Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Closing Deals and Avoiding Disasters: The Feedback Formula

Transcript

Closing Deals and Avoiding Disasters: The Feedback Formula · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to the show. Apologies for the noise in the
• 0:04
  background because I'm not in the audio booth today.
• 0:07
  Now today I want us to look at how to use feedback and the
• 0:10
  qualification to close deals. Yes, I know there's some
• 0:14
  technical standing stuff there, but don't worry, we're going to
• 0:16
  define that in a moment. But why do I want us to look at
• 0:20
  this today? It's because I had a previous
• 0:23
  interaction with someone who does graphic design.
• 0:26
  Now, this was something that happened, I don't know, maybe
• 0:30
  three, 3-4 months ago. And for some reason I just
• 0:34
  remembered it today and I figured, OK, there's some
• 0:36
  lessons that we can learn here. So let me just hop on the
• 0:38
  microphone real quick and sort this out.
• 0:41
  Now, I was talking to a graphic designer because I needed a
• 0:44
  banner for my LinkedIn, my LinkedIn page.
• 0:49
  Now the banner is for those of you who have LinkedIn, YouTube,
• 0:54
  and I think what's that one the one that grab people have
• 0:58
  Pinterest, yes. So for Pinterest, YouTube and
• 1:03
  LinkedIn, the banner is the part behind it's just the huge
• 1:08
  rectangle that is behind the the your profile picture, yes,
• 1:13
  behind your profile picture. And it's one of those things
• 1:15
  that you can optimize, you know, make it look nice and pretty and
• 1:18
  you can use it strategically to help you convert more business
• 1:22
  or get people to do certain things when they come to your
• 1:26
  profile. Now, since I've been spending a
• 1:28
  lot of time on LinkedIn and I've gotten rid of all the other
• 1:31
  social media, I figured, you know, time must come.
• 1:34
  It's time for me to, you know, to shop my my LinkedIn page,
• 1:40
  look everything, look all nice and make everything look
• 1:42
  correct. Because if you go check my
• 1:44
  LinkedIn handle right now, you know, to be frank, you want to
• 1:47
  see my profile picture there. OK, I have to change it because
• 1:50
  that one is old. That's one where I had just
• 1:53
  shaved my mustache and, and I've grown it back.
• 1:57
  So I need to change it. Then for the LinkedIn banner,
• 2:03
  that part was just open, nothing there.
• 2:06
  So what it is, I just took the logo of this podcast and then I,
• 2:10
  I put it there. But either way, it's not
• 2:11
  something that I've been doing consciously.
• 2:14
  So I, this guy reached out to me, I wanted to do some design
• 2:20
  work and I was like, oh, OK, I need a LinkedIn banner to be
• 2:25
  designed. So that's how we started off the
• 2:29
  conversation. So I hold on or let me see where
• 2:32
  are my notes? I made some notes.
• 2:34
  I just don't forget the hardest thing went well.
• 2:38
  So anyway, so we started discussing now and summary, the
• 2:44
  whole thing just turned out to be unproductive because we had a
• 2:47
  small quarrel at the end of the day.
• 2:50
  In fact, some people might even say a big quarrel because even
• 2:53
  though it was a small issue, the thing was he didn't quite
• 2:56
  understand what I wanted to do with the LinkedIn banner.
• 2:59
  And he didn't even understand what a LinkedIn banner was
• 3:03
  because he provided some designs and the designs were wonderful,
• 3:08
  more than adequate, but he just designed what I did not ask him
• 3:14
  to design. So even though it was a
• 3:15
  wonderful design, it was not fit for purpose.
• 3:18
  It was of no use to me, and it was definitely was not what I
• 3:21
  wanted. And so that's how it turned out
• 3:23
  to be an unproductive engagement.
• 3:27
  Now, from that interaction, we're going to come up with some
• 3:30
  tips for service professionals to prevent this kind of
• 3:34
  miscommunication. Because there are some of you
• 3:37
  that actually are very good at your job, like this young man
• 3:40
  was very good at your job. But the reason why you didn't
• 3:43
  close the deal or you quarrel with the customer and there's
• 3:46
  fight and there's this and there's that.
• 3:49
  It's precisely because there was some miscommunication that went
• 3:52
  on there. And if you had the skills or the
• 3:57
  frameworks, the tool set to prevent that, then this could
• 4:00
  have turned out to be a productive engagement and you
• 4:02
  could have ended up closing the deal.
• 4:04
  So if you are a service professional listening to this
• 4:07
  podcast, please pay attention. So for those of you in legal,
• 4:10
  legal services, baby lawyers, established lawyers, pay
• 4:13
  attention. For those of you in medical, pay
• 4:16
  attention. For those of you in financial,
• 4:18
  you know, you're a wealth advisor, you're a money coach or
• 4:21
  you're an accountant. Pay attention.
• 4:23
  For those of you in engineering, pay attention.
• 4:25
  Architects, IT consultants, business consultants, creatives,
• 4:31
  hairdresser, makeup artist, photo and video people.
• 4:34
  Even if you're an artisan, you know, like you Weld stuff, pay
• 4:38
  attention if you're a service professional because the ideas
• 4:42
  that we're going to discuss now are going to come in very, very
• 4:46
  helpful. Now, if you listen to
• 4:48
  yesterday's episode, the first thing we're going to talk about
• 4:51
  is no surprise, we're going to talk about qualification and
• 4:56
  discovery. Now, remember what I told?
• 4:58
  The main question we're trying to look at here is how to use
• 5:00
  feedback and qualification to close deals or to make your
• 5:04
  engagements much more productive every time you're having
• 5:07
  interactions with potential customers.
• 5:10
  So qualification and discovery, if you listen to yesterday's
• 5:13
  episode, you already know what it is.
• 5:15
  But if you didn't listen, let me just give a brief definition.
• 5:18
  That is the stage of the interaction or the business
• 5:22
  relationship where you are asking questions and you're
• 5:25
  trying to discover who the person is, what the opportunity
• 5:28
  is, what the problem is and how you can help.
• 5:31
  So you're asking open-ended questions because you're trying
• 5:33
  to figure out who is this guy, who is this girl, what's the
• 5:36
  problem that they're facing? What kind of outcome do they
• 5:38
  want? What kind of solution do they
• 5:39
  want? You know, all those sorts of
• 5:40
  things. Now, the reason we should bother
• 5:42
  with qualification and discovery is because if you don't do this,
• 5:47
  then you're not going to have the proper understanding that
• 5:49
  you need to make a relevant proposal or to provide an
• 5:54
  effective solution. Can you see why I'm saying
• 5:56
  service professionals, you all need to pay attention.
• 5:59
  The medical doctor, if the medical doctor does not ask you,
• 6:01
  oh young man, how are you? How old are you?
• 6:05
  Is your father alive? When did your father die?
• 6:08
  What brings you here today? How is your left leg?
• 6:10
  Do you have headache? What about your left waist?
• 6:14
  If he doesn't ask you all these questions, the medical doctor,
• 6:17
  he's not going to have all the information that he needs to
• 6:20
  achieve a proper understanding and to make an effective
• 6:24
  solution to say that, OK, look, based on all these things that
• 6:26
  I've asked you, just go and take Panadol, you'll be all right.
• 6:29
  Or based on all these things that I've asked you come into
• 6:32
  the hospital on Tuesday morning, we need to cut off your left
• 6:34
  leg. So if the medical doctor doesn't
• 6:37
  ask, he will not, he will not get the proper understanding
• 6:42
  that he needs to make an effective solution.
• 6:45
  It's the same thing with the lawyer.
• 6:46
  If the lawyer does not listen and if the lawyer does not ask
• 6:49
  all these questions about the person, the opportunity, the
• 6:52
  problem, when did the quarrel start?
• 6:54
  What are the stakes? How much have you lost?
• 6:56
  What were you hoping to gain? Who said this first?
• 6:59
  Who said that? What happened on March 1st?
• 7:01
  What happened on March 15th? If you don't ask all these
• 7:03
  questions, you're not going to get the proper understanding to
• 7:07
  make an effective solution. Now for business purposes, if
• 7:12
  you as the sales person does not ask all these questions,
• 7:16
  questions around the person, the opportunity and the problem,
• 7:20
  you're not going to be able to make an effective proposal.
• 7:22
  So a rather a relevant proposal because whatever proposal you
• 7:25
  make will be off point. So back to this thing that now
• 7:29
  happens to me with this guy when he came to designing LinkedIn
• 7:31
  banner, I was trying my best to OfferUp information, OfferUp
• 7:36
  information. But to be honest, the guy did
• 7:37
  not ask me any question at all. His own was just simple.
• 7:41
  OK, what do you want me to design?
• 7:43
  OK, and then I can design it. How much?
• 7:45
  That was the extent of his question.
• 7:48
  And for some of you, that is the accent of the question that you
• 7:50
  do. What do you want me to design?
• 7:53
  OK, how much? OK, and sure.
• 7:57
  No problem. No, it's too low at this.
• 7:59
  At that. OK, here's my account number.
• 8:01
  I think you enter into the business.
• 8:03
  You don't ask questions about the person or the problem, the
• 8:06
  opportunity, what they're trying to achieve.
• 8:09
  How did this problem happen in the first place?
• 8:11
  What is it that you like? What is it that you don't like?
• 8:13
  Do they even ask these sorts of questions?
• 8:15
  And then you now wonder, at the end of the day, why this
• 8:18
  quarrel? You take that thing and you show
• 8:20
  it to other people, other people who say this design is correct
• 8:23
  now, because, like I said, the design was not bad.
• 8:26
  It's just that the design was of no use to me.
• 8:29
  My guy went to go and design the kind of thing that I didn't ask
• 8:31
  him for and that I can use. Even though it was wonderful, it
• 8:35
  was spectacular. It's just that, OK, you've given
• 8:38
  me this thing, why am I supposed to use it now?
• 8:41
  What I wondered was LinkedIn banner.
• 8:43
  What I was describing to you was LinkedIn Banner.
• 8:45
  If you did not understand, you should have asked some questions
• 8:48
  or you should have done some research.
• 8:52
  So please, service professionals, it is not always
• 8:55
  you ask the person what do you want and then you tell them how
• 9:00
  much it is, then they transfer. Then you go and do the thing you
• 9:03
  need to ask questions, because if you ask questions about the
• 9:08
  person, the opportunity, the problem, Let's let's rewind.
• 9:11
  Let's say this guy was asking me questions.
• 9:13
  OK, who are you? What do you do?
• 9:15
  Oh, ah, you're a consultant. Hey, OK, you also have a podcast
• 9:18
  as well. OK, what other resources do you
• 9:20
  have? See, from asking that kind of
• 9:22
  question, you might now he might would now have gotten a sense of
• 9:25
  what kind of assets or what kind of information could have gone
• 9:29
  into the, the, what's it called? The LinkedIn banner, why you
• 9:36
  even change your LinkedIn banner self?
• 9:38
  You've been on LinkedIn for 10 years.
• 9:40
  You've never done anything before.
• 9:41
  Why are you trying to do this now?
• 9:43
  What are you trying to achieve? OK, you're trying to achieve
• 9:45
  this. You're trying to achieve that.
• 9:47
  See The thing is as a professional who knows your
• 9:50
  work, when somebody's talking and you ask them these
• 9:53
  questions, it will be a lot of value for you for you to even
• 9:55
  say, oh look boss, I understand that you said you want LinkedIn
• 9:58
  banner. But to be honest though, from
• 10:00
  what you are describing and for what you want to do, actually
• 10:03
  think this and this and this is what you need to work on 1st to
• 10:07
  achieve your goal before you start looking on LinkedIn
• 10:09
  banner. That's the kind of thing that
• 10:10
  makes somebody look at you in high esteem to say you know
• 10:13
  what, this graphic designer, excuse me, this graphic
• 10:16
  designer, this guy, he goes school, he knows his stuff.
• 10:21
  Hope you guys are going to see why I keep saying that having a
• 10:24
  sales process and following your framework is the easiest way to
• 10:27
  set yourself apart in Nigeria. Because at the level where we
• 10:31
  are now, people are freestyling, they don't have a process and so
• 10:35
  it's commoditized. Everybody sounds the same.
• 10:37
  So the moment somebody comes and is asking intelligent questions
• 10:40
  and is able to make some relevant proposals, you will
• 10:42
  know. Sharda.
• 10:43
  OK, Yeah, this guy is a Carpenter, but he's a Carpenter
• 10:46
  above other carpenters. This person is a graphic
• 10:49
  designer, but he's a graphic designer above other graphic
• 10:52
  designers. This person is a social media
• 10:56
  manager, but he or she is a social media manager above other
• 10:59
  social media managers. This is how this thing makes you
• 11:02
  stand out. So you should have been asking
• 11:05
  the questions so that you get the proper understanding, so
• 11:08
  that the solution, the thing that you designed, the thing
• 11:10
  that you present at the end of the day will be all right.
• 11:13
  We'll be on point. You'll be able to make an
• 11:14
  effective proposal. And these are the things that
• 11:16
  make it easier to close the deal because you make a proposal, and
• 11:21
  the proposal seems to speak to exactly what it is that I want.
• 11:25
  Of course, you'll make me hungrier to even close the deal.
• 11:27
  And it's the same thing with your potential clients.
• 11:29
  So please, those of us who are service professionals, this is
• 11:34
  really, really important. You sell services, not that you
• 11:37
  sell product. Because if you sell human hair
• 11:39
  and the person comes and says they want to buy human hair from
• 11:43
  Mogadishu and it has to be 68 inches, you know, Mogadishu is
• 11:48
  Mogadishu 68 inches and 68 inches.
• 11:50
  So you can get away with not asking any more questions.
• 11:54
  Although I would still recommend that you ask questions, Shah, so
• 11:56
  that you know the person you built from our power, from our
• 11:58
  power. You guys vibe a little bit
• 12:00
  because that's the kind of thing that I'll be able to get you to
• 12:02
  bring the person back, to be able to come and bind human hair
• 12:06
  again. Because you know how this thing
• 12:10
  is, you know, market goes up, market goes down.
• 12:12
  You know, people meet different people.
• 12:13
  So today as they buy from you, but tomorrow they think they
• 12:15
  have a sweeter deal as elsewhere also they might buy from
• 12:18
  somebody else. But at least you sell human
• 12:21
  hair. You engage in these sorts of
• 12:22
  conversations and somebody thinks of you as the human hair
• 12:25
  specialist. Next time, even if they
• 12:29
  attempted to not buy from you, maybe because you're more
• 12:30
  expensive than other people, at the very least they will call
• 12:33
  you and say, OK, let us hear what this person has to say
• 12:36
  about this particular hair, this particular week, this particular
• 12:39
  this. So even those of you who sell
• 12:42
  products, you know, you sell children's shoes, you sell human
• 12:45
  hair, you sell Binatone fan, you sell school bag, you sell Dust
• 12:48
  bean, you sell desks, you sell yams, you sell whatever it is
• 12:51
  you sell. This thing will help you, but
• 12:55
  for those of us who are service professionals, it is a cardinal
• 12:58
  scene for you not to use this sort of process again.
• 13:02
  I repeat, lawyers listen up. Doctors, accountants, engineers,
• 13:07
  architect, IT professionals, consultants, creative people,
• 13:11
  makeup artist, hairdresser, photography, video artisans,
• 13:15
  Whether you're a Carpenter, you're a welder because you're
• 13:17
  still delivering a service at the end of the day.
• 13:22
  These are the processes that we need to be following.
• 13:25
  Now, let me define the second term that I mentioned because
• 13:27
  remember I said we're going to use feedback and qualification
• 13:30
  to close deals. Now the second term was
• 13:32
  feedback. Feedback, OK?
• 13:36
  This is a term that is hard to define.
• 13:38
  So for the purposes of this podcast, every time you hear me
• 13:40
  say feedback, feedback just means did I hear you correctly
• 13:46
  or did I get the right information?
• 13:49
  So let me repeat. Every single time you hear me
• 13:51
  say feedback on this podcast, feedback means either or.
• 13:56
  It means did I hear you correctly or did I get the right
• 13:59
  information? The reason why we have to do
• 14:02
  that step. Did I hear you correctly?
• 14:04
  Sorry, what did you say again? So I did I understand you
• 14:07
  correctly. OK, Did I get the right
• 14:08
  information? Sorry, I thought what you were
• 14:10
  saying was, oh, forgive me, I misunderstood.
• 14:12
  I misunderstood you. Did you actually mean the reason
• 14:15
  why we should be doing all of this is because this is what
• 14:18
  will allow us to take that next step and now say, oh, OK, Bros,
• 14:23
  if what I heard you say was this is this and I heard you
• 14:25
  correctly, therefore this is what I am proposing to solve
• 14:29
  this problem. Therefore, this is what I'm
• 14:31
  proposing for you to achieve this.
• 14:33
  Therefore, this is what I'm proposing for you to achieve
• 14:37
  that. Let me repeat feedback just
• 14:40
  means did I hear you correctly? Did I get the right information?
• 14:44
  Sorry, can you, can you come again?
• 14:46
  Sorry, I don't think I heard you correctly.
• 14:48
  I thought you said this, this is, is that what you meant?
• 14:52
  Because if you ask all these kinds of questions and the
• 14:54
  person says, oh, yes, yes, this is what I said, you can now
• 14:57
  confidently make your proposal and your proposal or your
• 15:02
  presentation will be on point. So if this guy, the graphic
• 15:07
  designer had asked and said, oh, bro, based on what you're
• 15:11
  saying, oh, it sounds like you're saying this, this, this,
• 15:13
  this, this, this, this. If he had said that, I would now
• 15:17
  have said, no, no, no, no, no, no, no, no, I didn't say that
• 15:19
  though. This is not what I have in mind.
• 15:21
  This is actually what I have in mind.
• 15:24
  The guy would have, now you can see how he would have prevented
• 15:27
  quarrel because he would have repeated what he thought I said.
• 15:31
  And I would have now said, no, no, no, no, no, no.
• 15:32
  This is not what I have in mind, though.
• 15:34
  This is actually what I mean. And then we'll have the
• 15:38
  conversation back and forth. You can even see why this step
• 15:41
  is even much more important than the pricing thing, because you
• 15:45
  can be pricing one thing, but because you understood rubbish,
• 15:49
  you collect the money and you deliver and then this total
• 15:52
  quarrel. So this feedback stage is
• 15:55
  really, really important feedback before you make the
• 15:59
  proposal. So bro, is this what I heard you
• 16:02
  say, Madam? Is this exactly what you had in
• 16:06
  mind or Wi-Fi? Based on what you have said, if
• 16:09
  I'm understanding correctly, what you're trying to achieve is
• 16:12
  this, this, this you're seeking for feedback and you hear what
• 16:15
  the person has to say. Now, no matter the answer that
• 16:18
  the person gives, the answer is a good answer.
• 16:23
  If the person says, Oh yes, yes, you understood me correctly,
• 16:25
  your own point. So what do you have for me?
• 16:28
  That's a good answer. If the person says no, that is
• 16:31
  not what I had in mind, that is also a good answer because it is
• 16:35
  better that you find out now that for you to negotiate.
• 16:39
  You now collect money, you deliver what the person thinks
• 16:42
  is rubbish even though he did a good job.
• 16:45
  And then at the end of the day you're having to do a second, a
• 16:48
  second attempt and now you're losing money.
• 16:53
  So it doesn't matter what answer the person gives at the feedback
• 16:55
  stage, any answer they give is a good answer.
• 16:58
  If they say yes, all well and good, go ahead.
• 17:00
  If they say no, then you ask more questions and try and get
• 17:05
  some more feedback. Oh, sorry, your boyfriend.
• 17:08
  Sorry, it's my fault. I didn't quite understand.
• 17:10
  Well, sorry, I begged. We'll just just we'll repeat it
• 17:13
  again. No time that you said this,
• 17:14
  this, this, did you mean this? And then the conversation starts
• 17:19
  again and you're trying to figure out who's your boyfriend,
• 17:22
  What's the problem? What is your boyfriend trying to
• 17:25
  achieve? If you're doing something that
• 17:27
  is technical, you know what are the he's not asking specific
• 17:31
  questions about the technical parameters and stuff like that.
• 17:34
  So that's what this guy should have done.
• 17:36
  I tried my best to volunteer all the information that I thought I
• 17:40
  needed. But The thing is, I am an
• 17:43
  ordinary person. I am not a graphic artist.
• 17:47
  How am I supposed to know all the information that is
• 17:49
  required? This is the reason why we should
• 17:53
  be asking questions, because you are the specialist.
• 17:55
  You're the one who knows what is required.
• 17:57
  If the medical doctor just sits down based on what I say, he now
• 18:02
  prescribes a treatment. Of course, we end up doing
• 18:05
  something that is that is totally messed up, something
• 18:07
  that is wrong. The medical doctor is a
• 18:09
  specialist. That is the reason why the
• 18:10
  medical doctor is going to ask questions.
• 18:13
  An example I've given on the podcast, when I was a younger
• 18:15
  man, I had one problem. My leg was dreaming one kind and
• 18:20
  was getting real bad. So I went to the hospital to go
• 18:23
  and see the man, the doctor. So from talking to the doctor
• 18:30
  now, the doctor is not asking me questions about my armpit.
• 18:32
  And I'm wondering from where to where I think the problem is
• 18:35
  with my my leg. It's not asking me a question
• 18:37
  about my armpit. I say yes, yeah, I do have this
• 18:40
  boil in my armpit. And was it small something, you
• 18:43
  know, you know, back in those days anyway, you know, God is
• 18:46
  wonderful. He's one that saves children.
• 18:48
  So back in those days, all we used to do was I think there's
• 18:51
  something called, is it like Ampiclox or something?
• 18:53
  This thing comes in the capsule. So if you had a boil somewhere
• 18:56
  on your body, I don't even know who taught us this rubbish.
• 18:59
  We'll go and buy the Ampiclox. The capsule will now cut the
• 19:02
  thing inside too, the powder that is inside, you know, while
• 19:05
  pour it inside your wound. So that's what we used to do
• 19:07
  back then in the secondary school.
• 19:10
  In fact, we used to bring them Epiclock stuff.
• 19:12
  I don't even know. I don't even know if it's
• 19:13
  Epiclock. But anyway, sure, if people are
• 19:16
  still doing that kind of rubbish in in this day and age, please
• 19:19
  stop it right now. You don't know what you're
• 19:21
  pouring inside your body and you don't know anyway, please no
• 19:26
  self medication. Always go and see a doctor.
• 19:28
  So I told the guy what I was doing.
• 19:29
  I know. Is it a small something?
• 19:30
  Now? I took Panadol, I opened armpit
• 19:32
  clocks, I poured inside my armpit.
• 19:35
  And the doctor said, oh, that's the problem, that there's a
• 19:38
  something medial nerve that translates to bilateral
• 19:41
  something, something, something, something, something.
• 19:43
  The problem is not with your leg.
• 19:44
  The problem is with your armpit. So whatever it is you're
• 19:48
  pointing inside your armpit, stop it.
• 19:50
  Take these antibiotics instead. We'll take to all these
• 19:52
  injections, blah, blah. Come back and check me in three
• 19:54
  days. And I came back and my leg was
• 19:56
  fine. As a layman who knows nothing
• 20:00
  about medicine, I thought the problem was my leg.
• 20:03
  I didn't know that the problem was my armpit on the opposite
• 20:07
  side of my body that was causing problems with my leg.
• 20:11
  So you're the professional. You're the one who knows the
• 20:13
  questions that you need to ask, which is why our service
• 20:17
  professionals, you should be asking the questions.
• 20:19
  If you're a graphic artist, don't assume that the person
• 20:23
  knows the right information to offer to get the job done.
• 20:27
  Do your thing, ask the questions.
• 20:31
  So this is the reason why qualification is important.
• 20:34
  This is the reason why feedback is important.
• 20:39
  After you get through the feedback stage of did I hear you
• 20:42
  correctly? Did I get this information
• 20:44
  right? OK, Based on what you said, I'm
• 20:47
  assuming that what you know, what you're saying is this is
• 20:50
  this after you get past that and you get to now stage of OK, if
• 20:56
  everything ahead is correct, this is what I'm proposing.
• 20:59
  You don't ask for feedback again.
• 21:00
  Are you cool with that? Are you good with that?
• 21:04
  Is this something you can afford?
• 21:05
  Do you think this is going to be able to give you the results
• 21:08
  that you're talking about? How soon Are you ready to move
• 21:10
  forward? What else?
• 21:12
  You know, you seek feedback again.
• 21:17
  I remember whatever answer the person gives is a good answer.
• 21:22
  If the person says yes, it's a good answer.
• 21:24
  Next thing is you now send the person your OPA accounts, let
• 21:27
  them transfer to your account. If the person says I'm not quite
• 21:32
  sure it is good that the person has said that, Now you now know
• 21:36
  that you either didn't understand the situation
• 21:38
  correctly and it didn't make you to have an effective proposal.
• 21:42
  So you now know that you need to start the process all over again
• 21:45
  of asking questions, trying to figure out what's going on, make
• 21:47
  the adequate proposal, or maybe you guys have a mismatch around
• 21:50
  money. But either way, you don't know
• 21:52
  that. OK, there's a problem that needs
• 21:54
  to be resolved. So these are the ways that we
• 21:59
  can use qualification and feedback to close more deals
• 22:02
  because our proposal will be on point, the client will feel
• 22:06
  listened to, and they will feel that they have a competent
• 22:10
  professional working with them. Most importantly, I don't know
• 22:16
  about you guys, but he really used to piss me off.
• 22:18
  When I collect money, I deliver and then we now start
• 22:21
  quarreling. I hate that kind of thing.
• 22:24
  Back in my event days, I like the one that I collect good
• 22:27
  money, I deliver the job. They look at it and they're
• 22:30
  like, oh, this is fantastic, this is wonderful, oh, you're
• 22:32
  the best, blah, blah, blah, blah, blah.
• 22:34
  That's the one that I like the most.
• 22:36
  I really, really hated. We finished and then this
• 22:38
  quarrel, if I had one situation, I had delivered the album, that
• 22:42
  was quarrel when I had to take the album back to the shop for
• 22:47
  the guys to take apart the album because there's one problematic
• 22:51
  page and then we hook up the whole thing.
• 22:54
  Anyway, that's the story for another day since we're already
• 22:56
  at 20 minutes. So let me just bring it to a
• 22:58
  close here. So this is how we use feedback.
• 23:00
  This is how we use qualification to close more deals, to make
• 23:03
  sure that our customers are happy, to make sure that after
• 23:06
  we deliver, there is no quarrel. This thing is for everybody,
• 23:09
  even for people who sell human hair or baby diapers or
• 23:12
  children's shoes, or even if you sell cars or washing machine,
• 23:17
  but it is more happy. Most important for those of you
• 23:22
  who sell services, if you're an accountant, please go through
• 23:25
  this process so you know what it is your client is trying to
• 23:29
  achieve. If you're a wealth manager, go
• 23:30
  through this process so you know what your client is trying to
• 23:33
  achieve before you recommend something that even though it
• 23:36
  yields growth in their portfolio, but it didn't yield
• 23:40
  the growth in the part of the portfolio that matters most to
• 23:42
  them. Same thing if you're an you're
• 23:46
  an engineer or you're an architect or you're a
• 23:49
  hairdresser. In fact, if you're a
• 23:52
  hairdresser, you need to ask these questions.
• 23:54
  If you're going to do Sade before, I don't know if it's
• 23:57
  called Sade. I think Sade is the one where
• 23:59
  something will come and cover the person's eye.
• 24:01
  You need to know which part of the person's face they think is
• 24:04
  their best side, whether left or right, before you do the Sade.
• 24:06
  And the Sade will cover the right, but the person thinks
• 24:09
  that the finest side of their face is the opposite side.
• 24:15
  OK, 30 minutes, then bring it to a close.
• 24:17
  So thank you guys very much for your time and attention.
• 24:20
  If you'd love to connect with me for a strategy session or a
• 24:23
  business audit or you have questions you want me to answer,
• 24:25
  the phone number is 08064662140. The country code is +234.
• 24:32
  That's my WhatsApp number. Then connect with me on
• 24:35
  LinkedIn. The name to look for is
• 24:37
  Tavishima Aede. I have a YouTube channel of the
• 24:40
  same name as well. So thanks for your time and
• 24:42
  attention. I'll catch you guys at the next
• 24:43
  episode.