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Proposal Power: The Key to Closing More Deals · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:02
  Hello and welcome to the show. Today I'd like to look at what
• 0:05
  the key elements are for a wedding sales presentation.
• 0:10
  And by the way, for the purpose of this episode, if I say
• 0:12
  presentation or I say proposal, I mean the same thing.
• 0:17
  Now, technically speaking, you know, some people might try to
• 0:20
  split hairs. They say a presentation is not
• 0:23
  the same thing as a proposal, but for the purposes of this
• 0:26
  episode, just remember I'm using them in the same context and I'm
• 0:30
  using that to mean the same thing.
• 0:33
  So when I say presentation or I mean proposal, it's just the
• 0:38
  stage in the business conversation or in the
• 0:41
  relationship where we try to answer a few important questions
• 0:46
  that are supposed to get people to take the next step with us.
• 0:49
  We're trying to answer the question, this is what my
• 0:52
  product or service can do for you, or this is how my product
• 0:59
  or my service can solve your problem.
• 1:02
  So whatever stage where you try to set things up, where you're
• 1:07
  now addressing the customer or you're trying to tell them, this
• 1:09
  is how I can solve your problem, this is how I can help you get
• 1:13
  to the promised land, then that is called the presentation or
• 1:17
  the proposal stage. Now, another way that I like to
• 1:21
  define it, that makes it easier to remember because I deal with
• 1:26
  people who think they've made a proposal or a presentation, but
• 1:29
  then I ask them, did you ask them a question that required a
• 1:34
  yes or a no? Or did you leave something with
• 1:37
  them that required them to say yes or no?
• 1:40
  And then they get the point. So another definition, well my
• 1:44
  own definition for a proposal is it is that stage where you ask
• 1:48
  someone something or you give someone something that the
• 1:52
  person can either say yes or no to.
• 1:56
  If you go and you do a song and dance and you do a PowerPoint
• 1:59
  presentation and whatever and everybody claps for you and
• 2:02
  blah, blah, blah. But at the end of the day, you
• 2:04
  didn't ask a question that required a yes or a no, or you
• 2:07
  didn't give them something that requires a yes or a no.
• 2:10
  Then you can call it whatever you want.
• 2:13
  But for the purposes of sales, that was not really a
• 2:15
  presentation, was not really a proposal because everybody came,
• 2:19
  everybody had a good time, everybody was wowed.
• 2:21
  But then people left the meeting with no clear course of action
• 2:25
  and there was no clear call to action on whether we should go
• 2:31
  ahead with this aspect of the proposal or that aspect of the
• 2:34
  presentation. So those are the two definitions
• 2:37
  every single time you hear me talking about presentation or
• 2:39
  proposal, not just on this podcast episode, but also in
• 2:43
  future episodes. So if we're at this stage of the
• 2:47
  business relationship or the conversation where I now have to
• 2:51
  say this is what my product or service can do for you.
• 2:54
  So what do you think? You want to give it a try or
• 2:57
  this is how I can help you solve your problem.
• 2:59
  This is how I can help you make more money.
• 3:01
  This is how I can improve your marriage.
• 3:02
  This is how I can do this, do this, do that, and this is how I
• 3:05
  can make your hair undergrowth double in six months, You know,
• 3:10
  whatever it is your product or service does.
• 3:12
  So are you interested when we get to that stage?
• 3:14
  That is the presentation, that is the proposal.
• 3:17
  But ultimately, we should be leaving this stage either asking
• 3:22
  somebody some form of question that they can either say yes or
• 3:29
  no to. Because if you've been listening
• 3:34
  to the older episodes, especially the episodes that we
• 3:36
  did on advancements, if there's no, yes or no, if there's no,
• 3:39
  what is the next step? If there's not all that, you've
• 3:42
  had a good time. But then when you have to call
• 3:45
  up on the person again, you wouldn't know exactly what it is
• 3:47
  you're supposed to do. And you end up in that, that
• 3:51
  useless full of cycle where you're calling to say, I just
• 3:54
  call to greet you. How's the family?
• 3:56
  How are you enjoying the public holiday?
• 3:58
  You know, blah, blah, blah. You're not sure how to move the
• 4:00
  deal forward. So that's it on definitions
• 4:04
  then. OK, Now before we can say that
• 4:08
  we're going to get to the proposal stage, there are a
• 4:10
  number of prerequisites that we need to meet.
• 4:12
  Now, depending on who you talk to, people are going to come up
• 4:14
  with different stages and things like that.
• 4:16
  But for me, I'd like to keep it nice and simple.
• 4:19
  Before we get to the proposal, you must have passed through
• 4:21
  what we call qualification. Summary Qualification just
• 4:26
  means, am I talking to the right person?
• 4:28
  This is really, really important.
• 4:31
  Now, talking to the right person is not just ICP ideal customer
• 4:34
  profile, the kind of people that we know we can help.
• 4:37
  It is also that we want to be sure that the person that you're
• 4:41
  talking to has a budget for what it is and that the person can
• 4:47
  actually say yes or no. Because sometimes you're making
• 4:50
  a proposal representation to someone and that person can only
• 4:53
  say no. For instance, let's say we're
• 4:57
  talking about pyjamas for the kids and you're trying to make a
• 5:03
  proposal or a presentation to me to sell pyjamas.
• 5:07
  Now, in my household, my wife pyjamas, clothes, that's her
• 5:14
  thing. So if I'm making the proposal to
• 5:17
  me or the presentation to me, the only thing I can say is no,
• 5:21
  I don't like this. But I can't say yes because I
• 5:25
  will have to call my wife and say, hey babe, this person came
• 5:28
  by the office, this person came by the house.
• 5:30
  They left some samples. Check it out.
• 5:32
  What do you think? Is this cool?
• 5:34
  Should I go ahead or not? So talking to the right person
• 5:38
  means you should be talking to the person who can say either
• 5:41
  yes or no. Because a lot of times you
• 5:43
  people are only talking to someone who can say no.
• 5:47
  So be sure of that. That's the reason why in the old
• 5:50
  podcast episode, I can't remember what the title was, I
• 5:53
  said make sure you're not talking to the houseboy or to
• 5:56
  the PA or to the whatever because PA can say no.
• 6:00
  I don't think our guy will be interested in this, but PAS
• 6:03
  rarely have the authority to say yes.
• 6:05
  Let us go ahead. So make sure you're doing your
• 6:08
  proposal or your presentation to someone who is qualified.
• 6:12
  Qualified just means you're talking to the right person.
• 6:15
  So the right person is somebody who could say yes or who could
• 6:18
  say no. Save yourself a lot of time.
• 6:22
  Then we should have also gone through discovery.
• 6:26
  Discovery is when you're liaising with the person, both
• 6:29
  of you are chatting, you guys are yawning and as they're
• 6:31
  talking, you're talking. In your mind, you're doing that
• 6:34
  mental calculation. This is the problem that they
• 6:36
  have. This is the problem that they
• 6:37
  have. But my product can only do this,
• 6:40
  it's not good at this. Or my service can only do this,
• 6:43
  It's not good at that. You want to be sure that if they
• 6:46
  have two main problems, AB and C, sorry, three main problems,
• 6:50
  AB and C, you want to be sure that your product to your
• 6:53
  service can solve those problems AB and C.
• 6:56
  Because if you're talking to the right person who can say yes or
• 6:59
  no and they have problems AB and C, but your product can only
• 7:02
  solve a. Think about it.
• 7:05
  Do you think your chances of closing the deal are high or
• 7:08
  low? So these are the sorts of things
• 7:10
  you should be going through through in our minds.
• 7:12
  And that's the reason why I say these things are prerequisites.
• 7:15
  They need to line up before you make your proposal or
• 7:17
  presentation. By the way, it is not a given
• 7:21
  that if all these things line up that the deal will close.
• 7:23
  It's not a given. I'm just saying that these are
• 7:25
  the things that improve the odds, make the odds move in your
• 7:30
  favor. Then of course, I've also
• 7:32
  mentioned you guys need to be close enough for money
• 7:34
  expectations, which is why I'm a fan of making sure that you guys
• 7:38
  talk early now. OK, boss, Madam, based on what
• 7:41
  we've spoken about, we could either do 1-2 or three, but all
• 7:47
  these ranges that we're talking, it can cost anything between
• 7:50
  600K and 450K. Is that did you come ready for
• 7:56
  that? Is that an investment you're
• 7:58
  willing to make right now? How do you feel about that?
• 8:02
  Does that match your budget? You know, different ways.
• 8:06
  Pick whatever catches your fancy, but you need to have that
• 8:09
  soft conversation first of giving a range so that the
• 8:12
  person who is going to get angry and fade out of the conversation
• 8:17
  or abuse you let the person fade out now instead of you investing
• 8:21
  time to build a relationship. So you guys have been gisting 3
• 8:25
  weeks, you now get into a proposal and then the person
• 8:28
  fades that proposal after you've invested 3 weeks.
• 8:32
  It is best to get people to fade from the beginning if it's not
• 8:35
  going to be a good fit. And then sometimes money
• 8:38
  expectations might be there, but then other things don't quite
• 8:42
  pan out, like on the discovery pathway I'm talking about.
• 8:46
  So the money, yes, it's clear they have the money.
• 8:49
  But in your heart of hearts, you know that if you go ahead, this
• 8:52
  thing might cause quarrel because this person wants to
• 8:54
  solve problem AB and C, you can only solve A.
• 8:57
  So if we go ahead, they'll be fighting in the future.
• 9:00
  So you might, you now know that this is the stage where you fade
• 9:03
  or refer them to someone else. Then let's see.
• 9:06
  OK, There's also the form of the presentation For me.
• 9:11
  I'm not particular about this. Some people insist everything
• 9:15
  has to be written out depending on the context, you know, yes, a
• 9:20
  written thing would help. So whether it's verbal or
• 9:24
  written or whether it's a PowerPoint presentation or it's
• 9:26
  a video, because some people do make video presentations or it's
• 9:30
  an online Zoom presentation, whatever it is, I'll leave that
• 9:33
  guys, I'll leave that to to you guys and girls to determine
• 9:36
  according to the context. But this is the way that I look
• 9:41
  at things. I'd like to make sure that we
• 9:43
  discuss all the key points ahead of time, as in mouth to mouth,
• 9:48
  verbal, whether we see face to face or over the phone.
• 9:51
  I'd like to make sure that we have discussed all the key terms
• 9:53
  1st and we have agreed softly, softly to the key terms first.
• 9:59
  So that for me, the proposal or the presentation is only a
• 10:03
  formality. I do not use the proposal or the
• 10:06
  presentation to sell. I use the proposal or the
• 10:09
  presentation as a formality to say, oh, bro or Madam based on
• 10:15
  why we've been yawning. This is the issue of what we've
• 10:17
  said. This is how I understand your
• 10:19
  problem. This is what I think you're
• 10:21
  trying to solve. So all these phone calls we've
• 10:23
  been having, we came down to these proposals 123 and this is
• 10:27
  how I think everything can help. This is how I think we can solve
• 10:31
  your problem. So is everything correct or did
• 10:33
  I miss out something? You always have to gain
• 10:35
  feedback. Remember that.
• 10:36
  So at this stage, Madam says, and yes, but what about that
• 10:39
  time when we're talking about so and so you now know that
• 10:42
  something is missing from your proposal, which is why for me,
• 10:45
  it's not the main, the proposal is not the selling thing.
• 10:48
  It's just merely a formality. And I'm using it to confirm a
• 10:51
  bunch of stuff. So I now know that OK, ad hoc,
• 10:55
  on the spot, I can cater for that or to say, oh, you know
• 10:58
  what, let me get back to you. And then we fix another meeting
• 11:02
  where we're going over another proposal or another
• 11:04
  presentation. But for me, the proposal or the
• 11:07
  presentation is just a formality.
• 11:08
  I like to do all the selling beforehand so that the proposal
• 11:11
  or presentation stage, I'm just saying this is everything we've
• 11:15
  discussed, which is what I think the next step is going to be.
• 11:18
  So how do you see it? Are we cool?
• 11:21
  OK, no, I'll ask. So the next step is if we're
• 11:24
  going to start on December 30th, I will need deposit before.
• 11:28
  So, so, so and so I will also need access to this and this and
• 11:31
  that and that for me to be able to do my job.
• 11:34
  So yeah, if you want to flow with my own spirit of how to do
• 11:39
  things, don't use the proposal or presentation to close the
• 11:45
  sale in quote. Just use it as a formality while
• 11:48
  showing up here as a formality just to be sure that we're all
• 11:51
  on the same page and that we all understand.
• 11:53
  But we have already concluded the sale before we got here.
• 11:56
  So that's my own take. So whether it's verbal written,
• 12:00
  PowerPoint video, whatever it is that you want to do, I'll leave
• 12:04
  that up to to you guys. But for practical purposes, yes,
• 12:08
  it always helps when there's something that is in writing.
• 12:13
  If there's going to be something in writing or if you're going to
• 12:15
  have a PowerPoint presentation or if you're going to have a
• 12:17
  video presentation, make sure that whatever it is you choose
• 12:20
  to do is simple. Also make sure that it is short.
• 12:26
  I have not witnessed, but I have heard of one hour presentations
• 12:31
  or proposals. My own opinion, I think, well,
• 12:35
  it depends if you're talking about complex solutions, let's
• 12:39
  say you're trying to sell engineering services to TCN,
• 12:43
  that is a transmission company of Nigeria.
• 12:45
  You're an engineer, you're trying to sell them some latest
• 12:50
  engineering, whatever that will help them generate power at 1.5
• 12:55
  output or something. Yeah, that's a highly technical
• 12:58
  thing. So I understand that you have to
• 12:59
  sit down, Group MD will be there, maybe a Minister for
• 13:03
  Power Steel will be there, and then it has to be a one hour
• 13:05
  presentation. But a whole bunch of us
• 13:07
  listening to this podcast are not at that stage yet.
• 13:09
  I see no reason why the wedding photographer or the commodities
• 13:14
  trader or the architect or the medical doctor or whatever it is
• 13:19
  you do. I see no reason why presentation
• 13:21
  is entering 45 minutes, one hour, except if they have lots
• 13:25
  of questions. And by the way, that's the
• 13:28
  reason why I treat the presentation or the proposal as
• 13:31
  a formality. I prefer to do all the hard work
• 13:34
  before. So by the time we get here,
• 13:37
  there are no major questions. It's just a matter of are we on
• 13:41
  course or we are not. So yeah, simple and short
• 13:47
  depending on the context. Now, the thing about simplicity,
• 13:51
  simple language that is also contextual.
• 13:56
  So for someone who is a wedding photographer, I made episodes
• 13:59
  where I said stop talking about things like aperture, ISO,
• 14:04
  shorter speed, blah, blah, blah, because the average bride and
• 14:07
  groom don't know that. However, if you're talking to a
• 14:11
  bride and a groom and both of them happen to be photographers,
• 14:15
  then it might be crucial or it might be important in your
• 14:19
  proposal or presentation to say that when we're shooting your
• 14:23
  wedding, we're going to be shooting at apertures between
• 14:26
  2.8 and 3.5 for this part of the ceremony.
• 14:30
  And for this part of the ceremony and during the evening
• 14:32
  section, we're going to be looking at Isos between this and
• 14:35
  this to guarantee that we don't have this much level of noise in
• 14:39
  your wedding photographs. So for a bride and a groom who
• 14:42
  are photographers, they know the lingo, so it makes sense.
• 14:45
  But to the average person, they're like, what are you
• 14:48
  talking about? I just want wonderful photos
• 14:50
  like the ones that I saw on my sister's Instagram.
• 14:54
  If you start talking aperture, ISO, shorter speed, you will
• 14:59
  confuse them. So when I say simple, it depends
• 15:01
  on who are you talking to. So back to the example about the
• 15:05
  TCN, the transmission company of Nigeria, that one all over.
• 15:09
  Now you people are engineers, apart from maybe the minister of
• 15:12
  power and works, you know, minister for Power works most
• 15:14
  likely to be a politician, but the group MD of TCN and PHCN,
• 15:20
  NEPA, all of them, they'll be technical people.
• 15:23
  So there, yes, if you're talking about kilowatts and megawatts
• 15:26
  and up cycle down cycle transmission latency and you
• 15:33
  know, all those technical, technical stuff, in that case it
• 15:34
  won't be a problem. In that case, that is simple and
• 15:38
  straight to the point because all of you are engineers.
• 15:42
  You all understand the the lingo and in fact, using those terms
• 15:48
  is helping people get straight to the point to understand.
• 15:51
  It's like when lawyers are together and you know, a lawyer
• 15:54
  says Nemo that you know, you just say Nemo that the lawyer
• 16:01
  understands the average person is like Nemo that like what?
• 16:04
  What does that mean? Then you will not have to
• 16:06
  explain. Sorry, I can't remember.
• 16:08
  It's been a long time. Nemo dot quad non habit or
• 16:11
  something like that. Like, you cannot give what you
• 16:14
  don't have. So for when tour lawyers are
• 16:16
  together and they're arguing back and forth, one lawyer says,
• 16:18
  you know, Nemo dot. Sorry.
• 16:20
  Is it Nemo dot or Nemo dot? It's been a while, Forgive me.
• 16:22
  So I can't remember the right lawyer.
• 16:24
  The other lawyer will understand that you're talking about some
• 16:27
  form of lack of capacity in this case, like you cannot give what
• 16:32
  you do not have. So yeah, when I say simple, I
• 16:37
  mean relative to the context. Then we also want to make sure
• 16:42
  that for our proposal, we lay out the mutual obligations.
• 16:47
  Rosa should also say if we're going to move forward, ABC and D
• 16:52
  is what I need from you. And by the way, it's not always
• 16:55
  money working to jump to the money.
• 16:56
  So yes, mention the money that you need, but the other things
• 16:59
  that you need, sometimes you need access to some files or
• 17:02
  access to the site. So like an architect, for
• 17:05
  instance. OK, my guess is if you're an
• 17:09
  architect or you're a draftsman or you're a site supervisor or
• 17:13
  something, you will also need access to the site.
• 17:18
  So it's something you'd want to mention.
• 17:19
  Depending on how you work, you might want to tell them that
• 17:23
  look, I need access to the site 24, seven, 365 like any time of
• 17:28
  the day if I want to show up at 3:00 AM at night, because I want
• 17:34
  to verify this, verify that there should be somebody on
• 17:36
  ground to give me access to the site.
• 17:38
  So mutual obligations are supposed to be there.
• 17:41
  This is what I need from you. This is what you guys owe me.
• 17:45
  And then you also lay it out. This is what I'm going to
• 17:48
  deliver to you. This is what I owe you.
• 17:50
  It also has to be in the proposal or the presentation.
• 17:53
  And finally, this is 1 overlooked portion.
• 17:59
  I've mentioned it, but I want to stress it again because I know
• 18:02
  there are some of you who didn't get it the first time.
• 18:05
  We need clear calls to action whenever we deliver a proposal
• 18:08
  or a presentation. Sometimes the call to action is
• 18:13
  review timelines. So, OK, now that we're done with
• 18:15
  the proposal, you've given me a standing ovation.
• 18:18
  Everybody is happy. Normally we like to give one
• 18:22
  week for each party to go back and review this contract and
• 18:26
  then e-mail their questions and objections, if any.
• 18:31
  Is one week fine for everybody? Everybody will say yes, You can
• 18:35
  see now that in this case there's a clear call to action.
• 18:37
  It's not just that everybody has heard.
• 18:39
  They've given me a standing ovation and then we leave and we
• 18:41
  don't know the next step. Everybody now knows that the
• 18:44
  next step is we are leaving here.
• 18:46
  If anybody has a problem, they have one week to send in an
• 18:49
  e-mail to say these are my problems.
• 18:51
  So a call to action can be, you know, review timelines.
• 18:54
  For those of us who come from a legal background, we usually
• 18:58
  there are calls to actions and timelines around redlining.
• 19:02
  Redlining just means some people submit a proposal, a contract,
• 19:07
  you know, whatever it is. And then you give it to your own
• 19:09
  lawyer. Your own lawyer will say this
• 19:11
  time I know you agree to it, but this time it's not going to
• 19:14
  work. Then the person will now draw a
• 19:17
  line across it. I say no, no, no, no, why we
• 19:19
  can't do this. And the person will write that,
• 19:21
  OK, this is what we want instead.
• 19:24
  So that's the process of redlining, I guess, because
• 19:28
  maybe in the old days it used to be done with red viral, you
• 19:30
  know, but now people just use whatever viral it is that they
• 19:32
  need. So it's called redlining.
• 19:33
  So we have some expectations around that.
• 19:37
  Like, OK, we're done with this, blah, blah, blah.
• 19:40
  Here it is. I know you have to hand it over
• 19:42
  to your lawyer or to your accountant.
• 19:44
  So redlining, we should be done by next week Friday.
• 19:46
  I'll be we'll say, yeah, cool. Next week Friday is too much.
• 19:49
  By Wednesday itself, we should be done.
• 19:51
  You ask everybody else. So Tunji has said Wednesday.
• 19:54
  Is that good? Ching Airy, you're OK with
• 19:56
  Wednesday? Abdullahi, you're OK with
• 19:58
  Wednesday? OK, fine.
• 19:59
  So Wednesday next week, then I'll call everybody on Tuesday
• 20:04
  so that we'll know the next step from there.
• 20:06
  So in that case, you can see we're setting clear cost
• 20:09
  actions, clear timelines, clear expectations, then payment.
• 20:14
  Sometimes it is in the proposal that the amount IS350K, but then
• 20:21
  people are shy of asking for money, so they just leave it
• 20:23
  there. You're happy that everybody's
• 20:25
  smiling. But you didn't quite ask for the
• 20:27
  350K. You have to ask.
• 20:31
  That's to be a clear call to action.
• 20:32
  OK. If we're happy with everything
• 20:35
  and nobody has objected to the amount, this thing we're
• 20:38
  planning for is December 1st. Before I mobilize the boy, the
• 20:42
  boys, and the girls, I actually need payments two weeks before.
• 20:46
  So if we're good with everything so far, I will need 200K payment
• 20:51
  by what's that November 15th. So I need we need payment by
• 21:00
  November 15th. So Madam, are we good to go and
• 21:03
  you ask outright. I know it's scary in the
• 21:06
  beginning, but we have to ask. You can't just say I put it in
• 21:10
  the proposal 350K nobody objected.
• 21:13
  Then you now go home and you'll be expecting the 350K If you
• 21:17
  just materialize. There are some people who will
• 21:21
  just go ahead and say, oh, so payment is the next step.
• 21:23
  I'll be, but if you don't ask for the money, this is where you
• 21:26
  enter into ghosting. Let me think about it.
• 21:28
  Let me get back to you. My brother said, my uncle said,
• 21:30
  my wife said, my accountant said, so payment, ask for the
• 21:35
  payment. I'm sure you've noticed in
• 21:37
  Section 2, whatever, whatever of the proposal that the final
• 21:41
  amount is going to be 1.2 M The 1.2 M, we expect it to be paid
• 21:45
  out over a tranche of three different payments.
• 21:48
  The first set of payments is supposed to end in February. 2nd
• 21:51
  is supposed to end in March. The final one is supposed to
• 21:54
  come in October. So for us to start this project
• 21:57
  in January, we need payment by so so so and so date.
• 22:02
  So Olga Madame, are we good to go?
• 22:08
  Can I, can I rely on you guys for payments before XYZ date in
• 22:14
  February? Like ask, but of course use your
• 22:18
  own verbiage, the way that you, the way that you sound, the way
• 22:22
  that you flow normally. But you need to ask then from a
• 22:27
  legal point of view, we also some, you know, your lawyer
• 22:29
  would say, put things there about dispute resolution.
• 22:32
  If there's quarrel, if there's big a, if something goes wrong,
• 22:35
  how are we going to solve it? Let's see what else?
• 22:40
  But most importantly, at the end of the day, you should be asking
• 22:43
  people for a yes or a no. So are we good to go with
• 22:50
  everything here? Yes, Nobody has any objection.
• 22:52
  Yes. You notice here that the next
• 22:56
  step is we need 300K to mobilize the boys and the girls.
• 23:00
  It's OK, no problem. Yes.
• 23:01
  So can I expect payment by February 14th?
• 23:04
  You need to ask if you do not leave these meetings, proposal
• 23:08
  or presentation meeting, you did not ask anyone question or any
• 23:13
  series of questions that required a yes or a no answer.
• 23:17
  You're putting yourself on some long jump and that is how you
• 23:20
  wake up and you realize that this proposal meeting, we had
• 23:24
  this meeting 3 weeks ago. I have not heard from them what
• 23:28
  happened. And then you are now picking up
• 23:30
  the phone call. You're picking up the phone
• 23:32
  trying to call here, trying to call here and you know ghost
• 23:34
  mode, they're not answering. They're not answering.
• 23:36
  And then they say, well it was OK.
• 23:40
  But then I spoke to MD and MD said, or I spoke to my wife and
• 23:44
  my wife said, and I spoke to my brother-in-law.
• 23:46
  My brother-in-law said, Oh yes, we're good with it.
• 23:49
  But then my uncle said and then on and on and on and on and on.
• 23:52
  So ask a question or a series of questions that requires a yes or
• 23:56
  a no answer. If the answer is yes, fantastic,
• 23:59
  you're making progress. If the answer is no, it just
• 24:02
  means that you missed out an essential stage in the
• 24:06
  beginning. You're probably talking to the
• 24:08
  wrong person or your product or service probably cannot deliver
• 24:14
  what it is that they are trying to solve.
• 24:17
  Or maybe you guys are part of money, money expectations.
• 24:20
  But you see that if the answer is no, it just means we need to
• 24:23
  rewind, go back to previous sales steps and fix something
• 24:29
  there before moving ahead. So that's all for today.
• 24:32
  Thank you very much for your time and attention.
• 24:34
  My name is Tavishim Iyede, I'm the host of the show.
• 24:36
  That is the name you should be looking for if you want to
• 24:39
  connect with me on LinkedIn. So the correct spelling of my
• 24:42
  name is on the link. We're listening to this episode.
• 24:44
  So if you're on YouTube, look bottom left above the title of
• 24:50
  today's podcast and that's my name there.
• 24:52
  Just copy, highlight, paste it in LinkedIn and my handsome face
• 24:56
  will show up and then send me a request connection request, then
• 24:59
  also connect with me on WhatsApp.
• 25:02
  The phone number 0806466 2140. The country code is +234.
• 25:10
  So thanks for your time and attention.
• 25:11
  I'll catch you guys at the next episode.