Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How Broken Sales Processes Are Killing Your Bottom Line

Transcript

How Broken Sales Processes Are Killing Your Bottom Line · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. Before we begin, apologies
• 0:05
  because today I am not in my recording booth, so expect to
• 0:08
  hear some noise beading in from the background.
• 0:11
  Now today we're going to be looking at process related
• 0:14
  issues in your business and how those can lead to declining
• 0:18
  sales performance. If this is your first time of
• 0:20
  listening to the show, if you scroll back a couple of
• 0:23
  episodes, maybe three or four, you'll see that we've been
• 0:26
  looking at how to improve sales performance.
• 0:28
  But coming at it from an another angle, we've been pretty much
• 0:31
  trying to figure out what are the things that causes your
• 0:34
  business sales performance to go down so that we can tweak all
• 0:39
  those individual stuff. So this your first time
• 0:42
  listening to the show. After listening to this episode,
• 0:44
  if you want a wider context, make sure that you scroll back,
• 0:48
  listen to the last three or four and you're going to get a richer
• 0:51
  understanding of what it is that we're discussing today and how
• 0:55
  all the elements from other kinds of problems, how it all
• 1:00
  works together. So today we're going to be
• 1:02
  looking at process related issues and how that causes your
• 1:06
  sales team or your sales performance to decline.
• 1:08
  Yesterday we looked at people related issues when your sales
• 1:12
  people themselves are the problem.
• 1:14
  And I also hinted on when you the business owner is the
• 1:17
  problem or you the sales manager is the problem.
• 1:21
  Because let's be realistic, we're all humans.
• 1:23
  So it's not every single time that is going to be their fault
• 1:27
  that they're not doing a good job.
• 1:28
  Sometimes it is your fault as business owner, your fault as
• 1:32
  Madam CEO, your fault as auger business owner.
• 1:37
  So today, process related issues.
• 1:39
  Now what are process related issues?
• 1:42
  Process related issues could be things like you guys have an
• 1:45
  ineffective sales process or an inefficient sales process.
• 1:51
  But actually what happens most of the time is that people have
• 1:55
  a non existent sales process to begin with.
• 1:58
  So you'll find that someone has a shop where you sell.
• 2:05
  What was that example I gave Baby Gap?
• 2:07
  So you're selling imported clothes from the UK and from
• 2:10
  America. So Baby Gap from America and
• 2:13
  then Mamas and Papas from the UK.
• 2:15
  What you find is Madame sets up the shop and then she gets one
• 2:21
  of her younger cousins, doesn't give the younger cousin any
• 2:24
  training whatsoever. And you just tell your cousin,
• 2:27
  have your bath, dress up, makeup, sit in the store, attend
• 2:31
  to customers, but you have not given your junior cousin any
• 2:35
  kind of training whatsoever on what to do when people walk into
• 2:38
  the store, how to have conversations with them, are
• 2:41
  they the right person, how to upsell, how to cross sell, all
• 2:44
  these sorts of things. You just make sure that she's
• 2:46
  smelling nice, she's fine, she has dressed well, and she knows
• 2:49
  how to use the cash register to scan the items and to
• 2:54
  troubleshoot if anything happens with the POS so that you can
• 2:57
  collect your money. Well, First off, you've done
• 3:01
  well trying to get the business to grow beyond you and of course
• 3:06
  trying to give your younger cousin some experience, some
• 3:09
  real world experience. So you've done well, but you
• 3:13
  need to take it a step further. You also need to make sure that
• 3:18
  you have a sales process or a sales methodology in place and
• 3:23
  then train her up on that and that is how your business is
• 3:27
  going to be able to grow. Then process related issues also
• 3:31
  include situations where you have poor lead quality.
• 3:34
  A lead is just anybody who has raised their hand or who has
• 3:38
  done something to say I might be interested in your product or
• 3:42
  your service. So poor lead quality just means
• 3:46
  you are not getting enough people to raise their hands.
• 3:49
  So of course you've enough. If you don't have enough people
• 3:51
  saying I might be interested, where are you going to get the
• 3:54
  sales from? So you can see how we have a
• 3:58
  poor process of generating leads, how that leads to
• 4:03
  business problems later and then unqualified leads.
• 4:07
  Now, a lead is someone who has raised their hand to say I might
• 4:10
  be interested. But The thing is this, it is not
• 4:13
  everybody who raises their hand to say I might be interested in
• 4:15
  your product or your service. That might be a qualified lead.
• 4:18
  A qualified lead, it just means the person meets your own
• 4:21
  criteria for doing business. So back to the example of Mamas
• 4:24
  and Papas and the lady who sets up the shop.
• 4:27
  So you set up your shop in Wusetu in Abuja or in a Lausa in
• 4:30
  the Kedja, you know, whatever and then you have this, your
• 4:34
  shop but what you are selling is mid range.
• 4:38
  I don't know if Baby Gap is mid range or high range or you know,
• 4:42
  I have no idea. But for those of you who know,
• 4:44
  just roll with me. So you're selling Mamas and
• 4:47
  Papas and you're selling Baby Gap.
• 4:51
  Mamas and Papas and Baby Gap is good quality stuff for kids, but
• 4:56
  it's not every single parent that is going to buy Mamas and
• 4:59
  Papas and Baby Gap and let me know like you when we were in
• 5:03
  the UK and we bought some of those stuff, it's just because
• 5:06
  I'm married to my wife as it left me alone.
• 5:08
  Why would I be buying Baby Gap or why would I even buy Mamas
• 5:12
  and Papas where we got one Mamas and Papas stroller.
• 5:15
  And I admit I won't lie man, those things are good quality as
• 5:18
  in those strollers they've lasted.
• 5:21
  This is this is over a decade and the strollers are still
• 5:25
  there. In fact, the fold up bed from
• 5:27
  Mamas and Papas, not only is it still there, it's been used by
• 5:31
  four children now in our family, two of my kids and then for my
• 5:35
  cousin, three of his own kids. So that's five.
• 5:39
  So I, I won't lie like that stuff is good quality.
• 5:42
  But the point I'm just trying to make is you're selling all this
• 5:45
  high end stuff and some people say I might be interested, of
• 5:47
  course they'll be interested because they're about to have
• 5:49
  your babies and they want good quality.
• 5:51
  So yeah, definitely. But then if you have an idiot
• 5:54
  like me walk into the shop, the person will say how much for
• 6:00
  shirt on top? Only one.
• 6:03
  And then the person will start trying to haggle and the person
• 6:05
  will bring down your morale and you feel as if this business
• 6:08
  cannot work. Actually, the business can work.
• 6:11
  It's just that I am not a qualified lead for you who is in
• 6:16
  that kind of business. So if you're getting leads,
• 6:19
  people who are raising their hands are saying I'm interested,
• 6:21
  but they're not qualified leads. It's going to cause all kinds of
• 6:24
  problems. You start to think maybe this
• 6:26
  business can't work. And then meanwhile if you bought
• 6:28
  all your items at let's say 50,000 naira for one, and you
• 6:35
  want to sell it at 75, so you make 25K markup, you now feel as
• 6:38
  if limit discount. You start reducing your markup
• 6:41
  and you see that your business starts offering.
• 6:43
  So we also need to have a good process for bringing in not just
• 6:48
  any kind of lead, but the right kind of lead.
• 6:51
  So somebody who raises their hand to say I might be
• 6:53
  interested, but not just that, someone who might be able to
• 6:57
  afford the kind of merchandise that you're selling.
• 7:00
  There are another process related problem is lack of sales
• 7:04
  enablement. And I've told you guys over here
• 7:06
  in the past that sales enablement just means you have a
• 7:10
  process, you have a methodology, but then you now train people up
• 7:14
  in the way that they should sell and they will not depart from
• 7:17
  it. So train them up and you will
• 7:20
  get the results. Sales enablement not just means
• 7:23
  training, it also means provide them the adequate tools or
• 7:27
  resources. And that ties into the next one,
• 7:30
  which is inefficient CRM usage because CRM is one of those
• 7:34
  tools that people need. So for your niece who is selling
• 7:37
  in your shop in Wu, say two or in a Lausa, it's not just POS
• 7:41
  that if you train her on that, this is how you accept payment,
• 7:44
  this is how payments decline. This is how you record, you
• 7:47
  reject payment and blah, blah, blah.
• 7:49
  And this is how you work the cash register.
• 7:51
  You also, if you train up, this is a CRM tool.
• 7:54
  When you talk to customers, excuse me, this is the kind of
• 7:58
  information that you get from them.
• 7:59
  This is how you store the information.
• 8:01
  This is how you schedule reminders so that if the woman
• 8:05
  came and she bought baby clothes and her baby is 6 months old,
• 8:09
  there should be a reminder in the CRM so that six months from
• 8:12
  now, we'll call up to say, hey, Madam, how are you doing?
• 8:14
  Babies up to one year old. Abby, happy birthday.
• 8:17
  We thank God many more blessings, blah, blah, blah.
• 8:21
  Because that is how you're going to be able to build
• 8:22
  relationships and get Madam to come and now start buying things
• 8:25
  for one year old because remember, she came to the shop
• 8:28
  and bought for six months. The goal is to get Madam to buy
• 8:33
  not just for one year, but to buy for two years. 2 1/2 You
• 8:38
  want to keep Madame as a customer over the long haul
• 8:40
  because Madame comes and buys once and you make 25K on that
• 8:44
  purchase. It's OK, it's not bad, but the
• 8:47
  real sweet profits is. If Madame buys now, you make
• 8:50
  25K, and then she's happy with the purchase.
• 8:53
  When baby turns one, she comes and buys two or three more
• 8:55
  items, you make 75K, and then she's back next year a couple of
• 9:00
  times and then she talks to her friend.
• 9:01
  So that's where the real money, that's where the sweet money
• 9:03
  comes. So we also need to train people
• 9:05
  up on how to use the CRM efficiently.
• 9:10
  And we also need to do other kinds of sales enablement.
• 9:13
  So a lack of sales enablement processes and a lack of CRM or
• 9:18
  train people how to use CRM, these are some of the things
• 9:23
  that cause your sales performance to keep going down
• 9:26
  and down and down. So all these things that we've
• 9:29
  listed, they can also be problematic for a number of
• 9:32
  reasons because First off, if you don't have a sales process,
• 9:35
  you know, when we're talking about inefficient sales process
• 9:37
  or non existent sales methodology, then what that
• 9:40
  means is that everybody's just freestyling and it's a problem.
• 9:43
  It's a problem if when you are in the shop, you're trying to
• 9:47
  sell one way. When your junior cousin is in
• 9:49
  the shop, she she's selling one way.
• 9:52
  When your older son comes in on Wednesday, he he's selling
• 9:54
  another way. It's a problem because
• 9:57
  everybody's just freestyling and it's not possible to iterate and
• 10:01
  improve the selling process when everybody's just freestyling up
• 10:04
  and down. Everybody should be using the
• 10:06
  same script, using the same style, using the same scope,
• 10:10
  using the same framework, using the same whatever it is that you
• 10:13
  want to call it. That way, you and your son and
• 10:16
  your junior cousin, you guys can be able to have discussions at
• 10:18
  the end of the week on Friday to say, ah, mommy, I know you say
• 10:22
  we should be talking like this, like this, like this, but this
• 10:24
  thing is not work, you know? So by the time your junior
• 10:27
  cousin says this, your son says this, your husband says this,
• 10:29
  you will now know that, OK, this part of the sales process, this
• 10:32
  is how we need to change it so we can get this business to
• 10:35
  move. That is not possible if you guys
• 10:38
  don't have a sales process and if everybody just freestyling up
• 10:41
  and down. So this freestyling thing,
• 10:43
  please cut it out. You guys need to come up with a
• 10:46
  process and everybody has to be on board.
• 10:48
  If this is your first time listening to the show, no
• 10:51
  worries. Skip back a couple of episodes.
• 10:53
  I've already done, OK, I can't remember the episode, but you
• 10:57
  will hear how I said everybody like we need to come up with the
• 11:01
  sales process, a selling framework, a sales script, a
• 11:03
  sales methodology, the scope or whatever it is you want to call
• 11:07
  it, and everybody needs to be trained upon it.
• 11:10
  So just after you're done listening to this, skip back,
• 11:12
  listen to previous episodes. Then another problem with no
• 11:17
  sales process or everybody freestyling is this the brand
• 11:21
  projection that you're trying to make for this business will not
• 11:23
  become incoherent because remember, you are the one who
• 11:26
  has set up this business. So you think this is how my
• 11:29
  customers should feel. This how should treat them.
• 11:31
  So you're trying to project one kind brand, but you didn't train
• 11:34
  up your younger cousin. She comes tomorrow and she she's
• 11:37
  just doing thing anyhow, maybe for you, you think let's be
• 11:40
  nice, let's be professional, address everybody as Mr. so so,
• 11:44
  so and so. No chewing gum when you're in
• 11:46
  the store, your younger cousin comes in maybe different age
• 11:50
  bracket. She thinks you can't be on first
• 11:52
  name with everybody and she's a stranger in gum.
• 11:54
  You know, you can see how the problems in brand projection,
• 11:59
  market positioning and what not start to happen because you
• 12:02
  didn't have a process that says this is how we start, this is
• 12:06
  how we address people, this is how we dress and this is the
• 12:10
  culture. This is what is acceptable.
• 12:12
  This is not this is what is not acceptable.
• 12:16
  So these are problems that they can cause.
• 12:18
  Also, another problem for not having a sales process is if you
• 12:22
  don't have one, sales people are going to make promises you can't
• 12:24
  keep. One day your son is going to be
• 12:26
  in the store, he's going to try to be enterprising and then he's
• 12:29
  going to say, ah, no problem, we have warranty and we have
• 12:31
  guarantee on this baby Gap product.
• 12:34
  Meanwhile, you if you don't want to do guarantees or warranties,
• 12:38
  these problems will start arising.
• 12:40
  Your people who are selling your behalf and start making promises
• 12:42
  that you can't keep. You're not running into a
• 12:44
  problem. The solution is just implement
• 12:47
  sales training. You don't have to bring someone
• 12:50
  in like me and pay me hundreds of thousands.
• 12:52
  If you do, I'll be happy and I want your business to succeed.
• 12:56
  So I'm going to give it my all. But I have over 900 episodes
• 13:01
  available over here on the podcast.
• 13:03
  They're here as free learning resources that you can take
• 13:08
  advantage of. So take advantage of them, use
• 13:10
  them, come up with your own system.
• 13:14
  You can do some sales training. In fact, it can be better for
• 13:16
  you that way so that by the time you bring somebody on me on
• 13:19
  board, the person like me can say, OK, what have you guys
• 13:22
  tried so far? What worked, what didn't work?
• 13:24
  You're not going to be able to make progress because you have a
• 13:26
  certain sense of the fundamentals.
• 13:28
  So the solution, sales training, pay attention to podcast like
• 13:32
  mine doesn't have to be me, the other podcast out there and
• 13:35
  other YouTube videos. Then for ineffective sales
• 13:39
  processes that happens when there's no clear structure for
• 13:42
  lead qualification, lead nurturing and closing deals.
• 13:46
  Now remember that the lead is anybody who has raised their
• 13:48
  hand to say, I might be interested.
• 13:50
  Qualification is the process of making sure that the people
• 13:54
  we're talking to, are they my kind of people?
• 13:57
  Because the fact they sell Mamas and Papas, stroller, feeding
• 14:02
  bottle, blah, blah, blah, doesn't mean any kind Mama and
• 14:05
  Papa should enter your shop. And there are certain kinds of
• 14:07
  Mamas and Papas you're looking for.
• 14:09
  So you need to have a clear structure for that.
• 14:12
  When we're designing Flyers, we will only drop the flyer in
• 14:15
  these kinds of school or these kinds of churches because this
• 14:18
  is where we expect certain kinds of Mama mommies and daddies to
• 14:21
  come from. You know, don't want to drop it
• 14:23
  in Whistle One primary school, that one is a public school.
• 14:26
  Those people who come here, they will even see the AC in our
• 14:30
  shop. They'll be intimidated, they'll
• 14:31
  go away. They won't even ask anything.
• 14:33
  We need to drop it at this private school or Luma or
• 14:36
  private school. What's that big one again?
• 14:40
  And you know all the big schools in your area.
• 14:42
  So you guys need to have a clear structure and the process for
• 14:45
  these sorts of things. So how are we going to get
• 14:48
  leads? How are we going to qualify
• 14:49
  leads? How are we going to nurture
• 14:51
  leads? Lead nurturing is important
• 14:53
  because now everybody there is going to buy.
• 14:54
  There are some people that enter your shop who are genuinely big
• 14:56
  boys or big girls. But let's say the guy that
• 14:59
  entered the shop is just him. It's just a guy alone.
• 15:02
  He has been hearing his wife talk about Mamas and Papas.
• 15:04
  So he just entered just to see. So it's not so if he can't
• 15:07
  afford anything, it's just that for him he doesn't know anything
• 15:11
  about babies clothes and feeding bottle and everything.
• 15:14
  So he has seen and is like OK, the place is OK.
• 15:16
  In his heart of hearts, he intend to return later with
• 15:19
  Madam. You now need to be able to be
• 15:22
  skilled at starting a conversation, getting his
• 15:24
  contact details, building a relationship with him, and
• 15:27
  making sure that he comes back later with Madam, who is the one
• 15:31
  who is particular about what kind of feeding bottle or which
• 15:34
  kind of stretcher. Sorry, not stretcher.
• 15:37
  Hey, look at me. I say stretcher.
• 15:38
  Stretcher is for hospital. I mean, stroller.
• 15:43
  Yeah, stroller. That's one they put baby inside.
• 15:46
  So which kind of stroller or which kind of baby blanket or
• 15:49
  which kind of baby, excuse me, baby curtain and then stuff like
• 15:52
  that. So we need to have a clear
• 15:55
  structure, clear process for things like that.
• 16:00
  So we need to have very clear ideas.
• 16:03
  We need to agree you and your husband running the shop, your
• 16:07
  niece or your nephew who is selling for you during the
• 16:09
  holidays. You guys need to have clear
• 16:11
  agreement. Who is your ideal customer when
• 16:16
  we're having conversations with them?
• 16:18
  What's the kind of data we're trying to capture?
• 16:19
  What's the system for follow up? All these sorts of things.
• 16:22
  In fact, delayed follow up and a lack of lead prioritization.
• 16:28
  Sorry, forgive me. That also is a problem already
• 16:32
  defined lead, lead, lead. So no need to define again.
• 16:35
  But prioritization, that's a new term, at least for this episode.
• 16:40
  It just means you don't pay equal attention to everybody.
• 16:45
  There's somebody who will come into the shop who is clearly a
• 16:47
  worker pass. Don't waste time with the worker
• 16:49
  pass. You know, he's just curious.
• 16:51
  Then there's somebody who is an Odugu was coming, but who is not
• 16:56
  educated on these sorts of things and who wants to come
• 16:58
  back with Madam later. Then there are those cases where
• 17:01
  Odogo comes in with Madam and they are paid up and they're
• 17:05
  ready to buy something. Now, if those three people are
• 17:08
  in the shop, you need to prioritize the worker pass.
• 17:11
  You need to be able to politely allow him to work up pass or let
• 17:14
  him look at inventory. The father who is just looking
• 17:17
  through and he has no idea, but everything looks all right.
• 17:20
  He wants to come back with Madam later.
• 17:22
  You need to find a way of quickly building some rapport,
• 17:25
  collecting his contact details and then following up with him
• 17:28
  afterwards. But then the Odogo and his law
• 17:31
  law who are in the shop now I will have money, dollars to
• 17:35
  spend. Now you need to spend time with
• 17:37
  those people now. See, that's what we mean by
• 17:40
  price as a prioritization. Leads are passing through, but
• 17:45
  not all. Just like not all fingers are
• 17:47
  created equal, not all leads are created equal.
• 17:49
  So I'm not saying the worker pass is a rubbish human being
• 17:52
  that you should disrespect him. No, all human beings are created
• 17:56
  in the image of God and everybody deserves respect.
• 18:00
  But you know, this is about business.
• 18:01
  I'm trying to capture some money here.
• 18:03
  I'm trying to capture some value here.
• 18:05
  So I'll prioritize who it is that I have to deal with at the
• 18:08
  moment and in what context. But of course, be respectful to
• 18:11
  everybody. Mine's one shop where we went
• 18:14
  into, my wife was looking at it and she picked it up and she
• 18:18
  looked at some stuff and everything.
• 18:20
  And the way the sales girl was just behaving, I just told my
• 18:22
  wife, look, let's leave. Then my wife started, my wife
• 18:25
  started laughing. I said no, that let's leave,
• 18:26
  that this is absolute rubbish. I mean, like the attitude she's
• 18:28
  giving us, like if you guys are not buying, you should just
• 18:31
  leave. I said, let's leave.
• 18:32
  We'll never enter the shop again.
• 18:33
  And we left no long after the shop went out of business.
• 18:37
  And I'm told my wife that, look, I know that that's the reason
• 18:39
  why the shop went out of business, because this girl,
• 18:41
  she's the one that killed the place, should just be giving
• 18:43
  everybody attitude and people are coming there.
• 18:47
  You kind of look at somebody and say this person doesn't have
• 18:49
  money, like you're not going to buy anything.
• 18:50
  They should go. So respect everyone.
• 18:53
  But yes, prayer resides. You need to figure out who it is
• 18:56
  they're going to pay attention to.
• 18:58
  And by the way, for those of you who tell your little cousins to
• 19:01
  come and sell in your shop is the reason why I should train
• 19:04
  them this. Your cousin should be giving
• 19:07
  people attitude and then should ruin your business.
• 19:09
  And you think that people are chasing you from the village.
• 19:11
  It's not from the village. It's not that people are angry
• 19:14
  with you or people don't like your husband or whatever.
• 19:17
  The attack is not spiritual. The problem is your little
• 19:20
  cousin was not trained. She was giving everybody
• 19:22
  attitude and pissing everybody off.
• 19:24
  So people just left. And then the shop rent that
• 19:27
  you're paying inside the Plaza is high.
• 19:29
  You're paying shop rent in millions.
• 19:31
  Your baby cousin is pissing everybody off, so you're not
• 19:35
  getting revenue. That's why the business folded.
• 19:37
  It's not because people were chasing you from the village.
• 19:40
  OK, so let's see. Let me look at my list of
• 19:46
  questions here because we have done 20 minutes so to make sure
• 19:50
  that we don't spend too much time here.
• 19:54
  Where was I? OK man, what carried away in
• 19:59
  personal issues, where was I? Anyway, I think you guys are
• 20:04
  getting the gist generally. So processing can also show up
• 20:08
  in poor customer experience. You know, slow response times,
• 20:11
  lack of follow up, poor service. This is why sales training is
• 20:15
  important. I've already spoken about the
• 20:17
  CRM, that's the customer relationship management tool.
• 20:21
  It helps you to track customer interactions and what people's
• 20:24
  preferences are. Because back to that example,
• 20:27
  the mumsy that came and bought when baby was six months, you
• 20:30
  want to holler her when it is one year.
• 20:32
  You need to know her preferences because there's some people who
• 20:36
  for them baby Gap is small because everybody wears Baby
• 20:40
  Gap. Some people think that Baby Gap
• 20:42
  is for commoners, maybe for them they prefer baby Balenciaga or
• 20:47
  baby Louis Vuitton or something. So you need to know when you're
• 20:51
  calling Madame up in one year to say how is baby oh,
• 20:54
  congratulations, happy birthday, blah, blah, blah.
• 20:57
  If Madame is a baby Louis Vuitton kind of person or baby
• 21:02
  Sean John kind of person, where you call her and you're talking
• 21:04
  Baby Gap, you're insulting her. The CRM is what will help you
• 21:07
  track all these sorts of things. The CRM will say, now Madame
• 21:10
  came six months ago, this is what she bought.
• 21:13
  These are the conversations that she had.
• 21:15
  You think this is her kind of style, You know something like
• 21:18
  that. When you're calling up in one
• 21:19
  month say congratulations on sorry in six months say
• 21:23
  congratulations on baby's birth. They're trying to follow up to
• 21:25
  kind of get repeat business. You'll be able to make the best
• 21:28
  kind of solutions because you have put all these things down
• 21:31
  our preferences in the CRM. So the solution on this whole
• 21:36
  CRM thing, if you don't want to spend money, you think CRM is
• 21:41
  expensive, there are free resources that you can use.
• 21:44
  You can teach your baby cousin how to use the phone in the
• 21:48
  office, in the store, as a note taking tool and as a scheduling
• 21:52
  tool. Take notes, schedule things, put
• 21:55
  reminders, blah, blah, blah. So when you're calling Mumsy
• 21:57
  back in another six months when baby must have been one year
• 22:03
  old, you'll be able to have fruitful conversations because
• 22:05
  you're not running it from your head.
• 22:07
  It's not from memory. It's because you can actually
• 22:09
  look at the phone and you will see there Odoku Cynthia and then
• 22:13
  you see the details. She purchase blah, blah blah.
• 22:16
  She grew up US. She fancies this, this, this,
• 22:20
  this, this blah blah, blah, blah blah.
• 22:22
  Possible recommendations for one month.
• 22:24
  Is this item, this item, this item?
• 22:27
  They can have the conversation. So the phone that you put in the
• 22:30
  shop has a free resource. Then there's also Excel.
• 22:33
  Some people use Microsoft Excel and put everything like that.
• 22:36
  It's kind of rough, especially for those of us who don't like
• 22:39
  Excel. But yeah, it's available.
• 22:41
  It's something you can do. Then there's also Evernote or
• 22:44
  Trello. These are phone apps.
• 22:45
  They're actually are project management things and but The
• 22:48
  thing is, they're free. They're on your phone, you can
• 22:50
  just use them. Then also free CRM options like
• 22:53
  ODO, then there's paid options in the Nigerian market because
• 22:57
  like Zodo is not, sorry, not Zodo.
• 22:59
  Zoho is not available in Niger. So pricing is in Niger.
• 23:03
  So you don't have to do that whole dollar conversion thing
• 23:05
  anymore that you know, if your Tina Boo sneezes and the price
• 23:09
  of fuel goes up, then the monthly amount that you spend
• 23:13
  for your CRM goes up. So Zoho is not available.
• 23:16
  Pricing is now in Niger, fixed for a certain number of people.
• 23:21
  So this pretty much sums up all the problems in this category,
• 23:25
  the process problems that people can come across.
• 23:28
  So tomorrow we're going to continue with the list of more
• 23:31
  reasons why your sales performance could be declining.
• 23:34
  And then of course, we're also going to talk about things you
• 23:36
  can do to remedy the situation because what's the whole point
• 23:39
  of talking about problems if nobody's going to talk about
• 23:42
  solution? So that's all for today folks.
• 23:45
  Remember to connect with me on WhatsApp.
• 23:46
  The phone number is 08064662140 and the country code is +234.
• 23:52
  For those of you who are not Nigerian, then connect with me
• 23:55
  on LinkedIn. My name is Tava Shima Ayede.
• 23:58
  You can confirm the spelling of my name, so you can search for
• 24:00
  the right person on LinkedIn. You'll also have my e-mail
• 24:03
  address in case you want to hit me up on e-mail.
• 24:06
  You can get all this info from the link.
• 24:08
  We're currently listening to this episode.
• 24:10
  Thank you very much for your time and attention.
• 24:12
  I'll get you guys at the next episode.