Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Sell the Outcome, Not the Specs: A Nigerian Business Guide

Transcript

Sell the Outcome, Not the Specs: A Nigerian Business Guide · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Today on the podcast, we're going to continue our
• 0:03
  conversations with the Tech bro series.
• 0:07
  And the question we're going to be looking at is whether you
• 0:09
  have to sell the outcome of what your organization is going to
• 0:13
  be. So Oh yeah, before I continue,
• 0:16
  I'm making today's recording out and about.
• 0:18
  I'm in the parking lot, so expect to hear cars in the
• 0:20
  background and people having conversations, you know, stuff
• 0:23
  like that. So usual interruptions.
• 0:26
  So yeah, so conversations with the tech bro, This is me running
• 0:30
  commentary on a live event that happened in Lagos sometime next,
• 0:37
  sorry, last year, I presume, where somebody who is big in the
• 0:40
  tech space, the guy is a successful tech founder who also
• 0:45
  invests in businesses in Nigeria.
• 0:49
  And the guy took the podium, The guy took the stage to let people
• 0:52
  know that if you're starting your startup, you're coming into
• 0:56
  the tech space, these are the kinds of things that you have to
• 1:00
  expect, like you have to deal with when it comes to sales and
• 1:04
  to marketing. So I'm running commentary
• 1:06
  essentially on what this guy has said just to revisit some of the
• 1:11
  things that he got correct and give a proper perspective where
• 1:15
  he said things that were not entirely legit when it comes to
• 1:19
  sales and marketing. Although so far we've seen that
• 1:21
  he said lots of helpful stuff. And I've been able to expand
• 1:25
  upon why these things are useful and also to give you the
• 1:28
  practical next steps of what to do because it's normal that are
• 1:32
  these sorts of events. Somebody would stand up and say,
• 1:34
  oh, to sell, you have to be trustworthy and then they just
• 1:36
  move on. But they didn't exactly tell you
• 1:39
  how can you be trustworthy in your own business in this
• 1:42
  particular context, how you're going to build trust, you know,
• 1:44
  things like that. So if you remember correctly,
• 1:48
  yesterday's episode was just me fleshing out a couple of things
• 1:50
  that you got correct. And one thing that he said
• 1:55
  during the event, which is kind of true, which is what we're
• 1:58
  going to look at today, is he said you have to sell the
• 2:00
  outcome of what your organization is going to be.
• 2:03
  And it's something that I can endorse because lots of people
• 2:05
  run around trying to sell based on features.
• 2:08
  Oh, sorry, this is your first time listening to the podcast.
• 2:10
  My name is Tavishima Ayede, I'm the host of the podcast.
• 2:14
  If you would love to connect with me because you like these
• 2:17
  sorts of issues, you have, questions, comments, queries,
• 2:20
  then you can call, send me a text message or a WhatsApp
• 2:22
  message on 08064662140. I'm also on LinkedIn.
• 2:30
  Just use the name underneath the header in the podcast player and
• 2:34
  you'll find me. So you send me a message and we
• 2:36
  can connect that way, Stay in touch that way.
• 2:39
  All right, then also, this is your first time listening to the
• 2:44
  podcast and you like these sorts of things, you know, how do you
• 2:46
  sell, How do you grow a first class organization?
• 2:50
  How do you attract customers? How do you retain customers?
• 2:53
  How do you maximize lifetime customer lifetime value, you
• 2:56
  know, things like that. Then subscribe to the podcast
• 2:58
  because this is what we talk about, you know, 2-3 times a
• 3:02
  week or sometimes every day. You know, I don't have a fixed
• 3:05
  schedule, but I can assure you whenever you do pick up the
• 3:07
  podcast, there will be something to listen to because so far I
• 3:10
  have over 1300 episodes right now in this feed.
• 3:15
  So there will always be something juicy for you to
• 3:18
  listen to. So subscribe on Spotify, on
• 3:23
  Apple, on YouTube or any podcast player of your choice.
• 3:29
  So like I said, he he has mentioned something that I can
• 3:32
  agree with. He says you have to sell the
• 3:33
  outcome of your organization. So the outcome of what you
• 3:36
  organize, the outcome of what your organization is going to
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  be. And yeah, I can get behind that.
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  One of the reasons why we can say yes, he's correct is because
• 3:45
  lots of people do feature based selling.
• 3:47
  So somebody walks up to you and say check out this phone, the
• 3:50
  Samsung V Fold. It is 20/20/2025.
• 3:54
  In fact, this one is 2026 model. They never release some.
• 3:57
  Check it, see the way The thing is folding, see AMOLED screen,
• 4:01
  see the way you touch it, see the casing, See 256 gigabytes.
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  See this. See, you know, that's how most
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  people sell. Feature, feature, feature,
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  feature, feature. But they forget that people
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  don't buy features, people buy outcomes.
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  So for people like me who are looking at the Tesla cyber
• 4:17
  truck, we're not really buying it because of the feature per
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  SE. It's because, you know, it's a
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  cyber truck. If you buy that kind of car, you
• 4:24
  know, you don't arrive. You understand it's not easy to
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  pull a whip that can that cost anything between, you know, 230
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  million. Although the one I want to buy
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  when I have the money, you know, I saw it at Circuit Motor.
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  He has it at 430 million naira, by the way.
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  I don't have that kind of money yet.
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  So when you get in touch with me, don't come and ask me for
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  money. But I'm glad that the people who
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  usually ask me for financial assistance, you know, those
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  people have stopped. So I think you've gotten the
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  message. So when somebody's buying
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  Cybertruck is not because, you know, no BC because of future,
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  future like it's electric cars E VS for forget that thing,
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  especially in Niger. I think people who are buying
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  these cars now it's, it's a flex is a big flex.
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  I think that's, I think that's it.
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  Anyway, where was I in the bottom line?
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  What I'm just trying to say is people don't buy features,
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  people buy results. So a woman comes and says make
• 5:19
  me a peplum dress you as a fashion designer.
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  You're thinking that woman is buying peplum.
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  She's not buying peplum, she is buying a result.
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  There's a certain way that peplum makes her feel, a certain
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  way that peplum makes her look. There's a certain way that
• 5:31
  Peplum helps her to accentuate her curves or whatever.
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  So people don't buy features, people buy outcomes.
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  So I'll give you an example here.
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  Whether you sell cars, whether you're in the fashion space or
• 5:44
  whether you're in the tech space, you need to learn to
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  speak to outcomes. You need to learn to speak to
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  results when you're talking to people, when you're talking to
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  potential customers, potential clients, because that is what
• 5:56
  people buy. Now there are some people who
• 6:01
  yes, they come and they ask for features, but if you ask some
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  small questions, you will now realize the reason behind their
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  fixation on features. For instance, back when I was a
• 6:10
  wedding photographer, I spoke to a potential by bride and groom.
• 6:13
  I didn't end up getting the deal and that was because the guy was
• 6:17
  so keen on the Nikon camera on Nikon, as we say in this part of
• 6:22
  the world, he was keen on Nikon D something, something.
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  Was it the D 3100 or something? By the way, this was a very long
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  time ago. So, you know, technology don't
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  progress like things have moved on.
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  So just know that this was the camera that was raining at the
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  time and the guy won't stop going on about this Nikon no
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  D3100. So I had to be upfront that look
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  dude, I appreciate that this camera is the correct camera,
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  but to be honest, I'm a Sony shooter and what I have is I
• 6:52
  have the Sony alpha, I have the A200, I have the A77 and I have
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  the A77 Mark 2. And to be honest, the features
• 7:01
  that you're looking for are available in these cameras.
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  But I'm just curious, Sha, like why, why does it have to be the
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  Nikon D3130100? And I listened and the guy was
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  going on and on and on and on and on.
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  And at the end of the day, I think the guy just wanted the he
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  just wanted the the feels like the bragging rights that the
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  person that covered his wedding covered it with the latest Nikon
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  D30100, you know, And then of course, for me anyway, lots of
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  people say that I'm being silly because this is Niger.
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  But for me at that kind of situation, This is why I tell
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  the person, OK, well, you know what?
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  I'm a Sony shooter. I've shopped with, I've shopped
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  with Sony for a very long time. And if you know what, I'm a cool
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  with my aesthetics, then yeah, we can go ahead.
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  But it if it absolutely has to be the Nikon D 3100, then I'm
• 7:57
  sorry, I can't sort you out because if I just go and get
• 7:59
  that camera now because I want to win your business, I go and
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  rent that camera on your wedding day.
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  I go to fumble because you know, it's a different layout, it's
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  different. This is a different that.
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  So I'm just being upfront with you.
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  So you know, you and Madame, you guys need to have a chat and let
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  me know. And then we didn't go ahead
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  because he wanted it to be somebody who is shooting with a
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  Nikon D30100. So what you can see that in that
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  case it was not really the feature per SE, it was all this
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  extra stuff, you know, the latest, the newest, the
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  megapixel count, the whatever. You know, it's just the
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  bragging, bragging rights. So even when people come up to
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  you and they're talking about features, features, features,
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  features, if you ask some kind small questions, you realize
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  that there is still some outcome that they are trying to pursue.
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  So let us learn to talk in terms of outcomes and not in terms of
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  features. By the way, you know, have a
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  debate amongst yourselves, what do you think?
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  Was I right or was I not right? Because photographers used to
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  play that, you know, kind of game a lot.
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  If you're talking to somebody and the person like this kind of
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  camera and no problem on the wedding day, you'll show up and
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  then you do some small demo with the camera.
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  So the person will feel like, ah, correct, you're using the
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  camera. Then as the wedding day goes on,
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  you just put the camera down and shoot with what you know, you're
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  used to. So some people used to play
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  those kind of tricks on clients, but for me, I didn't like
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  playing those kind of whatever. So although some people said I
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  was just being silly, like look, now the camera, the guy wants
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  rent it now don't be 30 K, rent it for 30K and then add it on
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  top, you know. So yeah, you guys have a debate.
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  Let me know what you think. So in a sense, the tech bro who
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  said you have to be able to sell the outcome of what your
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  organization is going to be. Yeah, in a sense that is true.
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  So we sell outcomes and we sell results of what your products or
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  what your service is going to do for the person who you are
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  talking to. So yes, however, if what the guy
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  means when he said sell the outcome of what your
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  organization is going to be, if what tech bro meant was what he
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  meant was that you have to sell the outcome of the, the, how
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  will I put it, the business that you're building, you're trying
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  to sell that. Look, this business, where will
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  they build this app? Where will they build like the,
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  you know, this is where we're running to, this is where we're
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  building this, we're building Africa's Unicorn, we're building
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  this, we're building that, that, that, that, that then, well,
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  maybe it might help or it might not help if you're talking to
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  potential customers or clients. However, if you're talking to
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  potential investors or stakeholders, OK, yes.
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  Then talking about that grand vision, yeah, it might help
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  because there are some people who don't want to put money down
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  or something that is, you know, like the the returns will not be
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  won't be sweet. We don't want to drop money for
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  Unicorn. Like this is going to be big.
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  We're going to list on New York Stock Exchange.
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  We're going to list on the what's it called?
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  This regional stock market in Kenya.
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  What's that thing called? I can't remember Shah, but you
• 11:01
  know, we list everywhere. You know, London, we go list New
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  York, we go list Kenya, we go list South Africa, we go list
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  publicly traded company Africa's Unicorn.
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  This, that, that, that, that, that, that.
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  So some people want to be a part of all that.
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  So in that sense, you're talking to investors and stakeholders,
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  let them know that this business where we they build is where
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  we're heading. This app where we design is
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  where we're heading. So like that.
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  But either way, when it comes to getting customers or comes to
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  getting investors on board, we have to speak in terms of
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  results. We have to speak in terms of
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  outcomes so that we can get customers and so we can get
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  investors on board. So don't talk about the
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  features. Too many of you talk about
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  features. I see everyday on LinkedIn
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  people who say Web 3 technology, something AI integration, blah
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  blah blah. You know, XYZHTML something
• 11:54
  something software architecture overlay, like relax, it's
• 11:58
  overkill. Most of the people who are going
• 12:02
  to buy your, you know, subscribe to your app or whatever don't
• 12:07
  understand these terms and probably do not need to know.
• 12:09
  If you're talking to a technical audience, then yes, going to all
• 12:13
  that detail. But you know, to be honest,
• 12:15
  saying web 3 based something, something, something, you're
• 12:17
  just losing a lot of people. And for the fun of it, I keep on
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  asking people who when we have these conversations, I say, OK,
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  what is web 2? What is web three?
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  They can't really tell me the difference or they can't tell
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  the difference in a way that has any meaningful impact to me, who
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  might be the user of this thing. So stop talking about features.
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  I mean, stop, especially the AI thing, you know, AI integrated,
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  you know, like anyway, just talk in terms of results, if you use
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  this app, if you use this product, if you use this
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  service, what is it that you are going to enjoy?
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  What is the outcome that you are going to get?
• 12:51
  Oh, by the way, if you're talking to fundra investors and
• 12:55
  maybe mentioned AI because I've noticed or rather I've heard
• 12:58
  because you know, I'm not in that space that now people are
• 13:01
  throwing money into anything that is AI related.
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  So maybe say and we get AI now this is how we integrate AI.
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  Maybe that might help you to raise some funds.
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  So talk in terms of outcomes, talk in terms of results.
• 13:14
  So if you sell cars, you tell the person that look, if you buy
• 13:18
  this car or any other car from me, you will not smell mechanic
• 13:22
  for the first year that you use this car.
• 13:25
  I'm telling you, how do you write people?
• 13:28
  How do you say it? It means or bear, I mean a
• 13:31
  minimal. So bear.
• 13:32
  I mean, how do you say it? It is me that is saying it.
• 13:35
  Buy this car one year, you will not smell mechanic, I am telling
• 13:38
  you, between God and man, you know, touch the car, this car,
• 13:44
  you're speaking in terms of outcomes, in terms of results.
• 13:48
  If you sell insurance, you tell the person that Madam, with this
• 13:52
  plan, your children should be able to get XYZ amounts in the
• 13:55
  unfortunate event that you pass away before so, so, so and so
• 13:59
  age, then God forbid we're praying for long life.
• 14:03
  But if anything happens, Madam, these are children.
• 14:06
  This is how much my company is guaranteeing this is what they
• 14:10
  will receive. Now speaking in terms of
• 14:12
  outcomes and speaking in terms of results.
• 14:14
  If you sell skin care, you tell the person that look, Madam, if
• 14:17
  you try this upv 56 this upv something something this
• 14:22
  pineapple Coco share buttercream something, something you will
• 14:25
  not break out again in Hamilton. I'm the one who is telling you,
• 14:29
  ma, we've done skin analysis. We've done recommendation.
• 14:32
  We've done every every This is my field.
• 14:35
  I'm telling you, Mommy, if you buy this cream, this hammer
• 14:38
  tongue, you won't see one single pimple on your face.
• 14:41
  You're speaking in terms of outcomes.
• 14:42
  You're speaking in terms of results.
• 14:44
  By the way, can you see now why product market knowledge is
• 14:51
  essential when it comes to selling?
• 14:54
  Because if you do not know your stuff and if you how I put it,
• 15:01
  if you do not know your stuff, you do not know enough of the
• 15:03
  product or the service to guarantee some kind of results,
• 15:07
  you will see how your mouth will be shaking and you know you
• 15:11
  won't have the integrity, you won't have the courage to come
• 15:13
  out and speak boldly on some things.
• 15:16
  So for the car, it is only somebody who knows about cars,
• 15:21
  who know where these things are imported from, who trust his
• 15:24
  crew, who has, you know, what's it called, refurbished the car
• 15:29
  and everything. That is the only kind of person
• 15:30
  that can say, look, buy this car one year, you will smell cell
• 15:33
  mechanic because the guy is a subject matter expert.
• 15:36
  He knows my cars have been imported from so, so, so and so.
• 15:39
  This is my crew. All of them have experience,
• 15:42
  They've worked on this car. If they say this car is good to
• 15:44
  go, this car is good to go. The same thing with insurance,
• 15:49
  Excuse me, You can only say it with a full chest.
• 15:52
  If you are an insurance expert, that for these kinds of
• 15:56
  contracts, for these kinds of premium, for this kind of claim,
• 15:59
  for this kind of this, for this kind of that you can say with
• 16:02
  your futures that look, Madam, I am the one that is saying it.
• 16:05
  If anything that should happen, This is how much your children
• 16:07
  will get. The same thing with the skin
• 16:09
  care. If you're dosing the skin care
• 16:11
  again because you've heard that it's a nice easy way for people
• 16:13
  to make money, but you don't know your stuff.
• 16:15
  You don't know about the different formulas, you don't
• 16:19
  know about the different skin types, you don't know about the
• 16:21
  different use case scenarios. Where should people use purple
• 16:24
  cream? Where should people use tomato
• 16:26
  cream? Where should people use
• 16:27
  pineapple cream? You don't know.
• 16:29
  You won't be able to say with your full chest that Madam, buy
• 16:32
  this thing and your skin will not break out again in Hamatan.
• 16:35
  That anybody that will see you in this Hamatan will see you
• 16:37
  with smooth, soft baby skin. So This is why Brian Trace is
• 16:45
  correct when he said subject matter expertise is the
• 16:47
  beginning. So you gas to know your stuff.
• 16:50
  So you can talk in terms of outcomes, you can talk in terms
• 16:53
  of results and you can say it with your full chest and like
• 16:56
  you're what people say. You say a minimal sorbet, Amy,
• 17:01
  Amy sorbet. I'll be how do they see it,
• 17:03
  Namitoka? And you say with your full
• 17:05
  chest, so how do you know what kind of outcomes you need to
• 17:10
  emphasize? Whether you sell cars, whether
• 17:12
  you sell insurance, whether you sell skin care, whether you're
• 17:15
  coming up with a payment processing platform, whether
• 17:18
  you're coming up with a with an app?
• 17:19
  How do you know which kind of outcomes that you need to
• 17:21
  emphasize? Very simple.
• 17:23
  For those of you who've been listening to the podcast in the
• 17:25
  last week, you already know what I'm going to say.
• 17:28
  You're probably tired of hearing me saying it.
• 17:30
  This is where understanding value comes in play.
• 17:32
  Understanding value is a skill where you're able to stay front
• 17:36
  and center, face to face with somebody.
• 17:38
  I'm looking at you in the eye, you're looking at me, or I'm
• 17:41
  calling you on the phone, you know, ear to ear.
• 17:44
  Any which way you're able to ask questions of the person to
• 17:48
  figure out what do they want? What do they need?
• 17:51
  What do they like? What is their vision?
• 17:54
  Where are they heading to? That is understanding value.
• 17:57
  What does this person find valuable?
• 17:59
  Some people call this need analysis.
• 18:00
  You're trying to figure out what their actual need is.
• 18:04
  If you talk to sales trainers, especially more traditionally
• 18:07
  minded ones like me, this is where we talk about
• 18:09
  qualification and discovery, asking questions about the
• 18:11
  person, asking questions about the problem.
• 18:14
  But either way, if you sell cars, understanding value, you
• 18:19
  will now be trying to figure out this person.
• 18:20
  Is he a Benz person? Is he a Toyota person?
• 18:23
  Is he a Jaguar person? Is he a whatever?
• 18:26
  What does he like about this kind of car?
• 18:29
  Where is he coming from? What is his background?
• 18:31
  Did he come from the kind of family where they don't buy
• 18:33
  certain cars? Like I remember when I was
• 18:35
  younger, I was talking about Honda Accord.
• 18:37
  My father looked at me and said, wow, you touch Honda Accord.
• 18:39
  I said it's a good car. And my father said, are you how
• 18:42
  Sir? I said, no, Sir.
• 18:44
  He said good. And then we continue driving.
• 18:47
  And you know, he made an impression.
• 18:48
  Sorry for, you know, those of you, you know, Nigerians who are
• 18:51
  listening, you know, I know he sounds somehow but you know,
• 18:54
  just is what it is. You know, there's only certain
• 18:55
  kinds of people who drive certain kinds of cars.
• 18:57
  And then there's one time when I was a young boy, I was talking
• 19:00
  about Volvo, that I like the Volvo.
• 19:01
  This that, that, that that my auntie say, are you able?
• 19:04
  I said no, auntie. And then that's how that
• 19:06
  conversation died down. So anyway, you see understanding
• 19:12
  value, who are you talking to? What do they like?
• 19:14
  Where are they coming from? It is only when you talk to
• 19:17
  people and ask them all these relevant questions that then you
• 19:20
  can ask talking into start talking in terms of outcomes and
• 19:24
  results that will match exactly what it is that they care about.
• 19:29
  The same thing with insurance or the same thing with skin care.
• 19:32
  You know who is this woman? What is her pomade history?
• 19:34
  What kind of pomade was she using before?
• 19:36
  What kind of cream was she using before?
• 19:38
  What kind of soap was she using before?
• 19:40
  What is her skin type now? Did pregnancy affect her skin
• 19:43
  type Any which way? Does her skin routine change
• 19:46
  from dry season to rainy season? What is she trying to achieve?
• 19:50
  Is she trying to look yellow so that her future is bright?
• 19:53
  Or does she want to be like me, dark and lovely, You know, those
• 19:56
  of us where our middle name is Melanin, Is she trying to be
• 20:00
  like one of us? Ask all these questions, need
• 20:03
  analysis, understand value, qualification and discovery.
• 20:08
  So it is only when you have these sorts of conversations
• 20:11
  that you'll be able to know what kind of outcome, what kind of
• 20:16
  result this person is looking for, this person is aiming for,
• 20:20
  and then you will be able to speak.
• 20:24
  In terms of outcomes and results.
• 20:27
  So if it's your first time listening to the podcast,
• 20:28
  there's no need for me making another 45 minute episodes.
• 20:31
  All you have to do is when you finish this one, just quickly
• 20:34
  load up yesterday's episode, listen the day before, listen
• 20:38
  the last one week. I've said a lot about
• 20:42
  understanding value, need analysis, qualification and
• 20:45
  discovery and these sorts of skills that you have to become
• 20:50
  good at so that you can sell better.
• 20:52
  Oh, by the way, in case I didn't mention it, I'm sure if I'm, I'm
• 20:57
  sure I didn't mention it. Some of you hear these things
• 21:00
  and some of you become afraid. You say, hey, hey, wow, this
• 21:03
  thing is complex. Relax.
• 21:05
  In the beginning, it always sounds complex because you are
• 21:07
  new to the thing. All right?
• 21:11
  You're new to the thing. That's why it sounds complex.
• 21:17
  But it is a learnable skill. It is a learnable skill.
• 21:22
  Most things when it comes to sales and marketing are
• 21:25
  learnable skills. In the beginning, it will sound
• 21:27
  big. The more you continue to listen,
• 21:30
  the more you continue to apply, the more you continue to
• 21:32
  practice, you won't seem like it's a big deal.
• 21:36
  Take for instance me in my football career.
• 21:39
  My football career was terminated tragically when I was
• 21:41
  in primary school because my coach, he said you should come
• 21:44
  and try for school team because I have some skills.
• 21:47
  So I went on the pitch now be feeling like a bad guy, like
• 21:51
  Tava Shimmer is going to make school team.
• 21:53
  But then the coach, the the ball that he brought was because we
• 21:58
  used to play with the we used to call it fellowly back in the
• 22:00
  day, very soft ball, very, very soft.
• 22:04
  He now brought what's this thing?
• 22:06
  What would I call it now regulation.
• 22:07
  The guy now brought FIFA regulation ball.
• 22:09
  I held this thing. This thing was heavy.
• 22:11
  I said I bounce it on the floor. The thing bounce beam sounded
• 22:15
  like cement. I said hi, which kind of ball is
• 22:16
  this anyway? Sha, we continue to play then
• 22:19
  that's how one guy, Ali, Ali was our best player.
• 22:22
  The guy was a doggo, as in tall, tall like a tree as how Ali took
• 22:27
  one short bomb. The thing was heading close to
• 22:30
  the to the goal posts. I mean, I feel like a bad guy.
• 22:33
  I gave head. I used my head beam or more.
• 22:37
  He felt like somebody dropped a bag of cement on my head.
• 22:40
  I fell on the floor. See blood on my nose, See blood,
• 22:44
  blood just they pour everywhere. Absolute gosha.
• 22:48
  So my coach has to go and sit down.
• 22:50
  I went to the top to go and wash my face because then I was in
• 22:52
  Osama Primary School. So we had a tap at the back of
• 22:55
  the classroom and where the football pitch was.
• 22:58
  I watched my face and then I told my son, I said, Tavishima,
• 23:02
  I love football. But you know what?
• 23:04
  My career, my football career is over.
• 23:07
  I'm not a footballer. If this is what we're going to
• 23:10
  be playing with ball that is like concrete.
• 23:12
  They sent out FIFA regulation. I said I'm out.
• 23:16
  I told the coach, the coach, I will see you later.
• 23:20
  And that's how my football career ended.
• 23:22
  So anyway, but before I ended my football career, at least I
• 23:27
  learned how to do leg over. You dribble, you do leg over,
• 23:31
  move to the left, somebody jumps to the left, you now continue to
• 23:33
  the right, you now go and score goal.
• 23:35
  You understand? So the point I'm trying to make
• 23:38
  is this, just like football, It was also the same in sales.
• 23:43
  Not learnable skills. Were they involved?
• 23:44
  So a certain amount of talent, yes, but there are also
• 23:47
  learnable skills that are involved.
• 23:49
  If you stay long enough, you'll be able to do it eventually.
• 23:54
  So I terminated my football career early, so I only know how
• 23:57
  to do the leg over. That's all that thing that the
• 23:59
  coach I used to do where you're running, then you run in front
• 24:02
  of the ball, you use your leg and then just flip it.
• 24:05
  You will now throw the ball from the back, over your head, over
• 24:08
  the defender. I never learned that, so to
• 24:12
  today still looks like magic, but it's a learnable skill.
• 24:15
  If I had stayed just because I saw small blood on my face, I
• 24:19
  now killed my football career. If I had stayed, I would have
• 24:23
  known not only leg over, I'd have learnt that.
• 24:25
  Now flipping something, I would have learnt bicycle kick, I
• 24:29
  would have learnt scorpion kick. You know all those moves that we
• 24:33
  used to see back in the days. Now you know, Rashidi Yakini,
• 24:36
  George Campus, George Campus, I have was a guy that used to do
• 24:40
  scorpion kick and all those things that used to fascinate us
• 24:43
  back then. And then Pele with his all those
• 24:46
  shots that he used to take, very, very clinical.
• 24:49
  So if I had stayed, excuse me, if I had stayed, I would have
• 24:54
  learned them because they are learnable skills.
• 24:57
  So don't hear all the things that I'm saying.
• 25:00
  And then with the beginning fear, it's OK, it's a learnable
• 25:04
  skill. So keep listening, keep trying,
• 25:08
  keep applying, and you'll be all right.
• 25:10
  So that's all for today. Thank you very much for
• 25:13
  listening. And remember, if you'd love to
• 25:15
  connect with me, you can call, send me a text message or send
• 25:18
  me a WhatsApp message on 08064662140.
• 25:24
  So thanks for your time and attention.
• 25:25
  I'll catch you all some other time.