Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / A Structured Plan for Client Conversations

Transcript

A Structured Plan for Client Conversations · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the podcast.
• 0:03
  Today's episode is going to be, well, not going to be actually,
• 0:07
  it's one of those late night episodes.
• 0:10
  So I can't talk really loud because I don't wake up the
• 0:13
  whole house. I don't want wifey and the kids
• 0:15
  to wake up and be like, what's this old man doing again?
• 0:19
  Anyway? So today what we're going to be
• 0:21
  talking about on the podcast is we're going to explore more
• 0:24
  ideas about building rapport in business.
• 0:27
  Now, for those of you who've been listening for a while, you
• 0:30
  know, the reason why we're still on this rapport business is
• 0:33
  because I've happened to catch some chatter on LinkedIn where
• 0:38
  people are asking questions around these sorts of things.
• 0:42
  And unfortunately, there are some people who have some very
• 0:45
  half baked ideas about these things and they're throwing
• 0:49
  their ideas about on LinkedIn. And and I just don't want those
• 0:55
  of you who listen to this podcast to be LED astray in case
• 0:59
  you've been coming across, you know, these kinds of
• 1:02
  conversations. Now, there is one thing that
• 1:06
  I've some of these people have said on LinkedIn that is
• 1:09
  absolutely correct. And that is that building
• 1:14
  rapport is not just about asking random questions.
• 1:19
  Now, the reason why I want to emphasize that, Avi, does it
• 1:23
  emphasize any? The reason why I'm going to
• 1:25
  agree with that over here and expand on it just a little bit
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  is because if you follow any sales offer, let me just put it
• 1:39
  that way, if you follow any sales author on the Internet,
• 1:42
  whether Nigerian or foreign, there's some stuff that we've
• 1:46
  said about rapport, which is that building rapport involves
• 1:52
  asking questions. And that is correct.
• 1:55
  But unfortunately, lots of people don't give very helpful
• 1:57
  guidelines about the kind of questions that you are supposed
• 2:00
  to ask. Oh, by the way, if this is your
• 2:02
  first time listening to the podcast and you don't know what
• 2:05
  rapport is, then this is kind of like a Part 3 or maybe a part 4.
• 2:10
  So after you're done listening to this episode, skip back,
• 2:12
  listen to two or three more episodes and you get caught up
• 2:15
  to speed. But basically rapport is the
• 2:19
  state in the business relationship or in the sales
• 2:24
  conversation where we're trying to achieve a certain level of
• 2:27
  ease, a certain level of comfort, a certain level of
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  familiarity between you and your potential customers so that
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  everybody's cool and you guys can have a serious business
• 2:37
  conversation. So those are the things that
• 2:40
  we're trying to set up when we talk about rapport.
• 2:44
  So in previous podcast episodes, I've spoken about the 5 W
• 2:50
  framework, which is who, why, what, where, when?
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  And some people say how, even though how doesn't start with
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  an, doesn't start with AW, obviously.
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  Well, that's the five W framework.
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  Who, why, what, where, when? And I've mentioned that when
• 3:07
  we're trying to build rapport with potential customers,
• 3:10
  potential clients, potential investors, whoever it is you're
• 3:13
  having a conversation with, so long as you're having open-ended
• 3:16
  conversations with people that start with, you know, who I
• 3:19
  what, where and when you should be making good progress.
• 3:24
  But looking back now, I don't think I gave a certain idea as
• 3:30
  to the kind of structure that these questions should be built
• 3:33
  around. So that's the reason I'm making
• 3:35
  today's episode. So First off, if you listen to
• 3:38
  the former episodes about building rapport and you liked
• 3:41
  everything that you've heard, cool.
• 3:44
  If you've tried applying some of those things, you know even
• 3:46
  better. But I forgot to mention then, so
• 3:48
  let me make mention it now. The questions that you're going
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  to be asking your potential customer, the potential client
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  should be built around their own needs, the needs of the person
• 3:59
  that you have in the conversation with.
• 4:01
  So don't just ask questions, who, why, what, where, when, how
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  in a very general sense, but the question should be oriented
• 4:09
  towards the person. So there's an old framework, a
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  much older framework from Zig Ziglar that I've spoken about on
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  the podcast before, and that is Pogo.
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  Pogo, that's an acronym. And each of the letters in this
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  acronym stands for something. Now, forgive me, I don't think I
• 4:31
  can remember the last OI think the first is a person, the next
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  is organization, the next is goals and objectives or
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  something like that. But either way, when you're
• 4:43
  having a conversation with someone and you're trying to
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  build rapport with the person, you should be asking them
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  questions, you know, personal questions about them because
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  you're trying to figure out who they are.
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  Then organization, you should be asking them questions, you know,
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  carrier questions around their business, you know, things like
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  that. Then goals, you should be asking
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  them questions around their goals, what they're trying to
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  achieve, and then say objectives or outcomes.
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  And I can't remember, but you get the sense.
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  So Zig Ziglar, the legendary Zig Ziglar, what he says is when
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  you're talking to people in a business context and you're
• 5:18
  trying to build rapport, you should be asking questions about
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  them. Personal questions,
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  organizational questions, career questions, business questions,
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  questions about their goals, questions about their outcomes.
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  Shah, you're trying to ask questions about the people them.
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  Now that is what gets you to build a certain level of rapport
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  with them. Now, if you're not for all these
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  fancy acronyms like Pogo, a simpler approach basically is
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  when you're having a conversation with person a
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  person and you're trying to close the deal.
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  You're trying to close this here with the person.
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  You should be trying to figure out some very simple following
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  elements. Number one, you should try to
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  figure out who this person is. Then you should also try and
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  figure out the person's background.
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  Then you should also try and figure out the particular
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  problems that the person has at the moment or try and figure out
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  the particular vision that the person is seeking to achieve in
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  their business life or in their personal life.
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  When you have conversations with people using this kind of
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  framework, I'll be using this kind of backdrop, it is then
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  that you have the information that you need to be able to
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  build relationships effectively and make a convincing proposal
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  or a convincing sales pitch later on down the line.
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  So these kinds of approaches, the reason why they're important
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  is because they help the other person to feel seen and they
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  help the other person to feel validated.
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  So that is the reason why when we're trying to build rapport
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  with people is not just about asking conversation.
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  Those are just about asking random questions.
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  Anyhow. The questions that we ask should
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  have a certain goal towards them, should have a certain feel
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  towards them, and that's the reason why I'm making today's
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  podcast episode. So if you're trying to do
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  anything else, if you're asking questions randomly, if you're
• 7:30
  not focused on this person, what their needs are, what their
• 7:33
  goals are, what the outcomes they're trying to achieve, then
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  at the end of the day, it's going to look like a random
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  conversation. And it's going to be a nice
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  conversation. But it's a conversation that
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  won't have any particular goal. And it's a conversation that
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  won't have any particular structure to it.
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  And it's a conversation that ultimately is not going to help
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  you move the person towards buying your product or your
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  service. This has been your first time
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  listening to the podcast. My name is Tavishima Ayede, I'm
• 8:00
  a former lawyer turned business consultant.
• 8:04
  And if you like these sorts of things, subscribe to the podcast
• 8:06
  on Spotify, Apple iTunes, or you know, wherever it is that you
• 8:11
  listen to your podcasts, then if you'd love to connect with me,
• 8:16
  you can call, send me a text message or a WhatsApp message on
• 8:19
  08064662140. I'd love to hear particularly
• 8:26
  from people who have potential clients, potential customers.
• 8:32
  You're trying to build rapport with your potential customers
• 8:35
  and you don't seem to be making any progress whatsoever.
• 8:38
  Then reach out to me. Let's see if we can help you put
• 8:42
  more structure and get more effective with the kinds of
• 8:47
  conversations that you're having with your prospects and with
• 8:50
  your potential customers. Also, I'd love to hear from
• 8:53
  people who are trying to build businesses.
• 8:57
  You have 345 ideas and you haven't particularly made
• 9:01
  progress with any single one. So reach out to me so we can
• 9:04
  help you start your business journey or to build your
• 9:08
  business in the three easy steps.
• 9:10
  So we're going to teach you how to select the right idea first
• 9:14
  of all, instead of juggling 3 or 4 balls at the same time.
• 9:17
  Then we're also going to help you validate the business idea
• 9:21
  so that we select the idea that has promise to it, the idea that
• 9:27
  people are willing to pay for and the idea that people are
• 9:30
  willing to pay good money for. And then after that, we're also
• 9:32
  going to help you build a selling system around that
• 9:37
  particular idea. So that's it.
• 9:40
  And that's all for today. Thank you very much guys for
• 9:42
  listening. I will catch you all some other
• 9:45
  time.