Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / SPIN Selling: How to Find Your Most Promising Buyers

Transcript

SPIN Selling: How to Find Your Most Promising Buyers · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome. My name is Tavishima Aide.
• 0:04
  I solve sales and marketing challenges through business
• 0:07
  education and I'm making today's recording in church.
• 0:10
  This is the second part because my kids are having catechism
• 0:13
  now. So expect to hear some noise in
• 0:15
  the background and please spread the word so that your friends
• 0:18
  and family members can benefit from the questions that we
• 0:21
  tackle. They can subscribe on Spotify,
• 0:24
  YouTube, Apple or any player of their choice.
• 0:27
  And if you love to connect with me then you can call SMS or
• 0:30
  WhatsApp me on 08064662140. So this is a two-part up.
• 0:38
  This is the second part of what I started in the previous
• 0:41
  episode just as I had to cut it up because I have started
• 0:44
  looking at the stats and it looks like people don't like
• 0:46
  long, long podcasts. So let me see if I can just do
• 0:48
  this thing, you know, 10 * 1515 minutes, you know, sharp, sharp.
• 0:51
  Let me try, but I can't promise anyway, so I'm following up on
• 0:56
  conversations that I had with Rudolph, LC, and Shawn, who are
• 1:00
  part of the sales team for my customer who sells solar
• 1:03
  installations, inverters, batteries and all that good
• 1:06
  stuff. You know, because right now NEPA
• 1:07
  is showing me serious shaggy as we haven't had lights for like
• 1:12
  12 hours even though we're supposed to be in Band-Aid.
• 1:15
  Like the idiots. Like we're paying three times
• 1:17
  the amount that we should be paying and we've gone like like
• 1:21
  18 hours. No light.
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  Like, these guys are mad. Anyway, this podcast episode is
• 1:26
  now about my life. So I introduced you guys on the
• 1:28
  previous episode to band as a qualification and discovery
• 1:32
  framework. If it's your first time of
• 1:34
  listening, qualification and discovery just means the part of
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  the conversation where you're trying to figure out who am I
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  talking to? Is this person serious?
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  Should I be spending time with this person?
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  What is the problem that they have?
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  Can I solve it? Is this going to be a sweet
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  deal? Is this going to be a waste of
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  my time? That essentially is what
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  qualification and discovery is about.
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  And a lot of reasons why Nigerian business owners
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  struggle is because you do not have any framework for handling
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  this part of the conversation. All of you are just freestyling
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  and that's the reason why you're struggling.
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  That's the reason why you spend 5 weeks with somebody thinking
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  that is going to be a correct deal.
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  And at the end of the time, person says, I'm not interested
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  or the person says, let me discuss my husband or the person
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  says, oh, I've gone ahead with somebody else.
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  Or the person says, send me a proposal or the person just goes
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  to you. This is the reason why you do
• 2:24
  not have a qualification and discovery framework.
• 2:29
  So this your first time listening to the podcast?
• 2:31
  Listen to the previous one where I spoke about bands and then go
• 2:35
  on school up, you know, learn up.
• 2:38
  And then of course, subscribe to the podcast because these are
• 2:40
  the sorts of things that we talk about over here so that
• 2:42
  everybody can have at least some basic skills when it comes to
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  have handling sales conversations with all our
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  customers. That's the focus of this
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  podcast. So yesterday, so I know
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  yesterday because I mean last episode, although released
• 2:55
  today, you understand, I just chopped it off sharp.
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  Anyway, so last episode I introduced you guys to bands and
• 3:01
  then today I'm going to introduce you guys to spin.
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  And please, when we say spin, we don't mean what the Americans
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  mean. When Americans say spin, they
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  mean FUBU. They mean you're trying to
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  doctor something. They mean you're trying to not
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  tell the truth. They mean you're being shifty,
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  you're being shysty. So when you hear spin selling,
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  it doesn't mean fabu. We're not doing fabu here.
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  All selling is ethical or all selling should be ethical
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  because it is our hope that when somebody buys from us, they'll
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  have such a wonderful experience that they'll come back tomorrow,
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  they'll come back next week. Now we will make more money.
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  They will also refer to their friends, their family member, to
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  their wife, to their side chick, to their boyfriend, to their,
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  you know, every every you know, I don't judge well, I judge, you
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  know, but for the purpose of this podcast, I won't judge you
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  when we see in real life, if you're carrying side peace, you
• 3:50
  and me, we need to have a very serious conversation.
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  So dope is that they'll bring other people to come and buy
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  from us. So all selling has to be
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  ethical. All all selling really more
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  about that in another podcast episode.
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  So we start off with Bart and then today we're going to look
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  at spin or right now we're going to look at spin and let me see
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  how do I do this thing now? OK, so I used a live case study
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  that one of the team members was talking about, used that to
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  introduce them to spin. Now, part of the reason why I
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  was introducing spin to the team was this.
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  There are two members of the team, particularly Rudolph and
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  Elsie, who seem to use spin as a natural selling process.
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  Now, one of the my main thesis for making the podcast is this.
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  We all need a selling framework and we all need best sales
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  practices. But the problem is everybody's
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  just freestyling. But because sometimes we learn
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  sales from people, you know, we watch our guy, we learn from
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  Madam or, you know, we talk to one or two people, we learn a
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  couple of things. So there are lots of you who are
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  actually doing very good sales practices.
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  You just don't understand the theory or the dynamics behind
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  what you're doing. So it helps when you run into
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  somebody who says, guy, I see what you're doing.
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  This is what we call it in sales, and this is how to get
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  better at it. It will change your life.
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  So that's the reason why I introduced this to Rudolph, to
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  the whole team, especially Rudolph and LC, because they are
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  already doing SPIN, but they just don't know.
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  Now SPIN is an acronym which stands for situation, problem,
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  implication and Need payoff. Let me repeat, Don't worry, you
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  can always rewind this podcast so it's not a big deal.
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  You don't have to write everything down.
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  SPIN just means situation, problem, implication, and need
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  pay off. Now.
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  Just like with BANT, this stands for all the possible questions
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  that you should be asking people.
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  So for BANT you should be asking people questions around budget,
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  be asking them questions around authority, be asking them
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  questions around what do you need, and be asking them
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  questions around timelines. How soon do you need this thing?
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  So here we should be asking questions to people around
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  situation. What's the situation?
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  What's going on? Like where are we talking?
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  Thank you very much for coming to the shop.
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  How can I help you? All that is situational
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  questions. The whole point of situational
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  question is you just get the people to start to run their
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  mouth. Let them have a call, you know,
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  let them just start talking so that you know you'll not be able
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  to figure out what's going on. Now, the reason why situational
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  questions are even important is because The funny thing is, the
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  more somebody talks, the more they enjoy the conversation.
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  Some of you didn't get that. Let me repeat it.
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  The more somebody talks, the more they enjoy the
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  conversation. And put it this way, for those
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  of you who feel like you're ladies, man, you know, you're
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  going out with the babe and then you guys spend one hour
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  together, but you spend 45 minutes talking about yourself.
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  You think the girl is going to go home and say, wow, I had a
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  wonderful date. No, but if you go, you take this
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  babe out, you guys sit down for one hour, for 45 minutes, you
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  just sit and look at her. You look into her eyes and keep
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  asking her questions about herself.
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  By time she get home she would say, man that this guy, he's not
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  bad. He's not bad.
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  Initially I thought was not my type but you know, you never
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  know. So it's the same thing.
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  And also business dynamics. We need to get the other person
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  talking more and situational questions are good.
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  That's the reason why the doctor says good morning.
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  How can I help you today? Because the doctor wants you to
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  vomit what is on your mouth, vomit what is on your chest.
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  That way he'll be able to diagnose what it is that is
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  going on and you will feel as if OK.
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  I met an open gate doctor today who understands me and who was
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  able to figure out the problem. So we always have to get the
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  people talking. So that's what situation
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  questions are about. Then problem questions.
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  That's when you start digging into the nitty gritty to try and
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  figure out what they want. So let's say somebody comes to
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  the store. Oh, good afternoon, Madame.
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  How can I help you today? Last situation says, oh, I'm my
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  sister is getting married in three weeks.
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  Oh, congratulations. So that means the wedding date
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  is so, so, so, so right. The person, you know, confirms
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  you're already entering into the problem.
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  Whatever. So what's the color for the day?
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  They say, Oh, my sister's colors are orange, pink and cockroach
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  brown. You now start taking her around
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  the store and you are asking her more questions.
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  Well, what's your sister like? What's her sense of style, blah
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  blah blah. The other people on the Baidel
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  train, what are they wearing? OK, what about you?
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  What do you see yourself as? What are your plans for the day?
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  OK, the color of shoe you have the color of handbag.
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  You look like you're asking all these questions.
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  You see that's questions on the problem.
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  The reason why this part is important is because it will now
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  tell you the kind of thing you recommend for the babe.
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  That's why you now, that's how you're able to tell her that.
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  OK, you know what, based on everything you say, what we need
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  is a halter top front, low neckline, back plunging,
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  something, something peplum, you know, whatever, whatever.
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  So I'm not a fashion person, I'm just making stuff up.
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  So it is then you'll be able to know what to recommend because
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  you have done what you have asked appropriate problem
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  questions. So we should always get into
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  this whole thing of what's the problem?
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  We need to ask that asking specific questions, then
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  implication questions. Implication is how will I put it
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  now? Implication is what we're trying
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  to figure out. Like, OK, if this person doesn't
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  do anything, if this person doesn't buy from us, like what's
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  what's that can happen? So you have to ask at some point
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  you have to say, OK, Madam, we've looked like 3-4 dresses.
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  Forgive me, I have to ask an honest question.
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  If I'm not able to satisfy you with the dress today, you know,
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  what's your backup? What's your fall back option?
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  And she says, oh, that's OK. I have my family tailor making
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  it something, something, something for me as a backup
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  dress. You can see now that this deal
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  is not a do or die deal. This lady is not necessarily
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  committed to getting a dress from the shop.
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  She's ready considering fall back options, you know, So it
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  will determine the way that you will be following up with this,
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  with this with this babe, whether you're going to be
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  giving her close marking or whether you're going to be
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  giving her space. So lots of people don't ask
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  implication questions. You should be asking because
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  these are the things that help you figure out whether you have
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  a serious buy on your hands or not.
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  And then need pay off. Need pay off just means the
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  benefit that the person is looking towards.
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  So you need to ask. You need to ask these sorts of
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  things like, OK, Madam, if I'm able to give you the ultimate
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  dress that you need right now and you're able to show up for
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  your sister's wedding, like, you know, like what are you aiming
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  for? Like what would that thing do
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  for you? You know, you need to ask, find
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  your own way. You don't have to talk like me.
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  Found your way of asking that question.
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  And if she says, you know what, even though she's my sister,
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  like I don't care, like I want to be the bell of the ball, like
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  I want all lies on me, you know, blah, blah, blah, or what not.
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  So these questions are letting you into people's motivations
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  and you now know whether you have a serious buyer on your
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  hand or not, how emotionally invested they are in making
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  these things. Because to be frank, the lady
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  who says, look, I don't care. I just need something to wear at
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  my sister's wedding. That's all.
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  Anything will do. You can see now that by asking
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  implication questions, I need payoff questions.
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  You now know that well, there's not really a serious something
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  in your hand, you know, like anyhow, shall you can get her to
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  just buy anything from the shop and it'll be OK.
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  But for the person who has been answering as if like the
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  implications are big, they need payoff is big.
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  That kind of person. You can invest time with that
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  person. And if it looks like you've been
• 11:09
  asking some money conversations and it sounds like she has some
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  paper and that's the kind of person that you're now trying,
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  you know, get to buy somewhat much more expensive, you know,
• 11:18
  fancy items. Because she she has said it like
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  she doesn't care. It's her sister's wedding, but
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  she doesn't care. She wants to enter and she wants
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  everybody to be like, who is this babe?
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  So that's the reason why all these questions are important.
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  Now, I promise you guys, I'll be stopping at 10 minutes.
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  So let me just wrap this up again for this particular
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  episode. But don't worry, my kids are
• 11:39
  still in class. So I'll just make another
• 11:40
  podcast episode where we'll go into some detail.
• 11:43
  And we'll see how I applied spin to this particular situation for
• 11:49
  Rudolph, LC and Sharon, who actually selling solar equipment
• 11:55
  and better batteries and things like that.
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  But so far, I hope you guys are feeling the vibe, feeling the
• 11:59
  flow. I hope you guys are all well
• 12:01
  vibe in here. If you love these short, short
• 12:03
  episodes, let me know. If you are a loyal listener and
• 12:06
  you think to hell with these short episodes, my brother,
• 12:09
  continue with the long episodes, you know, let me know because
• 12:11
  I'm here for you guys. You know, if you like it long,
• 12:13
  let me know. If you like it short, let me
• 12:15
  know. If what I just said made you
• 12:18
  laugh, then you need Jesus in your life.
• 12:21
  OK, Go and renew your mind. All right, so that's it.
• 12:24
  And that's all for this episode. Remember, if you'd love to
• 12:27
  connect with me, you can call, you can SMS, you can WhatsApp me
• 12:30
  on 08064662140. Thank you very much for your
• 12:35
  time and attention. I'll catch you next time.
• 12:37
  Same place in your headphones or in your speakers.