Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Are You Selling Wrong? A New Look at the Buying Cycle

Transcript

Are You Selling Wrong? A New Look at the Buying Cycle · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome. My name is Tavishma Ayede.
0:04
I'm the host of the podcast and today we're going to be looking
0:07
at how to give discounts and then some other random stuff.
0:11
This is going to be, you know, an episode about my 3
0:15
Musketeers. If you've been listening for a
0:17
while then you really know who they are.
0:20
So if you'd love to connect, you can call SMS or send me a
0:23
WhatsApp on 08064662140. And of course, I'm making
0:29
today's recording at home, so there's going to be some noise
0:31
in the background. Now the things that we're going
0:35
to look at today, I'm not sure if we have mentioned them
0:39
before, so let me run through my notes.
0:43
But to be on the safe side, let me just go ahead and do this.
0:47
Now. One of them is on giving
0:50
discounts. So I'm looking at the notes from
0:52
my sessions with my 3 Musketeers Now.
0:56
For those of you who remember my Musketeers now, they're part of
0:58
a sales team for my client who is in the solar space.
1:02
And we get together repeatedly during the week.
1:06
We're in the second, second month of our engagement.
1:10
And then these are some of the old things that we discussed
1:12
before. So there's not every single
1:15
thing we discussed that I come over here or share on the
1:17
podcast, but I think there are some things that are really
1:20
important, foundational. So I come over here and discuss.
1:23
And then one of them is this whole discount issue.
1:26
Now for those of you who've been listening for a while, you know
1:29
that me and discounts, like I don't like discounts at all at
1:32
all, at all. Anything that will make us stop
1:35
playing the price game. In my own opinion, let's
1:38
diminish that thing. Let's remove it fast and let's
1:42
try and focus on selling on value because I have sold based
1:46
on price in the past and I know you have as well.
1:50
But you know that when you get into a price war, nobody wins.
1:54
As in you know, first to tire, first to lower price, all of
1:57
those things, nobody wins. So in my own opinion, if you're
2:03
a professional salesperson, just leave price alone.
2:06
If your gases go and sell this thing for 2.5, look around.
2:12
First of all, if you can see other people selling at 2.5,
2:15
then that's your answer. Go and sell it for 2.5 even if
2:18
you think the price is too high. In fact, sometimes that's the
2:22
problem, we who are trying to sell market, whether it's for
2:26
your own business of or another person's behalf, you really
2:29
think the price is too high. So it's your own business.
2:35
You started off as a cake maker. You see that everybody is
2:38
selling 2 inch tear cake at 75 K.
2:43
You said you've done the costing.
2:44
You've seen that it costs like maybe 65 K to make the cake.
2:49
If you put 10K in your pocket, it won't be bad.
2:52
But then you start thinking haha the economy is hard, times are
2:56
hard. How many people can afford to
2:59
pay 75K per cake? You know, blah blah blah.
3:03
None of those things are your business.
3:05
Quite frankly, if you've done the numbers and it's costing
3:11
expensive to bake the cake and it's looking as if around in
3:14
your neighborhood, look to your left, look to your right, look
3:16
around, check on Instagram is as if, OK, the going rate for two
3:21
tier cake is 75 K, then it needs 75K.
3:25
Now let's work on selling this thing.
3:28
We start engaging in price battles.
3:31
You know, you drop your own instead of 75, you drop it to
3:34
73. Next time we talk to her, she
3:37
says, but I found somebody that will do it for 70 and then you
3:39
drop it to 70. And then before you know it,
3:42
even though it's costing you 65 K to produce 1 cake, you're now
3:45
selling it at 68 to make how much profit on top.
3:50
So a lot of times it's because we were not sold on the value.
3:54
You, the person that you're moving your own business, you're
3:56
not sold on the value that you provide.
3:58
You don't believe that you're selling value in this market.
4:01
And then those of you who are employees, Olga, you're selling
4:05
on behalf of Olga. You don't really believe the
4:07
value and what it is that you're selling.
4:09
And so you start playing all these price games.
4:11
So the very first thing that I will say don't touch as in leave
4:15
it is price. So if I'm working with anybody
4:19
and they say, but the price, the price, my own attitude is let's
4:22
leave it. Let's leave it.
4:24
However it is that they fix the price that fix the price.
4:27
Our own is let's sell it. And always ask, is there
4:29
somebody that is selling at this price?
4:31
The answer is always yes. Then let us sit down Rob mines
4:34
together and let's see how we can sell this thing at this
4:36
price. However, there are sometimes
4:41
when some things happen like my client one day, you know, was
4:45
not too happy, looked at the balance sheet and I called the
4:48
whole team and say look, team, see here is what we have to be
4:52
doing every month for everything to be buoyant, everything to be
4:56
cool. And so far, look at where you
4:58
guys at, you can see that there's a gap.
5:01
So that was the meeting. So one of these people now came
5:05
out of the meeting and the guy just thought, you know what, let
5:08
me call somebody and give them discounts.
5:10
Maybe that will make them buy. So he called the guy, what's up
5:14
blah blah. How you been?
5:16
I've got good news. I've been able to give you a so
5:18
so so so discount. And the person said, and let me
5:21
think about it and then I'll start.
5:22
Our conversation ended Then when we met up later on, we're now
5:28
discussing the whole discount move.
5:31
So first of all, when the guy told me the amount he offered a
5:33
discount. My mind wanted to.
5:38
I said my mind wanted to bust. I said you offer how much has
5:42
discount? The guy called you figure I said
5:44
the organs say you can be discounting based on that.
5:47
He said and that is within my discretion to give discounts.
5:53
But that amount I said, Are you sure?
5:54
You say yes. I said, OK, no problem, I'll
5:56
discuss it with Olga. I wrote it down discuss with
5:58
Olga discount policy because I've said in the previous
6:04
podcast and lots of people don't realize this, but whether you're
6:08
the salesperson or whether you're the business 1 are
6:10
selling for yourself, every single time you make a discount
6:12
now, you're creating more work for yourself in the future
6:17
because you give a discount in your mind is small, 10 percent,
6:20
20% get the person to come and buy now.
6:23
It still doesn't change the fact that at the end of the day, you
6:26
have a certain revenue number that you want to hit.
6:28
You want to make 200 mil by the end of the year or you want to
6:31
make 5 mil. You want to make whatever every
6:33
single time you discount now that go, that number that you
6:37
still need to hit because let's face it, if you don't hit it,
6:40
you won't be able to pay Internet.
6:41
You'll be able to pay school fees and all of those things.
6:43
That number is still there. So every time you discount now
6:46
you're increasing the number of contacts, the number of people
6:49
that you have to call in the future to make that go, which is
6:53
also another reason why I don't like discounts.
6:55
I did one rough math for you guys on for my podcast episode.
6:59
I can't remember the details but let me just re style it.
7:02
You can hit your 1,000,000 go by selling four people at a profit
7:06
margin OF250K you hit one meal or you can hit your 1,000,000 by
7:13
selling Gosh I can't remember what I did so let me just do
7:17
something ridiculous by selling 1,000,000 people at a profit at
7:22
one naira. Yes at a profit of 1 naira you
7:25
can see hit your 1,000,000 go. Then the question is, which is
7:28
easier to sell to four people or to sell to 1,000,000 people?
7:33
I hope you guys are getting the math.
7:35
It is easier to clock your quota by selling for people at the
7:40
profit margin of 250. So for me, I'm in favour of, of
7:46
course, let's not price gouge the market because at some point
7:48
you're just being unreasonable. See, But The thing is when it
7:54
comes to pricing unreasonable, you never know if anybody had
7:57
told me two years ago that you will sell mobile phone for 2.5
8:02
and Nigerians will be buying, I'll say is a lie.
8:03
There is only people who steal that will buy like that.
8:06
But lo and behold this fold the fold and the flip is not to M
8:13
2.5 and people are buying. So when it comes to this thing
8:17
of price of is even hard, hard to gauge.
8:19
Like when I when have you entered price gouging?
8:21
My own opinion, the moment your phone is reaching 1,000,000, we
8:24
don't begin the price gouge, but people are paying.
8:29
They're pained. See, this is also another reason
8:33
why I say, look, let's just leave this price thing alone,
8:35
especially those of us who are simple business people or simple
8:38
sales people. This whole pricing thing, the
8:40
psychology involved, this economics involved, There's all
8:43
kinds of things involved. Let the people who know how to
8:46
do that, let them do their magic and fix the price.
8:48
I only shall let sell dazzle. So where was I now?
8:56
So I made a note, discussed with Olga price discount policy then
9:01
and I told the guy, OK, you know what, I understand when things
9:04
are tight in the office, I understand that some of you want
9:06
to go out and you want to go into aggressive cash collection
9:10
mode as in let me be calling them, oh, buyers owe me money.
9:14
Let me call this guy. Oh, this person did he look like
9:17
was OK? Let me call this guy.
9:18
Let me call this babe. Let me call this person, you
9:21
know, immediate aggressive cash collection.
9:24
Cash, Cash, cash, while looking at short term want to bring this
9:27
money in. So I understand those moves, but
9:31
if you're going to do those kind of moves either for your own
9:33
business or because of somebody else's business, this is the
9:36
scope, this is how you do it. Traditionally you don't want to
9:39
offer huge discounts because unfortunately the problem of
9:42
huge discounts is it sounds unbelievable.
9:45
And then it also makes the person feel like you are price
9:47
gouging, which is why I was not surprised.
9:49
That person said, let me think about it.
9:51
If you call someone and say, hey, what's up now, are you
9:54
there, blah, blah, blah. Hey, you know nothing we're
9:55
talking about the we say 1.2 say, yeah, I remember, I'm still
10:01
thinking about it. It's OK, no problem.
10:04
Let me give you discount, remove 500K.
10:06
In your mind, you're thinking that the person will say 500K,
10:11
let me buy now the person might start thinking, so there was
10:14
even margin OF500K on top before.
10:18
It means that this guy was trying to gouge me.
10:21
The guy is not going to fall for it.
10:23
He won't. Of course you would say, let me
10:27
think about it and call up some other people and see how much he
10:30
can get off. Because if you you are
10:32
desperate, you can throw a 500. Then it means that the margins
10:37
on top are plenty. He cannot call somebody up and
10:39
say, hey, you know what I spoke to?
10:41
So, so and so right now, the person removed 500 on the price.
10:46
But you, you're the one I like. You sound like you're a
10:49
reasonable somebody, so look, let's be straightforward here.
10:53
If you just remove 250 for me, I'll go ahead and buy from you.
10:56
You know, buyers play those games, so don't just go and call
11:01
big numbers. Big number can backfire.
11:04
It can. So this is what you do
11:09
traditionally this game. First of all, the discount you
11:14
offer is small, 2 to 3%. Worst case enter 5% but don't
11:22
want to be calling big big number at all.
11:26
Then you look at 2 criteria, 2 criteria.
11:33
You look for people that are also called high value, high
11:41
value clients and high urgency. High value means the money is
11:46
big. If what you're talking about is
11:49
costs 120K and you tell the person you're giving them 5%
11:52
discount, 5% discount on 100K is not there's nothing.
11:57
What if what you're selling is on big, big, big, big level, you
11:59
know, 5M7M10M12M20M By the time you calculate 3% discount, the
12:06
money will sound big. So we did the math over there in
12:09
the team and we saw that on their products of five M, 5%
12:15
discount is 250 K SO250K on every five M You can see that
12:20
the thing sounds, you know it sounds doable.
12:24
In other words, by the time you are discussing with somebody for
12:27
a system of 10 M and you save 5% discount, what you're doing is
12:31
you're saving the person 500K. You can hear that 500K sounds
12:34
large, but relative to the total amount, the money is small.
12:39
So we're talking 2 to 3% traditionally.
12:42
Traditionally, I know some of you still want to go higher.
12:46
Please do not pass 5%, but you can see that First off, it has
12:50
to be high value. The amount must be beam, it must
12:53
be big. If you're going to offer
12:55
somebody a 5% discount on top something that costs 50K, the
12:59
person is not going to pay attention to you because what is
13:01
5% discount? I should have done it before I
13:05
started this episode, OK? No, If I want to do it now, I
13:08
might end up cutting this podcast recording because you
13:12
know that I'm using my phone. So it has to be on big, big
13:14
money, big, big, big, big money. So that's the first one, high
13:18
value invoice, high value client.
13:20
Now the second thing is there has to be someone who has high
13:22
urgency. It means you've already decided
13:24
ahead of time. You've been speaking to the
13:26
person, you know that this person is ready to move.
13:28
They're ready to move now, now, now.
13:30
So that kind of person, if you say 5%, so long as you can pay
13:34
by next week Wednesday, the person has already been ready to
13:37
move before they will take action.
13:42
But if the person has no urgency, you're calling them now
13:44
to give them this discount. There's still no intent.
13:47
There's still no urgency, there's no motivation to move.
13:51
Let me give an example. Back in my wedding photography
13:53
days, let's say we sat down, we priced everything.
13:56
The babe's bill comes up to 800 K.
13:58
But the problem is they're getting married next year.
14:01
I can come and tell her that, OK, you know what?
14:02
Remove 300K and then move your wedding date forward.
14:05
I mean, like how like the date is the date.
14:09
People's priorities are the priorities.
14:11
That timeline is that timeline. You can't shift that timeline by
14:13
giving them a sweet, a sweet deal.
14:16
Now, when you're talking on big, big, big, big, big things, you
14:18
know, like when multinational corporations are maybe
14:21
negotiating with the Nigerian government, you know, you can't
14:23
play those kind of games and offer some discount and, you
14:28
know, get people to move early. But that's because money is big,
14:31
big, big, big, big. But we haven't entered those
14:33
hundreds of millions, hundreds of billions level yet.
14:37
So at this level, you offer this thing to somebody who already
14:40
had high urgency to move. So somebody who told you that he
14:43
wants to move by August 30th. And then, you know, you've had
14:48
this conversation with your guy in the office and you know,
14:52
well, it's August 1st. You can call the person and say,
14:55
you know what, we can lock in this price for you at a 5%
14:59
discount. So long as you're ready to pay
15:01
by next week Wednesday, then August will now just go ahead
15:05
and start like that. That kind of person can quickly
15:08
move. So remember this discount game
15:13
that you want to play, high value and high urgency.
15:17
The money is a big, if it's big, go ahead, make the call.
15:22
Urgency is the person time bound?
15:26
Is there something that they're aiming towards?
15:29
Have they let it slip or have they told you that look anyhow,
15:31
anyhow, December 1st, we have to move that kind of thing.
15:34
You really have a clear timeline then go ahead, call that person.
15:38
Then the structure of the call is like this.
15:39
Good morning, Sir, or good morning Ma.
15:41
Good news. I've spoken to my OGA because
15:44
you know, you're my guy. I've been rooting for you.
15:46
So August say we can offer you concession.
15:49
So what we can do is we can give you 5% discount.
15:54
What that means is on every five M, that's 250K.
15:57
That's what it means for you. But The thing is, organ say we
16:01
can only give this concession to people who want to pay before
16:04
XYZ date. Are you interested?
16:07
That's how you start the conversation.
16:10
So Please remember, don't go with big number.
16:12
Big number sounds impressive, but it can be counterproductive.
16:16
Don't now disbelieve you. You say your price gouging and
16:19
then there's this thing where it's not just a Nigerian thing,
16:23
it's rolled over. Somebody was saying everything
16:25
is so good, why is it that cheap?
16:28
So if you show up and you're willing to remove 50%, some
16:30
people who actually start thinking this one, that these
16:33
guys are moving 50%, this thing is not quality.
16:37
The quality is not, is not good quality is not on par.
16:43
So don't want to be calling big numbers.
16:46
Remember, traditionally 2 to 3%, those of you who want to be
16:49
stubborn, I know you've moved to 5% and then it's high value only
16:55
big money, high urgency. The person is ready, ready to
16:58
take action. So that's one of the ways that
17:00
we deal with the discounting issues.
17:02
But to be honest, you know, I'm consulting for you or I'm
17:05
training for you. You come at me with this price
17:08
thing and I will say, look, let's leave this price thing.
17:10
The price is the price. I'm just letting you know ahead
17:12
of time for those of you who do call and then we start working
17:15
together. I will not be entertaining
17:16
pricing discussions. The only pricing discussion that
17:19
I will entertain is when we say can we review this price up
17:23
because there are lots of you that are severely underpriced.
17:26
Even me my making this recording right now.
17:28
I know I'm underpriced. What I'm trying to do is I'm
17:32
doing what do they call it again?
17:34
Is it market entry, Market entry pricing?
17:37
That's my strategy. But yeah, I know I'm
17:39
underpriced. So for me, there's no price
17:42
conversation where I'm removing something.
17:44
I'm only adding. I will only be getting more
17:48
expensive with time. I'm not going to be getting
17:50
cheaper, especially in Nigeria of the day with hyperinflation.
17:56
So that's one on the discounting.
17:59
So let me check my notes. So second thing, I didn't really
18:04
bring it up with them sharp, but let me bring it up with you
18:06
guys. That's this thing of the
18:08
customer buying cycle. Now a lot of us are selling
18:11
complex products. Complex products are, you know,
18:14
expensive stuff usually have multiple parties that you're
18:17
talking with. What else?
18:19
Relationships are important and the sales cycle is long.
18:22
So that means you're going to be talking.
18:27
So like, before you engage a consultant, it's not a simple
18:29
thing that you call somebody on Monday, you pay them money on
18:31
Wednesday. You know, you want to talk to
18:33
them, shoot them out, check their website, think about it,
18:37
think of your priorities, you know, before you pay.
18:41
So when you're in a complex sales situation and the deal is
18:49
not going to close like that, like that because like for
18:52
simple things like, OK, like mayonnaise.
18:56
So my wife wanted to make breakfast this morning.
18:58
She's actually gonna buy mayonnaise trying to make
18:59
breakfast for the kids make them something nice, which is why
19:04
mothers are good because left to me there's bread in the fridge,
19:07
there's butter in the fridge. Like what are we talking about
19:09
breakfast sauteed or she wants to make something nice sausage
19:14
mayonnaise, you know, make something good.
19:18
So I appreciate your mother's. You know, they give color to to
19:22
life. Where was I Uh huh.
19:26
So go and buy mayonnaise. So down is a simple sale.
19:28
I went there. Oh boy, do you have mayonnaise
19:30
and say yes, so where is it? Say it's over there.
19:33
The idiot he said is over there. See these are things that kill
19:37
your business in other shops now in Abuja, they don't say it's
19:42
over there, they say 1 moment Sir, let me go get it for you.
19:46
The person will now go and bring 3 containers and then show you
19:49
and say this is what we have available.
19:51
Sir, we have this one, this one is Heinz, this one is this, this
19:54
one is this. This one is UK, this one is
19:57
Niger, this one is Kotunu, this one is 50 L, This one is, you
20:01
know which one do you want to buy?
20:03
You see, that's how you move business forward.
20:05
But idiot just sat down there and say he's over there.
20:07
He pointed. I said to myself, it's not your
20:09
fault. It's because there's no other
20:11
shop open on a Sunday morning. And I went to go and pick the
20:15
thing myself. So how much is this one?
20:18
How much is this one? This one is X amount, this one
20:20
is X amount. The one that was expensive, I
20:22
put that one down. I said I'll bro, I scanned this
20:24
one. So I took that one and then I
20:25
left. Is it as a simple sale scenario?
20:29
No pricing, no haggling, no time, no nothing.
20:34
Bros, do you have mayonnaise? Yes, it's over there.
20:38
By the way, those of you who are listening, stop.
20:40
That is over there. BS Nigeria is changing now.
20:44
We're becoming a much more customer, customer centric
20:49
society, customer focused society.
20:51
So please be professional about this.
20:53
Somebody said you have mayonnaise.
20:55
I say yes ma'am, we have mayonnaise in store.
20:57
Just one moment. You walk over there, always
21:00
present people with options. Pick three cans, you pick option
21:04
A, option B, option C, and you bring you to Madame.
21:06
And then you let Madame make her choice.
21:10
Madame doesn't know what's up. You educate her a little.
21:12
It's OK, Madame. What are you trying to do with
21:14
the mayonnaise? I say, oh, OK, sorry, it's me.
21:17
That is my Oga. Oga.
21:18
What are you trying to do with the mayonnaise?
21:20
Well, my dad wants to make breakfast for the children.
21:22
She says she wants to make a sandwich.
21:23
Oh, OK, sandwich. So traditionally what we do is
21:25
we do Heinz or we do this or we do that.
21:28
Those are the perfect whatever for for sandwiches.
21:31
OK, How much does a sandwich one cost?
21:33
Because this that, that, that, that.
21:35
But I've already anchored that This is the one that is fit for
21:37
purpose. Even though it's more expensive.
21:39
Then you now sell the more expensive item.
21:41
So you see how that thing works. Don't sit down.
21:43
Your chance. It is over there.
21:45
You're the owner of the shop. That's why people are paying you
21:48
get off the chair and move and sell your product.
21:54
Anyway. Sorry, don't mind me, where was
21:56
I? So that's a simple sale.
22:00
Do you have a pussy? Do you have mayonnaise?
22:02
Simple. But in cars complex sale.
22:06
You go there or God. Do you have Nissan?
22:08
Yes, I have Nissan. Which year?
22:12
2025 model day 2020 model day 1989 model day.
22:17
You will now start discussing, discussing, discussing.
22:20
I'm coming, You will talk to your wife, you will come back.
22:23
You talk again, you say I'm coming, you come with your
22:25
brother, you do test drive, I'm coming, I'm coming.
22:28
You go, you come back, you come with your mechanic.
22:30
Look around. In other words, somebody can
22:33
start discussing to buy a brand new car January 1st.
22:35
The person might now pay. You know, February 3rd complex
22:40
sale. You don't just come and buy
22:42
immediately. So it's the same thing with my
22:44
three Musketeers. Now what they're selling is
22:46
solar. Nobody calls you to say what's
22:48
up, do you have solar on January 1st?
22:50
And then by January 3rd they have transferred the money.
22:53
Now there's some bigger boys or some bigger girls who look, they
22:55
don't want stress. So that will happen.
22:57
They'll come and say how much is it and 10 million, only 10
23:00
million. What's your account number?
23:02
If I transfer it now, you will start work tomorrow morning and
23:04
then they will just transfer. So yes, bigger boys day, but
23:09
it's not a guarantee for most people.
23:11
They will call you January 1st. You have 1-2 discussions, you
23:16
say, let me think about it. You'll call again, you'll call
23:19
again and maybe end of the month targeting salary.
23:22
That's when they will now pay. So complex sale when you're
23:31
dealing with the complex sales environment, complex sales are
23:34
high touch. High touch just means you will
23:36
call them multiple times. This is not something you just
23:39
do one call. Remember the mayonnaise?
23:42
I went there. Oh boy, do you have mayonnaise?
23:44
Yes, The thing is over there, 2 minutes, we finished.
23:49
There's no multiple touch. But as the price goes up and as
23:53
the complexity of the situation goes up, by default, you need
23:58
multiple touches. Yeah.
24:02
What's up, Sir? The person that I spoke to
24:04
yesterday. Oh, yes, yes, I remember
24:06
concerning your interest in blah, blah, blah.
24:07
I remember perfectly. I sent you a proposal on that,
24:10
that that. Have you had a look at it?
24:11
Oh, yes, but I'm concerned about this.
24:13
That that that you people talk, talk, talk, talk, talk, talk,
24:15
talk, talk, talk, talk. You know what?
24:17
I'm not convinced. OK, no problem.
24:18
I can send the engineer over to the house next week Wednesday.
24:22
Would that be OK? OK, yes.
24:23
No problem. You caught the call.
24:25
You see, high touch. The person called.
24:27
The first time you guys spoke. You called The second time you
24:30
guys spoke. You sent proposal, you called
24:33
again, you guys spoke. He's not happy with one or two
24:36
things. Then you say you're sending
24:38
engineer. Engineer will go and go and
24:40
assess. You can see multiple touch.
24:43
That's like 4 phone calls and then you send one engineer
24:48
before you close the deal. Now, because the things we're
24:51
talking about are expensive. For something to be a complex
24:56
sale scenario, by definition it has to be expensive.
24:58
So it's worth it. All these credits that you're
25:01
doing, Internet that you're doing, then you pay your
25:05
engineer transport, go come. And of course engineer has to
25:08
buy a gallon on the road now. I mean, he has to eat something.
25:10
So all that money that you're spending, you know, it's OK
25:14
because it's complex sales. So you can see that it's high
25:16
touch. So for those of you who are
25:19
spending expensive items, just know that it's high touch log.
25:23
This is not for luxury. It's different.
25:24
Luxury goods is different because part of the luxury
25:28
experience is trying to show that you know you you have
25:30
arrived like you're confirm big boy.
25:32
So expensive items in the luxury space.
25:34
You know, that's now and is different.
25:36
The trip is that they'll pay one time.
25:41
So people who buy Lamborghini, they don't do part, part
25:44
payments. There's no part payment for
25:45
Lamborghini. You go there and you pay cash.
25:50
In fact, you buy 2/1 for maybe you can buy 41 for you, one for
25:54
your brother, one for your wife, your son that has done 18/1 for
25:58
him too. So that's how it is.
26:01
So in the luxury segment, even though it's very expensive, the
26:04
payment is, you know, about one time, but we're not talking
26:09
luxury now. And those of you who sell
26:12
luxury, please ignore the stuff that I'm saying about high
26:15
touch. Well, for everybody else,
26:18
because Sola is not luxury, it's going to be high touch.
26:22
Be ready to make multiple visits, multiple calls, multiple
26:26
Zoom session, multiple WhatsApp call, multiple messages.
26:29
It's high touch now to maintain expectations or to give you the
26:34
right sense of expectations. When we're dealing with high
26:36
touch sales environments, there's this thing that is
26:39
called the, what's it called now?
26:41
The customer. Hi, what's it called now?
26:46
The customer journey, The customer journey, I think it's
26:50
called the customer journey. I can't remember.
26:52
I don't talk about it much because quite frankly, it's not
26:54
something that I agree with because in most situations it's
26:58
not as if the customer has a well laid out thought process of
27:02
I want to buy solar. So you can't really say there's
27:06
a customer journey per SE, but you know, if you look at things
27:09
statistically, you see that yes, people move through certain
27:11
stages when they're trying to buy some things and they're
27:14
trying to consider some things. So if you sit down and you think
27:17
about the customer journey, you can map the different stages and
27:21
you can now see, OK, this is how I fit into this process.
27:25
So you now know how you'll be pacing yourself.
27:27
When it comes to follow up. Remember, I prefer to say follow
27:31
through. I'm not saying follow up for
27:32
those of you who are on in on initiated in the ways of this
27:36
broadcast. So you will now know how to pace
27:39
your follow up, how to pace your follow through because you
27:41
understand the customer buying process, the customer mind map
27:46
when it comes to buying. So traditionally now this is
27:52
what people say when it comes to the product buying cycle.
27:57
So stage 1 is awareness. Awareness is, oh, I have a
28:01
problem, and stage 2 is consideration of research.
28:06
Consideration and research is, yeah, OK, I have a problem, let
28:09
me start trying to see how I can solve this problem.
28:12
Then stage 3 is decision and evaluation.
28:15
OK, I've looked at one or two options, and I'm talking to
28:18
Kelechi and Sons, I'm talking to Kemi, and I'm talking to
28:21
Tavishima. Of the three of them, who am I
28:24
going to go with then #4 is purchase and installation.
28:29
That means I've decided let me transfer the money, let
28:32
Tavishima come and install my solar system.
28:35
So that's how it works. So again, the stages, awareness
28:40
or problem trigger what the person realizes.
28:42
Hey, I have a problem. Consideration and research.
28:46
That's where they're doing, fact finding, gathering information,
28:50
checking online, talking to one or two people, then decision and
28:54
evaluation. That's where they're now
28:56
starting to control. Prices with a boy fee is this
28:59
amount with Alhaji is this amount and then with Madam so,
29:06
so, so and so is this amount then purchase and installation,
29:09
you pay. We're ready to move ahead.
29:12
So now let's look at that regarding solar.
29:13
And then you see how it helps you to be pacing yourself.
29:16
You know how you go the follow person, you know, whether it's
29:20
close marking, whether is you give them space, you know, maybe
29:23
you call today and then you chill and then you call next
29:26
week and then you chill or whether it's quick marking, call
29:28
them Monday, call them Wednesday, call them Friday,
29:30
call them Sunday. By the way, when we are talking
29:37
complex sales, in complex sales, close marking doesn't work.
29:42
You come across as desperate. So we shall learn to have some
29:46
restraint. So call somebody on Monday, call
29:50
them on Tuesday, call them on Wednesday, call them on
29:52
Thursday. I assure you by Friday they
29:53
block you. Like this guy's a nuisance.
29:56
I have a problem. But but honestly, these guys a
29:59
nuisance. They block you.
30:01
So when it comes to complex sales, relax.
30:03
For simple sales, you can be doing close marking and you can
30:07
do high pressure. So like when I was standing in
30:09
that guy's store now and I was looking at the mayonnaise, I was
30:12
holding the three cans. The guy could have said OK, are
30:15
you buying or not? That 1 is OK because it's a
30:18
simple sales in the environment. If you have somebody like that,
30:21
depending on how you ask, it might be rude.
30:22
It might not be rude, but you can ask when it comes to buying
30:26
car or buying solar or complex stuff, you somehow for it as a
30:30
person who look orga are you buying or not?
30:31
If you're not buying, leave my shop.
30:33
You know it's somehow. So that's why you need to know.
30:38
Are you in a simple sale or are you in a complex sale?
30:41
This is how it determines how you sell your how you sell your
30:45
approach. You can be high torch and high
30:47
pressure in some environments. In some environments, it will be
30:50
too much. All right, so now in the
30:54
awareness stage or the problem trigger stage, that will be like
30:57
when people realize that there's a problem, People realize that
31:00
look, you know what, in this neighborhood, never they take
31:03
light too much. There's a problem or the person
31:08
realizes that what the hell? Last month, how much did we
31:12
spend on diesel? 700K, This is madness.
31:15
On top diesel alone, that's a problem For some people, it's
31:21
noise. Remember when in Lagos, what was
31:23
the noise? Because we lived on Amina
31:25
Crescent, yeah, Miller Crest and I was off 20 St. then 20 St. was
31:30
off Allen Ave. the famous Allen Ave.
31:34
Whenever Nepal takes like just because everybody has Gen. even
31:39
we had like, is it 7.5, is it kilowatt or whatever, you know,
31:43
big, big Gen. Now everything is supposed to
31:45
have noise insulation, but still it doesn't change the fact that
31:48
in your own compound, the neighbor compound everywhere,
31:53
because Nepal is taking light and then I'll smoke again.
31:58
So that one is also a sign that look there's a problem.
32:00
This noise is much yes, we ran Jane overnight while I can't
32:03
sleep. We need something quieter like I
32:07
carried easy. Therefore, some people use
32:10
equipment malfunction current goes up current goes down for
32:13
you know it Olga decreases, but deep freezer.
32:15
How do we not fix compressor last month he said, do we know
32:19
by fridge guard, but the current is jumping up and down blah blah
32:22
blah. See, there's a problem.
32:24
So awareness now around solar products or around inverters,
32:28
these are the things NEPA don't take light too much.
32:30
The cost of generator is too high, the fuel cost is too high,
32:34
you know, because of teenable economy.
32:36
Then the noise is too much and then things don't spoil around
32:39
the house. People now are aware I have a
32:42
problem. How can I fix this thing my
32:46
brother say or my neighbor said or I heard that inverter can
32:50
this or solar can this or this disease that that the person is
32:53
now problem aware. So you as a salesperson now when
32:58
you meet the person at this stage your needs be a helpful
33:02
resource. You know she said Olga, I
33:06
understand no problem. Yes, these are the sorts of
33:09
problems that we can solve. OK, so the next step is what
33:12
we're going to do is we're going to do a power audit on energy
33:15
assessment because we need to figure out exactly what it is in
33:18
the house that needs to be powered or exactly where this
33:20
problem is coming from. Now your equipment is
33:23
malfunctioning so that even when we install the solar, we'll know
33:26
how we'll put backup systems in place or prevention systems in
33:31
place to prevent this, prevent that.
33:32
So I look, I'm not technically minded.
33:35
So those of you who sell solar, you know, I'm sure you can see
33:37
that I'm making some stuff up, but you get the idea where I'm
33:40
heading to helpful resource. The next stage is consideration
33:46
and research, whether trying to do information gathering,
33:48
information gathering. Now for people who are looking
33:51
to buy solar, they'll be thinking of cost.
33:52
First of all, how much my brother say he fixed his own at
34:00
15,000,000 or my brother is a big boy me, I'm not a big boy
34:03
me, I don't want to spend more than 8 million.
34:06
They are thinking cost me of course system size, how many
34:10
kilowatts water can carry freezer and deep freezer, how
34:12
many AC, all these kinds of things.
34:14
Then of course types of brands. And believe me, this is going to
34:19
be very confusing for people in the solar space because the
34:22
average Nigerian person like waiting concerning Nigerian
34:25
concerning solar. So really this is the first time
34:28
they're here in all these brands for you, you're in the space,
34:31
you're comfortable with all the brands for them, it's the first
34:33
time. All of this is overwhelming.
34:36
And then financing options, that's for people who can't pay
34:39
upfront. So you can see consideration and
34:41
research. Now they're doing all this
34:43
information and gathering your job there as a salesperson is be
34:47
a helpful resource, be educating them.
34:52
One of the salespeople that I'm training, if I has even started
34:56
using my own way of talking about it because may I say that
34:59
look, information is free. Implementation is all we pay
35:02
for. The guy started saying the thing
35:03
to what is proper attitude. Yeah, Information is free.
35:07
Yeah. What questions do you have?
35:08
I can ask any questions. Where are you stuck?
35:10
What don't you understand? Don't worry about the
35:13
information is free. Any question you have, just be,
35:16
just be talking. Our answer, the scope is this.
35:19
The more that they talk, the more questions that you answer,
35:22
the more that you have an opportunity to build rapport and
35:24
to form a connection so that you leave an impression in the
35:29
woman's head or in the man's head.
35:31
Because let's face it, this Niger in fact is world over.
35:34
Anybody who is trying to solve these kind of problems is
35:36
talking to two or three people. You just happen to be the person
35:40
on the phone for now. She can finish that call with
35:43
you now and go and start talking to somebody else.
35:46
Want to make sure that we're leaving a good impression.
35:48
So education is free. Be educating the people.
35:53
These are the things that go into determining the cost.
35:56
These are the factors when it comes to system size.
35:58
These are the different kinds of brands that we have.
36:00
Therefore, my own customer, my client now who they're
36:02
particular about quality. So yeah, so these kind of brands
36:05
exist, but the reason why we don't play with these brands is
36:08
because if something happens, the equipment manufacturer, they
36:13
don't send support staff on time.
36:15
So we don't deal with them because we only want to deal
36:17
with the brands that if something is wrong, our engineer
36:20
will be on site today. Then once we discover what the
36:24
problem is, if we need support from the equipment manufacturer,
36:27
they'll be on site tomorrow. So you educate them.
36:33
Then of course, you know, financing well down is a touchy
36:36
topic because unfortunately financing is is expensive
36:39
because financing essentially is taking a loan to buy these
36:42
things. So that's consideration stage
36:44
and research. The next is decision and
36:46
evaluation. That is where they're actively
36:49
comparing. So your job as a salesperson now
36:51
in that environment is you're trying to, since they're doing
36:55
compare and contrast, you too help them with compare and
36:58
contrast. This is where you now start
36:59
showing social proof. These are the kinds of buildings
37:03
that we have worked on similar to yours and these are the
37:05
similar products and similar, you know, whatever you don't
37:08
start sending links to your website or the videos that you
37:12
have stored on your phone about the projects that you have that
37:15
you've done. And then you now start
37:19
discussing things in more details.
37:22
The difference in quality and specs of the difference in
37:24
warranty and guarantee. This one is OK, but it's only
37:28
one year warranty. But if you go with this one,
37:30
this one is five year guarantee. This is what the warranty means,
37:35
ma this is what the guarantee means and essentially the 10
37:38
year guarantee what that means. If if any of XBCXYZ problems
37:43
solved, we will come and fix it from our own pocket.
37:48
But the warranty only covers this kind of defect, this kind
37:51
of defect. You have those conversations, of
37:54
course, you're also chipping, you know, experience.
37:56
We've been doing this for 25 years.
37:59
Our installers are properly trained and so, so, so, so, so
38:01
we have a reputation in the market to maintain, you know,
38:03
all those sorts of things. That's when they had the
38:06
decision and evaluation stage. So you're now talking, you know,
38:10
all these things. These are the things you're
38:13
you're now discussing. Now the reason why I'm bringing
38:18
this up, remember we're talking about customer, customer
38:23
purchasing journey or the customer purchasing mind map or
38:26
something, I can't remember. And you see now that that
38:29
different stage awareness, consideration, decision of all
38:32
these issues that we have been talking about.
38:34
Can you see that there's no way to have all these conversations
38:36
in one day. You can't have all these
38:39
conversations in one day. All these issues I've been
38:41
talking about, which is why you need to pace yourself and have a
38:45
plan. That is how I could follow them.
38:48
Small, small, small, small. One call to one call to one call
38:55
this I'll be following them like that, like that, like that
38:58
steady. So don't be too, you know, like
39:03
you're rushing, rushing, rushing, like calm down.
39:07
The talk is plenty. All these issues that I've
39:10
mentioned, you've seen that the issues is plenty.
39:12
As your black people say it's more the issues is more you
39:16
can't just talk in one time so steady pace yourself.
39:21
That is one thing unfortunately that lots of Nigerian sales
39:23
people don't realize. This is a complex sale.
39:25
You can't force this thing because the person called
39:28
January 1st doesn't mean that you collect your money.
39:31
January 7th, January 8th doesn't work like that.
39:35
But of course, you take your dressing from the other person.
39:37
If the other person feels like we can move faster, be following
39:40
them and move fast. If it sound like the person
39:44
needs to move at the measured pace, follow them.
39:47
I'll be measuring. Now the final thing is purchase
39:50
and installation. And this is also where lots of
39:53
people make the mistake. Purchase and installation does
39:55
means the person pays money, but and then you come and install.
39:58
Most people think my job is done, I've collected money,
40:01
that's it, that's a mistake. I repeat, that's a mistake.
40:08
Lots of people talk about sales. They say closing a sale.
40:10
Actually we're not closing a sale.
40:11
We are opening a relationship. Because the hope is if we sell
40:15
one solar system today, want the person to be on good terms, good
40:18
vibes with us. So that by the time the person
40:21
hears that somebody in church or somebody at work wants to do
40:25
solar, they will say, I have some boys and these boys are
40:27
professional. Give my boys a call.
40:30
They sorted me out. These boys do not disappoint
40:32
you. So we're not closing a deal, we
40:36
are opening a relationship. So the fact that they have
40:39
transferred several M to your account doesn't mean, you know,
40:44
we install and then we go. Now the people who are going to
40:48
do installation, those ones, they're separate because you
40:51
know, you, you're possible for sales.
40:53
So what do you know about installing?
40:54
Although in this guy's my clients company, the people are
40:58
sales engineers. So which really means that, you
41:00
know, they know the work. They're also technical.
41:03
So of the three people who sell, two of them are technical.
41:06
So that means worst case scenario, they can go down a
41:09
whole spanner and be doing everything too.
41:11
So they know the work. By the way, it helps because
41:15
Brian Tracy says that. What's it called?
41:18
Again? Forgive me, you know, I didn't
41:21
write all these things. Now that product knowledge, yes,
41:24
that product knowledge is the foundation of selling.
41:26
Product knowledge means you know this product inside and out.
41:30
If you're sleeping and they slap you and they ask you a question
41:32
about your product, you'll be able to answer the question
41:34
straight. So these are some of the things
41:37
that make us convincing salespeople we know this thing
41:39
inside, outside. If you're a cake Baker and
41:42
somebody says no, why can't we use a saccharinic kind of sugar?
41:45
You say no, no, Madam, we don't use saccharin because of this.
41:47
That, that that is the reason why we use sugar.
41:49
You know it. You ask me any question about
41:52
solar, you hand side. So product knowledge, the
41:58
foundation, make sure you know your stuff.
42:01
So where was I? So you're the salesperson.
42:04
Now the installer is different. So an installer will now go and
42:08
install, then they'll now do testing and then they'll now do
42:11
handover. But you as a salesperson, you
42:16
still have a role to play. Number 1, you will now become
42:19
project management coordinator for this kind of thing.
42:24
You now once they've transferred 7M you go, you switch from sales
42:28
mode to project management mode. You're the one.
42:32
I'll now be coordinating everything.
42:34
Good morning, Madam. Thank you very much for the
42:36
transfer 7 them. We saw it yesterday.
42:39
We sent you a receipt in the e-mail.
42:40
Have you seen it? Oh yes, I've seen the e-mail.
42:43
Thank you very much, Madam. Don't forget the boys are coming
42:45
to install by Friday. They're going to be there 8:00.
42:50
Will you be at home? Oh, I totally forgot.
42:52
I'm not going to be around. Blah, blah, blah, blah, blah.
42:54
OK, that's not a problem, man. What about your house manager,
42:57
your houseboy? Is he going to be available?
43:00
Say yes. OK, no problem.
43:01
So long as there's somebody there who can give us access to
43:03
the roof, access to the DP, access to whatever, we can start
43:06
work. By the time you come back in the
43:08
evening, you will still meet us there.
43:09
Is that OK, Ma? So yes, that's fine.
43:12
OK, Ma, since you say you'll be on the road, can I get the
43:16
number of the person who is going to be at home, please, Ma,
43:18
send it to me so I can call them now.
43:20
OK. Thank you very much, Ma.
43:22
Looking forward to hooking up. You know, now you understand
43:27
customer service talk. She said OK, you caught the
43:30
phone. You now call the person.
43:32
Remember, we are in project management mode.
43:34
She brought what's up now how you did say I'm fine.
43:36
Who is this? Oh, sorry.
43:37
Forgive me. My name is Kalichi.
43:39
I just spoke to Madam. She says you're going to be
43:41
around on Friday. What ones are going to do?
43:43
Solar. So OK, Yes, Yes, yes, yes.
43:46
So I was spoken to Madam. We can confirm from her when
43:48
we're coming Friday. We'll be there around 8-9.
43:50
All we need is this, this that, that, you know, she said you'll
43:54
be able to give us access. There are no problems.
43:56
OK, No, Allah. So we'll be seeing on Friday.
43:59
Then when you're done, you will now call the boys in the office.
44:04
Now look, Madam has paid. Oh, you boys don't, don't mess
44:07
up. I told Madam 8:00.
44:09
So 7:00, you boys must be on the road heading to Madam's house.
44:14
And then warn them because, you know, installation boys, they
44:16
can be very lazy at times. So be on their case.
44:20
You have collected the money. You finish sales.
44:23
Now we're switching to project management mode.
44:26
Because this project must align. Everything must go sharp, sharp,
44:30
sharp. You promise, Madame 8 o'clock
44:32
8:00. Your boys must be there.
44:36
And I'm project management mode. You're now functioning as a
44:39
liaison. Fancy word liaison.
44:43
I learned that word when I was in primary school.
44:45
I remember asking my father. I can't remember what.
44:47
I pronounced it. The guy laughed.
44:48
He said no, his liaison, and then he explained it's derived
44:51
from French. He explained the whole thing.
44:53
So you're now in liaison mode, project manager, liaison
44:56
officer, begin the last with everybody to make sure that this
44:58
project goes according to plan. And then you establish different
45:02
points of contact. You are the point of contact for
45:04
the business because the woman transferred the money to account
45:07
manager, but she doesn't know account manager, she doesn't
45:09
know CEO. It is you that she knows,
45:11
salesperson. As far as she knows you, you're
45:13
the face of the company. Assume the face of the company.
45:16
You're not the point of contact. You get points of contact for
45:21
other people in the house, whether Madam is around or Madam
45:25
is not going to be around. Get some other people's number.
45:29
Oh, Madam. OK, no problem.
45:31
But just in case you can't stay for the whole day.
45:34
OK, Your son is still around. OK, Can we have his own number?
45:37
We just need to make sure that somebody who is lost in case we
45:39
need this or we need that. Get all the points of contact.
45:44
You see project management make sure everything because this is
45:47
all part of the especially in Nigeria where boys are very,
45:50
very unprofessional. Otherwise, not just boys, girls
45:53
can be unprofessional too, but usually these boys who do
45:56
installation. So boys can be very
45:57
unprofessional. But you handle this part where
45:59
somebody would like they'll be like, no, no, no, you people are
46:03
the best. In fact, it's some of you don't
46:09
know how important this is. See on what's the day self?
46:14
OK, today is Sunday. So during the week on Thursday,
46:17
the British Council, they had a pre departure session for people
46:22
who have just been awarded scholarships for Schervening,
46:25
Schervening Scholarships and Commonwealth Scholarships.
46:28
And they were the one who provided media.
46:30
So even though I don't do wedding photography anymore,
46:32
there's some people that they call me, you know, I will show.
46:36
So my corporate clients, I like to show for them because
46:38
corporate money, you know, it's not as if it's fantastic, but at
46:42
least they call a lot. So we went there.
46:47
Now The thing is I had some normally what I, what I do for
46:52
corporate classes, I like to show up 30 minutes early.
46:55
Worst case scenario, sometimes I show up an hour early and then I
46:59
just stay there and I'm just doing my work, you know, making
47:01
sales calls, maybe record the podcast something.
47:04
But this time around, because you know, in Niger, like I said,
47:07
boys can be unreliable. So when somebody says my event
47:11
is starting at 4:00 and then they come downstairs, 3:00,
47:15
you're already there. They might just be calm, they
47:17
might just cool down in their mind.
47:19
They begin, they rank you as if you're a professional, They're
47:21
rating as a professional. So that's some of the steeds
47:24
that you can use in the business.
47:28
So this thing is really, let me show you how important it is.
47:31
So for this particular day now, I couldn't do my normal thing.
47:33
I didn't show up one hour. I didn't show up 30 minutes, but
47:37
5:00, I was in the hall when the program was supposed to start
47:42
and he organized it and made me answer.
47:45
I did. Now, what happened?
47:47
It's not like yourself that what happened.
47:48
Was there any emergency when I had to say, well, yeah, you
47:53
know, actually my wife travelled.
47:54
So, you know, we had one or two things to sort out, you know,
47:57
But, you know, I'm really sorry that I didn't show up on time
48:00
and say no problem, well, you're here, so we haven't missed
48:04
anything. So we continued.
48:06
So we see how important this kind of thing is.
48:09
Now, once you establish A reputation for yourself, you
48:11
know, you're that guy, always on time, everything always smooth.
48:15
The day that you depart from it, small people will think, ah, no,
48:20
the fact that this guy didn't pull through as he normally
48:22
does, it must be an emergency because people are concerned for
48:26
you not to be here as you normally do.
48:28
That it must have been a problem.
48:29
Is everybody OK? So all these things being
48:33
professional really, really on point.
48:34
So now that you've collected money, you're now project
48:36
management. You want to make sure that
48:38
everything is professional, you know, on point.
48:41
These are the things that will make us a very kind impression
48:43
on all Madam or God. Now make them feel confident to
48:45
recommend you to somebody else. People showed up on time, they
48:49
worked when they worked, they cleaned, they didn't steal
48:51
anything, they didn't break anything.
48:53
All of these things make makes a difference.
48:55
Then you know, fall into the account management role.
49:00
Account management means, so excuse me, so account management
49:06
means somebody has given you money, the person is now
49:08
customer. So you now treat them as if you
49:10
know, as if they are family. You call them once in a while
49:14
because we're trying to maintain good relationships with these
49:18
people. You see how we can get repeat
49:22
business or referrals because some people don't buy system for
49:25
the house. They just do need as tester.
49:28
If it works out well, they cannot buy system for the
49:30
office. So you're now in account
49:34
management role. We are keeping up with people,
49:37
you know. Happy New Year, Happy birthday.
49:39
How's the system? I hope there's no problem.
49:42
Oh, Madam, the system is almost six months old now.
49:45
We're going to send an engineer over just to make sure that
49:47
everything is working OK. No, don't worry.
49:50
No, no maintenance is required. It's just part of what we do as
49:53
a company. There's no charge, man.
49:55
Don't worry. The engineer will just come and
49:56
have a look around to make sure everything is cool.
49:59
OK Madam, the system has been there one year.
50:01
Hope everything is good. It is now that we're now going
50:04
to have to start doing regular maintenance.
50:06
So the next maintenance will be in about 6 months, blah blah
50:09
blah. You know all that, that is
50:11
account maintenance. So using the customer buying
50:21
journey or buying mind map or whatever The thing is called,
50:23
I'll try and confirm and then say it again next episode.
50:26
This is how you pace yourself and this is how the role of the
50:29
salesperson changes throughout the whole thing.
50:32
So some of you, especially those of you who are new in the field,
50:35
you need to adapt with the proper mindset.
50:37
Some of you are being too fast. You're thinking sales, sales,
50:40
sales, sales, sales. Your job changes.
50:42
Sometimes it's consultant, sometimes it's educator,
50:46
sometimes it's advisor, sometimes it's hardcore sales
50:49
and sometimes it's project management and then sometimes
50:51
it's account management and then back into sales again because
50:55
you're trying to get a referral from the person or get another
50:59
deal. So your role changes.
51:03
OK, it's close to one hour, so let me just bring it to a close
51:05
here. OK.
51:08
I know for sure that I haven't spoken about this one before,
51:11
this buying map thing, but for those of you who listen to an
51:16
episode before where I've mentioned something about
51:17
discounts, you know, apologies, I just wanted to make sure that
51:21
I yeah, did I mention that? So summary, that's it.
51:25
If you're involved in the context, in a complex sale,
51:27
you're not going to close the deal with one phone call.
51:29
It's going to be multiple phone calls.
51:31
Prepare yourself because there's a buying process, there's a
51:34
buying cycle. Your role will change throughout
51:36
the buying cycle. Be following people, small,
51:39
small. That's how you close the deal.
51:40
Then on the discount thing, if you need to be aggressive and
51:44
collect cash now, now, now, now, now it is only high value
51:47
customers that you go and meet. Don't want to meet somebody that
51:50
is only only 100K and offer the person 5% discount, 5% discount
51:54
plus 5%. A 100K is nothing.
51:56
So high value briefs and then high urgency, the one that
52:00
people are ready to take action now.
52:04
So that's it. Remember, if you would love to
52:07
connect, you can call, send me a text message or a WhatsApp
52:09
message on 08064662140. Thanks for your time and
52:16
attention. I'll catch you guys in the next
52:18
episode. And Please remember, even though
52:21
I used solar as an example here, all these principles apply to
52:24
whatever business. So if you're in the medical
52:26
field, every time I said solar, remove solar and then insert
52:31
medicine and then see how you can do it for medical.
52:34
If you're on insurance, it's the same thing, Awareness,
52:38
consideration, research, decision, evaluation, purchase,
52:43
it's still the same. Remove solar, put insurance,
52:46
it's all the same. So that's it.
52:48
I'll catch you guys on the next episode.