Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Level Up Your Career: Why Sales and Marketing Matter for Everyone

Transcript

Level Up Your Career: Why Sales and Marketing Matter for Everyone · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:02
  This morning on the podcast, I'd like to go through one activity
• 0:05
  that I have been well going through with employees of one of
• 0:11
  my clients. So over here on the podcast, if
• 0:14
  you've been listening for any length of time, you know that I
• 0:17
  keep advocating about how business owners, self-employed
• 0:21
  people, entrepreneurs, whatever it is that you call yourself, we
• 0:24
  need to have an information diet.
• 0:26
  We need to have some form of personal development regimen.
• 0:31
  So yes, the usual stuff about physical fitness and mental
• 0:34
  health and everything, but we also need to have some form of
• 0:38
  learning on a regular basis where we're learning how to do
• 0:41
  the marketing function of a business.
• 0:43
  How do we let people know who we are?
• 0:45
  How do we let people know what we can do?
• 0:47
  How do we let how do we let people know our business exists,
• 0:49
  the problems that we solve, our product, our service can be
• 0:52
  useful. So we need to be learning those
• 0:56
  sorts of things because you need to stay sharp.
• 0:58
  And So what I haven't done a good job of doing over on the
• 1:03
  podcast was also to stress that same training regimen for people
• 1:08
  who are employees of a business. So I've done a good job talking
• 1:14
  to the business owner, the business owner over the, you
• 1:17
  know, past couple of years, but I haven't been talking to the
• 1:20
  employees. And so recent episodes have been
• 1:25
  well, OK, well, some of the recent episodes have been
• 1:27
  directed towards employees and this is one of those episodes.
• 1:30
  So it's continuing in that same vein about how and why employees
• 1:35
  need to take a sense of ownership and personal
• 1:38
  responsibility when it comes to their information diet and their
• 1:41
  personal development. Now, I stress this for a number
• 1:44
  of reasons. There are some people who don't
• 1:46
  want to do anything that is going to move Auger or Madam's
• 1:49
  business forward because there are some people who resent doing
• 1:53
  things that is going to make their orga a millionaire or
• 1:56
  they're Madame a millionaire, but they are not going to become
• 1:59
  a millionaire in the process. And for the sake of argument,
• 2:02
  yes, I am going to agree that if you take responsibility for your
• 2:07
  personal development and you go out and get coaches or you go
• 2:11
  and look for learning material so that you can hone your craft,
• 2:16
  yes, I admit you will be making another person a millionaire and
• 2:20
  you won't be making yourself a millionaire.
• 2:22
  Well, in a sense, while for now the outside rewards might go to
• 2:27
  the business owner, those of us who are involved in the sales
• 2:33
  role of the business, for those of you who are tied to the
• 2:38
  outcomes, you'll see that you're going to be able to get a
• 2:41
  percentage of the pay. And I know that for you, that is
• 2:45
  still not a good enough reason because you say that ultimately
• 2:48
  the chief benefit goes to the auger or the Madam of the
• 2:51
  business. And so for the sake of argument,
• 2:53
  let me just take it as a given and let me accept your premise.
• 2:57
  But there is one thing that you guys fail to consider.
• 3:01
  That is those of you who are refusing to make your auger or
• 3:04
  your Madam a millionaire. In refusing to make Olga and
• 3:08
  Madame millionaire, you are also impoverishing yourself Where you
• 3:12
  are today. You're staying with Olga, you're
• 3:16
  staying with Madame. You're learning nothing new.
• 3:19
  You're collecting your salary, and that is the only benefit
• 3:21
  that you shall receive. So you can stay five years, 10
• 3:26
  years, 15 years, 20 years with Olga.
• 3:28
  OK, well, these days nobody stays 20 years.
• 3:30
  But the point I'm trying to make is this.
• 3:32
  You can spend a bunch of time with someone, whether it's a
• 3:34
  year or two years, and gain absolutely nothing but the
• 3:36
  salary that we have. In that case, let's forget who
• 3:40
  wins, But obviously who is the person that loses.
• 3:43
  The person that loses is you. You are labour costs and since
• 3:52
  you have not tried to improve yourself in any way, you're
• 3:55
  replaceable. You can easily be swapped out.
• 3:58
  Olga will replace you with someone else, Madam will replace
• 4:00
  you with someone else and move on.
• 4:02
  The business still goes. This is something that we know
• 4:05
  and this is something that we see because we have, we all have
• 4:08
  that favorite shop, that favorite restaurant, that
• 4:11
  favorite whatever that we go to. And you know, our usual server
• 4:17
  or our usual attendant is there one day and then one day the
• 4:22
  attendant is not and the business continues.
• 4:24
  So you're a label cost and you can easily be swapped out.
• 4:28
  So the very least that you can do while you're in this
• 4:31
  situation is try and improve yourself.
• 4:35
  Learn how to sell better, learn how to market better so that you
• 4:39
  can acquire skills that will go with you and that will help you
• 4:44
  to improve your own business or whatever it is that you do after
• 4:48
  you leave your employer. So if you're Madame is Sandra
• 4:54
  Leia boutique boutique wares or whatever, do your best YouTube
• 5:05
  motivation podcast, whatever and learn on the job so that when
• 5:12
  you say I have had it and I'm no longer going to be under Madam
• 5:15
  Sandra Leah, I'm going to use my savings.
• 5:19
  I'm going to buy one small shop in the corner and then I'm going
• 5:23
  to open my own shop. At least while you're Madame
• 5:26
  Sandrailia and you tried improving yourself and learning.
• 5:31
  Excuse me, You would have learnt some skills on how to have
• 5:35
  conversations with the customers, how to market to
• 5:38
  customers, how to attract them, how to negotiate with them, how
• 5:41
  to handle pricing, how to handle merchandising.
• 5:44
  If you spent two years with Madame Sandrailia in her shop
• 5:48
  and then you learnt all these things in two years, when you
• 5:53
  now open your own shop, you are starting a step up or several
• 5:59
  steps up because you've used Madame Sandrelia's business to
• 6:02
  practice whole bunch of stuff. But if you say I will not make
• 6:05
  Madame Sandrelia a millionaire, I see her children travelling
• 6:10
  abroad and I resent that fact that it's my blood, sweat and
• 6:12
  tears that are making her children go abroad and study for
• 6:16
  masters. And you say that I will just
• 6:17
  show up at 8:00 and sit in the shop and then do nothing but be
• 6:23
  on my phone or watch Big Brother until 5:00 and then I clock out
• 6:26
  and then I leave. You are the one who is losing
• 6:28
  because the time is going to pass regardless.
• 6:33
  You might as well spend the time improving yourself because of
• 6:35
  your Madame Sandralea for two years.
• 6:37
  The two years will pass regardless.
• 6:38
  If the two years has passed and you have learnt nothing and you
• 6:42
  haven't applied yourself in any way, you are the one who is
• 6:44
  Warsaw for it, for it. Because Madame Sandralea's
• 6:47
  children, we still go abroad and they will still do masters.
• 6:50
  She'll just swap you out. You're here today, tomorrow
• 6:53
  you're gone. She'll get somebody else.
• 6:55
  It continues. Her and her children, they'll be
• 6:57
  fine. So the most selfish thing to do
• 7:01
  actually in this situation actually, is to look at yourself
• 7:06
  and see how you are improving yourself while you are with your
• 7:09
  current employer. Look for material, learn this
• 7:14
  podcast shouldn't be the only one that you're listening to.
• 7:17
  Pick a bunch of other stuff too. Once in a while on the podcast,
• 7:21
  I mentioned other things that are important, but I don't I'm
• 7:25
  not a specialist in like in my earlier series where I spoke
• 7:29
  about what else, like cash flow management, cash flow
• 7:34
  management, time management, all these sorts of things, you know
• 7:37
  how they're important in growing sales.
• 7:40
  So I'm not a specialist in those sorts of things.
• 7:41
  So if I mention that and you think, oh, these are wonderful
• 7:44
  skills that I need to learn, get on Google, get on YouTube, check
• 7:50
  out the podcast, find more stuff like that and develop yourself
• 7:54
  as you develop yourself. Do it with a pen and paper.
• 7:57
  Write down some stuff that you can practice for free tomorrow
• 8:03
  or starting today, the day that you have learned it.
• 8:06
  So today's episode is in that same vein.
• 8:09
  I'm speaking with the sales team for one of my clients, the three
• 8:13
  of them, and my time with them is coming to an end.
• 8:17
  So I've used the final week to try and see how I can get them
• 8:21
  into the habit of personal development because their
• 8:24
  personal they think they have a habit of personal development.
• 8:27
  But in my own opinion, it's it's 0.
• 8:32
  So for there's someone who attends seminars in the team,
• 8:36
  but The thing is he the last seminar he attended was two
• 8:39
  years ago attending seminars every two years that that's not
• 8:44
  really that's not really self improvement or personal
• 8:48
  development. In fact, in the in the legal in
• 8:53
  the legal profession. Well, OK, I haven't been a
• 8:56
  lawyer for a very long time, but back when I was there and people
• 8:59
  used to talk about professional development and you know, stuff
• 9:02
  like that. At the very least, at the very
• 9:06
  least NBA conference, one year annual, you show up, there are
• 9:12
  different sessions, there's a business development committee,
• 9:17
  there's I think wasn't investment committee, there's
• 9:19
  Ethics Committee, there's, you know, different committees.
• 9:21
  So at least once a year you show up and everybody learns
• 9:24
  something new and that's the law.
• 9:28
  You know, people say lawyers are not very forward thinking.
• 9:30
  So for lawyers that are not forward thinking folk, we expect
• 9:34
  that at least once a year you're doing something to improve
• 9:37
  yourself. So the matter, the profession
• 9:39
  that you're involved in, if you say you're doing something every
• 9:42
  two years and then because of that, you have a, a habit of
• 9:45
  personal improvement or self development, you're, you're
• 9:47
  deceiving yourself. At the very least, let it be
• 9:51
  once a year. Now that was in the old days
• 9:55
  where if you wanted to improve yourself, you actually had to go
• 9:57
  someplace and then pay money because let's rewind the clock
• 10:00
  30 years ago for the young lawyer, that was the only way
• 10:04
  you could learn. NBA conference is coming up.
• 10:08
  The NBA president and a bunch of other people have hooked up some
• 10:11
  seminar. So people are going to come and
• 10:13
  talk. So that's the only way you can
• 10:14
  do it. You get on the plane or you get
• 10:16
  on the bus, you go to a nugu or you go to Lagos or you go to
• 10:19
  Abuja, wherever The thing is heading and then you go and
• 10:21
  learn. But now things have changed.
• 10:24
  So still do the NBA conference or still do whatever it is that
• 10:29
  you know, all the old school stuff, but now you have YouTube
• 10:32
  and now you have a bunch of other stuff and lawyers have
• 10:35
  been taking advantage of that. I've seen some people who are
• 10:39
  still in the profession, they are online learning services and
• 10:45
  libraries and things like that that people can access on the
• 10:47
  daily. There's recorded seminars and
• 10:51
  all sorts of things that are available on YouTube.
• 10:53
  And so you can take advantage of this thing as well.
• 10:58
  Even if you work with Madame Sandra Leah, there's stuff on
• 11:01
  YouTube about what's it called merchandising, how to run an
• 11:09
  online store. In case you're interested in the
• 11:13
  online aspect of Madam Sandra Leah's business, you know, let's
• 11:15
  say you're more interested in how Madam Sandra Leah organises
• 11:19
  the Instagram handle. There's lots of stuff there
• 11:21
  about how you set up your Instagram page engagements,
• 11:26
  creating contents, bleed generation over Instagram.
• 11:30
  There's, there's a whole bunch of stuff that you can be
• 11:31
  learning. So take advantage of that.
• 11:34
  Anyway, so like I said, I've been trying to get these people
• 11:36
  into a learning, learning habits, personal development
• 11:44
  habits, information, diet and all that.
• 11:46
  So what I recommended to the team was that they listen to a
• 11:48
  podcast called the Sales Influence Podcast by Victor
• 11:53
  Antonio. Now, the reason why I
• 11:55
  recommended Victor Antonio's podcast to them was because
• 11:59
  Victor Antonio on average, his episodes are 10 minutes.
• 12:04
  And I'm dealing with some people who didn't have a sense of who
• 12:08
  didn't have these habits before. So if I say that they listen to
• 12:11
  my own podcast where episodes sometimes enter 3045 minutes,
• 12:17
  I've done a few that are over an hour that would be too much.
• 12:21
  So I just want something that is short, short, short, sharp,
• 12:24
  sharp, sharp. Now, this team is based in
• 12:26
  Lagos, except for the very lucky few.
• 12:32
  Commute in Lagos is like 30 minutes.
• 12:34
  If your commute is short on average, I'll say commute is
• 12:38
  like one hour. As in going to work will take
• 12:40
  you one hour, coming back will take you one hour.
• 12:42
  So my assignment to them was take Victor Antonio's podcast.
• 12:44
  Each episode is 10 minutes. Make sure you listen to one,
• 12:48
  whether driving to work or driving from work, listen to it.
• 12:54
  Pick any one of your choice. Make a note of what the fellow
• 12:59
  is saying. Let's hear what you agree with,
• 13:02
  let's hear what you don't agree with, and let's hear how you can
• 13:04
  apply it to your station in the Business Today.
• 13:08
  So that was my simple assignment, and that's all I've
• 13:10
  been doing for the last week. Yeah, almost the last week.
• 13:16
  And I'm glad that they've been having fun and we've been
• 13:18
  exploring all kinds of themes and it has lead to wonderful
• 13:25
  conversations with the team and opportunities for learning and
• 13:28
  exchanging ideas. And that is something I'm going
• 13:31
  to recommend that you do in your businesses.
• 13:33
  For those of you who are business owners, I would like
• 13:38
  your consulting money. So if you pay me, yeah, I'll
• 13:40
  take it. But you can take podcasts like
• 13:45
  mine. I know one sales leader who does
• 13:48
  what she does. She takes 1 episode from my
• 13:51
  podcast that she likes. She now gives it to her team.
• 13:54
  She tells the whole team, everybody listen to it.
• 13:56
  Monday morning we're going to come and discuss.
• 13:58
  And that's how they've been using my podcast.
• 14:00
  So yeah, I don't mind at all. Don't worry.
• 14:04
  Don't feel like you'll be ripping me off.
• 14:05
  Please do that. And like I said, it doesn't even
• 14:07
  have to be my own podcast. The other people that are out
• 14:10
  there, just go and search YouTube.
• 14:12
  Victor Antonio. I recommend Victor Antonio
• 14:15
  because each episode is 10 minutes long.
• 14:17
  You really have no excuse, especially for people who live
• 14:20
  in Lagos. You can't say you didn't have 10
• 14:22
  minutes driving to work or being in the bus to work or driving
• 14:26
  back from work or being in the bus from work.
• 14:29
  You can't say you couldn't find that 10 minutes.
• 14:33
  So let us try and instill this habit in our businesses.
• 14:38
  Business owners try and do this on a weekly basis.
• 14:41
  Pick one something, give it to them.
• 14:43
  All of you go and listen. Monday morning sales meeting.
• 14:46
  We're going to discuss, based on what we've seen, what are we
• 14:50
  going to apply to the Business Today?
• 14:51
  How can I move it forward? You're developing them.
• 14:55
  You're developing your business. If your guy is not going to do
• 14:58
  this and if you're Madame is not going to do this, then do it
• 15:01
  yourself. Pick one.
• 15:03
  Listen or watch. If you're a YouTube person with
• 15:07
  a pencil and paper, write down the one that you know and that
• 15:11
  you can apply confidently and that you can apply for free.
• 15:16
  I keep emphasizing this free thing because sometimes people
• 15:19
  say, oh, this is a good idea, but before I do this, I have to
• 15:22
  go and buy this or before I do this, I have to go and invest in
• 15:25
  that. That is just giving you excuses.
• 15:28
  So just pick the one that you can do conveniently for free.
• 15:31
  All the other ones that you have to buy something to go and do
• 15:34
  you know you'll get to that later.
• 15:38
  So you should be doing that yourself.
• 15:40
  If you're Olga or Madam is not going to do that for you because
• 15:43
  you won't be with Olga or Madam forever.
• 15:46
  You're going to leave. You're going to set up your own
• 15:48
  business. Or your husband might set up a
• 15:50
  business and you'll be able to use the skills there to boost
• 15:54
  his business or your wife might set up her own business.
• 15:57
  And it looks as if this thing is moving.
• 16:00
  It makes sense for me to resign from Okochuku and Sons and then
• 16:05
  invest more time in this thing that my wife is doing because it
• 16:07
  looks like it's popping off. After all, this one is our own.
• 16:10
  If I invest in this one, I'm able to double, triple the
• 16:13
  business. It is also that we'll enjoy and
• 16:16
  our children too can go to fancy school.
• 16:18
  You know, I didn't offend anybody.
• 16:20
  So why is it my own children that should suffer?
• 16:23
  You know, that kind of thing. So invest in yourself.
• 16:27
  You don't have to pay money. Podcasts are free, YouTube is
• 16:33
  free. Unfortunately, biros are now
• 16:35
  expensive. Last time I went to buy a Biro,
• 16:37
  I think was like, was it 200 or 300 now for a Biro?
• 16:40
  I was shocked. Like since when the biros would
• 16:43
  come? Because how I get my barrels to
• 16:45
  be honest is, you know, I just go to my wife's bag and then I
• 16:49
  pull out the barrel and then that's it.
• 16:51
  I have a barrel. So since she was, you know, in
• 16:55
  exam phase, I had to keep home, she had to keep her own writing
• 16:58
  material. So when my kids messed up my
• 17:01
  barrel supply, I had to go and buy my own.
• 17:02
  So, you know, I was shocked. So yeah, unfortunately, yeah.
• 17:05
  Barrel is like 203 hundred card. So by by row those flip jotters,
• 17:13
  there's still some not too good quality ones are less than 500
• 17:17
  card. You know, just buy one or two of
• 17:19
  those and then that's it. You have your study journal and
• 17:22
  then start writing in it. In fact, just so you know that
• 17:26
  this thing is not theory, let me just share with you the last
• 17:29
  session that I did with these people.
• 17:31
  One of the videos that the ladies watched was 2 ladies and
• 17:36
  a guy, I can't remember the title, but something about 5
• 17:40
  things to do and two things not to do when talking to customers.
• 17:44
  And then so that was that was from Victor Antonio's videos.
• 17:47
  And so the things that we ended up debating was Victor Antonio's
• 17:51
  prescription. So Victor Antonio says that when
• 17:54
  you're talking to customers, listen to understand.
• 17:57
  I keep on, it's something I've been happening on on the
• 17:59
  podcast. You listen to understand because
• 18:02
  it is only when you understand that you can make an effective
• 18:04
  proposal. Now Vika Antonio, I didn't say
• 18:06
  that part, but this is me adding it.
• 18:09
  A lot of times I'm making proposals that fall on deaf ears
• 18:12
  because it is not relevant. I told you about the time when I
• 18:15
  wanted to go and buy. Well, actually my wife deceived
• 18:19
  me. She said we're going to go and
• 18:20
  buy clothes for the kids. I went there and I only budgeted
• 18:24
  for the kids and then next thing she's like, oh by the way, they
• 18:27
  have adult trousers, your trousers is old and blah, blah,
• 18:29
  blah, blah, blah. So we started looking for jeans
• 18:32
  for me. So that's how my wife deceived
• 18:34
  me. Well, by the way, the jeans are
• 18:36
  real nice, very steady. So for me, I was concerned about
• 18:39
  buying a pair of jeans that is not going to split down the
• 18:41
  middle because everything I wear splits down the middle or splits
• 18:45
  down the armpit because, you know, I'm a big dude and I move
• 18:48
  around a lot. But this person kept talking
• 18:51
  about how this was high quality UK something, something,
• 18:54
  something, something, you know, I don't give a hoot about stuff
• 18:56
  like that. I just want something that does
• 18:58
  not split down the middle. If the person was listening and
• 19:01
  paying attention, the person would have taken the proposal of
• 19:04
  the presentation from that angle.
• 19:06
  Like bro, this one doubly reinforced.
• 19:09
  They think it's not going to split down the middle at all.
• 19:11
  In fact, UK designers, this is how they all make their clothes,
• 19:15
  you see. So instead of putting the whole
• 19:17
  UK thing on top, because there's some people that are impressed
• 19:20
  by that thing, that this is from UK, this is from Milan, That's
• 19:23
  what some people are after. I'm not at that level yet.
• 19:27
  You know, maybe one day I'll worry about those things.
• 19:30
  You know, is this thing from Milan, is it from Italy or is it
• 19:34
  from Egypt or whatever? So they should have made their
• 19:41
  proposal or the presentation that way.
• 19:42
  Look, this one, see the double seam?
• 19:44
  See the double stitching? This thing is not going to tear
• 19:46
  at all. In fact, you see, the one that
• 19:48
  I'm wearing is the same thing. I'm a big guy just like you.
• 19:52
  You see the double stitching, This thing has not torn.
• 19:54
  I have worn it for the last six months.
• 19:56
  This thing is not going to tear. And by the way, UK brands,
• 20:00
  that's the reason why we recommend them blah, blah, blah,
• 20:02
  because you know, they don't tear this that that that, that
• 20:04
  the whole sales thing. So listen to understand.
• 20:07
  When you understand you're going to be able to make an effective
• 20:10
  proposal or presentation. Victor Antonio also says pause
• 20:13
  and reflect. I recommend pausing and
• 20:16
  reflecting because you hear a bunch of stuff.
• 20:19
  Sometimes you need to think they think that this guy has said.
• 20:22
  This thing that this customer has said, which one makes sense?
• 20:25
  Which one is rubbish? And what's going to be my
• 20:27
  strategy next? So pause and reflect.
• 20:29
  So I gave them a tip about how I pause and reflect, and that is
• 20:32
  by always having my pencil and pen always on hand.
• 20:35
  And I always tell people that, oh, I hope you don't mind making
• 20:38
  a note of some stuff because I don't want to forget the
• 20:40
  conversation that we've had. I want to be able to serve you
• 20:44
  properly. So I'm writing down stuff and
• 20:46
  then people don't mind while I'm writing.
• 20:49
  It's giving me time to pause and reflect.
• 20:51
  Victor Antonio also says ask for clarification.
• 20:54
  And I also advocate for that, too.
• 20:57
  Ask for clarification. OK.
• 21:02
  If I heard you correctly, what you mean by that is this, this
• 21:06
  and that, that, that If the man now says, oh, yeah, you're
• 21:09
  correct, then good. You now know that you've
• 21:11
  understood him correctly. You can continue.
• 21:13
  And that can be a part of your presentation where the person
• 21:15
  says, young man, that is not what I said.
• 21:18
  Oh, by the way, that has happened to me.
• 21:20
  I asked for clarification. And then the man looked at me
• 21:23
  and said, look, young man, that is not what I said.
• 21:25
  And then he now said, I said, oh, OK, I'm very sorry, Sir.
• 21:28
  OK, thanks. I think I understand now, blah,
• 21:30
  blah, blah. And he says, yes, very good.
• 21:33
  Now when you do that, you now know that you have missed the
• 21:37
  mark if you don't ask for clarification, like when that
• 21:40
  guy said, young man, this is not what I said.
• 21:42
  You continue as if all is well. Quarrel will now start in the
• 21:46
  future. This is how quarrel starts in
• 21:48
  the future because you don't ask for clarification, you assume
• 21:50
  all is good. You assume you understood
• 21:53
  everything correctly and then that's how you start fighting on
• 21:56
  later and say, Bulgar, I thought you said so you don't ask now.
• 22:01
  Then he also Victor Antony also says ask open-ended and empathic
• 22:04
  questions. That's also something I talk
• 22:06
  about on the podcast and I've been telling members of the
• 22:09
  team, don't ask questions that people can answer.
• 22:15
  Yes, no, or you know, all those wrong word answers.
• 22:18
  Ask open-ended questions, who, why, what, when, where, how,
• 22:23
  whom. You know, those questions need
• 22:26
  somebody to actually tell the story.
• 22:29
  You say, ah, Olga, what happened to your microwave oven?
• 22:35
  It asks that kind of question. The man actually has to say,
• 22:40
  well, the microwave was working on fine, but then my son took a
• 22:43
  spoon and put in the microwave. He decided to microwave a spoon
• 22:47
  and clay and the thing just sparked and now I don't know
• 22:50
  what happened. So you see, you ask questions
• 22:52
  like that, you know, OK, what happened to your microwave?
• 22:55
  What happened? Who, why, what, when, how, whom?
• 22:59
  You know all those questions, they're best asked to answer
• 23:02
  with the story, you know? So open-ended questions give you
• 23:07
  all the information that you need to be able to make the
• 23:09
  right diagnosis and make an effective presentation.
• 23:12
  Now one part of the session and now turn out to be insightful
• 23:17
  was the don't part because Victor Antonio says don't
• 23:19
  interrupt. And yes, I recommend that too.
• 23:22
  Please try because I know some customers can be very annoying.
• 23:27
  They don't know Jack and they're just talking OPT, they're
• 23:30
  talking off point, but don't interrupt.
• 23:33
  Just allow. It's hard, but just allow
• 23:38
  because if you interrupt, you're you're prolonging the quarrel
• 23:41
  because the person just wants to get stuff off his chest or her
• 23:43
  chest. You keep interrupting.
• 23:45
  You're prolonging this matter. Just keep quiet and let this
• 23:47
  person vent. Let them let off some steam as
• 23:51
  they're venting. You will now be able to figure
• 23:54
  out like, OK, this is actually what is painting this guy or
• 23:57
  this is actually what is painting this girl.
• 24:00
  So you now know exactly what it is they need to address.
• 24:02
  So don't interrupt now. Victor Antony also says do not
• 24:06
  use a but in conversations with clients.
• 24:09
  Now that was something that the team disagreed with because the
• 24:11
  team they sell solar panels, inverters, batteries, those
• 24:16
  sorts of things. They they push back on that.
• 24:18
  They said there are some situations where they have to
• 24:20
  say, but especially when the customer is wrong.
• 24:23
  But anyway, I don't want to argue with them too much.
• 24:25
  So I just, I just, I just freed them on that one.
• 24:27
  But this is the thing in normal parlance, in normal talk,
• 24:33
  whenever somebody's talking and then the person says, but the
• 24:37
  average person feels as if when the person said, but the person
• 24:42
  is now ready to speak his mind. So only thing that the person
• 24:45
  was saying before the bot is just rubbish.
• 24:48
  The bot thing. Now this is the main, the main
• 24:50
  thing. So the person discards
• 24:52
  everything that came before. So if you want to say, oh God,
• 24:56
  this is a good choice. This is a good choice of
• 24:58
  inverter and this that, that, that, that, that, that.
• 25:00
  But you know, the person would say, oh, OK, the truth is now
• 25:03
  coming. So all the one that he said
• 25:05
  before was false. So those are the reasons why
• 25:09
  some sales trainers like Victor Antonio, even me, I asked
• 25:12
  actually say that look, the bot thing like be careful, bot can
• 25:14
  put you in a lot of trouble. Please let's look for other
• 25:18
  ways. So what I told them to do was
• 25:20
  instead of saying bot so, so so I told them to ask a question.
• 25:23
  Have you considered? So somebody can say this and
• 25:26
  this and this and this and this. And that's the reason why I
• 25:29
  think this is the best. You just say, oh, OK, Sir, have
• 25:32
  you considered that if you do this, so, so and so will happen?
• 25:35
  So that was something that we came up in the team.
• 25:38
  The one example that the lady was in charge of solar sails.
• 25:42
  You know, that's one of the things she brought up that
• 25:44
  somebody insists I don't want to buy 3.5 KVA inverter.
• 25:47
  But actually if you consider everything, 5 KV is the one that
• 25:50
  makes sense. So if the person says this,
• 25:52
  that, that, that, that 3.5 KVA, but you have to do so also.
• 25:56
  Have you considered what will happen if you now switch on
• 25:59
  these four ACS at the same time on the 3.5 KVA and then you
• 26:03
  leave it like that and then you hear what the person has to say.
• 26:06
  That is how you're going to point out that OGA, if you
• 26:08
  switch on 4 ACS on the 3.5 KVA, you offload, overload the system
• 26:13
  inverter or backup batteries will get spoiled and you know,
• 26:17
  blah, blah, blah. So it's not by saying bot if you
• 26:20
  put bot, you're making the man or the woman turn out to be a
• 26:24
  fool. But if you ask a question, have
• 26:26
  you considered, you know, it's a different thing, You're just
• 26:29
  suggesting like the ball is in your court, you know, it's your
• 26:32
  own money, but have you considered so?
• 26:38
  And it is almost 30 minutes. So let me just bring it to a
• 26:40
  close here. But you can see how this simple
• 26:43
  exercise, you guys go listen to this video as you're listening,
• 26:47
  make a note. What makes sense to you?
• 26:49
  What doesn't make sense? The one that makes sense.
• 26:51
  What can we apply? You can see how you sit down,
• 26:53
  you have a 30 minute conversation.
• 26:55
  You are going to be developing your team.
• 26:57
  So business owners do that. If your guy Madam is not going
• 27:00
  to do that for you, do it yourself.
• 27:02
  You see that you're developing yourself so that when you leave
• 27:05
  your place of current employment, you open up your own
• 27:07
  shop and you are now selling your own inverters or your own
• 27:11
  diesel engines or your own whatever.
• 27:13
  You will now have very solid sales process, customer service
• 27:18
  process, marketing processes, everything customer facing.
• 27:23
  So is the reason why I advocate, excuse me, this reason why I
• 27:27
  advocate these these sorts of exercises.
• 27:30
  So please doesn't have to be my own podcast, but just pick one
• 27:37
  aplenty on YouTube, get the paper, get a pen.
• 27:41
  The exercise is very simple. This thing I'm listening to,
• 27:44
  what is this guy saying? The one that doesn't make sense,
• 27:47
  write it down. The one that makes sense, write
• 27:50
  it down. That one that doesn't make
• 27:51
  sense, go and talk to your colleagues.
• 27:53
  You never know, they might give you a different perspective, but
• 27:56
  for the one that makes sense, which one can I apply today for
• 28:00
  free that doesn't require me buying something or doing
• 28:04
  whatever? The one that you can do today,
• 28:07
  go ahead, do it. You want to be better off for
• 28:09
  it. And yes, it will be hard when
• 28:13
  your paycheck comes in, the money looks small.
• 28:16
  And then you hear that Yoga has now sent his son for masters
• 28:21
  abroad. Yes, it will be hard and he will
• 28:22
  be paining you say ha ha. So it's my own blood, sweat and
• 28:25
  tears that is paying for these boys.
• 28:28
  Masters abroad. Don't look at that level.
• 28:30
  Forget the fact that Orga's son is doing masters, or that
• 28:33
  Madame's daughter just got married and they booked a hall
• 28:38
  in Leckie where they sat 5000 people or whatever.
• 28:41
  Don't, Don't look at all that one, just focus what's in it for
• 28:45
  you. The one is that you're learning
• 28:46
  how that you're improving yourself so that when you leave
• 28:48
  and you're going to start up your own thing, you'll be
• 28:50
  starting from a step higher than other folks.
• 28:54
  So that's it for today. Connect me on WhatsApp, phone
• 28:57
  number is 08064662140. Country code is +234.
• 29:02
  For those of you who are not Nigerian, then connect me on
• 29:07
  LinkedIn. Best place for business, career
• 29:11
  development, personal development, you know all that
• 29:13
  good jazz. The name to look for is Tavi
• 29:17
  Shima Agede. That's my name.
• 29:19
  I'm the host of the show. You can confirm the spelling of
• 29:21
  my name from the link where you're currently listening to
• 29:24
  this episode. If you're listening to this on
• 29:25
  YouTube. Then you look at the bottom, I
• 29:29
  think that's bottom left of the video.
• 29:32
  You see my name right there just above the the video title,
• 29:39
  podcast title. So that's it.
• 29:40
  Thanks for your time and attention.
• 29:42
  I'll catch you guys at the next episode.