Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Close More Sales with Follow-Ups

Transcript

How to Close More Sales with Follow-Ups · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome. My name is Tavishima Ayede.
0:04
I'm the host of the podcast and I'm making today's recording at
0:07
home. So there will be some noise in
0:09
the background. Apart from that, I have a cold
0:12
so there might be some sniffling.
0:14
Now if you'd love to connect, you can call, send a text
0:16
message or a WhatsApp message on 08064662140.
0:24
Now today on the podcast, we're going to be looking at minutes
0:30
of an old meeting that I had with my Three Musketeers.
0:35
You've been listening to the podcast for the last month and
0:39
of course you're already familiar with, you know, my guys
0:41
Rudolph, El, Elise and Cheryl. They are a sales team for a
0:50
client of mine who deals in solar.
0:54
And I look over sometimes I go over some of the old meetings
0:59
that I had with them because there's valuable stuff that we
1:01
discussed over there that it would only make sense for me to
1:04
come and share over here on the podcast because there are people
1:07
who are making some of these mistakes, you know, live and
1:09
direct as we run our businesses. So there's one of the old
1:15
meetings where we did where we spoke about value added follow
1:20
through. Well, although in Niger we say
1:22
follow up. So let me just use the word
1:24
follow up, but for some of our sales professionals who prefer
1:27
to say follow through and I'll explain why in a minute.
1:32
So excuse me. So in this part of the world now
1:36
in Niger, we have one very careless or blind way of doing
1:42
follow up in quote. You know where you say, I just
1:46
say I agree to you. How is the family?
1:50
Long time happy new month. What again?
1:57
You know what, I can pointless follow up now.
2:02
In a way it's better than nothing, but still it can be
2:06
annoying when you're on the receiving end as a customer and
2:09
there's some of us that have been through it.
2:11
You know, you're trying to buy something and so you're in touch
2:14
with somebody as a vendor and then the person you know just
2:17
keeps blowing up your phone. Happy new month.
2:18
Happy new week. Happy new Sunday, happy
2:20
Wednesday, happy Tuesday. So the spirit behind it is good
2:31
because if you spoke to somebody January 1st and the next time
2:34
you're scheduled to talk to the person is January 30th.
2:38
It doesn't make sense to leave that gap in between January 1st
2:42
and January 30th empty. Because if you do, you will be
2:46
starting afresh most of the times when you reach out to that
2:49
potential customer. Again, sorry about that.
2:53
So we now have to look for ways of keeping in touch in between
3:00
January 1st and January 30th. But we have to do it in a way
3:05
that adds value to that other person or else you're on the
3:09
risk of becoming an irritant. So that's one of the things that
3:14
we looked at in one of our meetings.
3:16
Now luckily the company, it's all a company that employs them
3:22
has a website and they also have a content marketing strategy.
3:26
So because of that, they have blog posts on all kinds of
3:31
things that are up on the website.
3:34
Now the sales team, what they like to do is in between they
3:38
send somebody a company brochure or a company profile and you
3:43
know that's OK. But one thing you have to
3:45
understand is in the minds of our customers, company brochure,
3:48
company profile and air flyer, all of them are the same.
3:52
So chances are very few people are sending out company
3:57
brochure. Sorry, very few customers are
4:00
reading your company brochure and company profile and anything
4:07
is this like for this company, they have two of those assets.
4:10
There's the company brochure and then there's the company, the
4:14
brochure and the what again, and the profile, the brochure and
4:17
the profile. Those are only two.
4:21
So if you send somebody the brochure after two weeks, you
4:30
send a profile after two weeks, let's say they wait in six
4:34
weeks, the remaining two or three weeks, why are you going
4:38
to send again the out of ideas. So that is why if you have a
4:42
company website and you if the company you work for has a
4:46
website and they have been updating this thing every single
4:50
week, you have a huge plethora of resources that you can reach
4:56
into and be sending. So like for the company on the
5:01
company website, they have all kinds of posts there.
5:05
You know, factors to look at before you decide on the solar
5:09
system, how to take care of a solar system, things to consider
5:14
before installing solar, what else, how to efficiently use the
5:24
power in your batteries. Like, you know, all kinds of
5:26
articles. So those sorts of things are
5:30
value added way ways of staying in touch with someone to say,
5:37
you know, hello, Sir. Looking forward to our meeting
5:40
on January 30th. But in the meantime, I came
5:44
across this article on our website because we discussed
5:47
this and this the last time we spoke on January 1st.
5:50
I'm sending it to you because I think it will be a valuable
5:53
resource, especially if you look at this section of the article
5:58
where I talk about this, this, this, this, this, which is what
6:00
you and I discussed the last time.
6:03
Enjoy the rest of your day, Sir. Looking forward to our meeting
6:08
on January 30th. Send.
6:12
So you see that kind of follow up in quote or follow through as
6:16
I prefer to say. You said that now that thing is
6:19
now more value add. You're not being an irritant.
6:23
It is not happy Monday, happy Sunday, happy new month.
6:29
And then you send Bible passage and then what?
6:32
Again, you know, this one is different.
6:35
Even if the person doesn't read it like you're still top of
6:39
mind. Message will come.
6:41
You see the name, you see, the article is kind of relevant
6:45
because it's something that the guy brought up himself during
6:47
the last conversation. So you can see that is a nice
6:50
way you stay top of mind. So forgive me.
6:55
And that is how we that is how we now bridge the gap whenever
7:03
there's that spread. Like you guys spoke January 1st
7:06
and you know, the guy says, you know what, Gimme Telana kind
7:11
January 30th. Let's talk again.
7:13
That's how you bridge the gap between January 1st and January
7:16
30th without being an irritant. So that's one of the things we
7:21
discussed. OK, so unfortunately for the
7:26
sales team, the way the website was set up was you can only
7:29
access the last 6 blog posts. So I'm speaking to their auger.
7:38
You see how we can loosen that up so that they can have access
7:42
to the hundreds and hundreds of blog posts that are there
7:45
Because man, it's a treasure trove.
7:47
If your company has a website with a blog and you guys have
7:52
been blogging one post every week, unless the company is like
7:58
5 years old, that is plenty premium resource that you can be
8:04
sending as a way to do value added follow up or follow
8:08
through. And then plus it sets you apart
8:13
as like the thing just makes you you understand that you appear
8:18
more professional. Like commodities are correct
8:22
outfit. This is correct business.
8:25
So that's the whole idea. So yeah, that's it then.
8:31
OK, Yeah, then in that particular meeting we also
8:33
looked at some pending cases. In fact, it ties into what we're
8:35
talking about today. The proposal was sent out July
8:39
21st. You know, one month storm pass.
8:42
The guy is not answering the guy.
8:43
No, the ghost and unfortunately no value added follow through
8:48
was done in between. So we looked at the CRM and we
8:52
had a conversation with the team member in question.
8:56
See, this is the reason why having ACRM is important.
9:00
So excuse me, the CRM is a customer relationship management
9:03
tool. So basically it's just any tool
9:06
that you have in your business where you have a record of who
9:11
have I been talking to? What conversation did we have?
9:15
When last did we talk? What did we discuss the last
9:19
time that we spoke? Based on our last discussion,
9:23
what are we supposed to do next? What stage of the relationship
9:27
are we in? How are we going to move this
9:30
thing forward towards a close? So it's important that you have
9:33
some kind of CRM whenever you're running your business.
9:37
So the company question they use Begin.
9:39
For me, I use Zoho. I've spoken a lot about Odo
9:44
because ODO is African and ODO is is free.
9:47
So there are lots of tools, but then I've also spoken a lot
9:51
about how like, even if you say you don't want to download
9:54
audio, you don't want to use, oh, you don't want to use Begin,
9:57
you don't want to use HubSpot, you don't want to pay for
9:59
nothing. Even Google Calendar on your
10:02
phone, you can use because you can have a file, an entry on
10:08
your calendar. Let's say the customer's name is
10:10
Madam or getting B. You can have a file on the
10:14
calendar, the title is Madam or getting B.
10:18
And then on that in the notes section, you have some small
10:21
details, you know, Madam or getting be referred to me by
10:25
Madam Susanna discuss this also. So so discuss that.
10:30
And so so so you know, blah, blah, blah, just put everything
10:32
down there in the note. And so every single time you
10:34
talk to Madam or getting be sorry.
10:40
So every single time you talk to Madam or getting be what you now
10:43
do is let's say you have the conversation July 21st and you
10:47
think it's a good idea for people to talk again August 1st.
10:51
As soon as you finish this conversation today, July 21st,
10:53
you just go to Google Calendar. You enter the note spoke to
10:56
Madam Ogdenbe called her 10 AM. We discussed this.
11:01
We agreed on this. Next line of action is this, you
11:04
know, change the date from today, July 21st, you know,
11:08
change it to August 1st. You now put a set reminder 24
11:12
hours so that the day before your phone whooping in.
11:16
When you look, you'll see that oh, I'm supposed to call Madam
11:19
or getting B tomorrow. So you can see that this thing
11:22
is kind of functioning as a CRM tool.
11:25
The only problem is just that when you want to, if you want to
11:28
find customer information, it will be hard because you have to
11:30
remember how did you store Madam or getting BS info or Google
11:36
Calendar and stuff like that. You know, so it's not perfect,
11:39
in fact, no system is perfect. But The thing is, it's better
11:41
than nothing. It is nice to have a place that
11:43
you can refer to once in a while that will remind you, OK, my
11:46
conversation with Chief so, so, so, and so or with Madam, so,
11:49
so, so and so. Excuse me, where is that
11:53
conversation? Where are we?
11:55
Where are we heading? Am I supposed to have done
11:57
something? Are they supposed to do
11:58
something for me to move this deal forward?
12:01
So This is why it's good to have a CRM because in this case,
12:04
there was a place where me as a sales trainer, I can enter
12:06
inside and say, well, let me see, when last did you holler
12:09
this person? What did you guys discuss?
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So you can see that with the CRM during team training sessions,
12:18
all of us as a team, we can sit down and analyze and say, oh, I
12:22
had this case that our brother pursued like this.
12:26
If you say that you, how you, how you pursue it, is there
12:28
something that could be done better?
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So these are some of the benefits.
12:33
So, so we looked in this area now and then we discussed and
12:38
then we realized that the customer has said a couple of
12:41
things in the past that we could hold on to.
12:42
There are many other things, but these are just the ones I
12:45
decided to just grab. I said, OK, we can hold this
12:47
one. So one, the customer at some
12:51
point say casual that you know what, maybe on that kind of
12:55
first week of August, I'm trying to gather myself.
12:58
That's what the customer said. But of course, you know, the
13:01
salesperson didn't ask. What does that mean?
13:03
Well, you know, you should try and find ways of gather because
13:06
like for me, the way I handed, if somebody says I'm trying to
13:08
gather myself, listen, on our first week of August, I'll just
13:11
say casual and I'm like, correct container, don't hand that be,
13:16
you know, person will laugh it up.
13:17
Say hi container. How it means that money is
13:19
coming in now saying I'm working on one or two things.
13:23
Of course, I can't push through more crush more than that in
13:26
that kind of circumstance, but because of the way that I just
13:29
playfully followed up on that something, I now have a sense
13:31
that OK be like say some correct money is landing around that
13:36
time. I'll make a mental note.
13:38
I also make a note on my calendar in my CRM on my phone.
13:44
So that's one thing that the guy said that we can hold on to.
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Then another time the guy was mentioned casual that OK, and I
13:53
don't worry, people are already on my To Do List.
13:56
But of course, you know, the sales member didn't ask.
13:58
What does that mean? Because me, I'll ask To Do List.
14:01
That's good. So it means that you're ready to
14:03
take action soon, Abby, because if somebody says you're my To Do
14:07
List, what I'm trying to figure out is OK To Do List, that means
14:10
you're ready to go. Like excuse me, you're ready to
14:13
go. Like especially since guy said
14:16
he's expecting something first week of August.
14:18
So, OK, so that means like that first week of August, that means
14:20
you'll be ready to make deposit now, Abby.
14:24
But of course, remember, casual, conversational, friendly
14:29
rapport, keep it like you're not an interrogator.
14:35
So that's the second thing. Now another thing, the guy said
14:38
he was looking forward to concrete discussions.
14:40
Of course, the sales, sales guiding, ask what that means,
14:45
but something you can ask concrete discussions.
14:48
OK, me too. I'm looking forward to concrete
14:49
discussion. But this one, I say concrete
14:52
discussion. Is it that you want us to start
14:56
earning out the proposal around that date or you want to sign
15:00
the contract by that date, by XYZ date?
15:03
You know, but remember, conversational, you know,
15:06
casual, keep it loose. If you're too strong and too
15:09
formal, you sound like, excuse me, you sound like, you know,
15:14
money, money, money. That's all you want.
15:16
You just care about the money. So even though we didn't know
15:22
exactly what those meant, at least we had three things.
15:25
Number one, I'm trying to gather myself around that kind.
15:28
First week in August. That's one statement #2 you guys
15:32
are on my To Do List #3 I'm looking forward to concrete
15:36
discussions. So with that, I said, OK, you
15:39
know what? Since this guy don't go stars
15:40
for one month, this is what we'll do.
15:44
We'll craft a message and see how we can get this thing going
15:47
again. So we craft a message, we put a
15:50
call to action or put a question like that message because
15:53
questions beg a response. The mistake that this
15:55
salesperson made now was he called around that first week in
16:00
August, but he didn't send a message.
16:03
And please, I'm telling, I'm begging you guys, whether you're
16:06
a salesperson or you own your own business, there's no such
16:10
thing as you call somebody and then you just leave it like
16:14
that. If you call somebody and the
16:15
person does not respond, send a message.
16:17
It should be a default. It should be reflex action.
16:21
You know how you breathe? That is how it should be reflex.
16:26
Remember the days when you are toasting your wife or you are
16:29
toasting your husband. It was reflex.
16:32
You finish the conversation and then you smile and then you send
16:36
him a loving message or send her a loving message.
16:39
It was fun hanging out, blah, blah, blah.
16:41
This da da da da send. It is the same thing as in love
16:45
and relationships, so also in business.
16:47
You finish your conversation with the prospect, send a
16:50
message. It was nice talking to you.
16:52
It was nice chatting. I remember that we have so, so,
17:00
so and so pending. I'll get back to you.
17:01
So so too on XYZ did send you call the person doesn't answer.
17:06
You send a message. Tell them Mr. Cooley, try
17:09
calling earlier. Number was busy.
17:11
The reason why I was calling was because blah blah, blah, blah,
17:13
blah. Let me know when you're
17:14
available to talk. Send This thing should be
17:16
reflexed. Every phone call send message.
17:20
Every time you call people did not answer, send message.
17:23
Every time you finish a meeting, send message.
17:29
Was a pleasure having a meeting with you today getting to know
17:31
the rest of the team. I'm looking forward to executing
17:34
on this this this that that that as we discussed, I will get back
17:37
to you on XYZ date as we agreed during the meeting.
17:41
Enjoy the rest of your day. Send this issue be default.
17:44
Always send a message, send a message, send message.
17:51
Because in this kind of situation now where you don't
17:53
send a message, yes, you reached out August 1st.
17:56
But The thing is, you know, people forget, people are busy
18:01
and just seeing 2 missed calls on your phone doesn't really say
18:08
anything. What do you see?
18:10
Two missed calls and then you see a message that said, oh, I
18:12
tried calling you earlier because the last time we spoke,
18:18
last time we spoke, you said was possible for us to move ahead
18:22
because of this, that and that, you know, I'll put it, OK, that
18:28
was not elegant. But basically, you send a
18:30
message given the reason for why you call, and then, you know, a
18:35
question or a call to action, that kind of thing prompts
18:38
something, somebody. Now remember that.
18:40
Oh, OK. I was talking to Gazi.
18:43
I spoke to her three weeks ago. Actually, I'm supposed to do
18:46
this for her. So please let it be your default
18:50
send message after every single interaction.
18:53
Send message. All right, so this is the
18:58
message now that we crafted. Good afternoon Sir.
19:02
I apologize for losing track of our last conversation and for
19:05
not being in touch since July 21st.
19:08
Now the reason why I start off the message like this is because
19:11
we should always assume some of you say it's the customer's
19:13
fault. They don't want an OP call and
19:15
no problem. But we'll never blame the
19:17
customer. We'll always take responsibility
19:19
for everything. Yes, it's their fault.
19:22
Now they have no, no DP call, but no problem.
19:24
We'll always say it is us. So good afternoon Sir.
19:27
I apologize for losing track of our last conversation and not
19:30
being in touch since July 21st. That's one paragraph.
19:35
Next paragraph. The last time we spoke, I got
19:37
the impression you were ready for us to have concrete
19:39
discussions as you are gathering funds for the first week of
19:43
August. Now, in this case, I use the
19:46
exact words gathering funds wherever possible and is the
19:49
reason why we need a CRM. You notice that your people are
19:52
saying some things, they use some kind of expressions, write
19:55
those things down when you're referring to them, use their own
20:00
words when they read it, it will sound like them, like, oh, it's
20:03
true, I said it. Be noting all these things when
20:11
you're referring to the previous context.
20:12
When you're having conversations with people, be using their
20:15
exact words where possible. So that is why I say gathering
20:19
funds and that's the reason why I say concrete discussion
20:22
because that's what the guy said.
20:23
It's not me that I said it. That is what him he said.
20:27
So the last time we spoke, I got the impression you are ready for
20:31
us to have concrete discussions as you are gathering funds for
20:34
the first week of August. Then remember every single
20:38
message we gas to end with either the call to action that
20:42
is do this thing next or a question so that the person has
20:46
to respond to you. Because one of the reasons why
20:49
your customers are ghosting, excuse me, is because you're
20:53
sending messages that are just statements and the statement
20:55
says nothing if you just say, oh, good morning, Sir.
21:00
I tried calling earlier. Send, OK.
21:03
Like what am I supposed to do with that?
21:05
What is the customer supposed to do with that kind of message?
21:08
I tried calling earlier and so, but if it is, I tried calling
21:13
earlier. Your number was busy.
21:16
You asked me to call you back so that we can arrange a site visit
21:20
for next week Friday. When will you be available to
21:23
talk, Sir? Is it has a different thing?
21:24
The person will see the text message like oh, it is true,
21:30
we're supposed to arrange site visit.
21:34
So stop sending statements as text message.
21:37
Even if you must put statement and end it with a call to
21:41
action. This is what the person should
21:43
do next or ask a question. If you're not asking questions,
21:47
if you're not using call to actions, don't be angry that
21:50
people are ghosting you. That goes to you because the
21:53
next step is not clear. They don't know what they're
21:55
supposed to do. Sorry about the noise outside.
21:59
It's raining here. That's why Qatar wants to kill
22:01
me. If I have to be on the radio
22:02
today, I don't know how I'm going to cope.
22:04
I should just take active and I'll sleep hopefully by evening
22:07
time my head going on clear. So, so now final paragraph.
22:14
So is that still the case or are you interested or have
22:18
circumstances came, Sorry, circumstances changed on your
22:22
end. So that was the the question.
22:26
So let me repeat the message. Let me just say it in full now.
22:29
So this is what we, I gave the salesperson to send.
22:34
Well, of course you take this message and then you personalize
22:37
it in your own words. You say the way you will say it
22:41
because if you try and send a message the way some other
22:43
person will say it, you know it will sound flat, it will sound
22:46
like you, it will sound inauthentic.
22:48
So this is the message. Good afternoon Sir.
22:51
I apologize for losing track of our last conversation and not
22:54
being in touch since July the 21st.
22:57
The last time we spoke I got the impression you are ready for us
23:00
to have concrete discussions as you are gathering funds for the
23:03
first week of August. Is that still the case?
23:07
Are you still interested or have circumstances changed on your
23:11
end? And then we send that as one
23:14
message. So again, we took responsibility
23:20
for why the conversation stalled.
23:23
Yes, that damn, no, they pick all.
23:25
But you are the professional here.
23:27
Take responsibility, put it there, refer to the previous
23:32
context and then, you know, give call to action or you ask a
23:38
question to move this conversation forward.
23:42
So that's how we wrapped up for that particular customer.
23:45
Then we now, excuse me, then we now did a role-playing exercise
23:50
and then we ended the meeting and the role play exercise
23:53
turned out to be really interesting because I'm not well
23:57
doing the role play. I pretend that I'm the
23:58
salesperson because I've noticed that when I pretend to be the
24:01
salesperson, they like to fire me all the all the difficulties
24:04
that customers have been giving them in the field.
24:07
But this is also a useful way to grow your revenue and increase
24:14
your sales because as a team, all of us are sitting down and
24:18
we're having a very crucial exercise and exercises this if
24:22
to say, not me, how would I have handled this thing?
24:28
It is very good to sit down as a team and brainstorm around these
24:30
sorts of things because the problem with lots of people is
24:34
they wait until something happens to them in the field and
24:36
then they just react. That's the wrong time, but if in
24:41
the office all of us were just chilling and all of us were just
24:45
discussing that, ah, today, last week, I called somebody.
24:51
This is what the woman said. This is what me I said.
24:54
What do you think? How you have actually, how
24:55
should I have done it? Other members of the team are
24:58
now learning from other people's experience.
25:00
Then when customers say E, you say B or when customer does
25:04
this, you do this. When somebody pipe high, you
25:06
pipe low or when somebody do like this, you do like this.
25:09
It's from role-playing that we tease out all of these things so
25:13
that as a team everybody is better prepared and we're
25:15
learning from everybody's experience.
25:17
That way we handle conversations much better.
25:21
Because I can remember as a young wedding photographer when
25:25
one person pissed me off on my rake on the phone, severe
25:29
raking. So my business partner at the
25:33
time, that's my brother-in-law now.
25:35
He had to calm me down like a guy, you know, that was
25:37
unprofessional. But the thing, I was all up in
25:40
my fields. I was like, what the hell?
25:42
How can he be talking to me like this, blah, blah, blah, blah,
25:44
blah. I'm an educated fellow.
25:47
Master's degree on top of what, how much, how much they won't
25:50
pay, you know, my business partner had to calm me down.
25:53
Like, you know, guy, calm down, calm down, calm down.
25:55
We got to be professional here. I understand, but we have to be
25:58
professional. This is because I had not been
26:02
exposed to those kinds of scenarios before.
26:04
I had not done any kind of role play before.
26:06
So honestly, I had no background, no other context on
26:12
what to do when customer begin to provoke.
26:17
So I was just going based on emotions, just based on my
26:21
feelings. While you sit down, are you role
26:23
play, You are your, your sales team, you are your business
26:27
partner, maybe even you are your spouse, not that kind of role
26:30
play, not the other, you understand as in business role
26:34
play. So yeah, your spouse, you do
26:36
business role play, you're prepared for other kinds of
26:38
circumstances. So in this case, the person that
26:43
was the customer pretended to be rude, flippant.
26:48
I was not given information. So we now started discussing how
26:56
patience comes into the sales process and what to do when
26:59
we're dealing with customers that are rude.
27:02
I don't want to say anything and what else and it was an
27:07
interesting role play shot, but it's something you guys should
27:10
consider doing in your businesses.
27:15
If it's just you as the solopreneur, like I said, you
27:18
can role play with your wife, with your brother or your
27:22
sister, even your parents. I remember what role play I did
27:26
with Momsie. At the time I thought Momsie was
27:28
being silly, but the thing that happened to me live and in the
27:31
field, mom, she said what you do if somebody says this, I said,
27:37
OK, let's play it out. She's OK, Good.
27:39
And she said, young man, give me the price.
27:42
I was trying to finesse her, you know, to get some more
27:46
information. And she said, look, young man,
27:48
I'm busy, just give me the price.
27:50
And I ended the role play. I said, look, mommy, I would
27:53
never deal with a customer who talks to me like that.
27:55
My mom, she laughed, She clapped her and she laughed.
27:58
She knew what she was doing because my mom, see had been,
28:04
she's retired now, of course, but she had been a marketing
28:06
exec and of course she knows that, you know, customers can
28:10
talk like that. And true, true.
28:11
It happened to me. I was talking to somebody and
28:13
the person said, look, young man, I'm busy, just give me the
28:15
price. And my mind, I'm like, oh,
28:19
that's where mom, she was coming from.
28:20
It has happened to her. She was probably talking with
28:22
somebody and the person said, look, young lady, I am busy,
28:25
just give me the price. So from role play, talk to
28:30
people, oh, mommy, how you handle this kind of thing,
28:34
Daddy, how you handle this kind of thing.
28:36
Oh my dear, come, I'll be getting some questions in the
28:39
business and I'm wondering, you know, how do you think I go
28:42
about this from role-playing exercise scenarios in a low risk
28:47
environment. Because when you're
28:49
role-playing, you know, is role play.
28:52
Now play, play is low stakes. You people can't stop, you can't
28:56
laugh, you can rewind. You will now be thinking of
28:59
things ahead of time so that when you're in the field, when
29:01
you're talking to somebody on the phone and something happens,
29:04
you're practicing will just kick over.
29:09
OK, All right, so it's been 30 minutes.
29:10
Let me just bring it to close here and let me see how cure
29:14
this my cutter because to go on live radio and be doing
29:18
function, it's very unprofessional.
29:22
OK, so that's pretty much remember if you'd love to
29:25
connect, you can call, send me a text message or a WhatsApp
29:28
message on 08064662140. Thank you for your time and
29:34
attention. I'll catch you next time.
29:36
Same place in your headphones or in your speakers.