Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / No Budget? No Problem! Strategies to Turn Stalls into Sales

Transcript

No Budget? No Problem! Strategies to Turn Stalls into Sales · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the show. Before we begin, apologies,
0:04
because there's going to be some noise all around me, but as
0:07
usual, that shouldn't stop us from having an impactful episode
0:11
today. Also, the sore throat is it's
0:16
hanging in there. So I might sound a little nasal
0:20
and maybe there might be some coughing and hacking, but I'll
0:22
try to be mindful of your eardrums.
0:26
All right. So let's see.
0:28
OK, So before I take a break, I think on the previous episode,
0:31
that's when we made The Detour and I spoke about how ladies in
0:38
leadership positions feel the, what would I say, the pressure
0:43
or the demands to show up as less than authentic in business
0:47
environments and in work environments.
0:49
Now the time that I made the episode, after I put it off, I
0:52
figured, what was that detour all about?
0:54
You know, was there a need for me to address those kinds of
0:58
stuff over here on the podcast? But then this morning on the
1:02
drive out, I was having a conversation with my wife.
1:04
And unrelated, you know, she brought out a couple of these
1:06
things about how when she started work as a younger girl a
1:12
couple of years ago, back when she got involved in a Regulatory
1:18
agency, how there were some of these pressures, not her.
1:23
And some of the young ones felt that the younger ladies felt to
1:26
appear professional but at the same time yet be chill.
1:30
Now of course I remember those days because we used to talk
1:32
about it and you know, for her there was no pressure per SE.
1:37
I mean like she felt what the, you know, she felt what the
1:42
expectations seem to be. But it was something that she
1:45
totally balked at. And there was also another
1:48
friend of hers who was there, so navigating the whole thing for
1:52
her didn't see much of a problem.
1:53
But other women seem to face those sorts of things, so I
1:56
guess me making that topic was topical or good enough.
2:03
So I guess it's not just the random post that I saw on
2:06
LinkedIn. And the bottom line what I'm
2:09
saying is that your young lady listening to this podcast, well,
2:12
even an older lady too, because like I said, I've had some of
2:15
these conversations with my aunties.
2:16
So whatever stage of business you are at or your career,
2:20
you're feeling some of these things, some of these pressures.
2:24
Then listen to the previous episode and hopefully there's
2:28
going to be some Nuggets of wisdom over there.
2:31
Now you guys will be glad to hear that we are going to be
2:35
back on topic from this episode and before I made the two
2:38
Detours, we have been talking about objections that people
2:41
face in business. And objections are any reason
2:45
that your potential customer, potential clients, the person
2:48
that you're talking to, your teammate, your departmental
2:52
office colleague, whatever the reasons that they give for not
2:55
wanting to go ahead with the sale, with the project, with the
2:58
agenda, with the whatever it is you guys and people working on.
3:02
So if you say, I think we should do A and the person says no, not
3:06
a. Whatever that noise, that is the
3:08
objection. And this current set of episodes
3:13
that we're going to be working on, hopefully we're not going to
3:15
make any more details until we're done, is to look at
3:18
scenarios where these things come up and then to come up with
3:22
a way for how to go around them. Now remember, for those of you
3:27
who've been listening for a while, I pointed out that
3:29
there's a difference between objections and conditions.
3:34
If something is an objection, it means that, you know, you might
3:37
have missed something. There might be room for some
3:39
progress. If you can understand what is
3:41
going on, get some more information, and then reframe
3:45
the proposal or reframe the discussion, you might be able to
3:48
move ahead. But sometimes something is and
3:53
is a condition, and that means that there's some prerequisites
3:55
that have to be met and so you can go ahead.
3:58
The examples that I gave, for instance, was sale of alcohol to
4:03
minors, for instance. So you're trying to sell the
4:07
latest drink, whatever it is. Let's say you you have this,
4:14
what I just seen called bitas. Yeah, like Odogo Bitas and what
4:20
else There's Odogo Bitas. There's anyway, you you get my
4:25
point. For those of you that love
4:26
alcohol, the those Bitas drinks, so you're trying to sell the
4:30
bitas. The person looks at you and
4:32
person says, hey, I'm 15 years old.
4:35
In that case, that is a condition because the
4:38
prerequisite is, at least according to law, that you have
4:41
to be 18 to drink. So in that situation, just stop.
4:44
This is not, this is not an objection.
4:46
It's a condition. It's a prerequisite.
4:48
So stop. Don't go ahead.
4:49
Another example that I gave, Yeah, I know it was dramatic,
4:52
but I did it to prove a point. If you sell female shoes and you
4:55
happen to be talking to a man, some of you might say it doesn't
4:58
matter. He's a man, but he has a woman
5:00
in his life. So let me push on.
5:01
I'm sure I can make the sale. But if you're talking to a man,
5:05
and the man has no wife, he's a widower and the man has no
5:10
daughters. He only has boys.
5:12
And let's say he has no sisters, and let's say he doesn't have
5:17
any close friends in the office. Now that's an extreme example,
5:21
because what are the odds that you're going to run into a man
5:23
who has no female relatives, dependents, loved ones?
5:27
But I'm just doing it to prove a point.
5:29
In that kind of situation, there's no sale to be made there
5:33
because you sell female shoes. This man is not going to use it
5:35
himself, except if he's a cross dresser.
5:37
There are no woman in his life that he can buy it as a gift
5:39
for. So in that situation, just weave
5:42
and move on. Now, by the way, for those of
5:45
you thinking about some of these unlikely scenarios, today I was
5:48
at an event and I heard about one really, really, really
5:51
unlikely scenario that has occurred, at least for
5:54
Nigerians, it sounds to be unlikely.
5:57
And that is when you run to somebody who claims that they
6:00
have no uncles and they have no aunties.
6:02
Now in the Nigerian setting, that doesn't make sense because
6:05
a whole bunch of us are from fairly large families.
6:08
Now, my mom only had two kids, but we had a bunch of cousins
6:11
growing up with us, so my parents raised 777 kids
6:16
collectively. And then my father was #4 in 11,
6:24
I think, or 10, and my mom was #5 of five of 12 or something
6:32
like that. So for those of you who are not
6:36
Nigerian, especially those of you listening from America,
6:38
because for now, half of my listeners are still Americans
6:41
and I'm surprised. So you're Americans.
6:42
It'd be nice if you reach out, hit me up in the DMS, let me
6:45
know what's up. Let me know why you guys listen
6:46
to the show. And perhaps maybe there's some
6:48
things that I'm out to clarify for you guys.
6:51
So for those of you listening from that part of the world, it
6:54
might sound strange, like, what the hell, 10 kids, 12 kids, you
6:58
know, it's just the. That's just the reality.
7:00
We are talking to Nigerians of a certain generation.
7:03
So for people in my own generation, if you hear that
7:07
someone doesn't have any uncles or aunties, like what?
7:09
How can that happen? Well, today I found out it can't
7:13
happen. There was someone who was the
7:16
child of only children. So let me repeat.
7:21
There was someone in the event. A lady.
7:23
Her father is an only child, her mom is an only child, therefore
7:28
she has no uncles and she has no aunties.
7:30
So sometimes I come up with all these ridiculous scenarios, but
7:35
I guess sometimes it happens. So you might run into Nigerians
7:38
out there who have no uncles and aunties.
7:40
Sounds strange, but it does happen.
7:42
Now let's get back on topic. Today's objection since we've
7:46
already looked at, we've looked at one, we've looked at it's too
7:51
expensive, I can't afford it, you know, blah blah, blah, those
7:53
sorts of things. So this your first time
7:55
listening to the show and you want to figure out the
7:58
framework, the process, the mindset for dealing with when
8:00
someone says I can't afford it, you're too expensive, then skip
8:04
back two episodes. There's going to be the episode
8:07
of any, don't worry, just skip back two episodes.
8:10
You get the point and you find out what we discussed about how
8:13
to handle those sorts of situations.
8:16
So today, well, we're to look at another money based objections.
8:20
That's when people give money as a reason for not going ahead and
8:23
that is when people say no budget is allocated for now.
8:27
Now I know for most of you listening to the show Nigerians,
8:31
I'm sure it's something you haven't come across because you
8:32
guys are either used to, OK, no problem, give me your account
8:37
details or you're too expensive. Bring down the price.
8:42
I'm sure a lot of you haven't come across no budget allocated
8:45
for now. It does happen and it happens
8:48
when the prospect hasn't considered your product or your
8:51
service before. Now there are a whole bunch of
8:53
you running around claiming to be AI specialist, AI, prompt
8:57
engineers and blah blah blah and things like that.
8:59
You guys are most likely going to come across this sort of
9:06
objection because it's not something that most
9:08
organizations have considered before.
9:11
So you go to talk to the Minister of Finance, you're
9:13
saying that you want to run the training on AI, prompt
9:15
engineering And because as the apex regulator in Nigeria, the
9:20
people should be aware of global trends and how you can help make
9:23
that job more efficient, you know, data crunching, reporting,
9:27
blah, blah, blah, blah, blah. Yeah, you can do all that whole
9:29
spiel. But by the time you're done, the
9:32
secretary to the Pam SAC or the whoever you're talking to can
9:35
say, well, no budget allocated because the, you know, budgets
9:42
are approved on an annual basis and you know, they approved all
9:44
the training for this coming year.
9:46
And Shah, there's no budget. So you, yeah, guys, you're going
9:50
to hear that sort of thing. Then it also happens where your
9:53
product requires significant investments, you know, capital
9:55
investment, those sorts of things.
9:56
So those of you in the alternative energy space, you
9:58
might hear that sort of thing. You're talking to folks at
10:02
Zenith Bank or Axis Bank, you're hoping that they can buy your
10:05
latest solar part system, you know, put a bunch of panels on
10:08
the roof and you know, so you can soup up the whole bank
10:13
branch. And yeah, they can't say that
10:15
sort of thing because it's not like something that I'm going to
10:18
pay 250K and get it over with if it's going to be the whole
10:21
building, you know, we're talking millions and millions
10:23
and millions because right now, what the last time I checked
10:27
anyway, simple tubular batteries like the one that I have for my
10:30
own inverter, it goes up and down depending on what the
10:33
dollar, the dollar rate is. And at the time, I think my own
10:38
batteries were going to cost about 600 grand if I had it to
10:41
replace them because 300 grand for each I need to.
10:44
So that's 600. You can see they're already
10:46
close to close to a meal on that alone or talk about solar panels
10:50
and things like that. And then of course there's no
10:51
how that the whole bank branch is going to run on only two
10:55
batteries. You're going to need loads of
10:56
batteries, loads of panels. So for you boys who are playing
11:01
in boys and girls who are playing in that big space, yeah,
11:04
you can hear no budget is allocated for.
11:07
Now then of course economic downturns mean some people's
11:11
priorities change. So maybe before the election you
11:14
are talking to a couple of people and it looked like you
11:17
might close this solar panel deal and then the president came
11:21
in, then there was that thing about that, his speech about a
11:26
fuel subsidy and the energy cost triple and blah, blah, blah,
11:29
blah, blah. I know some of you might say,
11:30
well actually it's the reason to go ahead and buy the solar
11:32
panels, but then people can say like look, you know what?
11:35
We are struggling right now. Our priorities have changed, no
11:39
budget allocated. So you can hear that then.
11:42
There are also times when no budget allocated for now just
11:46
means that the person that you're talking to needs to talk
11:50
to somebody higher up. He needs to talk to his Orga at
11:52
the top. He needs to talk to Madam CEO,
11:55
he needs to talk to Orga below. He needs to talk to whoever to
11:59
approve the budget because you know, budget has been approved
12:05
for this year up to the tune of maybe 500 K and maybe they've
12:09
already spent 460. Your solution is going to cost
12:12
200 K So he needs to talk to somebody higher up.
12:17
Sometimes people are not that eloquent.
12:18
They just say budget hasn't no budget allocated for now.
12:21
But if you press, you ask a couple of questions, you might
12:24
figure out that what it actually means is I might need to talk to
12:27
someone higher up to see how we can sort this thing out.
12:30
Now if you listen to the prior episodes, then you already know
12:33
philosophically how we're supposed to handle this.
12:35
And the framework is always acknowledged Empathize.
12:37
You want people to feel like they're being heard and nobody
12:40
likes to made you feel like they're a liar or so excuse me,
12:46
like they're a liar or their exclusive is not reasonable.
12:50
So whatever ideas you need to do in this situation, yeah, say
12:53
something to acknowledge or to empathize like yeah, I
12:56
understand. You know three months ago when
12:58
we started this conversation, things are one way, you know now
13:00
the dollar is this. And with what President Tinubu
13:03
said, you know, the cost of this is this like you know, I get.
13:07
So you you always have to do that acknowledging and
13:10
empathizing bit. Then the next stage like I
13:13
recommended two podcast episodes ago was we need to ask
13:17
clarifying questions. We need to go back to
13:20
qualification and discovery. That's where we ask questions
13:23
about the person that needs the problem that needs to be solved,
13:27
the vision that they're trying to achieve, things like that.
13:30
Because we're trying to get some more information.
13:33
We're trying to understand what's going on because you can
13:34
only come up with a new proposal or try and refocus the
13:39
conversation. If you have more data, if you
13:42
don't get more data, if you don't get more information.
13:45
Keep trying to close. Based on the old set of
13:48
information that you have, you're going to come across as a
13:50
blockhead because you said ABCXYZ, would you like to buy
13:55
now and the person says no budget allocated and then you
13:59
just repeat the whole process ABCXYZ therefore buy now you
14:03
come across as a blockhead and they don't want to have anything
14:05
to do with you. But if you pause, you
14:08
acknowledge yeah, I understand times of change, the economic
14:11
climate, blah blah blah, cost of fuel.
14:13
He asked a couple of questions and you figure out this is one
14:16
of those situations that maybe the guy needs to talk to a
14:18
higher up, Then the problem is a whole lot easier.
14:21
If he wants to talk to a high up, there's room for for for
14:26
some flexibility here, you can give him time to talk to his
14:29
boss, come back at a later date, negotiate payment terms, try and
14:33
phase out the application. No, no application.
14:37
What's that word? Is it execution?
14:39
Yeah, let's, let's go with execution for now.
14:41
So there are lots of options that can be done, but The thing
14:43
is you can only do that after you ask some clarifying
14:46
questions. And when you ask clarifying
14:48
questions, you're trying to figure out if there is a need or
14:50
people are even interested in the 1st place.
14:52
So back to the whole AI thing. You're trying to talk to
14:55
somebody in the Ministry of Finance.
14:56
Maybe your uncle or your auntie works in Ministry of Finance.
14:59
She's been able to hook hook you up with a meeting.
15:01
So you want to try and sell them on this AI thing.
15:03
After all, everybody's talking AI.
15:04
So you figure me too, I use AI. Now let me just do this in a
15:08
sharp, sharp, let me say I can make a quick 500K maybe one M
15:11
out of this whole thing. You know, go on stand and give
15:15
them training session, you know talk for two hours and then
15:18
collect one M you know that kind of thing because there are
15:20
people who think in that, in that sense, think in those
15:24
terms. So I think, you know, just
15:28
having a quick one and you need to find out is it that the
15:33
Minister of Finance person that you're talking to thinks that
15:36
there is a need, that people in the Minister of Finance need to
15:38
be trained up in AI so they can do data crunching better and
15:42
blah blah, blah. Or is it that the person has,
15:44
doesn't even know what AI means and as far as the person is
15:47
concerned, you're just here wasting that time.
15:50
They only took this meeting out of a a, a favour to your uncle
15:54
or to your auntie who hooked it up, you know, because they
15:57
respect your auntie. So they just decided to take
15:58
this meeting. So you need to ask this question
16:00
and try and figure out where you stand because that depends on
16:03
how you're going to go ahead. If this person.
16:04
I think that there's absolutely no need, no point in continue
16:07
talking to this person. Hopefully you have not been
16:10
doing this deal single threaded. Single threaded is when you're
16:13
only talking to one person within the organization.
16:15
If you've been single threaded then or your is your own as in
16:19
there's no nothing else to do so.
16:21
But if you've been multi threaded, you know, no problem,
16:24
you can ease off on this guy and see how you can start talking to
16:26
other people to see how you can move your agenda.
16:30
Then if there is interest, the person thinks that AI is the
16:33
future and Nigeria can't be caught behind, we need to know
16:36
about AI, you know and those sorts of things in our public
16:39
service. If there's interest then there's
16:41
room for options and we will address more those options in
16:44
the future. Then like I said, sometimes
16:46
there's no budget means it's just a temporary hurdle.
16:48
As per we budgeted 500K for training, we've already used 480
16:52
what you're proposing cost 200. Then in that case, you can see
16:56
that the options like, OK, no problem.
16:58
You guys spend 480 times that 20 K remain and I'm saying that
17:01
this thing is going to cost 200 grand.
17:03
So no problem. Why don't you just drop the 20 K
17:05
now and then we'll sign all the paperwork and then for the next
17:09
budgeting cycle, you guys will drop, you know, half the money
17:14
in the first one month and then the remaining in the next two
17:16
months or something. But you get my gist.
17:18
So if it's a temporary hurdle, these are the kind of moves that
17:21
you can now start doing. But you need to ask the question
17:24
is that there's no need, there's no interest.
17:26
I believe it's a temporary problem or is it that you guys
17:29
are having cash flow constraints, you know, so you
17:32
guys can start talking about payment plans, you know, all
17:34
these sorts of things. Or well, after having all these
17:39
sorts of conversations, you can also try and refocus on the long
17:43
term value to show that this product is actually going to
17:45
give you cost savings. So back to the solar power
17:48
example, you know, Zenith Bank might say, look, cost of energy,
17:53
we can't go ahead. You know, I guess your argument
17:55
would now be like, hey Bros actually or Madam, but I'm bank
17:59
MD now is the time to go ahead because of the whole cost
18:02
because based on unique economics, what we've calculated
18:06
with these new prices, this is what you're going to spend in
18:08
six months. But if you buy this solar even
18:11
though the cost you only, you're going to put the cost in this
18:15
first year's budget, you see that over the next three or four
18:18
years you're actually going to be saving hundreds or millions
18:21
amounts of naira, you know, in savings, you know monthly or
18:26
annually or whatever if you just buy the system now.
18:28
So that can be the argument. So just trying to focus on long
18:32
term value when people say that we don't have budget, you're
18:34
trying to focus on cost savings or efficiency or all that all
18:39
that kind of stuff. Let's see.
18:41
OK, 20 minutes. Let me try and wrap up real
18:43
quick. So remember if you ask questions
18:47
and it looks like this is a temporary hurdle or it's just
18:50
cash flow issues that are going on or they're interested, but it
18:53
looks like they're in a tight condition, then the things I
18:56
spoke about earlier, you know they now come into play.
18:59
They can offer flexible options or they can offer payment plans.
19:06
When I say flexible options, I don't mean, I don't mean reduce
19:09
the price though. I mean, you guys have been
19:11
listening to the podcast for a while, know that I really think
19:14
this whole reducing the price thing, it's, you know, it's when
19:17
your hand is tied. But don't just start off with
19:19
reducing the price, the price. So when I say flexible options,
19:22
that's why you try and dig down, figure out exactly what they
19:24
need and then adjust the quote accordingly.
19:26
So back to the solar panel, the alternative energy solutions
19:32
thing. That'll be the stage where you
19:33
say that. OK, you know what, Madam Bank
19:35
MDI understand, But how about we do it this way?
19:38
We'll leave only leave the AC in the general banking area and
19:42
then in the offices. But then we'll disconnect the AC
19:44
in this place. Disconnect the AC in that place.
19:47
We'll remove the freezers and the fridges.
19:50
OK. No, bank branch should not have
19:51
freezer. OK.
19:52
The shaft, fridge and water dispenser.
19:54
OK, yes. So remove the fridges, remove
19:56
the water dispenser. If you do that, the number of
19:59
batteries will drop down, Number of solar panels will drop down
20:02
instead of spending eight M We will not be able to do this
20:05
project at 6.2, you know, something like that.
20:09
So flexible options then payment plans, just like I said, they
20:13
say. Budgets, the only budgets have
20:16
500 K they have spent 480, you know, that's why you now start
20:19
doing that much like, oh OK, that means you guys have 20 K
20:21
drop 20K. After we do like this, we drop
20:24
50K. After we do like this, we drop
20:26
the remaining 150K. You know, that sort of thing.
20:28
Or a phased implementation like, OK, we can execute this part in
20:32
this part of your budgetary cycle, especially for those of
20:35
you who are dealing with corporations or maybe government
20:38
agencies where you know you have to catch them before budget is
20:44
approved or else Viola. So you can do a phase
20:47
implementation that, OK, we'll do this phase now we're
20:51
targeting next phase when you get the next tranche of funding
20:55
or budgeting or whatever or you know, you're offered trial
20:58
periods anyway. I'm just saying that get your
21:03
creativity cap on, you know the options, then put it that way.
21:07
Then if you are in that situation where you are kind of
21:11
not sure like is there a need, are they interested?
21:16
Maybe they are, maybe they're not.
21:18
You're in one of those situations you don't quite know
21:19
what to do. Just throw the people back into
21:22
your relationship nurturing or your relationship building
21:25
sequence. Those are your protocols, your
21:27
processes, your frameworks, you know in your CRM.
21:31
Remember CRM is customer relationship management tool.
21:34
Over here on the podcast I've been advocating for a very long
21:37
time that your CRM doesn't have to be anything fancy.
21:40
Even if you're using Excel sheet or you're using Google Calendar
21:44
or using your diary, still the same all joint for now that is
21:48
CRM. When you have money you can buy
21:50
something much more fancy. So just put the person's number
21:57
back in your diary and move the date for two weeks, a month or
22:02
whatever, whatever cadence feels more comfortable to you.
22:05
That's one thing about relationship notching and
22:07
relationship building. The aim here is to remain top of
22:09
mind. People should have a reason to
22:12
see you and to hear you, whether in real life or in social media.
22:16
So even if it's just you're branching their office in
22:19
another two months or you say I know hello.
22:21
Got no problem. Who are you on LinkedIn.
22:23
OK, I'm on LinkedIn to let me let me send you connection
22:25
request follow me the personal leads to be seeing you you know
22:28
you pop up on their social media that's the whole thing remain
22:32
top of mind then the goal is you're trying to provide
22:35
valuable contents you're trying to provide insights for them you
22:38
know things like that. So when you pass through the
22:39
office in two months, don't pass through to say oh God how now
22:43
Madam, how now I just may I agree to you you know that that
22:45
I just came to greet that that is a lousy way to follow up.
22:49
There should be something insightful behind your visit if
22:51
you're passing three or three years time to say oh Madam CEO,
22:55
Madam MDI was in the neighborhood blah blah blah.
22:59
You know on the news what they've been talking about
23:00
recently about how federal government is battling Bitcoin
23:06
exchanges and no what not the cost of forex is expected to
23:12
drop by so so soon and so percent.
23:13
You know, Madam MD, it looks like if we're serious, this
23:16
might be the time to move ahead because of the price drops.
23:19
If Forex goes from, how do they say this thing again?
23:24
If the price of naira to dollar goes from, you know, $1000 to
23:30
750, this project that we build for you at 7:00 AM, you know you
23:37
might experience a reduction of so, so, so and so something So
23:40
you can see that this one is a valuable visit.
23:43
As far as Madam MD knows, you just happen to be in the
23:45
neighborhood you say you should come and greet and you just
23:48
happen to mention that oh this and this and this is what in the
23:50
booze government is doing. If this thing pans out right,
23:53
the cost of dollar will fall from 1000 to 750.
23:59
If it falls to 750, this is how we'll approach, sorry.
24:02
It will affect the cost of the solar panels and the battery and
24:04
I know what not so Madam MD, you know, if you guys are really
24:08
keen about it, you know, now is the time.
24:10
Oh, so let's just let's just say as we can revive this
24:14
conversation again. So try and make top of mind,
24:19
give them good content, give them insights.
24:25
The whole approach is you're just trying to build credibility
24:27
and trust so that when they have budget in the future or maybe
24:31
when they're convinced or whatever, they might be ready to
24:35
move ahead. So remember, this is for those
24:36
people where you're not so sure you know, Are they interested?
24:40
Are they not interested? You don't just throw somebody
24:43
away like that. In my own opinion, the only time
24:45
when you throw somebody away, like don't contact them again is
24:47
when somebody tells you upfront. If the person says, look young
24:49
man, you're a nuisance, don't call me again, then by all
24:53
means, don't call them again. Because the next time they hear
24:55
your voice, it's not going to be a pleasant experience.
24:58
So if somebody says you're a nuisance, don't call me again.
25:00
Don't call that person again. If the person doesn't say you're
25:02
a nuisance, but you think that you know I've been hanging
25:07
around this or God, I've been hanging around this, Madam, but
25:09
there's no value I'm bringing to this relationship me ma, I'm not
25:12
deriving any value. Then what's the point?
25:14
So this kind of people, if you forget their number, it's not a
25:17
bad idea. But for other people, just put
25:20
them in relationship, nurturing, relationship building.
25:23
Keep top of mind, keep giving them content.
25:25
You know, insights just appear to be the trusted person in your
25:29
field, so that when they're ready will make no sense.
25:32
It'll be you because you're the only one that they've been
25:34
seeing the last couple of months or years.
25:38
Bottom line, these options are only available if you have done
25:41
discovery properly. So make sure you're talking to
25:44
the right person. Make sure that they have a need
25:46
to make sure that there's a problem.
25:48
Make sure that these people are facing some negative impacts
25:52
that your product or your service can solve.
25:54
If you don't do this stage of your sales conversations
25:57
properly, then all these flexible plan and the staggering
26:02
implementation and everything is not going to work.
26:06
So we have to be able to do discovery properly and that's
26:09
the reason why I keep hopping on and on on this podcast that
26:11
sales is a conversation like you guys should be all I put it like
26:16
you guys should be yarning. You know, you say A, they say B
26:19
and you say D and you guys are you're flowing, you're vibing.
26:22
If every single time you come into Orgas office or Madam's
26:25
office and it's you talk talk, talk talk talk, presentation,
26:29
presentation, proposal, proposal, proposal, you try to
26:31
wire them over. They didn't say anything.
26:33
You leave, you come back again as you doing your monologue.
26:36
You come back in two months as you doing your monologue, your
26:39
that that's, that's not, that's not selling this thing should be
26:42
a conversation. That is the spirit that you guys
26:44
should be adopting when you're trying to move your merchandise,
26:47
sell your product or sell your service.
26:49
Now, in case you haven't figured it out, the whole goal of all
26:52
these activities that we're trying to do is when somebody
26:54
says there's no budget, we're just trying to see, first of
26:58
all, what do they mean by no budget.
26:59
Because we're trying to figure out if no budget means.
27:03
We're trying to see if we can turn no budget into, OK, maybe
27:08
we can do that next quarter, maybe we can do that next year,
27:11
maybe we can do that sometime. Sure, we can do that later.
27:15
That is what we're trying to aim for when we are faced with this
27:18
objection. No budget allocated for now.
27:23
All right, 30 minutes. So let me bring it to a full
27:26
stop here. Thank you very much for your
27:28
time and attention. Remember to connect with me on
27:30
WhatsApp. The number is 08064662140.
27:35
The country code is +234 for those of you who are not
27:38
Nigerian. And then connect with me on
27:41
LinkedIn. I love hearing from you guys.
27:44
My name is Tavishima Ayede. I'm the host of the show.
27:46
You can confirm the spelling of my name from the link.
27:49
We're currently listening to this episode.
27:50
So thanks for your time and attention.
27:52
I'll catch you guys at the next episode.