Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / You Can Be a Good Person and Still Be Rich

Transcript

You Can Be a Good Person and Still Be Rich · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  There are lots of you Nigerian business owners who want to
• 0:03
  improve your ability to sell, improve your capacity to sell
• 0:08
  and because of that you want to achieve business growth.
• 0:12
  Unfortunately, there's lots of content around social media,
• 0:17
  YouTube, basically lots of content on the Internet that
• 0:20
  mean well but have unfounded ideas about selling.
• 0:27
  And that's one of the reasons why in my podcasts I always say
• 0:32
  that even if you're not going to listen to me and you must listen
• 0:35
  to someone else, you should listen to someone else who has a
• 0:37
  process oriented view of selling.
• 0:41
  Now, let me repeat, I am not everybody's cup of tea.
• 0:45
  Not everybody likes me. Some people hate me.
• 0:50
  So even if you're not going to listen to me, don't listen to
• 0:54
  anybody who when you listen to his stuff or when you listen to
• 0:59
  her stuff, you cannot pick out a clear process oriented method.
• 1:05
  Step one, Step 2, Step three-step 4 for how to go about
• 1:10
  selling. Because some people are very
• 1:14
  good talkers, you know, especially people from the, you
• 1:18
  know, Pentecostal Christian background and you know, they
• 1:22
  can get away with saying all kinds of things.
• 1:25
  So you don't have to roll with me, you don't have to like me,
• 1:29
  but please and please and please.
• 1:32
  If you listen to somebody's material and you can't see any
• 1:36
  step based framework, ABCD equals how to sell.
• 1:44
  If you can't see that thought process, then please.
• 1:47
  Until you become quite good at the game yourself, it will not
• 1:51
  be in your best interest to listen to these sorts of people.
• 1:55
  By the way, I'm not trying to malign the character of any of
• 1:58
  these people. The reason why I'm looking at
• 2:02
  this today is because a listener of the podcast sent me a link
• 2:07
  and I was like, hey, check out this guy.
• 2:08
  What do you think? I was like, OK, cool.
• 2:12
  And I looked at the material and then I was like, OK, is there
• 2:14
  any reason why you wanted me to look at this fellow?
• 2:17
  And he said, well, what do you think about his philosophy, and
• 2:20
  what do you think about some of the stuff that he's putting out?
• 2:22
  I was like, OK, no worries, I'll have a look at it.
• 2:26
  After all, I've done a whole series on that before when I
• 2:30
  looked at what some notable figures in the Nigerian tech
• 2:36
  industry was saying about sales. So I know I did a whole series
• 2:39
  on that. So I guess by popular demand,
• 2:43
  since I've been given another video, let me go straight into
• 2:46
  it and then we will breakdown the things that are true in this
• 2:51
  video, the things that are commendable in this video and
• 2:54
  the things that are not so thought out in the video.
• 2:58
  But please, please, even if you don't finish today's episode and
• 3:02
  you don't take anything out from it, please, you don't have to
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  like me. You don't have to roll with me.
• 3:07
  I don't have to be a cup of tea. But whoever it is that you
• 3:09
  listen to, whoever it is that you engage, whoever it is that
• 3:13
  you consult with, whoever it is that you, you know, subscribe
• 3:16
  to, whoever it is that you, you know, whatever, Make sure that
• 3:20
  the person has a process oriented method of selling. 1 +
• 3:25
  2 + 3 equals selling. A to B to C to D equals selling.
• 3:32
  We go from here to here to here to there, and then we get better
• 3:37
  at selling. Those are the people that will
• 3:38
  profit you. For now, If I want to learn how
• 3:44
  to improve my chess, for instance, OK, no, OK, I'm using
• 3:49
  this. I'm using a mobile phone to
• 3:51
  record this. OK, good.
• 3:52
  If I want to become an engineer, but I'm following somebody who
• 3:56
  is just, you know, all over the place, whether the person is
• 4:00
  saying what is right or saying what is wrong, I'm going to run
• 4:05
  into some trouble. But the moment I follow an
• 4:10
  instructor, the moment I follow a teacher, the moment I follow a
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  guide who has a step by step process for how to do
• 4:20
  engineering, how to learn how to repair mobile phones, how to
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  create a mobile phone, how to, you know, whatever, I will be
• 4:29
  better off following that kind of person for now.
• 4:32
  Later on, when I become fairly competent in the field, I can
• 4:35
  now start paying attention to people who do not have a
• 4:38
  systematic approach for whatever discipline it is now.
• 4:43
  The video that I was sent, I can't remember the title, but
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  the fellow started off by talking about the two sides of
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  sales. Now, I'm not going to say who
• 4:52
  this fellow is because, you know, I'm not trying to take
• 4:54
  shots at anybody. And to be honest, I'm quite
• 4:56
  comfortable in my own little corner of the Internet, you
• 4:59
  know, so I have about 4500 subscribers, you know, over here
• 5:02
  on Spotify. And I think I'm doing OK.
• 5:05
  I'm growing my audience organically.
• 5:07
  And so, you know, I'm not trying to clash with any influencers
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  out there because, quite frankly, I don't want to be
• 5:14
  overrun. You know, I don't have time for
• 5:16
  that. For that, I like my piece.
• 5:18
  So this fellow says that there are two sides to sales.
• 5:22
  And I thought, OK, interesting. Let me see what he's trying to
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  say. And the fellow said that there's
• 5:26
  a desperate size, and then there's a desired side.
• 5:29
  He said there's a desperate side and a desired side.
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  And the fellow goes on to describe the desperate side of
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  sales as people who have unbridled greed, you know, greed
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  that does not have restraint. And the movie that he gives us
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  an example is The Wolf of Wall Street, that is this character
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  Jordan Belfort. By the way, Jordan Belfort also
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  has a podcast. It's an interesting read.
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  I'm sorry. I say read.
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  It's an interesting lesson. But Jordan Belfort isn't always
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  talking about sales. And, you know, sometimes they
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  talk about things from, you know, the transhumanism
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  dimension. And so, you know, that's why I
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  don't bother to mess with him anymore because for me, if I'm
• 6:09
  going to consume business content, I want it to be
• 6:11
  business content and not anything, anything else, whether
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  it's pseudoscience or, you know, whatever.
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  But just in case you're curious, Jordan Belfort, the guy who did
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  The Wolf of Wall Street, in case you watch the movie and you're
• 6:26
  impressed or you're curious and you want to see for yourself,
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  the guy has a podcast. So just go and see any podcast
• 6:31
  player and then type in Jordan Belfort.
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  That's Jordan. Same spelling then BE LFORTI
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  think if I remember correctly. But either way just run a check
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  with your AI tools and they'll give you the guys correct
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  spelling. So unfortunately ideas like this
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  are very popular now. What Jordan Belfort did is the
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  desperate side of selling or the Society of selling.
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  Now, if I remember correctly, Jordan Belfort was very good at
• 6:59
  using high pressure techniques to gain consent from people.
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  And he was selling I think was a penny stocks or something like
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  that. And it's some stock market
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  related, whatever. But basically he was very good
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  at using high pressure techniques to get in people to
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  say yes to getting people to sign, to getting people to agree
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  to all kinds of things that they did not necessarily understand.
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  Now even Jordan Belfort admits it in his own podcast.
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  So like I said, you know, go have a listen.
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  So that's what he was doing. Now, the reason why I'd like to
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  correct these sorts of ideas is this.
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  When people behave this way with unbridled greed in other
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  disciplines, we do not legitimize that thing by saying,
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  oh, they did this, they did that.
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  Let me give you an example. In medicine, when a doctor has
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  unbridled greed and because of that makes questionable choices
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  and lives are affected, we do not say that oh, this is two
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  sides of medicine. No, we say that person is a
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  charlatan, We say that person is a quack or we say that person is
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  a criminal. I hope you guys are following
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  me. We do not say these are two
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  sides of medicine. When houses fall down in Lagos,
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  when houses fall down in the East or when houses crumble in
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  Abuja, we do not say these are two sides of engineering.
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  What we say is who is the engineer that worked on this
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  house? That person is a charlatan.
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  That person is a quack. That person is a criminal.
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  The person ought to be prosecuted.
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  We do not say there are two sides of engineering.
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  Should I continue? When we have pastors with
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  unbridled greed and they, you know, do all kinds of nonsense
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  in their flock, we do not say, oh, here are two sides of
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  Christianity or here are two sides of pastoring.
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  We say that person is a charlatan.
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  That person is a quack. That person is a criminal.
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  Those of us in sales need to start taking a similar approach.
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  Jordan Belfort went to jail. How long I can't remember.
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  Even he admits that what he was doing was charlatan, quackery
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  and criminal. Why do we keep saying that there
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  are two sides to sales and that unbridled greed is just a part
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  of it? Why?
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  Let's stop it until we stop saying things like this.
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  Ordinary people, normal people, our family members, you know,
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  younger brother, older sister, Mumsy, Popsy, they will always
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  be afraid of selling because these ideas are out there that
• 9:57
  there are two sides to selling and they don't want to fall into
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  the path from bridal greed. So please, ladies and gentlemen,
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  if you did not know this before, now, I am telling you that in
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  other disciplines we do not say there are two sides of whatever.
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  We have the ideal and anybody who runs foul of the ideal is
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  disciplined. If they deliberately run foul of
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  the ideal or do not care about the ideal, we label them a
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  charlatan or quack or a criminal.
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  So let us do so accordingly. When it comes to business and
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  when it comes to sales, let us stop saying, excuse me, that
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  there are two sides to sales. There is no two sides.
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  There is one. If you run foul of it, OK, maybe
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  make a mistake. But if it's clear that you
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  didn't make mistake, you shine your eye.
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  You know what you are doing. You are a charlatan, you are a
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  quack and you are a criminal. So my brother who made that
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  YouTube video, unfortunately he didn't get that thing right.
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  There are no two sides to sales. There is only one side.
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  People differ about how we get there, but you see that there's
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  only one side now, my brother in that video, again, not my real
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  life brother. I'm just calling my brother
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  because you know, when some of us take the stage to speak about
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  certain topics, I'll assume that we're brothers.
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  As per Aspiri decor I was used to say back in NYC days.
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  So he said that there's a desired side where people have
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  good intentions and because they have good intentions, they are
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  too ethical to be wealthy. That's also another thing I want
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  to tackle, this whole idea that there are some to the people who
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  are too holy to be rich, that because then they form holy,
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  holy, the holiness is what will hold them back, because then
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  they form ethical, the ethics will hold them back.
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  That is not the case. This is a mischaracterization of
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  some of our brothers and sisters, our uncles and aunties
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  and cousins, our boyfriends, our girlfriends is just a
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  mischaracterization. What happens is some people are
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  too shy. Shy doesn't mean you know if you
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  talk. Shy just means you're too
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  self-conscious. You know anyhow, any way shy
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  just a good check yourself anyhow.
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  So shy doesn't mean self-conscious.
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  Not that you can't open mouth, I know because I'm a shy
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  individual. I am self-conscious.
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  But you've heard from me on the podcast, some of you have seen
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  me on stage, some of you have spoken me over on the phone.
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  I clearly have the ability to talk.
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  I just, I'm self-conscious. So I'm checking myself, you
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  know, was that correct? Was that accurate?
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  Was that the right thing? Could I have said better, could
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  have done that better, you know, blah blah blah.
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  So shyness, no big disease is not a problem.
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  So some people are excessively, excuse me, shy.
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  Nobody said they're too ethical to be wealthy.
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  Then there are some people who are reserved for obvious
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  reasons, because they do not have a framework for what it is
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  that they want to achieve. And so because of that, they do
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  nothing, which is one of the main reasons why I created this
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  podcast, because I see lots of these people who have no
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  framework. Somebody knows that, OK, I have
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  to sell. Somebody knows that I have to
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  promote my business. Somebody knows that I have to
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  grow my business. But they lack the skill set or
• 13:51
  the tool set to do that. So they open up shop, they open
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  the restaurant, they open the office, they open the
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  consulting, whatever, they open the whatever, they put out the
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  fancy signs. Then they sit in the office and
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  they wait. They create a website and they
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  wait. They're putting out content and
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  they wait because they have no framework for how to go about
• 14:20
  and proactively engage in conversations with people.
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  Even if they put out content and people respond, they lack a
• 14:27
  framework for how to engage in conversations with said people
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  to try and figure out exactly what it is that the people want,
• 14:35
  what they need before they put forward some options before
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  that. Those people, these are the
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  people that I am trying to reach out to in particular.
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  You know, you want to sell. You have no idea about what to
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  do next. Welcome.
• 14:50
  My podcast is for you. Then there's some people who
• 14:54
  have this better mousetrap fallacy.
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  So when we're kids, primary school Niger, you know, late
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  70s, early 80s, they used to say if you build a better mousetrap,
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  the world will beat a path to your door.
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  That is all we were told in primary school that that really
• 15:13
  is not correct. That is you.
• 15:15
  All you have to do is be the expert and you're the expert.
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  You know that damn good. They rush you.
• 15:19
  It's not the case. There was a time when that was
• 15:23
  the case in Nigeria, you know, like maybe during our parents
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  era. You finish school, you enter
• 15:30
  into the job market. It's not as if there are
• 15:32
  millions of graduates anyway. So of course finding a job is
• 15:35
  going to be easy. But now in Nigeria, as at the
• 15:38
  time of making this recording, it actually is the normal thing
• 15:43
  to run into people who have two master's degrees.
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  I only have one. Most of my classmates have two,
• 15:52
  for instance my wife one master's degree but currently
• 15:56
  pursuing a qualification in finance and she's going to earn
• 16:00
  her CFA this year. God willing.
• 16:02
  Chartered financial analyst. Hope you hear when I'm coming
• 16:08
  from in our parents days. If you finish, even if you do
• 16:12
  HND higher national diploma. That's what my father did.
• 16:16
  You already stand a world apart from other people so therefore
• 16:21
  finding the job will be easy in my own time.
• 16:24
  You only have one master degrees.
• 16:26
  You are deceiving yourself. You only have one qualification.
• 16:29
  Well, on average, everybody wear the horse, do the same work as
• 16:33
  you get 2° two in this kind of environment where degree, now
• 16:43
  water qualification, now water, everybody get degree, everybody
• 16:49
  get qualification everybody. You understand the better
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  mousetrap thing is not going to work.
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  How people know they have a better mousetrap.
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  Other people have louder megaphones.
• 17:03
  They promote themselves. Well, you know, they know who to
• 17:05
  talk to, they know the places to go to, you know, stuff like
• 17:08
  that. The fact that you have a better
• 17:09
  mousetrap, yeah, it's going to get buried in all the noise.
• 17:12
  So maybe there was a time for the better mousetrap in Nigeria
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  when our parents were getting into the job force in the 50s
• 17:21
  and the 60s and the 70s before they started giving birth to us.
• 17:31
  So by the way, I'm not an old man.
• 17:33
  I'm very young, OK, I'm very young.
• 17:36
  Just want to say which decade exactly I was born, What was I?
• 17:41
  So yeah, there's some people who have good intentions, but they
• 17:45
  believe in the better mousetrap fallacy.
• 17:47
  A Funny enough, my mom was one of them.
• 17:50
  And I worked for a while. I remember when I was in
• 17:52
  secondary school and mom, she got this job, correct job, you
• 17:55
  know, paying well and everything.
• 17:57
  I was like, hey, mom, how'd you get this job?
• 17:58
  And she said, oh, a headhunter. And I was shocked because, you
• 18:01
  know, back then when I was in school, you know, back, you
• 18:06
  know, there was a time when I don't know if it still happens
• 18:08
  now, like when a traditional ruler dies in some parts of the
• 18:14
  country. You know, those of you who are
• 18:16
  in, OK, I'm just come out and say you're my people.
• 18:19
  You know what I'm saying? I remember when I was an effort
• 18:22
  when one of those rulers died or more curfew as everybody just
• 18:27
  mind your business because they say if you go outside hand
• 18:30
  taught us, you just cut your neck.
• 18:33
  They must follow the chief and bury him.
• 18:36
  And you see, I don't know if it was true or not.
• 18:38
  They just more digits used to hear back then.
• 18:40
  I don't hear this kind of stuff again anymore.
• 18:42
  So mom, she said headhunter, that's the person that came to
• 18:44
  my mind. I said, head.
• 18:45
  What? She said, oh, no, no, no,
• 18:47
  professional headhunters are, you know.
• 18:49
  Then she explained the concept. I was like, oh, cool, how did
• 18:52
  they find you? I said, OK, well, I'm the best
• 18:54
  at what I do. And I thought, oh, nice.
• 18:57
  So yeah, that's the time I used to work, but not anymore.
• 19:04
  So it's not as if people are too holy.
• 19:06
  And so because they can't sell, they can't promote.
• 19:08
  It's just that, well, some of them, they're shy.
• 19:12
  Some of them are ready. They just don't know what it is
• 19:14
  to do. If that is you welcome,
• 19:18
  subscribe to the podcast. That is why I'm here for you and
• 19:21
  it's one of them believe in the better mousetrap fallacy.
• 19:24
  Those people are not even listening to this podcast
• 19:26
  because they think all they have to do is, you know, get more
• 19:28
  degrees, get more certifications, get more
• 19:31
  whatever, get more whatever. You know, they'll be fine.
• 19:34
  That's the reason why I started off the broadcast because lots
• 19:37
  of my brothers and sisters in the event space, that is what
• 19:39
  they believed better mousetrap fallacy.
• 19:42
  So you had wedding photographers who thought if I buy the latest
• 19:45
  camera, if I get the latest Photoshop, if I increase my
• 19:49
  photoshopping techniques, if I increase my lighting techniques,
• 19:51
  if I get better at my this technique, at my that technique,
• 19:55
  my compositing technique, my framing technique, my on and on
• 19:58
  and on and on. You see, my brothers and sisters
• 20:01
  in the event base were trying to build a better mousetrap and
• 20:04
  hoping that it would lead to better outcomes financially.
• 20:12
  Gay now fallacy. Anyway, they're not even
• 20:14
  listening to this podcast, so no point in me talking to those to
• 20:20
  those people. By the way, if you'd like to
• 20:23
  connect with me, just like the person who sent me this video or
• 20:25
  which I'm making a commentary, you can call me, send me a text
• 20:28
  message or WhatsApp message on 08064662140.
• 20:34
  You're interested in the 15 minute sale audit WhatsApp me on
• 20:37
  the same number 08064662140. And if you'd like to join my
• 20:43
  WhatsApp channel, so send me a WhatsApp message on the same
• 20:46
  number and I'll hook you up. So there's no desperate side,
• 20:53
  please. Those people are charlatans,
• 20:57
  they're quacks, they're criminals.
• 20:59
  Then, OK, in a sense there's a desired side, people who mean
• 21:03
  well. Now let's look at some of the
• 21:05
  requirements for selling, depending on how you want to
• 21:07
  pass it out or how you want to parcel it.
• 21:09
  It's going to be, we're going to do from today to tomorrow.
• 21:13
  But there are a few things that I can just say off the top of my
• 21:17
  head #1 requirement for selling #1 product mastery or subject
• 21:24
  mastery. That's something that Brian
• 21:25
  Tracy says in his early stuff, the early material like
• 21:29
  psychology of selling the audio one, not the book, because for
• 21:32
  some reason, psychology of selling the audio and then the
• 21:35
  book, like they don't read the same.
• 21:36
  I've seen both and I'm like, like, what's going on?
• 21:40
  Uncle Tracy, what happened now? So the audio talks about product
• 21:44
  mastery, subject, subject mastery.
• 21:47
  Now, Jordan Belfort, when he was doing Wolf of Wall Street and
• 21:50
  shoving penny stocks down, you know, people's throats, Was he
• 21:54
  the subject matter expert? No.
• 21:56
  Was he a wealth advisor? No.
• 21:59
  Did he study personal finance? No.
• 22:02
  Did he like, you see where I'm going?
• 22:06
  You get where I'm heading. No.
• 22:09
  Be the guy's domain at all. He just had high pressure
• 22:12
  techniques. If you say this, get people to
• 22:15
  do this. If you say this, get people to
• 22:16
  do this. If you talk him like this, like
• 22:18
  this, if you raise your voice like this, this will happen.
• 22:20
  If you slide the paper like this blue pencil, this one will
• 22:23
  happen. This.
• 22:23
  You know all those things. Subject matter expert.
• 22:27
  Product expert. Was he the product expert?
• 22:30
  In personal finance? No.
• 22:31
  In stockbroking, no. In wealth management, No.
• 22:35
  In family office management to know whatever it is you want to
• 22:38
  call it. Was he the expert?
• 22:39
  No Read the orgasm. Tracy is not the only one.
• 22:48
  He's just the first person that I heard it from.
• 22:50
  Product and subject matter expertise.
• 22:53
  Then good intentions are required for selling.
• 22:55
  Some of you say and take it easy.
• 22:57
  No, it isn't a matter or take it easy.
• 23:00
  Nightingale. Good intentions, Zig Ziglar.
• 23:03
  You can get enough of what you want if you help other people
• 23:06
  get what they want. No, be Zig Ziglar.
• 23:08
  Be that. Excuse me?
• 23:11
  Our whole field is built on good intentions that we're trying to
• 23:14
  get people to get to where they want to.
• 23:16
  That's what we call value exchange.
• 23:19
  I hope you get what you want. And because of that, you give me
• 23:23
  money. Isn't that why this podcast is
• 23:25
  here? I'll show you guys the promised
• 23:27
  land. In return, you turn around and
• 23:30
  you say, guy, I appreciate you come and do this consulting
• 23:35
  session for me and then you just transfer 2.5 million into my
• 23:38
  account. That's how it works.
• 23:40
  I have good intentions. I'm helping you get somewhere.
• 23:42
  You will help me get somewhere. I'm not making this thing up.
• 23:48
  All these people that I'm calling now, older than me by
• 23:50
  far, all these people, Senior, my Papa, all these names, I'm
• 23:53
  calling Nightingale and Ziggler self their own day.
• 23:56
  So this is something that you can verify.
• 23:58
  Then another requirement. For selling, everybody says it
• 24:01
  that you need to process. Oh yeah, let's look at some of
• 24:04
  the youngish ones like Grant Cardone, at least Cardone.
• 24:07
  At least Cardone should be like I would now and I kind of 60.
• 24:12
  He talks about the. Importance of a sales process.
• 24:15
  Tom Hopkins OK, Tom Hawkins, now I know old maybe he don't be
• 24:18
  like, I don't know, I'm just guessing maybe 7080.
• 24:21
  He talks about the process for what's the process again, sales
• 24:28
  acceptance, sorry, sales resistance and sales acceptance
• 24:31
  for getting rid of sales resistance that when you meet
• 24:34
  people, ordinarily people are uptight, then they fear.
• 24:38
  Nobody wants to be taken advantage of, especially in
• 24:40
  Nigeria now that we have what's it called, hyperinflation.
• 24:49
  So people they fear. So the money that they have
• 24:52
  they're holding you closely. So Tom Murphy's in saying that
• 24:55
  you need a process, don't you need somebody, You should be
• 24:58
  able to regard them well, calm them down, let their mind be
• 25:02
  cool. They will be talking honestly
• 25:04
  because you can't have a friend conversation because in the
• 25:06
  beginning then they fear. So their wallets, they'll hold
• 25:09
  it close to their chest. Ask them any.
• 25:13
  Question. They won't say PIM because they
• 25:15
  don't want to reveal where they're coming from because as
• 25:17
  far as they're concerned, this person there's in front of me is
• 25:20
  a charlatan, is a quack, is a criminal.
• 25:22
  I don't want to be taken advantage of.
• 25:24
  You see the reason why we need to take control of this
• 25:26
  narrative? None of these two sides to sales
• 25:28
  thing. Neil Rakam talks.
• 25:33
  About the importance of process, it is book.
• 25:36
  What's it called again? Spin selling.
• 25:38
  I think spin selling was like 1976 or maybe 1986.
• 25:42
  Like you sure what I'm saying? We're talking about some 50 year
• 25:44
  old books here. She talks about the.
• 25:49
  Process that top sales people go through to be able.
• 25:56
  To diagnose what the. Customer wants and to be able to
• 26:00
  move the deal forward step by step and then close the deal.
• 26:04
  That's process. Another thing, requirement,
• 26:07
  another thing that's a requirement for selling
• 26:09
  advancements and the idea behind the advancements.
• 26:12
  I came across this thing in the Oracam's book.
• 26:15
  The same books been selling. My life has never been the same
• 26:18
  again. My mind has never been the same
• 26:19
  again. I don't look at selling the same
• 26:21
  way again. Now Neil Rackham.
• 26:24
  Calls it advancements, other people call it something else.
• 26:30
  There's some people that call. It what is it called again?
• 26:33
  Upfront contracts, you know, like it goes by different names,
• 26:35
  but just the idea that you're having a conversation with
• 26:38
  someone unless you and the other person agree mutually that, OK,
• 26:42
  we finish this stage, this is what we ought to do next.
• 26:45
  Unless you are securing advancements, your deal is going
• 26:48
  nowhere. You will end up being ghosted.
• 26:52
  Requirements for selling. Advancements.
• 26:55
  All of these ideas predate me. You can go and check.
• 27:01
  Need analysis. Requirement for selling
• 27:04
  something Ben Tracy has been talking about since since since.
• 27:11
  How do you figure out? What it is that people want if I
• 27:14
  Zig Ziglar, you can help you can get what you want if you if you
• 27:18
  help people get what it is that they want.
• 27:19
  At the beginning, we just had to figure out exactly look, what
• 27:21
  does this person want to achieve first?
• 27:24
  Then we'll help the person get there and then in return I'll
• 27:27
  collect something. That's what we call value
• 27:30
  exchange. I give value, I collect value.
• 27:32
  That's what it be. Another thing required.
• 27:38
  For selling, follow through. Or what those cool.
• 27:43
  People say always be closing shy, you must be on the move.
• 27:47
  You understand, You know, temple with a grind, with a grind
• 27:51
  amount with those with a move, always be closing.
• 27:55
  Also a requirement for selling because whether I like it or
• 27:58
  not, you can't go one step forward and then relax and then
• 28:01
  say something will close. No, they happen like that.
• 28:03
  Now you know, it's as if let's say you like your babe, you tell
• 28:07
  the baby what's up, how you doing now?
• 28:08
  She said. You know what's up?
• 28:09
  You guys talk day after day. Now just you.
• 28:11
  You're expecting that she will now come and meet you.
• 28:15
  It's the same thing. In business now.
• 28:18
  You go out there. You try and you know, you try
• 28:21
  and close some deals, you try and collect something, but then
• 28:24
  you know, you make one or two most.
• 28:25
  You now relax. You think he's the customer that
• 28:28
  will now come and meet you and say come take my money.
• 28:34
  So like I say. If we keep talking about this
• 28:36
  thing, we'll talk about this thing from now until tomorrow,
• 28:40
  but. These are the things.
• 28:43
  These are the requirements that you need for selling.
• 28:46
  So there are no two sides. Please, anybody that you put on
• 28:49
  the desperate side, even Jordan Belfort, listen to his podcast,
• 28:53
  listen to the guy, hear him himself, even he himself, even
• 28:58
  he admits the guy knows he sheet for church.
• 29:00
  He knows. He says it.
• 29:06
  There's no desperate. Size anybody?
• 29:09
  No conscience on bridal greed, Wolf of Wall Street any you
• 29:12
  know, you're a charlatan, you're a quack, you're a criminal.
• 29:17
  Well, Jonah Belfort, the guy, don't you know the guy don't
• 29:20
  reform. So I would recommend his
• 29:22
  podcast. Actually some interesting takes.
• 29:24
  It's just that, you know, he's not a philosopher.
• 29:27
  So when the guy come to talk philosophy, I'm like, guys, stay
• 29:29
  in your lane now. Nobody sales stay in your lane.
• 29:34
  You know here and his guest the. Guriyan philosophy, the Guriyan
• 29:37
  the economics and then next thing you know they start
• 29:41
  talking about a transcendental humanism and I'm like hell these
• 29:45
  people self now calm down. I came here because I want to
• 29:48
  learn how to sell what is all these extra thingy people are
• 29:50
  talking? Anyway I shouldn't?
• 29:52
  Complain because of me to a Misian on my podcast.
• 29:54
  So I'm just bringing it to a close.
• 29:56
  Speaking of Misiani, because it's already 30 minutes now,
• 29:59
  talk about all these things and applying it to your business can
• 30:01
  be tricky. So if you need me to look at
• 30:03
  your particular circumstance, it's not a problem.
• 30:05
  Call me, send me a text message or WhatsApp message on
• 30:08
  08064662140. You want a sale audit then reach
• 30:15
  out to me same number 08064662140.
• 30:20
  You would like to join my WhatsApp channel then hit me up
• 30:23
  on the same number and we'll hook you up.
• 30:26
  But shall please my brothers and sisters let us stop thinking
• 30:29
  that there's two sides to selling anybody with misbehave
• 30:33
  it's not a salesperson person is a crook person is a criminal.
• 30:38
  So decide which one you want to be all right.
• 30:43
  Just decide. Obviously some paths are wrong,
• 30:46
  but let's just present that. There's no wrongness.
• 30:48
  Just decide. And then only with your full
• 30:50
  chest. So there are people that decided
• 30:53
  right from when we entered over you back in the day.
• 30:57
  There's no people that decided that.
• 30:59
  You know what? Against our odds, you know any
• 31:03
  which way, Yahoo, Yahoo students, Union, thuggery,
• 31:08
  politics, you know, just own it with your full chest.
• 31:14
  But be clear. What you are, what you're not.
• 31:19
  Don't engage. You on bridal greed and say and
• 31:21
  that sales now no, no B sales that is Charlotte Andry that is
• 31:25
  quackery, it is criminality. Alright, let me run.
• 31:30
  I'll. Catch you guys some other time.