Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / From Pitch to Powerhouse: Presentations that Win in Business & Life

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From Pitch to Powerhouse: Presentations that Win in Business & Life · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the show. Today.
0:04
We're going to continue the discussion that we've been
0:07
having for the last two or three days and that's on how sales
0:10
skills can help in your personal growth and development.
0:14
Now as a bit of a recap, we started off two or three days
0:19
ago by identifying the sales skills in particular that
0:24
traditionally people who are involved in sales and business
0:26
development use to to do their job, you know, to try and get
0:30
people to buy their, their products or services.
0:34
And then we've been breaking down how these skills relate to
0:38
those of you who do not carry a quota or who are not sales
0:41
people or who do not run the business.
0:43
So some of the skills that we've looked at so far have been
0:48
building trust and rapport with potential customers.
0:50
So there's been an episode about how building trust and rapport
0:54
with customers and clients, how that can help you in politics or
0:57
church ministry or if you're an employee, interpersonal
1:02
relationships, you know, whatever.
1:04
Then I think the episode that we did yesterday that was around
1:07
understanding client needs. So what are the techniques that
1:10
salespeople use to understand client needs?
1:13
And then how can that help you to be much more effective in the
1:16
workplace or in interpersonal relationships?
1:19
Then the other skills that we're going to run through today, at
1:24
least anyway, is going to be on presentation skills, effective
1:28
presentation skills, let me put it that way.
1:30
So that is something that salespeople traditionally have
1:33
had to be good at because at some point you meet a stranger,
1:36
you build a relationship. Eventually you have to get to
1:38
the point where you have to make the presentation to say, this is
1:41
how I can help you, these are the options.
1:43
This is how much it will cost and this is how we should go
1:47
ahead. So that's the presentation stage
1:50
why you're trying to make the person see how your product or
1:52
services valuable. So that is what we're going to
1:56
be looking at today. And after today, the other steps
2:00
we're going to look at will be getting people to commit to take
2:02
the next action steps, making sure that everyone is happy,
2:07
that is the customer satisfaction stage and then
2:09
getting repeat business and referrals.
2:11
So each of these skills are essential in sales and they all
2:16
have a subset of smaller skills that are subsumed within them
2:21
that you need to get the job done.
2:23
And my thesis in today's podcast and the two episodes prior and
2:29
in the two or three episodes that are going to come after
2:31
this, the thesis is that even if you're not a salesperson, even
2:35
if you don't have a quota, even if you don't run a business,
2:38
then these skills are, these skills are extremely important
2:41
and they're going to help you in your role as an employee or in
2:47
your committee work in church or even with your relationships
2:52
with your family, for instance. So today we're going to look at
2:56
effective presentation skills. You know, how do you come up
2:59
with an effective presentation? So if you are a salesperson,
3:03
then you will be preoccupied with effective presentation
3:07
skills because it is necessary, because it is the persuasive
3:10
element. And when we say persuasive
3:11
element, we mean we're trying to get people from point A to point
3:15
B to Point C and at some point it ends up in both of you
3:19
establishing a business relationship where you deliver
3:22
the value that your product or services promises and where they
3:25
deliver you revenue. So traditionally, sales people
3:30
very concerned when it comes to this whole thing of effective
3:35
presentations. And like I've said, the whole
3:38
thing of effective presentations or rather the whole thing of
3:42
trying to be persuasive, carries over well into the corporate,
3:47
corporate world culture. So if you're a Nigerian, you
3:49
work in Zenith Bank or you work within NBC, you know, the makers
3:54
of Coca-Cola, let's see what else Or you're in pastoral
3:57
ministry. You're, you're a priest.
4:01
You, you know, you're a priest. You're an evangelist.
4:03
You're a prophet or whatever, or you're a politician.
4:06
Other kinds of relationships, interpersonal and otherwise.
4:11
Then, you know, this whole persuasive element, you know,
4:13
carries through because the employee and the organization,
4:17
the pastor of the politician, the parent we're all trying to
4:20
be, we're all trying to get people to do some things for
4:23
their benefit and also for our benefit as well.
4:26
So for those of us who are parents, we're trying to
4:29
convince our children to do ABC or 123 for their own benefit and
4:33
for our benefit. And it's the same thing for
4:35
those of you who have executive responsibilities in
4:38
corporations. You're trying to get the
4:41
employees, people underneath you to do some things for the
4:44
benefit and for the benefit of the corporation.
4:46
So we are all perfectly aligned when it comes to looking at
4:49
effective presentation, whether we are sales people or we are
4:53
not. OK.
4:54
So like I mentioned at the top of the episode, each of these
4:57
skills has a subset of skills that are required.
5:00
So what are the subset of skills that we need for effective,
5:04
effective presentations? And one of them is effective
5:07
listening skills. Now, this is something that we
5:10
hinted at yesterday. We talked a little.
5:13
We hinted about it in yesterday's podcast, because in
5:18
yesterday's podcast we spoke about effective conversation
5:21
skills. And effective listening skills
5:24
actually does start with effective conversation skills.
5:26
Because let's face it, most of the times, if we're worried
5:30
about effective listening, it is within the context of a
5:33
conversation. So yes, you can worry if you're
5:35
listening effectively to a lecture or to a movie.
5:39
But for most people, when we talk about effective listening,
5:41
we are thinking about situations where husband is talking with
5:44
wife, parents are talking with the child, salesman talking with
5:48
the potential customer, What else, Doctor talking with the
5:51
client. Those are the sorts of things
5:53
that we're talking about when we talk about effective listening.
5:57
Are you listening properly? Is that guiding the conversation
6:00
along? So it's always within the
6:01
context of a conversation. So we're going to start off with
6:04
effective conversation skills. And yesterday, what I tried to
6:10
stress that effective conversation skills are about
6:12
asking questions about the other person and about their own
6:16
personal circumstances, their own business circumstances,
6:19
their cultural circumstances, you know, whatever the context
6:22
is. So if you're a pastor, it's
6:24
questions about this person, the spiritual background, their
6:29
personal growth, the challenges that they're facing, you know,
6:31
things like that. So effective listening begins
6:34
with being able to ask the right kinds of questions.
6:38
If it's a sales context, then we're already addressed that
6:41
previously in yesterday's episode.
6:43
And yeah, so I guess what I'm just trying to say is that
6:46
effective listening, step number one, effective conversation
6:49
skills and effective conversation skills begin with
6:53
asking questions about the other person.
6:55
It's not about talking. Then the reason why this is
6:59
important, at least in the business context, is because
7:02
when you ask someone questions and they give you answers, the
7:07
answers that you get are going to form the basis of the
7:09
presentation that you give in the future.
7:12
So that's why it's important if I want to convince somebody to
7:15
buy my OK. If I want to convince somebody
7:21
to buy my bottle of water or my tissue paper or my turkeys or my
7:25
chicken or my Let's say I have a ranch and I sell cows.
7:30
If I'm trying to get them to buy it to say that this bottle of
7:33
water is the best, this is quality beef.
7:35
OK, let me stick to the beef thing.
7:37
That will be easier to come up with an example.
7:39
So if I'm saying buy this beef because this is quality beef, If
7:43
I'm making all the arguments from my own point of end saying
7:45
that this is Bosu cows imported from South Africa, Best protein,
7:50
best taste, best this best that best, blah blah blah blah blah,
7:54
I am guessing as to what I think is valuable.
7:57
Oh by the way, this is your first time listening to the
7:59
show. Please listen to yesterday's
8:01
episode. It's going to give you a
8:04
thorough context and understanding behind the dynamic
8:07
that I'm trying to stress here. So if I'm saying this is Buzu
8:11
cow imported from South Africa, it's the best.
8:14
This is me guessing that this person gives a hoot about Buzu
8:18
cow imported from South Africa or that it meets that purpose.
8:22
Now it depends. This person might be buying the
8:24
cow because they want to make kilishi, or they might be taking
8:28
the cow because they want to grind it up to make animal feed
8:31
for something else. Or they might be buying it
8:35
because there's a wedding and so they want to slaughter the cow
8:38
and then serve the guests. There are lots of reasons why
8:41
this person might be buying the cow.
8:43
Now I need to ask questions to figure out what's important to
8:48
them, where they're coming from, where they're heading to.
8:51
And the information that I get there is what should inform the
8:54
presentation. So for somebody who just wants
8:57
to create animal feed, it doesn't matter if this is a
9:00
Boozoo cow imported from South Africa.
9:03
Oh, sorry. By the way, it's been a long
9:05
time since I studied cattle, you know, that was back in secondary
9:08
school in Agrik. So for those of you who are
9:10
familiar with these sorts of things, please forgive me if I'm
9:12
using the wrong what's it called?
9:16
Name or the wrong species? I can't remember which which
9:20
species of cows is native to also native to other parts of
9:23
the world. So just in case you're listening
9:25
and every time I say Buzu cow, he greets, you know, he greets
9:28
your ears because you know that Buzu cow is native to Nigeria.
9:31
Then you know, please forgive me, but for now let me pretend
9:34
that Buzu cows are from South Africa.
9:37
So for someone who is trying to make animal feed to them, they
9:41
might not be. They don't care that it is Buzu
9:43
cow imported from South Africa. In fact, they might prefer local
9:47
alternatives of the same size that are going to be able to
9:50
guarantee the quantity. Maybe for them it's about the
9:55
quantity of animal feed that they're going to get at the end
9:58
of the day. So me going on about boozoo,
10:01
boozoo, imported, imported, imported and tastes, how the
10:04
thing tastes, I'll just be wasting my time.
10:07
I have a conversation to the person, the person who wants to
10:10
make animal feed and they're concerned more about size and
10:15
servings and things like that. Then instead of hopping on about
10:19
boozoo cows from South Africa, maybe I should go back to this
10:22
table, look at the local alternatives that are ready here
10:25
that we have not incurred importation costs on, and then
10:30
things like that. And then build my presentation
10:32
around why this is a better cow to buy.
10:34
So you see how I can be persuasive unless I am
10:42
listening. And I can't be listening unless
10:45
I am asking the right kinds of questions and unless I am not
10:49
making lots of assumptions. So this is the reason why most
10:53
presentations fail, whether in the office or in church.
10:57
Because as a pastor, you could be telling somebody that this is
11:01
what God told me. God told me that you should do
11:03
this. That is, you just talking at the
11:05
person. And maybe in your heart of
11:08
hearts, you actually believe that this is what God is telling
11:10
you to do. But you haven't asked the
11:12
question. You don't know what is the root
11:14
of the person's problems. You haven't gotten to the root
11:16
of the issue. You don't know where the person
11:18
is leaning here or there. At the very least, you haven't
11:21
gotten the person to be understood.
11:23
If you listened, you asked questions, you paid attention,
11:26
and the person felt understood, perhaps they'll be willing to
11:29
listen to you regardless of whether it is truly the voice of
11:34
God or not. So a lot of times, right?
11:36
The presentations, feel departmental meeting, sales
11:40
context. You're trying to persuade
11:42
somebody to buy your car or whatever is because a lot of us
11:45
are assuming that we know what's in the best interests of the
11:49
other person who is across the table.
11:52
So let's stop assuming that we know what the other person
11:55
needs. So, pastor, stop assuming you
11:57
know what the congregation person needs.
12:00
Listen, Mr. Salesman, you're trying to sell your cow or
12:04
you're trying to sell a car. You believe that Mercedes-Benz
12:08
are the best? Or maybe you believe that Isuzu,
12:11
Skoda or whatever, because it's fuel efficient, is the best car
12:14
to buy for now because of rising fuel costs in Nigeria.
12:18
Stop coming along with your assumptions.
12:20
Ask questions. You might find out that the
12:21
person doesn't give a hoot about fuel costs, and the person cares
12:25
more about status in other in that case, you should be talking
12:28
about Mercedes Benzes and the other kinds of cars.
12:31
And don't assume that because the person shows up in a Baba
12:35
Riga in the Mercedes-Benz, the guy is wearing the Rolex, he's
12:38
flush for cash, his wife is wearing gold.
12:40
Because of that, you just assume that they're going to buy
12:43
another car of status. Maybe right now they're trying
12:46
to downsize. Children have left the house,
12:48
and quite frankly, they're looking for less expensive cars
12:50
to maintain. And maybe in this case, even
12:53
though it's a senator whose wife is wearing lots of gold, maybe,
12:56
perhaps you should be talking about the Isuzu cars or the
12:59
Skoda cars or the other things that are much more fuel, fuel
13:03
efficient. So a lot of your presentations
13:05
are failing because a lot of you are assuming that you know what
13:09
the other person wants and what is in their best interest.
13:12
Sometimes you might be right and sometimes you're not.
13:14
But I think, but The thing is, it now makes this whole thing
13:18
about giving presentations. It makes it a 5050 proposition.
13:22
My work might not work. But The thing is, if you listen
13:24
to people and then you tailor your presentation to their
13:27
needs, which you got because you listened during the
13:30
conversation, then the odds of you making a successful
13:34
presentation goes up. Because now you know what
13:38
Senator Ali wants. And you know the senator, the
13:41
senator who's at your car lot, you know, know what it is that
13:44
he wants? The father of the bride who is
13:47
getting ready to buy stuff for the wedding, who wants to buy a
13:50
cow? You now know what he wants or
13:53
the person who is buying the car for animal feed, you know what
13:55
she wants. I trust you guys get the
13:58
picture. So it is by having open
14:00
conversations and listening, you're going to be able to get
14:06
to the end of what it is that they really want.
14:08
So if you want to have more details about how to have
14:11
open-ended conversations, frank conversations and conversations
14:15
that focus on the other person, then listen to the podcast
14:18
episode that we recorded before this one.
14:21
There's a whole lot more details there.
14:23
Now, another thing about effective presentations, the
14:27
average person also needs to learn how to change the
14:29
structure of a presentation. Or at least we Nigerians need to
14:33
learn to change that. Because in Nigeria, and I can't
14:37
speak for those of you in the UK or in America, but you know, we
14:40
start off studying English in school and you know, we're
14:44
taught how to write, give speeches, make presentations and
14:46
blah blah blah. So summary, a lot of us leaving
14:50
the Nigerian educational school system, we some we believe that
14:56
an effective presentation goes like this.
14:59
You start off by saying this is who we are.
15:01
You know this is Zenith Bank or this is so and so corporation.
15:05
Then you go into the whole part of this is how we began, our
15:08
founder did this, Chairman of the Board, blah blah, blah blah
15:10
blah. Then there's that section about
15:12
this is our Board of Directors and our Chairman and our Board
15:15
of this and our Board of that. And then you flaunt how you have
15:18
Ambassador, this person on the board, ex Governor, this
15:21
honourable member, so on, so and blah, blah, blah, blah.
15:25
Then there's a section about how great we are, this is how great
15:28
the product or the service is and blah, blah, blah.
15:30
Then there's that laundry list. And truly for Nigerians anyway,
15:34
it's a laundry list because they list out every single
15:36
conceivable thing that the organization does.
15:39
So here's a laundry list of services that we can provide for
15:41
you and they will list it all. So let's say it's a company and
15:47
they're making a presentation, their real estate investment
15:51
trusts for instance. This is just me freestyling by
15:53
the way. They will list everything there.
15:55
They will list the research capability, their property
15:57
valuation capabilities, their what else, their title
16:02
capabilities, you know how you validate title and then things
16:05
like that. Let's see what else you know.
16:08
But you get the point. They would just list everything
16:10
cha. So for this business, for this
16:12
organization, this is absolutely everything we can do for you.
16:15
And they would list it all, all the three at the 20 items, the
16:18
10 items, the whatever. And then the summary would be
16:23
basically over looking forward to working with you because we
16:25
are the best in the industry. And then that's it, that's the
16:27
presentation, that's the proposal.
16:29
You double bind it or you circle bind it or whatever make it look
16:33
nice and then you go and drop it off at the person's office.
16:38
And then the average Nigerian person thinks ah that was that
16:41
was a good meeting. We have dropped the proposal.
16:42
I'm sure something is good is going to come out of this.
16:45
Then they go home and then they tell their spouse that I created
16:49
a solid presentation and we've sent it.
16:51
God willing something would come out of this or they tell that to
16:54
their business partners and then the game begins.
16:57
You wait when I going to hear from them, when I going to hear
17:00
from them. So that's what the average
17:01
Nigerian person does. But to have effective business
17:05
presentations, we need to change the order a little bit.
17:08
We have to make the process the other person focused.
17:12
That's why I'm saying we should listen to the episode that came
17:15
before. This one.
17:16
You have to be focused on the other person.
17:18
If you notice, the first step is me, me, me, me, me, us, us, us.
17:21
This is who we are. This is how we began.
17:24
This is our Visionary Founder. This is our Visionary Chairman.
17:26
This is our board, our business Directors.
17:28
These are the services we invite.
17:30
This Is Us. This is me.
17:31
This Is Us. This is me, me, me, me, me, me,
17:33
me. So we need to focus on the other
17:36
person who is sitting at the opposite end of the table.
17:39
So the new structure should look something like this.
17:42
If you start off with a couple of chapters saying this is our
17:46
understanding of who you are, so you should actually talk about
17:49
the other person or the other person's company.
17:52
Just give a sense that you understand who they are.
17:54
Then you should try and devote a couple of paragraphs paragraphs
17:58
to understanding the problems that they face.
18:02
And then there should be the part in the presentation and it
18:05
shouldn't just be in the document.
18:06
But this is the part where when you're doing the presentation,
18:09
you actually should stop and look at them and talk to them,
18:13
not reading from the presentation.
18:15
This is a point where you now confirm that if your
18:19
understanding is correct so far, if your understanding of them
18:22
and their business is correct, them and their situation or the
18:25
understanding of them and the problems that they face is
18:27
correct so far. It is at this point that you now
18:30
ask for feedback because you need to know that you are on
18:34
point. This is the point where if you
18:36
misunderstood the business, it would be nice if somebody from
18:39
the other side says, OK, well, OK, no problem.
18:41
When you said page one, page two, that actually is correct.
18:43
But then on that page three, you know that item over there, you
18:46
know that's not us. We, well, we actually do that,
18:49
but it's not, it's not our core area of focus.
18:51
So let's focus on the items on page one.
18:54
Now you know you have checked your assumptions.
18:57
You now know that when you're proceeding, before you try and
19:00
close the sale, you should be focusing on the things that you
19:03
identified on page one and page 2 because they told you so.
19:06
So once you get all these things, then this is the point
19:10
where you now say, OK, if my understanding of who you are and
19:14
the problem you face is correct, then these are my
19:18
recommendations in my own professional opinion, as your
19:22
financial advisor or as your lawyer or as your butcher or
19:28
whatever. Because even if you're a
19:29
butcher, it's the same. We need to try and figure out
19:32
who this person is and the problem that they face.
19:34
You know, you have to run the summary now.
19:35
OK. Oh, so sorry.
19:36
If I understand you correctly, it's because of your daughter's
19:39
wedding. That's the reason why you're
19:40
here. People are cooking for 2500
19:43
people. And the law on cash you want to
19:46
buy the kind of cow that one is one that if you buy it you you
19:50
use that account feed 2000 people you are not worried about
19:53
the taste profile lobby because your cookies that you are going
19:56
to spice it. Well OK no problem.
19:59
So now that I understand this thing correct these are the
20:02
options I am going to put forward this boozoo from South
20:05
Africa is still an optional because they are different
20:07
grades. We can discuss option #2.
20:10
We can try this kind of cow, which is look at it is big, is
20:17
hefty, is you know, whatever. It will give you all the meat
20:19
that you need. And then option #3, instead of
20:23
buying one cow, maybe we can buy seven goats.
20:26
So you know, this is a thought process in my own professional
20:29
of opinion. If I understand everything
20:30
correctly, this is my recommended course of action.
20:34
Option A, which is this. Option B which requires XYZ, and
20:40
then option C which is blah blah blah.
20:44
You give them three and then you ask the question, so which of
20:48
these options seem most suitable to you?
20:51
You don't have to use the exact words that I'm using, you know,
20:53
use your verbiage. It doesn't have to be English
20:56
because I was listening in on a session where one where somebody
21:02
broke into Yoruba and so somebody, so excuse me, somebody
21:05
in the audience thought was unprofessional that the person
21:07
broke into Yoruba. And I'm glad that the person who
21:09
was chairing the session was able to convince the people
21:14
that, look, it's not about whether it's in English or in
21:15
Yoruba. We are talking about persuasive
21:18
arts here. So it depends on the context.
21:21
There's no point in going on and blabbering on in English if the
21:25
person doesn't understand Turinchi and the person wants to
21:28
speak outside. The person wants to do
21:29
Kadankada, or you know, or the person wants to do batting
21:33
Batty, the person wants to speak Yoruba.
21:34
So if you are good with Yoruba, then by all means he's looking
21:40
at this going to be Yoruba conversation and you can flow in
21:43
Yoruba, then by all means, you know, switch and go accordingly.
21:46
It's about communication, passing across information,
21:49
understanding what is being said and trying to achieve persuasion
21:52
at the at the end of the day. So you try and figure out which
21:56
of these options are most suitable to the person.
21:59
Now This is why I should adopt this approach.
22:01
Again, this is the approach. Start off by saying this is from
22:06
the conversation we have had so far from the questions you've
22:08
asked. This is your understanding of
22:10
who the person is. This is your understanding of
22:12
the problems that they face. You now ask for feedback.
22:15
Hope everything is correct. OK, if everything is correct
22:17
professionally from my own, from my own the way, then I'm
22:20
thinking this is what may I recommend you?
22:22
We can do option one which is this.
22:25
We can do option 2 which is this and we can do option 3 which is
22:29
this. All these options that I've said
22:31
so far, which of them seems more suitable to you?
22:35
If the guy says OK, no problem, thanks, I've heard everything
22:37
you know. Instead of this one kind of
22:39
thing I'm thinking let's buy seven goods no problem.
22:43
So if you structure your presentation this way, your
22:46
potential customers or clients are going to see and get a sense
22:49
that you have been paying attention to them.
22:51
Because in most parts of the world, especially in Nigeria, is
22:55
is an absolute buzzkill where you're talking and looks like
22:58
this person is not even paying attention to you.
22:59
The person Josh Shah wants to sell this cow or this car or the
23:03
person has made-up their mind that they must sell this
23:05
particular jeans and it doesn't matter what it is that you say,
23:08
they're trying to get you to buy this thing that they've decided
23:10
is the best. So it's a huge turn off.
23:12
So if you structure a presentation this way, the
23:14
potential customer clients will see that you're focused on them
23:18
and that you have a keen understanding of their context
23:20
or the solutions that they're trying to look for, then giving
23:24
options during the presentation and then trying to narrow down
23:28
the suitable one at the end. It all means that in future
23:31
conversations, you now have a very specific and a very clear,
23:34
a very focused line of action that these people have
23:37
emotionally bought into. Let's go back to the original
23:40
scenario where we do the Nigerian thing, We present the
23:43
we go to the office, we drop the proposal.
23:46
We don't have a conversation. And the proposal says, This Is
23:48
Us, this is our Board of directors.
23:50
This is why we're the best. This is all we do.
23:52
We look forward to doing business with you.
23:54
And then you're waiting and waiting and waiting.
23:56
You want to follow up. But true of the matter is that
23:59
if you call the follow up, the only thing you can say is, Bros,
24:01
how far? Now.
24:02
Sure, you guys received our proposal.
24:04
OK, I wanted to confirm. And then you call up in 2 weeks
24:06
and say, oh, Bros, how are you doing?
24:08
I hear you. I'm just greet, you know, as
24:11
chairman, seen the proposal and then another and then maybe
24:17
another two or three weeks you call and basically you're just
24:19
following up to follow up. You have no clear reason for
24:22
following up. But then when you take this path
24:25
and there's a focus line of action that people have bought
24:27
into, at the end when you call to follow up, there's something
24:30
specific that you're calling to follow up on.
24:34
So this is the spirit of how business presentations or
24:36
proposals ought to be handled. It doesn't have to be the exact
24:40
same structure, but the spirit of the interaction should be the
24:46
same. Number one, talking about the
24:48
other party #2, show your so that you understand their goals,
24:53
understand where they're coming from, understand what they're
24:56
trying to achieve. Then give options in the
24:59
proposal, not just one. Give two or three options and
25:02
the option should be based on what they said, not what you
25:05
think is the best. So give them options based on
25:09
what they said, and then get feedback on them from them, from
25:13
what you think is the most promising option.
25:16
Not everybody is going to be able to.
25:18
Not everybody will be comfortable enough to go ahead
25:21
like back to the seven goats. Now that Olga has agreed he's
25:24
going to buy seven goats for his daughter's wedding instead of 1
25:26
count, Not everybody is going to be willing to drop the money
25:29
down, or they still want to think about it or whatever.
25:32
But The thing is, game feedback. Looks like we now have one thing
25:35
that we're talking about, and in the future we can start tweaking
25:39
that proposition. So should it be 7 cows or 10, or
25:43
should it be 7 cows or five? We're gonna start negotiating.
25:46
How much is it per, per. Per goat?
25:49
Is it OK? Well, I haven't bought a goat in
25:52
a very long time now, but last time I did years ago, many years
25:57
ago. OK, well, I didn't buy it
26:00
anyway. Somebody at home bought it for
26:02
me. Actually, there was 20 K that
26:04
they asked for me to send. So let me just pretend that
26:07
ghosts, Goats still cost 7K. Now I know in 2024, ghosts are
26:11
much more expensive than that because of the way the price of
26:15
things have gone up. So yes, maybe I'm out of touch.
26:19
OK, So then you start pricing, is it going to be 20 K per goat
26:22
or 25 per goat or 17, five per goat or 15 per goat?
26:25
And then you're going to be trying to tie down, I'm trying
26:29
to amend things in the options that you've discussed.
26:34
But you guys see that if you follow things this way, then
26:36
you're going to have a strong chance for closing the deal and
26:39
for making an effective business presentation.
26:42
Now for those of you who are business people, I'm sure you've
26:46
gotten a lot of insight, especially if you haven't heard
26:48
things broken down this way before.
26:50
But for those of you who are career people, you work in
26:53
Zenith Bank or you work in Hilton Hotel, you're wondering
26:55
how does all this apply to me? All these sales skills, all
26:59
these techniques, all these perspectives are talking about,
27:02
how does it help me in my own career development?
27:05
How does this help me in personal growth?
27:06
How does it help me in my personal development?
27:09
This is how it helps if you follow this process at office
27:13
departmental meetings. You're going to be able to
27:16
decipher, you're going to be able to figure out what are the
27:18
key initiatives for your organization.
27:21
Because there are times, let's face it, when you're having
27:25
office meeting, departmental meeting and you think that the
27:28
department should be focused on 123 and you make your
27:31
presentation based on that. But by the time Chairman talks,
27:33
you find out that as far as Chairman is concerned, you
27:35
should only be looking at 456123 are not even on the table.
27:40
This happens. So you're trying to introduce
27:43
conversational elements that are focused on the other people,
27:46
other stakeholders within the organizations, having
27:48
conversations with them. You're going to be able to drill
27:50
down on what they think is most important for them and for the
27:53
organization as a whole. So that when the time comes for
27:55
departmental meeting instead of making a presentation and you
27:59
talk about 123 and everybody thinks you are talking of
28:02
points, you'll be able to go straight to 456.
28:04
Because you've spoken to Chairman behind the scenes,
28:07
you've spoken to other stakeholders, other departmental
28:10
heads, other people. And you know now that regardless
28:13
of what you think the organization is concerned about
28:15
4-5, six, look, it's about being effective here, not about being
28:18
right per Southeast. So if you really think 1213
28:23
should be the best things to pursue, that's another
28:25
conversation for another podcast.
28:28
But for now if everybody thinks 456, you best be sure that your
28:33
presentation is catering to that from the beginning.
28:35
So that's how it's going to help you at office departmental
28:38
meetings. That is how it's going to help
28:40
your career within the Ministry of Finance if you work there or
28:44
within Central Bank if you work there, or within Hilton Hotel if
28:47
you work there or Zenith Bank if you work there.
28:50
And it's also going to be the same when it comes to church
28:53
meetings or community meetings or interpersonal gatherings or
28:56
things like that. So back to the whole thing about
28:58
the pastor. After you've listened, you've
29:00
asked a couple of questions and things like that, you now think
29:03
you can tease out what the opportunity the options are.
29:06
You throw some options to the person 123, what do you think
29:10
resonates with you the most? The person selects option two is
29:13
then you can now go into the whole thing of yeah, God is
29:15
telling me and blah blah blah blah blah.
29:17
You can now key in to option 2, so it's the same.
29:21
You're going to be much more effective at your church
29:23
meetings, church departmental meetings, at your pastoral
29:26
meetings. If you're a deaconess and you're
29:27
trying to guide young ladies in the church, they're going to be
29:30
much more effective at community meetings.
29:32
Maybe we'll travel home at Christmas, maybe we'll do
29:34
village meetings or other interpersonal gatherings.
29:37
Who knows? Chess, society, book club,
29:39
whatever is going to be the same outcome then, because your
29:43
proposals during the meetings are going to be based on what
29:46
people have actually said, the chances of you building
29:49
consensus around something is very, very high because you're
29:52
not using your own words, you're using their own words.
29:56
If you can use their exact words, the better.
29:59
And most importantly, you're going to gain the reputation as
30:03
being a problem solver or a proactive thinker In your
30:06
personal circles and also in your official circles, we'll be
30:09
like, ah, that babe. She's a correct girl.
30:11
As in, she's a problem solver. She knows how to solve problems.
30:15
Like, were you there at the last meeting?
30:16
Nothing. She said, Oh my God, she.
30:18
And she's just she's she's awesome.
30:20
She's awesome. She's awesome.
30:22
And the same thing, you know, if you're a boy is the same.
30:24
Mr. Bayo, Mr. Bayo, Go Getter is the correct guy.
30:28
That this how he did this, this how he did that.
30:29
If you see the way that he handled this and this and this
30:32
and this and that, that's the kind of reputation that you're
30:34
going to get. So just like with the last
30:37
episode, I'm going to cap up this episode by asking are you
30:40
convinced that sales training will help you whether you run a
30:43
business or not? It's my opinion and you should,
30:47
and I hope you do. But if you're not convinced,
30:48
don't worry. We still have a few more issues
30:50
to discuss. And tomorrow we are going to
30:52
deal with getting people to take the next course of action.
30:55
Because making a presentation is one thing, whether you do it the
30:59
old school Nigerian way and you go and drop the binder that you
31:01
did circular binding and you know with Times New font and all
31:06
that. So whether you do it that way or
31:08
whether you do it this, what would I say amended, adopted,
31:13
refined way that I'm proposing. So no matter which way you do
31:19
it, dropping the proposal is one thing, getting the person to
31:22
take the next step, which is either reading the proposal,
31:25
going for site visits, paying a deposit or whatever it is, that
31:29
actually is something else. So we'll get to that tomorrow,
31:32
especially since we've been talking for over 30 minutes.
31:35
So that's all for today folks. I remember to connect with me on
31:37
WhatsApp. The phone number is 0806466
31:41
2140. The country code is 234.
31:44
For those of you who are not Nigerian, then connect with me
31:47
on LinkedIn. My name is Tabashima Ayede.
31:49
I'm the host of the show. You can confirm the spelling of
31:52
my name and my e-mail address from the link.
31:54
We are currently listening to this episode.
31:56
Thank you very much for your time and attention.
31:58
I'll catch you guys at the next recording.