies here and there.
45:56
And so because of that, their growth is now, you know, it's
46:00
not it's not climbing again, it's kind of plateaued because
46:05
every single time there's a customer engineer, two days
46:08
price will be high, very, very high.
46:11
But all the people that they're talking to, you know, they don't
46:13
mind going to, you know, roadside installers or cheaper
46:17
people, you know, here and there.
46:19
You know, it's not easy to it's very easy to enter into this
46:22
business. All you have to do just go and
46:24
open a shop in the mall somewhere and then put your
46:26
signboard, you know, solar and then that's it, you're ready for
46:28
business. So now let's say that engineer
46:30
Thunde has sat through a meeting with a high net worth client in
46:35
Leckie phase one. As the guy gave money, we can
46:38
see that this person has money that they are dripping,
46:41
dripping, dripping, dripping money.
46:43
But you know, some people can be stingy, you know the you know,
46:46
AKA gum, they don't want to release money.
46:48
So let's say the client wants to power A5 bedroom duplex, you
46:53
know with three ACS. But they insist that their
46:55
budget is strictly 5 million like they don't need as in that
46:59
5 million that that's what they have now.
47:01
Engineer today knows that a reliable system for that kind of
47:05
load that we're talking about. Engineer Tunde is comfortable
47:08
doing it at 8.5, you see. But this is the problem, Chief
47:12
in Leki saying that his own is 55 million is what he has cash
47:16
on hand. But Engineer Tunde for engineer
47:19
Tunde, you know, give me 8.5, I'll hook you up.
47:24
So let's say in the past Tunde would have said, well anyhow,
47:28
anyhow, 9 bypass. So let me just collect this five
47:30
M, you know, and maybe cut some corners just to close the deal.
47:37
So maybe that was in the past, but now, you know, two days
47:39
tired of all these things because the problem and that's
47:42
the reason why I say any time I've done this, I've not been
47:44
happy. The problem with taking money
47:46
and you know, it's not exactly what the one Bush I will make it
47:49
work is question mark always comes up.
47:53
So all those headaches, we call it after sales.
47:57
You bought something from someone, the person now calls
47:59
you to say, oh, it's too, it's too long where it's too short,
48:02
come and edit it. Or it's too, it's too tall.
48:06
It's too, this is too, this is too that.
48:07
Come and do this, come and do this.
48:09
That's what we call after sales. All these after sales headache,
48:12
they can't eat profit because like in the solar space, for
48:16
instance, OK, we're done. The battery has swollen up.
48:22
You know this and this, you send the boy back your pain,
48:24
transport new materials, new wires, new this, new that after
48:28
sales and such. This is such a hassle.
48:30
So let's say engineer turned him.
48:31
He's tired of that game. He's not going to do that
48:33
anymore. Now, what are the kind of things
48:34
that engineer turned they can do?
48:36
You can push back. If the engineer says yeah, 5
48:41
million Antone, they pushes back.
48:44
And then the guy says, well, I've seen people do it for 5
48:46
million. So that is my budget.
48:49
My neighbor did it for 5 million.
48:51
Tuner can say a smile, so 5 million, or I can start talking
48:58
and say yes, my friend in VGC did it for this amount last
49:04
year. You see now the story has
49:06
changed last year, you've gotten some, Tony has gotten some extra
49:10
information. He can now start educating the
49:13
engineer that 5 million last year worked and that in fact I
49:17
did this kind of project last year at 5 million and this is
49:22
the reason why I worked at that time.
49:24
But now dollar is this or now economy is this or now this is
49:27
this or you know what is what you see?
49:29
But The thing is we have gotten some more information because
49:32
the person said my friend in Victoria Garden, VGC is Toria
49:35
Garden City. I mean, so my friend in VGC did
49:38
it for this amount last year. We have some more information.
49:40
So discovery, discovery and qualification or some comparison
49:44
questions. You know, chief says 5 million,
49:48
so tunic. Tunic can push back.
49:49
Yeah, tunic can push by say chief, when your friend got that
49:52
5 million naira quotes, did your friend also add 10 kva such
49:57
protection? She will say which one is such
50:00
protection? You say, oh Chief, now see all
50:03
this, see this your flat screen TV something something,
50:06
something you know, sometimes never can just bring light back
50:09
current to be high. If you know put such protection.
50:13
Chief see all this your fine fine TV all this your fine fine
50:15
deep freezer, see madam's fine deep freezer everything if you
50:18
will just blow. Why chief we say oh actually
50:21
well you know it is true. This deep freezer we just got a
50:24
brand new because last month one of our deep freezers got
50:29
damaged. The compressor blows.
50:31
Chief that is what I'm talking about.
50:33
So this thing that somebody gave you for 5 million, did this
50:36
person put 10 kva such protection question or another
50:43
question, did this person include the five year OEM
50:48
warranty, original equipment manufacturer warranty as we
50:52
discussed, you see question, Engineer Tunde can push back on
50:58
that 5 million. Engineer Tunde can say Chief, 5
51:04
million for this kind of load, this duplex that I'm looking at,
51:08
Chief, honestly this is a very good price, very, very good
51:12
price. Somebody has given you 5
51:14
million. Chief, if I was you and I trust
51:17
this installer, I will pay them cash immediately.
51:22
So Chief, if this is such a good price, you know why?
51:25
Why are you still talking to me? Like why are we here?
51:27
Why did you invite me here? Sir, you'll be surprised that
51:34
the story will start to change. In fact, another able guy pulled
51:38
his move on me. I will not say what it was I was
51:40
buying, but I was there with my sister-in-law by the time I gave
51:45
my price. The guy laugh.
51:48
The guy say, Bros, somebody gave you that price.
51:51
I say yes. The guy say I beg, give me the
51:55
guy number. Give me the person's number.
51:59
I want to go and buy now, now, now, now, now for that price.
52:04
Original. If The thing is original, I want
52:06
to buy now, now, now, if I buy it at this price and I come and
52:10
sell here, that is good money. Say, Bros, I beg, give me that
52:14
number. The guy called my bluff, to be
52:18
honest. I was just making up figures.
52:21
I was just making up figures. It was not as if anybody gave me
52:24
that figure. But I called the confident with
52:25
the full chest. The guys say.
52:29
The guys say where? Give me the phone number.
52:32
I won't call that guy now, now, now I want to buy now.
52:36
I will buy 50 pieces now so I can come and sell in my shop.
52:44
So you know, Tunde can do the education and distinguishing
52:48
thing. Say, look Chief, see that 5
52:52
million, I understand that that's all you have.
52:53
But honestly, Chief, in this lacos of today, there are three
53:00
different levels of people in the solar market.
53:03
We have all these roadside people, all these boys where
53:05
there's the entire Plaza. Anyhow, just push on board all
53:09
these roadside people. Honestly, Chief, what they do is
53:12
refurbish batteries. That lithium battery not be
53:16
brand new. This, this battery not be brand
53:18
new. That solar panel not be brand
53:20
new that this that, that not be brand new.
53:22
No problem, Chief. To be honest, you can go and
53:24
spend money with any of these boys inside Plaza. 5 million, no
53:27
problem. Don't hook you up.
53:30
In fact, I won't saw somebody last month, not even 5 million,
53:35
your own kind of house, 2 million to hook up the whole
53:37
thing. But Chief, just know that those
53:40
kind of boys, every year you'll be fixing something.
53:44
Chief, I can assure you every single year you will be fixing
53:48
something. Then Tier 2 people, you know
53:53
those ones and then they sell standard stuff, but really they
53:57
don't offer any after sales support.
53:59
So if you invent our blow the teen on blue like you've paid
54:03
them, they don't, it's not their concern.
54:04
Again, you have to go and find somebody else to sort them out
54:08
or if they're going to sort you out, you know, to collect extra
54:10
money from you. So those Tier 2 people and you
54:12
know, OK, it's OK, their work is standard, but no, no after
54:16
support. But in chief, there's a reason
54:19
why in this lucky area, I, I'm #1 tier one people are people
54:26
like me. And then I also like to call
54:28
names at that point because I'm trying to put myself in a
54:31
certain class if I'm not used to strategy.
54:34
So like me and I'll call two or three other names.
54:37
We buy directly from the original equipment manufacturer
54:41
straight Germany, China, India, blah, blah, blah, blah.
54:46
We buy direct. And then these are the sorts of
54:50
things that we offer. These are the warranties and the
54:53
guarantees and this is the level of after sales service that you
54:56
can expect. So Chief, if you insist on 5
55:01
million, to be honest, if I want to be desperate, I can do it at
55:05
a 5 million. But if it's like that, cheaper,
55:09
no warranty, no guarantee, if the battery swells in six
55:12
months, my hands are tied, anything will happen.
55:16
My hands are tied. In fact, Chief, I don't want to
55:20
spoil my name. I don't to do that kind of work
55:22
anymore. So Chief, you know what, if it's
55:23
like that, 5 million just go and do without other person.
55:26
But anything that happens, you know it happens.
55:28
So Chief, is that the risk that you are willing to take?
55:32
Keep quiet and hear what it is that Chief has to say.
55:40
Or today can push back trying to get the scope of the project,
55:48
trying to make sure that you don't want aligned.
55:50
So Chief, 5 million, are you saying honestly even that 5
55:54
million is the only thing that you have in your hand right now?
55:57
No problem. If I'm going to hook up this
56:00
duplex, what are you willing to remove, Chief?
56:07
I'm going to remove the AC from the solar.
56:09
The AC will just be on NEPA direct.
56:13
Because chief, if you put everything on this setup and
56:16
what we do is 5 million, if Nepal is bad by 2:00 AM in the
56:21
night, everything will just cease.
56:23
Everything will just go off. Chief, I can't give you 8.5
56:28
million value for 5 million without something giving away
56:33
something that's the give way. So Chief, 5 million is a budget.
56:36
OK, no problem. Let's look at your house now,
56:39
chief. So which one are we removing?
56:41
Is the AC that will remove from the solar.
56:44
IB is the freezer that will remove but we have to remove
56:48
something. IB will remove washing machine,
56:51
we gas to remove something. So you can see using the solar
56:59
example that there are lots of options.
57:02
You don't have to jump, but if there's something that I said
57:05
before that I want to emphasize again, let me just repeat it.
57:08
Lead generation, please. Lead generation, please.
57:12
Let me say it the third time. Lead generation, please.
57:15
A lead is anybody who has done something to show that they
57:18
might be interested in your product or your service.
57:21
What are you doing for lead generation today, tomorrow,
57:24
next, tomorrow? You need something on ground
57:29
because if Chief is the only person that you're talking to
57:31
this week, nobody called you last week.
57:34
You didn't visit anybody the week before.
57:37
In fact, Chief is the second person that you're talking to in
57:40
the 12 weeks since the year began or more.
57:44
You'll be desperate because you can't keep going home to your
57:49
spouse. You know they're supporting you.
57:51
Meanwhile, you're not dropping anything.
57:54
It's somehow you need to work on something for lead generation.
57:59
So whether you're producing content online, whether you're
58:01
giving people flyer, whether you're attending networking
58:04
session, whether look, whatever it is, you need to be doing
58:07
something good. Lead generation will give you
58:10
confidence so that if chief walks away, you will know that
58:16
don't worry, before today close, two or three other people will
58:19
call you. Or if chief walks away, no
58:23
problem. I am chatting to four or five
58:25
other people in WhatsApp. You won't be desperate then
58:29
remember no be fights. OK, collaborative.
58:33
Then you know, we're in Niger. So of course respect your elders
58:37
and respect people who are in a all I put it, you know, when
58:43
you're in a selling situation. Now the, the our relative social
58:46
status is, is is different. But I'm not in support of people
58:52
being boy boy, being houseboy and being yes, Sir.
58:55
So it's no, yes or no, whatever. But we respect people.
58:57
You know, Olga, you know, chief Madame, you know, deaconess, you
59:02
know, Doctor misses, I dress them well and be polite, but of
59:07
course, you also be direct. You'll also be assertive.
59:11
So just use that cultural factor.
59:12
You know, respect everybody. Ah, Olga, you know, blah blah
59:15
blah. And I trust you know what I'm
59:18
trying to say. I'm just saying that shall be
59:19
respectful. But don't be boy, boy.
59:21
Don't be house. Don't be house boy.
59:23
If you can't think of any modifiers 1 modifier uses.
59:26
Oh, I hope you don't mind me asking.
59:28
So I just say it like that. Oh, Chief, sorry.
59:32
Please. I hope you don't mind me asking.
59:34
OK, hope you don't mind me asking.
59:36
Madam Hope you don't mind me asking.
59:38
Oh, Doctor. Mrs. Hope you don't have.
59:40
You don't mind me asking, Chief. Doctor.
59:42
Pharmacist and yes, people like that exist.
59:45
They really do exist because there's one time now I was still
59:49
in Greg's back then, I had learned how to drive.
59:53
So any small excuse, I should just carry Mumsy's car.
59:57
So that's how I said I was going to let you know.
59:59
So by the way, I don't live in Lagos anymore, I'm in Abuja now.
1:00:03
So that's how I carry Mumsy's car.
1:00:04
I said oh, that when you're going.
1:00:07
I can't remember which estate she said that just passed
1:00:10
through. Was it Dolphin Estate?
1:00:11
I can't remember. Anyway, pass through this
1:00:13
estate, I'm going to give you to doctor, Misses, Chief
1:00:16
Pharmacist. Something, something, something,
1:00:17
something, something. I said Mom is unnecessary.
1:00:20
She said, look, have I have told you she is doctor Chief
1:00:24
pharmacist misses something, you know, MFM or Mr. or something as
1:00:31
in the title was plenty. In fact, Mom said, look, give me
1:00:34
the envelope I collected. She took it back.
1:00:38
My mom now wrote out everything as it was.
1:00:42
And I said, OK, no problem, mommy, I'm cool.
1:00:45
But I was, you know, now when you're young, you feel as if you
1:00:48
know everything. And I just thought no problem
1:00:50
now, like because I knew some of momsy's friends and I know that,
1:00:52
OK, they're cool. So I just assumed that this one
1:00:54
will be cool as well. So that's how I got to the
1:00:56
house. Very correct house.
1:00:58
Very very correct house, you know Ding Dong doorbell entire
1:01:04
side, you know the house girl left me in very correctly is
1:01:07
very plush, very easy everything, but I'm comes down
1:01:10
looking very regal. I saw good morning Ma Madam
1:01:14
addressed me as in she shot me down as it was written on the
1:01:18
envelope. That is how Madam said it.
1:01:21
Chief Doctor misses pharmacies FMR something Federal Republic
1:01:26
of Niger, whatever she just said it like that.
1:01:29
That is Chief Doctor misses something to you.
1:01:32
I said, oh, I took dressing. I said, oh, I'm terribly sorry,
1:01:37
Ma. I caught myself saying my again.
1:01:39
I said I'm terribly sorry. I repeat the whole thing.
1:01:41
So yeah, those kind of people exist, so we should be careful.
1:01:43
I've only jammed one, but yeah, they exist.
1:01:48
So then last thing, please. I've been saying on the podcast
1:01:53
a lot, and I'm saying it again, we need to make a shift.
1:01:56
We should stop being the vendors in our mind.
1:01:59
Stop thinking of yourself as a vendor.
1:02:01
You're not a vendor. You're not begging money for
1:02:03
anybody. You're an expert.
1:02:06
You hear me? If you don't take anything away
1:02:08
from today's podcast episode, just realize that you are an
1:02:11
expert. You're not a beggar.
1:02:13
You're not a vendor. You're an expert.
1:02:16
Go for these meetings, advise people well as the expert you
1:02:20
are on the investment that is required to make this thing
1:02:23
happen. If you don't take anything away
1:02:25
from what I've said today, please take this one.
1:02:28
You are an expert, you know a vendor.
1:02:30
You're not a beggar, You're not a boy boy.
1:02:33
You're nobody slave. You have inherent dignity.
1:02:38
Sorry. You have inherent dignity.
1:02:40
You have worth. You're a child of God.
1:02:42
You have value and you're an expert.
1:02:44
Go there, sit down as an expert. Yes, they have more money than
1:02:47
you, but you are the experts. Then advise them accordingly.
1:02:52
Give your expertise on the investment and what is needed to
1:02:57
move this thing forward. OK, so let me bring it to the
1:03:00
close. Sorry, I know I've not done a
1:03:01
one episode in a very very, very long time, but that's it for
1:03:04
today. So if you got value from today's
1:03:06
episode and you want to connect with me, call me, send me a text
1:03:09
message or one type message on 08064662140.
1:03:15
But either way, please stop jumping every single time they
1:03:20
throw out. If you go, don't just jump.
1:03:23
You have options. And also remember, you're the
1:03:26
expert. You're not the vendor.
1:03:27
You're a beggar. Sorry.
1:03:28
You're not the vendor. You're not a beggar.
1:03:30
Yeah, that's what I meant to say.
1:03:32
OK, so that's it. Thanks for your time and
1:03:34
attention. I'll catch you on some other
1:03:35
time.