Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Stand Out in Nigeria: How to be the most trusted business person in your market.

Transcript

How to Stand Out in Nigeria: How to be the most trusted business person in your market. · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Today I want us to talk about solution selling.
• 0:04
  The reason why I wanted to talk about solution selling is
• 0:06
  because there are lots of you who are professional salespeople
• 0:09
  who sell on behalf of an organization, you sell on behalf
• 0:12
  of your employer, and you don't have the proper idea about what
• 0:15
  solution selling means. And two days ago, I was
• 0:22
  currently helping one of my clients interview candidates for
• 0:25
  a sales role because he's trying to build up his sales team.
• 0:28
  And somebody on the panel, actually two people on the panel
• 0:31
  said that they do solution selling.
• 0:32
  But then after asking them what solution selling was, was clear
• 0:35
  that they don't understand. In fact, one candidate just said
• 0:39
  solution selling is SAS. And then he kept quiet.
• 0:43
  And so I said SAS and then he assumed I didn't know what it
• 0:46
  mean, what the term meant. And so he just said software as
• 0:50
  a service and then he kept quiet.
• 0:52
  So that's the reason why I'm going to make today's podcast
• 0:55
  just so that if there's if there are other of you who are
• 1:00
  listening to the podcast right now, you're trying to improve
• 1:02
  your sales and you think you're doing solution selling just
• 1:06
  because you're selling SAS, which is software as a service.
• 1:12
  Let's just say I'm making today's episode just to educate
• 1:14
  more of you who are out there. What is solution selling?
• 1:17
  What exactly goes into solution selling?
• 1:20
  Why is solution selling good? What is SAS?
• 1:22
  What is software as a service? And then how can solution
• 1:26
  selling be used to make you a better person if you are selling
• 1:30
  SAS software as a service? So for those of you who are my
• 1:34
  regular listeners and who are not used to me making very
• 1:37
  technical episodes, I beg, don't be upset for today, but just
• 1:42
  keep listening because some of the things we're going to talk
• 1:43
  about will be useful to helping you sell well in your own in
• 1:50
  your own business. OK, so let's just get straight
• 1:52
  to it now, solution selling. So to properly understand
• 1:56
  solution selling, especially in the Niger context, I want you to
• 1:59
  imagine something in the good old days.
• 2:02
  OK, maybe not the good old days, but if you think a couple of
• 2:06
  generations back, you know, 3456 generations back when people
• 2:11
  were trying to sell, the focus was always on the product that
• 2:15
  they're trying to sell. So if somebody was trying to
• 2:18
  sell Eugene Cheng Okada, the person was focusing on the
• 2:22
  Okada. If somebody was trying to sell
• 2:24
  you a photocopier, the person was focusing on the photocopier.
• 2:29
  And then for those of us who watch, you know, regular
• 2:32
  Nigerian TV, this is advert by this guy.
• 2:36
  Babyface tell you Babyface. Yeah, Babyface Coleman cables,
• 2:41
  Loma durable. So, so, so, so you know, and
• 2:44
  then they're singing and that dancing.
• 2:46
  The focus is on the cable. Buy this cable because this
• 2:50
  cable is the best, The cable is the strongest, the cable is the
• 2:53
  longest. The cable is made in Nigeria.
• 2:55
  The cable is the cable. See, the focus is on the
• 2:58
  product. So in Nigeria, lots of times
• 3:01
  that people are trying to sell, they're focusing on the product.
• 3:05
  A wedding photographer who is trying to toast the bride will
• 3:07
  be focusing on the product. My photo is the best, my camera
• 3:11
  is the best, my this is the best, the brightest, the newest,
• 3:15
  the fanciest, the longest, the oldest, the newest, the fastest,
• 3:18
  the, you know, whatever the focus is on the product.
• 3:23
  Now that kind of selling is not bad, but ultimately that is all
• 3:26
  what not what makes you a good salesperson because people are
• 3:31
  not buying everything, but people are buying a result.
• 3:35
  So the bride who is talking to a wedding photographer is not
• 3:39
  buying the fact that you have the newest camera.
• 3:42
  You can use that to wow her, but ultimately she's buying your
• 3:45
  services not just because of your camera.
• 3:49
  Now people who use Coleman cables, the one that tells you
• 3:52
  baby faces advertising, if they use it, it's because Coleman
• 3:55
  cables will help them solve a problem.
• 3:57
  Not because Coleman cable is the best or because it's the longest
• 4:01
  or because it's the fastest or because it is Nigeria based.
• 4:04
  It is homegrown. They're buying it to solve a
• 4:07
  solution. Now that is exactly what
• 4:09
  solution selling is. Solution selling just means when
• 4:13
  we're in front of somebody, we're trying to figure out what
• 4:15
  is this person's problem, what is the solution that they're
• 4:18
  looking for. Then when we find out what the
• 4:21
  problem is, we can now see this is how my product or service
• 4:26
  solves your problem. Therefore you should buy.
• 4:29
  So it's a much more superior way of selling.
• 4:31
  So if you sell cars and somebody comes to your car lot and you
• 4:35
  say we have Honda Civic 2028 model tier robber, we have
• 4:42
  Chrysler, Chrysler so so so and so 2026 model brand new.
• 4:47
  We have Mitsubishi Mitsubishi this dot dot dot dot dot 2030
• 4:53
  version. See the thing here brand new
• 4:55
  straight direct from factory. If that is how you're trying to
• 5:00
  sell, buy this car because it is brand new.
• 5:02
  It has five seats, it has six seats.
• 5:04
  It has superior AC. It has satellite GS navigation,
• 5:08
  automatic brake lock, something you know all those fancy, fancy
• 5:11
  stuff. If that's what you're doing,
• 5:12
  you're doing product selling. It's not bad.
• 5:17
  It's just that to increase the chances of you getting a sale,
• 5:19
  you actually need to figure out who this person is, what's come
• 5:22
  on to the car lot, what the problem is that they're facing.
• 5:25
  Then you will not be able to recommend the correct car.
• 5:27
  So somebody comes on to the car lot.
• 5:30
  You say welcome to so, so, so and so motors.
• 5:32
  How can I help you today? You keep quiet.
• 5:34
  The person will say I'm looking for a car, so I no problem.
• 5:37
  As you can see, Sir, we have over 2000 cars on this my brand
• 5:42
  lot. But before I start showing you
• 5:44
  one or two things, I need to ask you a couple of questions.
• 5:46
  To know your taste in car or to know your style in car or to
• 5:50
  know exactly what's going on. Then we'll know how we're going
• 5:52
  to recommend work. I will show you so size that.
• 5:56
  OK. The person will say yes, OK, no
• 5:57
  problem. Then the first question was is
• 5:59
  OK, Sir, this car they are buying, is it for you or is for
• 6:02
  Madam? And you start the conversation
• 6:05
  that way. The person says, oh, the car is
• 6:06
  above Madam. In this case, you'll be asking
• 6:08
  him questions about him. You'll be asking him questions
• 6:10
  about what Madam likes or the kind of car he would like, you
• 6:14
  know, for Madam to have. Or if he says no, it's not for
• 6:18
  me, it's not for Madam, it's for Mumsy.
• 6:19
  You know the conversation will switch entirely.
• 6:21
  But you can see that by asking the person now how can I help
• 6:24
  you today? Or is the car for you, Abby's
• 6:26
  for another person. You're already on the right
• 6:29
  track because if the person comes, you look at the guy up
• 6:33
  and down, you think the guy is a big boy.
• 6:35
  You know, like me for instance, because I look fresh and I'm a
• 6:37
  fine boy. So when people see me, they
• 6:39
  assume that I'm a big boy. So automatically, you know, they
• 6:42
  see me, they say big boy, they will be carrying me to show
• 6:44
  Jeep. Meanwhile, if I'm trying to buy
• 6:46
  the car for wifey, and of course my wife doesn't like Jeeps
• 6:49
  because she's kind of on the small side, you will see that I
• 6:53
  will stay on the parking lot for 45 minutes.
• 6:56
  You show me different kinds of cars, I will leave.
• 6:59
  But honestly speaking, you never had a chance of closing the sale
• 7:02
  because you had absolutely no idea what I was thinking about.
• 7:05
  None. You had zero idea what I was
• 7:07
  thinking about. Solution selling just means
• 7:09
  let's figure out who this person is.
• 7:11
  What's the problem that they're facing.
• 7:13
  Now that I know the problem, how can we use our product or
• 7:17
  service to give this person a solution?
• 7:19
  So the focus is not on my car, the focus is not on what I'm
• 7:23
  selling. The focus is what is the problem
• 7:26
  and then you now see can I fix it?
• 7:28
  If the answer is yes, you will not show the person, say boss,
• 7:31
  this is how we can fix your problem.
• 7:32
  You will do 1 like this should go down like that.
• 7:35
  And if you want 1 like this, you'll use this product.
• 7:37
  If you want one like that, you will use this product.
• 7:39
  If you want 1 like this, you will use this service.
• 7:41
  If you want one like that, you will use that service.
• 7:44
  That is solution selling. So Nigerian salespeople who sell
• 7:51
  software and who work for other people, all of you running
• 7:54
  around saying that you're doing solution selling just because
• 7:57
  you sell SAS is no guarantee. It's not a guarantee that you're
• 8:02
  doing solution selling. Because a lot of you who say
• 8:04
  you're doing solution selling, what do you actually do?
• 8:06
  You say buy my company's ERP because the ER, ERP is, sorry,
• 8:13
  enterprise resource planning solution.
• 8:15
  So basically it's a group of I will say now softwares or
• 8:19
  applications that companies can use to make their businesses run
• 8:22
  better. So they can buy human resource
• 8:24
  solutions so that they can, you know, train people, hire people,
• 8:27
  fire people. They can buy accounting
• 8:29
  solutions so that they can track expenditure, track profit, track
• 8:31
  this, track that you know, they can hire, they can use CRM
• 8:37
  solutions, that's customer relationship management tools so
• 8:40
  that they can keep data on their customers, things like that.
• 8:42
  You know, different kinds of things.
• 8:43
  They, you know, ERP. So those of you who are selling
• 8:47
  SAS, for instance, who are trying to sell ERP, you say
• 8:49
  you're doing solution selling, but I say what you do is you
• 8:51
  walk up the customer and you say buy from me because I'm the Best
• 8:55
  Buy from me because I'm the brightest.
• 8:56
  Buy from me because I'm the cheapest, buy from me because
• 8:59
  I'm the fastest, buy from me because that is not solution
• 9:02
  selling. You're making everything about
• 9:05
  you and you're making everything about the product.
• 9:06
  That is not solution selling at all at all at all at all.
• 9:10
  So to do solution selling when you show up or when somebody
• 9:13
  show up to your shop, to your websites, to your Instagram DM,
• 9:17
  to your WhatsApp handle or to whatever, what you're trying to
• 9:20
  do is you are trying to diagnose.
• 9:23
  That's the reason why I say to sell effectively, we have to
• 9:26
  pretend to be a medical doctor. The first thing you're trying to
• 9:29
  do is try and diagnose. Is there a problem?
• 9:31
  What is the problem? Sorry about the noise in the
• 9:34
  background. I'm making today's recording
• 9:35
  just outside church because my kids have catechism.
• 9:41
  So yeah, first we're trying to do is to diagnose.
• 9:45
  Now there are certain elements that are involved in solution
• 9:47
  selling. Number one is discovery.
• 9:49
  Discovery is when you are asking questions about the problem,
• 9:54
  you're really trying to figure out what the problem is.
• 9:57
  I'm sorry, questions about the person or about the problem.
• 10:00
  So you don't start by saying it. You don't say bye from me
• 10:02
  because I'm the best. You start with questions because
• 10:04
  you're trying to understand this person, this person's business
• 10:07
  environment, this person's personal problems, this person's
• 10:09
  business goals, their personal goals, you know all this.
• 10:13
  You're trying to get to the heart of the issue.
• 10:14
  So if somebody comes to the car park, it's not just a matter of
• 10:18
  so I say car park your car lot. It's not just a matter of saying
• 10:20
  our Bros come here. Let me show you this Toyota 4
• 10:23
  Runner 2026 model, correct, straight from the factory from
• 10:27
  Japan, AC tight. You ask questions first because
• 10:32
  sometimes a guy comes to the car park.
• 10:34
  So your car lot, you want to show him Toyota 4 Runner 2026
• 10:39
  model straight from Japan. That's what you want to show
• 10:42
  him. But what if the guy is a BMW
• 10:45
  boy? Because you know, our butcher
• 10:46
  boys are like that. You know, that's how much our
• 10:48
  boys are BMW boys. That's all that makes these best
• 10:51
  boys. So if somebody comes to your
• 10:55
  your your car lot, the person is the miss this boy or the person
• 10:57
  is a BMW boy, but you're showing him Toyota 4 Runner 2026 model
• 11:02
  because it's brand new because of why?
• 11:04
  And you think you're going to sell the car.
• 11:06
  No solution selling, please solution selling.
• 11:09
  Who is this person? We start with discovery.
• 11:13
  What's going on? Is it that their car spoiled?
• 11:15
  So they want a brand new car No problems.
• 11:16
  It's a Bros which can't call you the control before that's what
• 11:19
  you're asking. So if the guy said that normally
• 11:23
  normally in the move master vehicle, you know Mazda,
• 11:26
  Mitsubishi, you know that kind of car.
• 11:27
  Why are you showing him Toyota? Why are you showing him as this?
• 11:34
  If normal, normal, the guy they pull messed these beds, you
• 11:36
  know, but he's here to talk about a car for his wife.
• 11:39
  You know, she's a baby girl, you know, so she likes all these
• 11:42
  brand new, soft, soft, soft Honda Civic, you know, sweet,
• 11:45
  sweet ones, you know, 2025 model, 2026 model.
• 11:49
  You know all those very clean, clean, cute, cute cars, very
• 11:52
  cute cars. You know that's the problem that
• 11:55
  they're trying to solve. Then why are you showing this
• 11:58
  guy messed these beds? Why?
• 12:01
  So discovery, That's what you do.
• 12:04
  It doesn't matter whether you're an architect or you sell cars or
• 12:07
  you sell software or you sell whatever.
• 12:09
  Discovery is step one, somebody slide into your DM Discovery.
• 12:12
  Somebody enter into your shop, Discovery.
• 12:15
  You enter inside the person's office.
• 12:16
  Discovery, the person comes to your office, Discovery.
• 12:19
  Anyhow, you jam the person. Discovery, you will meet inside
• 12:22
  the marketplace for the first time, discovery, You will jam at
• 12:25
  the PTA meeting. The person says, oh, I'm looking
• 12:27
  for a fashion designer and you a fashion designer.
• 12:30
  You don't say, oh, let me show you my catalog.
• 12:32
  No, first thing is discovery. Who is this person?
• 12:35
  What are their personal problems?
• 12:37
  What are their business problems?
• 12:38
  What are their personal goals? What are their business goals?
• 12:41
  What is any K leg? What is any commander they're
• 12:43
  facing in their life right now? You find that information out
• 12:46
  first. Then after that, you will now
• 12:47
  know what it is that you recommend.
• 12:49
  It is after they can now say check my catalog.
• 12:51
  Or else you'd be in a situation where you'd be showing somebody
• 12:54
  picture of skinny jeans like me, for instance.
• 12:56
  You know, skinny jeans, they rain now, you know, I don't see
• 13:00
  how skinny jeans is raining amongst guys because that thing
• 13:03
  is just absurd. You know, especially guys my
• 13:06
  size and I'd be wearing skinny jeans like what the hell, Like
• 13:09
  why? That's not how God designed us.
• 13:13
  Why should a man be wearing skinny jeans?
• 13:14
  But anyway, so somebody will say, oh God, come and see
• 13:17
  design. Do now be showing me skinny
• 13:19
  jeans. Do I look like a skinny jeans
• 13:20
  guy to you? Ask me what I like first.
• 13:23
  What if he's Boo Boo? I like to wear, you know, all
• 13:25
  these big, big, big something. And by the way, yes, that's why
• 13:27
  I like to wear loose clothes. Ask, well, I go to some places,
• 13:33
  people be showing, showing me a senatorial.
• 13:36
  Why are you? Why are you showing me
• 13:37
  senatorial something? Did I tell you I want to look
• 13:39
  senatorial? You ask a person what it is that
• 13:42
  they like first, then you now start showing them.
• 13:45
  These are the things that make it possible for us to close the
• 13:48
  deal no matter what it is that we do.
• 13:49
  So if you're a fashion stylist and you're struggling, that's
• 13:51
  the reason why is because you like senatorial.
• 13:54
  So every single man that comes into your shop, you are showing
• 13:56
  them senatorial and you're trying to collect 500 Q to sew 1
• 13:59
  senatorial for them. Meanwhile, the person you're
• 14:01
  talking to, maybe the guy just likes kaftan, so you should have
• 14:06
  been sending him Kaftan right from the get.
• 14:08
  But The thing is, you've made-up your mind.
• 14:09
  Senatorial is the best. Therefore anybody that enters
• 14:12
  into your shop. Senator, Senator.
• 14:14
  Senator. No, some people like Kaftan,
• 14:18
  some people like, what's this one called?
• 14:22
  Is it Guinea? Guinea?
• 14:23
  Some I can't remember. Anyway, I think the thing looks
• 14:24
  nice and quite frankly, I like it.
• 14:26
  I used to wear a lot as a teenager.
• 14:28
  But The thing is, you know, nowadays I say no, this is what
• 14:30
  our people say. No, that is old school, you
• 14:33
  know, it's just that you don't have to be an obedient husband.
• 14:37
  Now, I can't wear the kind of thing that my wife would like,
• 14:39
  you understand? Where was I?
• 14:44
  So discovery, that's the first thing you do.
• 14:47
  Now we're trying to identify their problems.
• 14:50
  All right. Then also the because we're
• 14:55
  trying to solve a problem for them, essentially what we're
• 15:01
  going to be talking about over time will just be value, value,
• 15:03
  value value value value, value. No price value just means the
• 15:07
  benefits or the results or the whatever that somebody gets from
• 15:10
  using your own product or service.
• 15:13
  So OK, let me use DSTV because somebody asked me one time that
• 15:19
  we DSTV package. Do you have I called it, the guy
• 15:21
  said in this economy. Then the person started talking
• 15:25
  about his own solutions, how he uses Netflix for him and his
• 15:29
  wife, and I can't remember what else.
• 15:31
  But you see, at the end of the day, it's not about price, his
• 15:36
  value. Some people buy DSTV of a
• 15:38
  certain package because as far as I concerned, the value is
• 15:42
  worth it. My wife will watch on this
• 15:44
  bouquet, but you don't watch on this bouquet.
• 15:46
  Me, I'll watch on this bouquet value.
• 15:49
  Another person will say what how much on top DSTV when we can do
• 15:55
  is just buy data bundle this amount, buy Netflix this amount,
• 15:59
  buy that, that this amount. And yes, it makes sense.
• 16:02
  But honestly, the problem that I have with that kind of modular
• 16:05
  watching Netflix and everything is number one.
• 16:07
  I have no control over the children are watching and me,
• 16:10
  I'm not the kind of person that likes to allow my children just
• 16:12
  be free on the Internet anyhow, supervised time.
• 16:17
  I'd like to know what my kids are watching.
• 16:19
  So the TV is there. All of us are here.
• 16:21
  You want to watch what put it on the TV.
• 16:24
  We will watch this thing together.
• 16:26
  Let me see what my children are watching.
• 16:29
  So for some other person, DSTV so so so amount waste of money.
• 16:33
  But for some other people know they're getting value.
• 16:35
  But if you're trying to sell home entertainment services or
• 16:38
  whatever, like you won't know until you start asking people
• 16:41
  what it is that they value. So sorry, let me check the time.
• 16:49
  How how much time have we been recording?
• 16:52
  Oh, 16 minutes. OK, let me try and bring this
• 16:54
  into a close. Let's not be here for for too
• 16:56
  long. So solution selling.
• 16:59
  Yeah. You're not focusing on your
• 17:02
  product, You're not focusing on your price, you're not focusing
• 17:04
  on your specs, you're not focusing on your whatever.
• 17:07
  The focus will always be. What is the pain point for the
• 17:10
  customer? What are they suffering or what
• 17:12
  are they enjoying? What do they want to enjoy or
• 17:14
  what do they want to stop suffering?
• 17:16
  That will always be the focus of the conversation and that is how
• 17:19
  we'll determine what it is that we'll sell.
• 17:21
  And one of the candidates for the interview, that is where she
• 17:23
  shown well because she comes from the background where she
• 17:27
  was selling computer accessories and stuff.
• 17:31
  So I told her, OK, no problem, your customer pretend that I
• 17:35
  enter into your DM and I say give me JBL speakers.
• 17:38
  And she handled the conversation well.
• 17:41
  She handled it well. She started off by saying that
• 17:45
  Olga, we have JBL of different of different cost, different
• 17:48
  size, we have the JBL. So, so, so down is 90K, we have
• 17:52
  the JBL, blah blah, blah, blah, blah.
• 17:54
  Down is about 250K. But Olga before I give you
• 17:58
  recommendation which one should buy, I need to know yourself.
• 18:00
  What are you using this speaker for?
• 18:02
  What do you even use speaker for?
• 18:04
  You see where she started the conversation?
• 18:07
  I say I'm a customer. I started to your DM.
• 18:09
  I say give me JBL speaker and she started off by saying JBL
• 18:13
  speaker day. We get the one way, you know, we
• 18:16
  get the one that is, you know 90,000.
• 18:18
  We have the one that is 200 and you know 70 something thousand.
• 18:21
  But before I make a recommendation for you, I need
• 18:23
  to know who is using the speaker.
• 18:25
  Is it you? What do you want to use the
• 18:27
  speaker for? Bam, very good.
• 18:29
  By giving a price range in the beginning, you know the way my
• 18:33
  body language will now know who she's dealing with.
• 18:35
  If she said 90K and I begin to shake she will now under OK this
• 18:38
  one is not my customer. But if she say between 90K270K
• 18:43
  I'm still standing there. She will know the OK there's
• 18:46
  room. Then she now goes into
• 18:48
  discovery. Now who they use the speaker?
• 18:50
  Is he you? Because sometimes people go into
• 18:54
  shops not to buy speakers for their teenage sons or their
• 18:57
  teenage daughters. Or maybe, Madam, say, go and buy
• 19:00
  me speaker from there. You will now start asking
• 19:03
  questions. Oh, it is not you.
• 19:04
  Oh, it's for your children. What do your children do?
• 19:07
  Oh, your son is a gamer. OK.
• 19:09
  He likes to hook it up to games. OK, What kind of system does he
• 19:12
  play? He plays PlayStation something.
• 19:15
  So they, this JBL will not connect well with PlayStation 4.
• 19:20
  The one that will connect well with PlayStation is this
• 19:22
  particular line. Can you see the focus is now on
• 19:26
  solving a somebody's problem. From there, you'll be guiding
• 19:31
  somebody accordingly. You say that Oga, even though
• 19:33
  you came here looking for JBL based on what you want to do,
• 19:37
  you want to make your teenage son happy.
• 19:39
  The guy likes to play game. JBL no, go solve that problem.
• 19:42
  So a guy we should be looking at this line.
• 19:44
  You'll see now how or guy will be looking at you or guy will be
• 19:48
  looking at you as a very specialist, as a very
• 19:50
  professional somebody that is how in the future if there's any
• 19:53
  problem, anything speaker related or guy will say, call
• 19:57
  this babe. She will sort you out.
• 20:02
  That is how you get a reputation for being a professional
• 20:06
  Nigerian salespeople. Those of you who sell for other
• 20:09
  people, please be letting you know this is how you make
• 20:12
  yourself stand out as a professional.
• 20:15
  Excuse me it's not by saying buy my JBL.
• 20:18
  My JBL is the best is the newest is the fastest from Japan is
• 20:22
  American use. These ideas are that no solution
• 20:26
  selling. The focus is not on the product.
• 20:29
  The focus is on the customer's pain point.
• 20:33
  You are a trusted advisor. You are a consultant from today,
• 20:37
  henceforth, anybody listening to this podcast now tell yourself
• 20:41
  beat yourself on the chest, tap yourself on the chest.
• 20:43
  Bam bam bam. Tell yourself I am a consultant,
• 20:47
  I'm a trusted advisor, I'm a consultant.
• 20:49
  I am not a peddler. There's nobody who is listening
• 20:52
  to this podcast now who should be a peddler.
• 20:54
  You should not be peddling anything.
• 20:56
  You are a consultant no matter what it is you sell.
• 20:59
  Even if you sell bleaching soap, bleaching cream, you are a
• 21:02
  consultant. Somebody should not come into
• 21:05
  your shop, slide into your DM and they say buy this carrot
• 21:07
  soap, buy this purple soap is the best to bring out your true
• 21:10
  color, your true color. Instead of just saying buy this
• 21:14
  purple soap, you bring out your true color.
• 21:16
  Ask the lady first Thank you for coming to chair makers beauty
• 21:19
  secrets Something something something yes, we have purple
• 21:22
  soap and different all kinds of brands available.
• 21:24
  But before I make a recommendation for you, I beg I
• 21:26
  need to ask you some questions. So I know that I recommend the
• 21:29
  correct cream for you because my sister this purple soap is very
• 21:33
  good. But there are some people that
• 21:34
  they use this purple soap their skin will just born.
• 21:38
  They go born. They will do them like acid.
• 21:42
  The girl say really? You say yes.
• 21:44
  So I need to know your skin tone.
• 21:46
  I need to know your skin type. I need to know what you're
• 21:48
  looking for. I need to know you know.
• 21:49
  So if I assist, I hope you don't mind.
• 21:52
  Let's just do video call now. Let me even see you first and
• 21:54
  then we'll now do the something. Say hey, I must do video call
• 21:57
  and assist. I will help if I see your skin.
• 21:59
  So OK, no problem. Now switch to video call.
• 22:01
  That is how you sell. You're not a bedler.
• 22:05
  It's not a matter of buy this purple cream, it is the best.
• 22:07
  Buy this tomato cream. It is the Best Buy this carrot
• 22:10
  cream, it is the best. No, you're a consultant, please
• 22:16
  now, the reason why this matters is because nowadays char GPT day
• 22:19
  Google day everything day, Google Gemini day everything.
• 22:23
  If the person just needs information, we'll just go on
• 22:25
  the Internet and search. That's it.
• 22:29
  If somebody sliding to your DMI say, oh, this JBL something
• 22:31
  something is the greatest is from Japan is something
• 22:33
  something water exist and blah blah.
• 22:35
  If it's just on that level, the person will say, OK, thank you.
• 22:37
  Let me think about it. They will go on Google Now and
• 22:39
  start searching JBL speaker, how much JBL speaker price versus
• 22:46
  specifications. They will start searching.
• 22:49
  Is it easier now that we have AI tools?
• 22:51
  The person will just go to Google Gemini and type in how
• 22:54
  much is a JBL speaker in Nigeria and then from there continue
• 22:57
  scrolling, scrolling and learning.
• 23:01
  So that's why this matters today.
• 23:04
  People can find the information any which way that they want.
• 23:08
  People come to us because I have a problem and we're going to
• 23:12
  help them solve that problem. We're going to give them a
• 23:15
  solution. So that's the reason why I keep
• 23:18
  talking a lot about spin selling on this podcast.
• 23:22
  So excuse me. You have to ask questions to
• 23:25
  understand the current state. You have to ask questions to get
• 23:29
  to the pain point. You have to ask questions to
• 23:33
  figure out the implications or the consequences.
• 23:36
  Now look, we don't solve this problem by social sound.
• 23:38
  So is it a problem, OK, if I'm not able to hit this target, how
• 23:41
  will you stop you from doing this?
• 23:42
  Like you need to figure out whether this is a serious
• 23:45
  problem because people only pay money for serious problems.
• 23:51
  Anyway, Let us say that. OK, let me just kill it here
• 23:59
  because I've been talking for too long.
• 24:02
  Like what I said on top of the episode, SAS just stands for
• 24:04
  software as a service. So if you're selling software as
• 24:07
  a service, it doesn't mean necessarily that you're doing,
• 24:09
  see you're doing a solution selling.
• 24:13
  Now for those of you who don't understand, so excuse me,
• 24:16
  recovering from the gold. So for those of you who don't
• 24:18
  understand software as a service just means, OK, Now when I saw
• 24:24
  my first computer when I was about 18, let's say 7/17/18,
• 24:32
  family friend, Father Francis, a priest, he had this Toshiba,
• 24:36
  Toshiba, some I can't remember the Toshiba core computer.
• 24:39
  Then he was going to be posted abroad.
• 24:42
  His religious order was sending him abroad for, for further
• 24:46
  studies, I think for masters or PhD or something like that.
• 24:50
  And so he was like, oh, they're going to buy me a new computer.
• 24:52
  And I was like, oh, OK, can I have this?
• 24:54
  And the guy said yes. And I was happy.
• 24:57
  So you never know ask you might receive and that's it.
• 25:02
  So 1718, that's when I saw my first computer.
• 25:05
  Now back in those days, if we wanted to do anything, you had
• 25:07
  to go to Ikeja Computer Village on that bridge.
• 25:10
  You now go and buy CD. You will now take that CD-ROM,
• 25:14
  you now put it inside. You don't take that CD, put it
• 25:16
  inside your CD-ROM in the side of your computer, you just press
• 25:19
  1 button to open. You now put the CD inside, press
• 25:23
  the button, it will close. The thing will now start to run.
• 25:26
  It will now load up then from that CD, you now download the
• 25:31
  software and start using. Some of you don't have
• 25:35
  absolutely no idea what I'm saying.
• 25:37
  I understand perfectly. You know, it was, it was a while
• 25:40
  ago, but go and ask your older brother or go and ask your dad.
• 25:43
  You know he will tell you that back then in Niger, when we
• 25:46
  needed to do something, if you wanted to watch him, you'll go
• 25:50
  to Computer Village, you go and buy the CD.
• 25:52
  You plug it into your, you put it into CD-ROM and they start
• 25:55
  watching film. If you wanted to download, if I
• 25:59
  wanted to use Photoshop and Photoshop, for instance, you
• 26:03
  take bus, go to computer village on that bridge, Ikeja.
• 26:06
  You now go and buy the physical CD and then you now put it
• 26:09
  there. You'll now discover that the CD
• 26:11
  of course is pirated because I mean, who sells original
• 26:14
  software in Niger, at least back in those days?
• 26:16
  Next, you now start looking for somebody who has the code, the
• 26:18
  code to to to to what do they call this in again, you find
• 26:25
  somebody shot that has a code to unlock.
• 26:26
  Is it unlocking to unlock the software?
• 26:29
  So there was a time when everything we had to do was
• 26:32
  physical. Physical you go and buy physical
• 26:35
  CD or you want by like my first soft software that I used to
• 26:41
  learn how to type. It came on a floppy disk.
• 26:45
  Floppy disk. In fact, some of you, I've never
• 26:47
  seen it. See if I'm saying all these
• 26:49
  things, you've never heard of it before, just go and Google it or
• 26:51
  go and use video YouTube so they can see what these things look
• 26:55
  like. So that's how you used to be
• 26:57
  back in the day. So that's how I learned how to
• 26:58
  type. I got a program on a floppy disk
• 27:01
  I plugged into my Toshiba, downloaded the software and
• 27:04
  that's how I started learning how to type.
• 27:07
  So that's the old way. The old way was everything was
• 27:10
  physical, physical. Now, nowadays to use software,
• 27:15
  what you do is you download the theme straight from the
• 27:19
  Internet. Essentially it's like you are
• 27:22
  renting the software, then every single year you'll be paying
• 27:25
  them license renewal fee or you know, whatever it is.
• 27:30
  Shall I be paying them something?
• 27:32
  So SAS is like Netflix, you hear me?
• 27:36
  So in the old days, remember I said if you wanted to watch
• 27:38
  theme, you go to computer Village, you buy physical CD,
• 27:43
  then you slot it into your DVD player or you put it into your
• 27:46
  computer, you put into your DVD ROM, you now watch theme.
• 27:50
  Nowadays you want to watch theme.
• 27:52
  What you do is you go online, you download Netflix, you pay
• 27:58
  them, you know, 5K7K monthly or whatever.
• 28:01
  You now start watching theme. At the end of the month, you
• 28:06
  give them another 5K, give them another 5K, give them another
• 28:09
  5K. For some products, it is at the
• 28:12
  end of 365 days. You now pay again, that is
• 28:18
  software as a service. We're not doing anything
• 28:21
  physical anymore. We're paying.
• 28:23
  We're paying monthly fees or paying quarterly fees or annual
• 28:27
  fees or whatever so that we can use certain things.
• 28:31
  So SAS just means we're using computers, we're using software
• 28:35
  to solve our problems. But now instead of downloading
• 28:38
  on your computer, it's now cloud based.
• 28:40
  Cloud based just means it's not stored on your computer, it's
• 28:42
  stored on the server someplace else.
• 28:44
  And then it's a subscription model.
• 28:46
  So that means you're paying a monthly fee on annual fee.
• 28:49
  If you stop paying, you won't get access to those things.
• 28:52
  So for those of us that used to fool around and you know, make
• 28:55
  music or edit photos or things like that.
• 28:59
  So back then, if you wanted Adobe Photoshop, you will go to
• 29:03
  Computer Village in a catcher on that bridge and you ask around.
• 29:07
  Eventually you find somebody who has Photoshop, you pay you, you
• 29:10
  pay him, you collect the CD, you go home reloading your system.
• 29:13
  Good. You now start to edit your
• 29:16
  software. But now for my kids, what they
• 29:19
  say is, oh, we want Adobe software, we have to go online,
• 29:23
  you know, download the thing, you know, pay and then now they
• 29:27
  have access to the software. No need to go and start looking
• 29:30
  for physical or something any sorry for taking a lot of time.
• 29:33
  But I guess what I wanted to say was this, there are a lot of you
• 29:37
  Nigerian business, I'm sorry, sales people, you sell on behalf
• 29:40
  of a company, not half of your employer.
• 29:43
  You think you're doing solution selling, You're actually not
• 29:44
  doing solution selling. Yes, you're selling software,
• 29:47
  but what you're doing actually is product selling because
• 29:49
  you're telling people buy my software, it is faster than the
• 29:51
  competitor. Buy my software, it is cheaper
• 29:54
  than the competitor. Buy my software, it is, it gives
• 29:58
  you 5 users. Well, my competitor, my
• 30:00
  competitors only gives you 3 users.
• 30:02
  What you're doing is you're pitching a product, you're
• 30:04
  peddling, you're still doing product selling.
• 30:06
  You are not doing solution selling.
• 30:08
  If you are doing solution selling, you will tell the
• 30:10
  personnel, Oh yes, we have all kinds of software that solves
• 30:13
  these kinds of problems. But before I make a
• 30:15
  recommendation, I need to know exactly what is going on with
• 30:18
  you, Sir. So you're asking about ARP.
• 30:21
  What kinds of problems are you facing in your business, Sir?
• 30:25
  Oh, OK, You're facing this problem.
• 30:26
  This problem, which one they took you?
• 30:28
  Which one is really urgent? Which one they cogent?
• 30:31
  Oh, this one is causing you to lose like 200 million every
• 30:34
  single year. Hey, Sir, you don't mean it.
• 30:36
  That's a lot of money. How did the problem start?
• 30:41
  OK, like this, OK, Because it's the problem, because it's the
• 30:43
  problem. By the time you ask all these
• 30:45
  questions, you can now say, Sir, based on what you have said and
• 30:48
  based on the fact that we are losing 200 M annual, this is
• 30:51
  what I recommend. Sir, you go use this software.
• 30:53
  It will help you like this, like this, like this or option B.
• 30:56
  You will use this software. You do it like this, like this,
• 30:58
  like this. Option C, you will use this
• 31:00
  software, You do it like this, like this, like this.
• 31:02
  Option A, that will cost you for you and your people.
• 31:06
  You say that 50 employees you get happy and no problem
• 31:08
  problem, just annual subscription that will cost you
• 31:11
  just, you know, $2000 Option C for all of you that will cost
• 31:16
  you like $1000. The one that is in between now
• 31:18
  will cost you $1200. So Sir, based on all these
• 31:21
  options now option A, option B, option C, you know which one?
• 31:24
  Which one are you feeling that is solution selling?
• 31:29
  So please, because you sell software, no, run around saying
• 31:33
  you're doing solution selling, You're not.
• 31:36
  For those of you who don't sell software, I hope you've learned
• 31:40
  what solution selling is, why it's applicable, how it's
• 31:44
  applicable to your business, why it's going to be useful.
• 31:46
  And that's the reason why I tried to use lots of examples
• 31:48
  today. So whether you're into fashion,
• 31:51
  whether you're an architect, whether you're a lawyer, whether
• 31:53
  you're a wedding photographer, whether you're a consultant,
• 31:56
  whether you're a doctor, whether you're whatever solution
• 31:58
  selling, please. But please, if you're listening
• 32:01
  to this podcast right now, please promise me you will not
• 32:04
  think of yourself as a peddler. You are a consultant, Please.
• 32:06
  All right. So tap yourself on the chest.
• 32:09
  Tap your chest three times as you're listening.
• 32:11
  Tap your chest now and then repeat after me.
• 32:15
  Say I am a consultant. Say it again, I am a consultant.
• 32:24
  So if you sell pimple removing cream, if you sell bleaching
• 32:28
  soap, you are not a peddler. It is not soap you're selling.
• 32:30
  You're selling the solution. Tell yourself I am a consultant.
• 32:35
  So the first thing you do is if somebody sizes your DM and say,
• 32:39
  do you have acne removing cream, you will just say, yes, we have
• 32:42
  acne removing cream. We have Mary Kay, we have this.
• 32:45
  We have Kim Kardashian cream. You know, this one costs $2000.
• 32:50
  This one costs 500 naira, this one costs this.
• 32:52
  Which one do you want? You say, sure, we have different
• 32:56
  kinds of acne cream. But Madam, before I make a
• 33:01
  recommendation, I need to know exactly what's going on with
• 33:04
  your with your skin. How bad is this acne?
• 33:07
  If I can, we do video call. But the times you put on the
• 33:09
  camera, you look at it, you see that she's not acne.
• 33:11
  She has eczema you have you tell her.
• 33:13
  Ah, Madam, no Vexo, this one you have is not acne.
• 33:16
  It's something that's matter. This one is actually eczema for
• 33:19
  this one man, there's no amount of cream will solve the problem.
• 33:21
  But now go and see a doctor. That is how you make yourself
• 33:24
  stand apart as a professional so that next time the woman needs a
• 33:29
  plug, she needs bleaching cream, she needs acne removal, or maybe
• 33:35
  a matani is drying her skin, she needs moisturizer or something.
• 33:38
  She will think of you first because every other person that
• 33:41
  she has tried to talk to that she's leading to their DM, every
• 33:44
  other person was trying to peddle stuff to her.
• 33:46
  You are the only one who sounded like a credible professional and
• 33:49
  who tried to solve a problem. So solution selling please.
• 33:52
  That's what we should all be doing.
• 33:54
  If you want to see how you can apply solution selling to your
• 33:56
  business, just give me a call, send me a text message or a
• 33:59
  WhatsApp message on 08064662140. Apart from that, I have a
• 34:08
  WhatsApp channel that I just started newly.
• 34:10
  So if you want to be a part of the WhatsApp channel so that
• 34:12
  regularly you see updates from me, you know, stuff like that,
• 34:16
  then call me, send me a text message or a WhatsApp message on
• 34:19
  08064662140.