Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / The Power of Value: Closing Deals in Complex Solar Sales

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The Power of Value: Closing Deals in Complex Solar Sales · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome. My name is Tavishima Ayede.
0:04
I solve sales and marketing challenges and I'm making
0:06
today's recording at home. It's a weekend, wifey is home,
0:09
the kids at home. So there's going to be lots of
0:12
noise in the background, especially since the kids are
0:14
watching TV not far from where I am now.
0:16
The goal of this podcast is not to talk about my family
0:19
situation. We're here exploring all kinds
0:21
of things around business education, especially when it
0:24
comes to sales and marketing. So if you're impressed by the
0:27
time we are done, please spread the word so that your friends
0:30
and family members in Nigeria and abroad can benefit from the
0:33
questions that we tackle. They can do that by subscribing
0:36
on spotifying YouTube, Apple or any player of their choice.
0:41
And if you'd love to connect with me, you can call SMS or
0:43
WhatsApp me on 08064662140. Now today on the podcast, it's
0:50
also going to be another diary session for Rudolph, at least I
0:54
show most importantly because there are some people who are
0:59
listening to the broadcasts who seem to be getting some value
1:01
from these sessions in particular already have been
1:04
reached out to by some people who are in charge of running
1:08
sales teams or who are in sales teams and you know, they're
1:11
trying to hit their goals and stuff like that.
1:13
So some questions from there and basically people can relate to
1:16
these sorts of things. So I'll continue with the diary
1:22
sessions and of course, hopefully some years in the
1:27
future or some weeks in the future of Rudolph, LC and Cheryl
1:29
can refer back to this to, you know, as a pick me up or as a
1:33
refresher. So of course, in the meeting
1:36
that we had the last time with them, you know, the daily check
1:39
in to see where they've been. How many calls did you make
1:41
yesterday? How many calls have we made
1:43
today? Then I also started setting the
1:46
expectation that now that we are getting towards hitting the
1:50
calls because Rudolph hit his ten the day before, shown, made
1:55
13 the day before, Elsie made 8 the day before.
1:59
So now that looks like the target attainment is now that it
2:06
looks much more realistic, we now have to start moving to the
2:09
level of these calls that we're making.
2:12
Are we making good quality calls or making qualitative calls?
2:15
Are we handling the conversation the right way?
2:17
So future sessions are now going to be built around how to
2:20
understand a complex sale. Because selling solar panels,
2:24
selling inverters, selling batteries, selling alternative
2:27
energy solutions, selling power solutions, selling whatever it
2:31
is you want to call it is a complex sale.
2:34
And we have to realize that trying to sell these sorts of
2:37
complex things is not the same as trying to sell simpler stuff.
2:41
Because one of the reasons why some of you, and I'm not talking
2:46
to Rudolph Cherwell at least because, you know, they've been
2:48
doing this for a while. That's right.
2:49
Elsie is. Well, of course, yeah, they also
2:53
need some touching up there. But there are a lot of you,
2:56
particularly those of you who are just discovering this kind
2:58
of material, there are some of you who've been in business 234
3:02
or five years and you never come across something like this.
3:05
You guys, those of you who are in that situation, a lot of you
3:10
have been trying to sell complex, complex services and
3:15
complex products, but trying to sell it with that simple mind
3:19
frame. And like I keep saying on the
3:21
podcast, selling a Gucci is not the same thing as selling
3:24
wedding photography. Selling wedding photography and
3:27
video is not the same thing as selling real estate.
3:30
Selling real estate is not the same thing as selling solar
3:34
panels, solar systems. Selling solar systems is not the
3:37
same thing as selling an airplane to airpiece.
3:43
Now along this span of products and services that I've
3:48
mentioned, a Gucci wedding photography, motor car, house,
3:55
solar panel airplane, you can see that there's a range of
4:01
simplicity all the way to complexity.
4:04
And these things affect the manner in which we sell.
4:08
So this is the implication. The more simpler the sales
4:12
process is, the more direct you can be, the more take it and
4:15
leave it you can be. So the lady who sells a Gucci,
4:18
if she's frustrated, she can't tell me the look guy, you've
4:20
been here pricing a Gucci for 20 minutes.
4:24
If you're not buying, please leave.
4:25
Let somebody else come open my market.
4:28
And in that context is not considered rude.
4:30
It's a simple sale. So, you know, high velocity,
4:34
high traffic, you know, keep it moving.
4:36
So the more simpler the sales process you're involved in, the
4:40
more direct and the more keep it moving, the more if you're not
4:43
buying come and go, you know, the more of that you can do.
4:47
But then the more complex the scenario gets, the more
4:49
consultative you have to be. So you pretend to be a medical
4:52
doctor, not somebody who is selling a Gucci, because medical
4:55
doctor has to ask questions, has to try and build rapport, has to
4:58
try and diagnose what's going on before they recommend that you
5:01
do something. So for the Agusi seller, you
5:04
show up, she says take these five cops.
5:06
You take the cops, you know, you leave, you know, and that's it.
5:08
It's not a problem. But for the medical doctor, you
5:11
show up with the medical doctor and the doctor says, OK, this is
5:13
what we're going to do. We're going to do surgery
5:15
tomorrow. In your mind, you'll be like,
5:16
how like surgery, How you didn't ask me anything, you didn't test
5:20
anything. You just say we'll go and do
5:21
surgery. So the more complex things
5:24
become, the more you have to take a much more consultative
5:27
approach. So it's not a matter of you talk
5:29
to somebody for 5 minutes, drop a proposal and then next thing
5:32
you start follow up with the person.
5:33
When are you going to buy? When are you going to buy?
5:35
When are you going to pay? Are you ready?
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Now we have financing options. You know, it just just doesn't
5:41
cut it. So yes, those would be the next
5:43
set of conversations that we're going to have over the course of
5:47
over the course of a month. So we'll be moving into those
5:50
kinds of conversations. How, how qualitative was the
5:53
kind of quality of the conversations that we're having?
5:56
Then, of course, we had some situations that we had to
6:01
troubleshoot. And one of them was dealing with
6:04
price shoppers because Shell is talking to some people who own a
6:08
hotel and what they want to do is they want to get solar, but
6:13
just for 19 rooms in particular. And she was talking to me about
6:17
how, you know, these guys are educated, you know, they're,
6:21
they're in the space, you know, they have the technical prowess,
6:26
they have the knowledge, they have the experience.
6:28
They've gone to China, they've travelled here, they've
6:30
travelled there. So they know about this, they
6:32
know about that. And I think she was getting too
6:34
carried away with that. And it happens, you know,
6:36
sometimes we're talking with the customer and we get carried away
6:39
with the fact of how educated they are or how knowledgeable
6:42
they are, how professional they are, how this, how this, how
6:44
that. No, that's not a problem.
6:48
We should have a healthy regard for all our prospects, all our
6:51
customers. But remember that you're a sales
6:53
professional. So we should always be focused
6:55
on the issue at hand. And the issue at hand is we're
6:58
being consultative. We're trying to be a doctor.
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We're trying to figure out what the problem is.
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We're trying to see if our product or our service can solve
7:05
that problem. And then we always focus the
7:07
conversation on Bros, Auger, Madam, young man, young lady,
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you know, whoever it is that you're addressing, this is the
7:16
problem that we have identified. This is how my product or
7:20
service is going to solve that problem.
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And this is how I recommend that we go ahead, always trying to
7:26
refocus the conversation. So these people are obviously
7:30
price shopping because since they have all the information
7:33
and since they know how much all the raw material costs, because
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you can bamboozle somebody who has gone to China or gone to
7:38
Australia and who knows the price of the solar panel and who
7:41
knows the price of the battery and stuff like that.
7:43
So, yeah, you can bamboozle that person, but if you leave it at
7:47
that level, if you're not doing need analysis, then the
7:51
smoothest talker is going to win.
7:53
They can bamboozle you and say, look, you know what, we've been
7:56
in this business 20 years. We already know what's up.
7:59
We already know the value of these things.
8:01
So you know what, just give us a cool price and if we like it,
8:04
we'll go ahead. If not, we'll just rash it.
8:08
This is one reason why I say that we should never, ever, ever
8:13
be selling based on flow or based on charisma or based on
8:18
packaging. Because no matter how smooth you
8:20
are, one day you will meet somebody who is smoother than
8:23
you. So for me, I don't rely on any
8:28
artifacts, whether it's accent or education or good looks or
8:31
whatever, because one day I'll meet somebody who is taller, who
8:34
is finer, who is smoother, who is sharper, who talks better,
8:38
who, whatever. So for me, I stick to my process
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and my process will keep me free.
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So we should always have a process.
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So I told him that instead of getting carried away with all
8:50
these things, you know the price of this, the they know this,
8:54
they know this, they know this, they know exactly what they want
8:58
and stuff like that. Just go back to need analysis.
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I'm trying to figure out what is it that they're trying to do and
9:04
ask a couple of questions and we couldn't figure out exactly what
9:07
is that they wanted to do. So how I put it, no, I asked a
9:13
couple of questions and then what they were trying to achieve
9:15
was not very clear. So I dogged in on a couple of
9:18
things. So say, OK, So what they're
9:19
trying to do is they're trying to hook up 19 rooms, right?
9:22
Correct. Most people who buy solar
9:24
installations and stuff are typically trying to hook up the
9:27
whole house. How come these guys are only
9:29
trying to hook up 19? Is that oh, the reason why the
9:32
one hook up 1919 rooms in the hotel is so that they can charge
9:39
premium prices for these rooms. Every other room will be a
9:43
certain rate, but these particular rooms will give
9:45
premium pricing because we can guarantee you that 247 your
9:50
light will not even blink one time.
9:53
And then I now started saying that OK, you see is now coming.
9:56
This is now making a lot of sense what they're trying to
9:59
achieve here and in my own opinion, what I think was in
10:03
buying the solar panels, they're trying to achieve a financial
10:05
outcome. You see, we try and dig in on
10:10
the needs. There's no get carried away with
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how educated they are or how much research they've done.
10:15
What they're trying to do is they're trying to achieve a
10:16
financial outcome. They want to pull solar because
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they're trying to get money out at the end of the day.
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So I now asked him how much do they charge in the hotel?
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She'll say he didn't know. By the way, when you're talking
10:29
to people, I know when I say ask questions, it sounds as if I'm
10:32
saying we should be asking questions for questions, say,
10:34
but these are the reasons why it is from doing small talk and
10:39
just general gist that you will find out all these things.
10:42
The hotel where it is, how much it is you stay in the room, you
10:46
know, blah, blah, blah. You don't have to come out right
10:48
and ask how much you stay in the room, but it's just from general
10:50
conversation. Now.
10:52
Oh, you guys run the hotel. Where is this place?
10:54
Oh, by the way, I'm on my computer now.
10:56
What's the website? You pull it or say more this
10:59
your hotel. The thing seems high classes say
11:01
high class. How now is for everybody would
11:03
say, what do you mean everybody? I'm sure one room here is like
11:07
300 a night. It was a 300 a night.
11:09
How? No it's only like it's only like
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97 K per night for the average room.
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Then the premium room IS120K. Now from their own level,
11:19
they'll think you're making a small talk.
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It's not small talk to you. You're asking questions and
11:23
trying to figure out information that you need so you can close
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the deal. Be curious about everything when
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you're a salesperson. They say don't want to hook up
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19 rooms. Why do you want to hook up only
11:34
19 rooms? Oh, you want to charge premium
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pricing for these one in particular?
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Oh, OK, that's interesting. How much do you charge the
11:40
regular room? If we're able to hook this thing
11:43
up, how much would you like to charge for the premium room?
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Now, the reason why these questions are important now is
11:48
because when we're able to figure out the value that the
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people are going after, especially in business cases, it
11:55
is now that we can now quantify value.
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Hope you guys are listening. Quantify value, put a figure to
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the value. Because when we're talking about
12:05
business, naira and Kobo, sometimes it is hard for people
12:09
to understand or appreciate what's going on unless you put
12:12
it in naira and Kobo terms. But when we're talking business,
12:17
now, if you sell jewelry, you sell diamond rings, you know,
12:19
you can't quantify the value because the guy is thinking
12:22
about the love that he has for his girlfriend before he
12:25
proposes. So in that case, you know, you'd
12:26
be asking more questions about, oh, you know, what's our birth
12:31
month or what her bedstone or what's her Zodiac sign or what
12:35
kind of person is she or you know, all those fluffy, fluffy
12:38
stuff. So that you can now say, OK,
12:40
bras, based on what you said, you should give her a purple
12:43
turquoise, emerald 16 carats because based on what you said,
12:47
she's like this kind of person, that kind of person.
12:49
I think she really appreciate it, blah, blah, blah.
12:51
So you see, in that sense, what you're doing is you're trying to
12:54
sell psychological benefits there, psychological value.
12:56
So you speak in those terms. But then when you're talking to
12:59
a business person who's trying to make a buck or something, you
13:03
quantify naira and Kobo. You put some naira and Kobo on
13:07
our conversation. Now, I'm not saying that when
13:11
you do that, it will work. It might not work.
13:16
But The thing is, it is better than just assuming.
13:19
These people are educated. They're price shoppers.
13:21
They're going to pick whichever is the cheapest price.
13:26
By the way, funny enough, what some of you don't realize, when
13:30
you actually start doing things like this, you set yourself
13:32
apart as a professional because Cheryl likes talking about
13:35
achieving mental share. This is how you achieve mental
13:38
share. You're not sounding like all the
13:40
other people. You're sounding different.
13:43
You're sounding like a professional.
13:48
This is how you achieve mental share.
13:50
This is how even if they don't store your number, by the time
13:52
you call again and say, oh, this Yoruba guy that we spoke to two
13:55
weeks ago, Abby, how are you doing now?
13:57
How far? And then conversation just flows
13:59
again. So quantify the value.
14:02
Now this is the exercise that I went through with shown and I
14:05
hope Elsie and Rudolph were able to follow.
14:07
Now this is how we now quantify the value.
14:10
So I now told you I would look, we have to find a way of
14:13
figuring how much is premium rooms will cost.
14:15
But basically this is what I want you to do.
14:16
Let's guess that each room brings 120K per night.
14:21
All of us on the call, we agreed that OK, based on the area in
14:24
Lagos and 120 Ki, guess that will work per night.
14:29
Then I multiplied that by 19. What we got was 2.28 million, so
14:35
2,280,000 naira. So I now told you that look,
14:40
when next you're talking to these people and then the thing
14:42
goes back to price hacking where they start talking about, look,
14:45
you know what, we're engineers, we've been in this business,
14:48
we've traveled to China, we know the price of the solar panels,
14:51
we've been to Australia, we've been to New Zealand, we've been
14:53
to everywhere. So we know the cost of these
14:55
things and these are the bits that we have here.
14:58
So you know what, give us a sweet quote and then you know,
15:01
we'll go ahead and and get this thing going.
15:04
When the conversation goes to price, when they start price
15:07
haggling. I told him this, what you do,
15:10
you quantify the value, put it in Naira and Cobo, put it in
15:16
figures, put it in numbers. So you see, I'm not going to use
15:20
the company name by the way, because I haven't gotten the
15:23
permission of your guy to mention, you know, the, the
15:27
solar panel, the solar power company, that's my client, your
15:30
guy who is paying me. So, so this is what you tell, I
15:34
told them, this is what you tell them.
15:36
You listen to them. First of all, you know, of
15:38
course, you congratulate them on their, on their breadth of
15:41
experience and their knowledge. And you know, congratulate them
15:44
that they are, you know, that they actually are looking for
15:47
the best and willing to do the research themselves.
15:49
Then you now refocus the conversation.
15:52
You said XYZ company, we're dedicated to solving our
15:55
customer problems. And based on what you said so
15:57
far, I think your immediate problem is that you guys want to
15:59
make 2.3 million naira every single day from your premium
16:03
units. Is that correct?
16:05
Of course, they will say yes. You see, we are refocusing now
16:09
on naira and Cobo. And then you say, look, our
16:11
organization, we work with the best materials.
16:14
We have a dedicated team of five engineers.
16:16
Our combined experience is over 30 years in installing and
16:20
managing solar solutions. We also have remote monitoring
16:23
capabilities because this company actually does have
16:26
remote monitoring. That's one of the reasons why I
16:28
like working with them. You know, it's nice to work with
16:30
a company that if there's a problem that once I will call
16:33
you and say, look, Olga, you know, we've been seeing one or
16:35
two things. You know, it'd be like say, you
16:37
know, we'd be around on Monday, let's come and check it out.
16:39
You know, every time that you're dealing with a vendor, that is
16:44
when The thing is spoiled. You will have to now call them
16:46
and then start chasing them. So any back to what I said,
16:51
quantifying value now narrow Alcobo using numbers.
16:55
So if I understand your problem correctly, you guys want to make
16:58
2.3 M every single night from these units, correct?
17:01
You say correct. We have a dedicated team, 5
17:04
engineers, 30 years experience. You can see numbers in managing
17:09
solar solutions. We have remote monitoring
17:11
capabilities and we are committed to making sure that
17:14
these 19 units will have uninterrupted power supply so
17:18
that you can deliver on your brand promise for these premium
17:23
units. That is what you say to refocus.
17:28
You're using figures 2.3 million naira.
17:32
We're trying to focus them on how much it is that they stand
17:35
to gain if this thing works. Quantifying 5 engineers, we have
17:41
plenty stuff, 30 years experience for quantifying it.
17:46
You now mention remote monitoring.
17:49
So you can see like I'm not saying this will work, but you
17:52
can see that we are now refocusing the conversation.
17:57
If you leave it on their own level of you know what, we were
18:01
engineers, we've travelled, we've been to New Zealand, we've
18:04
been to China, we've been to Pakistan, we've been everywhere.
18:06
We know the cost of solar panel, we know the cost of lithium, we
18:09
know the cost of whatever. You know, young man, you know
18:12
we're guys now let's let's be straight here, give us a correct
18:14
price. Let's go ahead.
18:15
If you leave it on that level, the smoothest person will win
18:19
and if you're not smooth, you will lose.
18:21
So this is the reason why I tell people sell based on system, not
18:25
based on packaging. You will not always be the
18:27
smoothest person. I have been out talked before
18:31
and I think I can talk a great game, but I've been out talk
18:33
before it happens rely on the process.
18:38
So in this case, pretend you're a doctor, diagnose the
18:40
situation, get feedback from the client that you understand what
18:44
the situation is. This is the business thing.
18:46
Speak in terms of value in a very quantitative, quantitative
18:52
sense. So that was my suggestion.
18:56
Then I also reminded the team about something that some Victor
19:00
Antonio calls the value Trinity. Victor Antonio is an American
19:03
sales trainer. He's also in the complex sales
19:06
space. They sell telecommunications.
19:09
Well, his background was in telecommunications before he
19:12
went before he went solo into his into his consulting.
19:19
And so Victor Antonio talks about a value Trinity and he
19:23
says that whenever you're talking to customers, talk in
19:25
terms of what they value, have conversations on trying to
19:31
figure out what it is that they value.
19:33
And that every customer, he's trying to achieve 3 things.
19:37
Number one, financial benefits, money #2 psychological benefits
19:42
#3 physical benefits. And that is Victor Antonio's
19:46
value Trinity. Excuse me.
19:48
It's not the best, it's not the only framework.
19:51
But remember, I say that if something is simple and easy to
19:55
remember, it's easy to apply. So that's the reason why I teach
19:58
it, because it's easy to remember physical, psychological
20:02
and physical. Sorry, financial, psychological
20:06
and physical, we try to figure out what kind of benefits
20:08
they're looking for. And in this hotel scenario, the
20:12
way I gauge those boys who own the hotel, I'm thinking for them
20:15
as a financial play. But of course, you can still
20:18
enter psychological, definitely. So that's all you should be
20:23
trying to figure out. Now remember what I said about
20:26
if you sell jewelry, if you sell wedding rings down is mostly an
20:29
emotional or something. And it's something that will
20:33
happen to me when I went to go and buy the ring that I used to
20:37
propose to my wife many, many years ago, the original ring,
20:40
because you know, that one eventually got stolen because I
20:42
bought a correct ring. You know, I, I used the one
20:47
month salary to buy a ring that's back when I was working
20:49
in the UK. You know, the things you do when
20:50
you're young and in love. I know now people look at me and
20:53
say what? How many 1000 lbs on top my
20:56
ring, you know, buyers in love. I don't agree buying the ring
20:59
anyway, pains me that The thing is lost.
21:01
And man the ring was unique, was really unique.
21:05
And the sales lady that I met in our shop, I can't remember the
21:08
shop, she did a wonderful job. I came in on it to buy
21:12
engagement ring. And excuse me me that I have no
21:15
sense of style and I don't know anything about fashion or
21:18
whatever. I was clueless.
21:20
So she sat me and asked me some questions.
21:22
How did you guys meet blah blah blah.
21:25
Tell me about her. Sounds like she's a really cool
21:27
person. What are her favorite colours?
21:29
Why the kind of how does she dress, how does she spend her
21:32
day, blah, blah, blah, you know, all kinds of things.
21:34
Or when it's her birthday. Oh, OK, that means her
21:36
birthstone is this and it also happens to be her favorite
21:40
color. OK, we, you know, a classic.
21:44
How do she put it again? Now the classic, you know,
21:46
whatever, whatever is either gold or silver.
21:48
So we have the silver range, we have the gold range.
21:52
But because it is a purple something rhinestone, it will go
21:56
well with gold something. As she did a masterful job.
22:00
I said OK I liked it. I told her she doesn't mind I
22:04
want to discuss with mom. See she agreed a snap picture I
22:07
sent to my mom. My mom say wow, correct, I
22:09
bought it and you know sealed the deal, correct thing.
22:15
The babe that was in that diamond store, she was doing
22:18
value Trinity. What benefit?
22:22
Clearly I was coming, I think from a psychological mind, you
22:26
know, mind view. There's some guys who go there
22:28
and say give me the cheapest ring here.
22:32
That's a different set of conversations.
22:34
But either way, somebody shows up.
22:36
Value Trinity. What are they trying to get?
22:38
Are they looking for financial benefits?
22:40
Are they looking for psychological benefits?
22:42
Are they looking for physical benefits?
22:43
And then speaking those terms. And in this case, I really think
22:48
those boys were speaking or looking for financial benefits.
22:52
So financial benefits now what kind of financial benefits can
22:55
we have when we're talking solar and inverter and then do the
22:58
same exercise for your business. So in their own case, the chief
23:01
benefit was 2.3 million naira daily.
23:06
If they can't get this thing to work, and that's what I assisted
23:09
shows you keep hopping on, then other financial benefits, you
23:14
know, reduce electricity bills, what else?
23:19
Reduce the operational costs for a business.
23:22
What else? Reducing fuel generator costs.
23:25
Those are some of the financial benefits that people can argue
23:27
when they're talking solar. Then psychological benefits,
23:32
Peace of Mind. And in fact, for me, when I
23:34
bought my own inverter system, that was the main thing me and
23:37
my wife were experiencing our first born.
23:39
And any small thing, you know how it is with some pregnant
23:43
women, because then my wife's nose was swelling up and she was
23:45
getting very oily. And any small thing, she would
23:47
just be hot. And then small times will now be
23:50
cold. I was now thinking Omar, with
23:53
the way her temperature is just changing up and down.
23:56
If by the time the baby comes here and also these things that
23:59
will have a terrible situation on our hand, as in she'll be hot
24:03
and she'll be upset, baby will be hot, baby will be upset.
24:06
If both of them are upset, may I'll be upset.
24:08
So the main reason why I got my inverter system, actually, that
24:11
was just the main thing, psychological.
24:14
But some of you who are selling inverters or selling whatever,
24:17
you will never know because you're never asking people these
24:19
questions. No welcome.
24:22
How can I help you today? OK, you like to buy a solar
24:24
panel blah blah. Oh by the way, where do you
24:25
live? How has light been there?
24:27
Good or bad? Oh OK, it's been terribly bad.
24:30
But you said you've lived there for like 3 years.
24:32
How come you haven't done anything up till now?
24:35
This way he has these kinds of questions that you now know that
24:37
OK, the reason why before do OK with living with bad light for
24:41
three years but now excuse me, the one to get the solar
24:44
solution is because they have a baby on the way.
24:46
That is the psychological thing you will now start keen in on
24:52
using to follow up on. Oh congratulations you're going
24:56
to be parents. When is the baby coming?
24:58
Baby is due November. If you're a match in your head
25:02
now you now know or OK this is March, baby is coming in
25:06
November. You now know how to start
25:08
following them. You don't know how you be close
25:12
marking them or how you give them space.
25:16
Ask, be curious when the customer is in front of you.
25:19
Ask questions when I say these things, asking questions,
25:22
qualification and discovery. Some of you who think is
25:25
academic is not academic. This is the key to being good in
25:28
sales, to improving your sales. Be curious and be asking people
25:30
questions and let this thing be conversational.
25:33
But don't worry, it takes some practice anyway.
25:39
So psychological benefits, Peace of Mind for solar for me, when I
25:42
got my inverter system, that was it.
25:44
I just want a Peace of Mind. My wife was always sweating.
25:47
She was always saying I'm hot, I'm hot, I'm hot.
25:50
I just say one more. I can't wait until the baby
25:53
comes here before we start trying to sort this out.
25:57
Therefore, some people energy independence OR self-sufficiency
26:00
for my mom, our own solar system.
26:02
That's the reason why we got it because today you hear that
26:05
energy grid is down 2 weeks and the problem with and the problem
26:12
with these sorts of things. So I got distracted.
26:16
My wife is looking at me podcasting.
26:17
This is the reason why I need the studio.
26:21
Anyway. She was smiling at me.
26:23
I guess I've been talking too much about our family situation.
26:26
So and so. The reason why we need a solar
26:32
form, see where we got it was precisely because of that energy
26:35
sufficiency. Small time solar panel, solar
26:39
energy grid will collapse 2 weeks.
26:42
And the problem is we were from Benoit State and it's not see
26:45
Bennu State is priority. So by the time they restore
26:47
Abuja, restore Lagos, restore ocean, restore, you know, Bennu
26:51
State would have been like one month without light and we can
26:54
continue with this crap. So self-sufficiency, the comfort
27:02
for some people, this is a psychological thing of brand as
27:05
well. Then when you step into their
27:07
house, you see a first class system, wires looking neat,
27:11
everything looking sci-fi. They don't have tubular
27:15
batteries like I do. Tubular batteries are those big
27:17
heavy batteries. They have lithium batteries, you
27:19
know those slim sexy ones that are painted white or silver.
27:22
So for some people it's your brand image that when you enter
27:24
into their house, you see that man, this guy has a 21st century
27:28
house on point. But you will not know unless you
27:33
engage people in conversations. You will not know which of the
27:36
value Trinity are you supposed to be hitting physical,
27:40
financial or psychological. And then when it comes to
27:44
physical benefits, you know, also this thing of generator
27:47
noise, that's a physical benefit.
27:48
For me, that was a key thing. That's why I didn't want
27:50
generator because I didn't want it to be that I travel for a
27:53
job. My wife has to now go outside to
27:55
the back of the house. You know you're now looking for
27:58
key, looking for engine oil, trying to pull the cable to
28:02
start the generator and then all of that.
28:05
Anyway, it applies to every single business.
28:08
The value Trinity financial benefits, psychological
28:11
benefits, physical benefits. If you need some help with
28:14
brainstorming how this applies to your business, you have
28:16
chatty PT on your phone and you have Google Gemini on your
28:20
phone. If you can't think these things
28:22
up by yourself, if there's nobody to talk to, go and sit
28:24
down. You say I am a Nigerian female
28:29
who sells jewelry to people within the ages of so so so and
28:32
so my ideal customer audience is blah blah blah blah blah.
28:35
I'm trying to figure out talking points when talking to potential
28:41
customers using Victor Antonio's using Victor Antonio's value
28:46
Trinity model. What are the financial benefits
28:50
that people can get from behind jewellery?
28:52
What are the psychological benefits people can get from
28:54
buying jewellery? What are the physical benefits
28:56
that people can get from buying jewellery?
28:58
You now see it send it will come up with some good ideas, the
29:01
ones that make sense, write it down.
29:03
The ones that don't make sense, delete and then that's how you
29:06
begin to practice and practice and practice when you talk to
29:08
people. Those are your talking points
29:10
now on the benefits and those are the kind of things the kind
29:13
of benefits you're trying to figure out exactly what it is
29:15
that they need over time you will get better, you will get
29:18
smoother what you rely on the process.
29:23
It's not it's not all about packaging is good package
29:25
yourself die, you know, so make sure you dress well, make sure
29:28
you talk good, make sure your hair's on point, you know, yeah,
29:32
package yourself. But it's all about the system.
29:35
It's a system that will save you when it comes to selling, not
29:38
packaging because one day we all run into somebody who are
29:42
packagers anyway. 30 minutes. Let me just bring it to a close
29:46
here. It's a weekend at the time of
29:49
this recording. So our next meeting is going to
29:51
be on a Monday and you know, whatever it is we discussed,
29:54
I'll come back here, diary session so that you guys can
29:57
benefit from, you know, some of the things that we talk about
30:00
over there. But for those of you who like
30:02
the diary sessions and who have reached out, thank you very
30:05
much. It's nice when I try something
30:07
new on the podcast and then people say, oh, I like this or I
30:09
don't like that. You know it's good because at
30:11
least I know that you guys are paying attention and I know that
30:13
it's either delivering value to you guys or it's not delivering
30:16
value to you guys. Again, if you'd love to connect
30:20
then you can call SMS or WhatsApp me on 08064662140.
30:26
Thank you very much for your time and attention.
30:28
I'll catch you all same time, same place in your headphones or
30:32
in your speakers.