Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Closing the Right Deals: Why Everyone Isn't Your Customer

Transcript

Closing the Right Deals: Why Everyone Isn't Your Customer · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome. My name is Tavishima Ayede.
• 0:04
  I solve sales and marketing challenges.
• 0:07
  I'm making today's podcast recording at home.
• 0:09
  It's the evening so the whole family is around.
• 0:11
  Expect to hear some interruptions in the background.
• 0:14
  Now, the goal of this podcast is business education.
• 0:17
  So do me a favour, spread the word so that your friends and
• 0:20
  family members in Nigeria and abroad can benefit from the
• 0:24
  questions that we tackle. They can do that by subscribing
• 0:27
  on spotifying YouTube, Apple or any player of their choice.
• 0:31
  And if you, dear listener, have any sales and marketing
• 0:34
  questions, bring them to me. You can call, you can SMS, you
• 0:37
  can WhatsApp me on 08064662140. Now today on the podcast, I want
• 0:46
  us to look at this question. Can you sell everyone
• 0:49
  successfully? Let me repeat what we're going
• 0:53
  to look at today on the podcast. Can you sell everyone
• 0:56
  successfully? Now, why am I talking this kind
• 0:58
  of question today is because some people feel bad when they
• 1:02
  talk to 10 people and then maybe only like 2 people end up paying
• 1:07
  and they have unrealistic expectations.
• 1:09
  There's some people who think if you talk to 10 people, you can
• 1:12
  close nine of them and get good business.
• 1:15
  There's some people who think it's realistic that if you talk
• 1:17
  to 10 people that anyhow, sure, I should be able to get money
• 1:21
  from like 5 of them. So that's the reason why I'm
• 1:23
  having tackling this question today.
• 1:26
  Can you sell everyone successfully?
• 1:28
  Can you sell most people successfully?
• 1:31
  What realistically is the ratio that we can expect of business
• 1:36
  to close that If we're talking to 10 people, can we expect to
• 1:39
  close three? Can we expect, expect to close
• 1:42
  seven? So what really is good or bad
• 1:47
  performance when we're looking at, you know, you approach 10
• 1:50
  people, 20 people, 50 people. Maybe you've last year you spoke
• 1:54
  to 100 people. How do you know if your
• 1:56
  performance was good or bad based on the number of people
• 2:00
  that gave you money? At the end of the day, the
• 2:03
  answer is, are you guys ready? Here's the magic answer.
• 2:08
  The answer is it depends. It depends on your experience,
• 2:14
  how much experience you've had in the game.
• 2:16
  Somebody who is starting now fresh.
• 2:18
  Look, to be honest, you don't have the knowledge base, you
• 2:22
  don't have the business acumen, you don't have the confidence,
• 2:25
  you don't have the stamina, you don't have the wisdom.
• 2:28
  You don't have the you understand that somebody who's
• 2:31
  been in the game like 10 years has.
• 2:33
  I mean, it is what it is. So it depends what is your
• 2:38
  experience. It also depends on your skill
• 2:41
  set. There are some people who have
• 2:43
  been 1020 years in the game, but they never bothered to upgrade
• 2:49
  their skill set. They never bothered to learn
• 2:51
  anything new, no new techniques, no new nothing.
• 2:55
  So the way they started on day one is the same way that they've
• 2:58
  just been chilling in year 10, year 15, year 20.
• 3:04
  My first, my professional background in the beginning was
• 3:08
  in law. And I tell you that that's one
• 3:10
  thing that kills lawyers. Some people graduate from law
• 3:13
  school and never do a thing again to improve themselves.
• 3:16
  And then they start getting angry when younger people are
• 3:20
  make any more than them. I mean, yes, you are their
• 3:23
  senior, but The thing is, since you finished, you didn't do
• 3:26
  anything. You didn't do masters, you
• 3:29
  didn't do any professional course, you didn't join
• 3:36
  Toastmasters, you've not been doing networking.
• 3:39
  If MBA organizes training, you don't go for it as you have done
• 3:43
  nothing. Of course, a youngster who has
• 3:47
  some talent, but the guy is very sharp or the baby is very sharp,
• 3:51
  very agile, Of course, there's only a matter of time before
• 3:53
  they will pass you. So it depends how much
• 3:57
  experience do you have? What is your skill set?
• 4:00
  How much business argument argument do you have?
• 4:03
  It also depends on the particular product, the
• 4:06
  particular service or the particular industry.
• 4:09
  So let's say I was a brain surgeon and I entered into brain
• 4:11
  surgery. Now year one, may I forget it,
• 4:15
  there's no how me year one brain surgery, I will now be doing
• 4:20
  more than my OGA who's been in business 10 years is just not
• 4:23
  going to happen like that. This is a highly specialized
• 4:25
  field and because of how we are in Niger and tenure matters and
• 4:31
  then plus this is a life and death thing, death thing.
• 4:34
  So people are afraid. Forget it.
• 4:37
  There's no how I can come and crash into it as a young brain
• 4:40
  surgeon and expect that if I talk to 20 people, I will close
• 4:44
  the deal with 20 of them. So you can see that there are
• 4:48
  lots of variables. So I honestly can't tell you 2 /
• 4:53
  10 is good, or 10 / 10 is realistic, or 5 / 10 is what you
• 4:59
  should be aiming for. I can tell you it depends.
• 5:05
  So the answer to that question, can you, can you tell everyone
• 5:08
  successfully? The honest answer is no, you
• 5:11
  can't. There's nobody who does 10 / 10.
• 5:16
  I'm telling you with my full chest, there is nobody who does
• 5:20
  10 / 10. And if somebody tells you that
• 5:24
  he does 10 / 10, he or she is lying.
• 5:27
  If I have a conversation with them, I'll tell you how they are
• 5:30
  fudging the facts. Look, this is 1 common one, at
• 5:34
  least in America. For people who say they close
• 5:36
  100%, usually what happens is they have a junior member of the
• 5:40
  team who does pre qualification. Pre qualification is when you
• 5:45
  have conversations with somebody to try and figure out who they
• 5:48
  are, what they need, what the problem is, whether you can help
• 5:51
  them, whether there's agreement on price and all those sorts of
• 5:54
  things. So after the junior person does
• 5:56
  pre qualification, they will now send that person up to Orga and
• 6:00
  Orga can now close the deal. Of course, in that kind of
• 6:03
  situation, you can close 10 / 10 is because somebody else has
• 6:06
  done the work of trying to filter through to make sure who
• 6:09
  is serious to talk to and who is a time waster.
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  And they make sure that time wasters don't get to your to
• 6:15
  your table. So please do not be deceived by
• 6:19
  anybody on the Internet saying that they're closing 10 / 10.
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  It is not possible. Now for people who say they
• 6:25
  close 10 / 10, there's one person in particular in America.
• 6:29
  I've heard from other people that that's the thing, somebody
• 6:33
  else junior in the team is doing qualification and discovery.
• 6:37
  So the person has already been vetted before they send you to
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  Orgas office. So of course in that case
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  they'll close 10 / 10. In fact, me that given that kind
• 6:45
  of setup, if there's somebody doing pre qualification for me
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  and I don't close 10 / 10, I'm a bastard.
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  But just no, nobody closes 10 / 10 is not possible.
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  There's nobody on this earth that will talk to 10 people and
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  close everybody or business. And this is the reason why, by
• 7:03
  the way, I heard this from Brian Tracy, not everybody that you
• 7:08
  talk to wants what you have. Not everybody needs what you
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  have. Not everybody affords what you
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  have, and not everybody has a sense of urgency over what you
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  have. It is just not possible that if
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  you run into 10 people one after another, that each of them want
• 7:26
  what you have, need what you have, afford what you have, or
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  have a sense of urgency around it.
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  Take people, these people you know, around the park.
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  That's help your water. Everybody wants a drink, right?
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  But does everybody that the guy or the girl will meet in the
• 7:43
  park? Does everybody need to have a
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  drink at a particular moment? If it is really hot in the dry
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  season, maybe everybody wants it, maybe everybody needs it.
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  But you know, times are hard in Nigeria.
• 7:55
  So even though it's only 59, there actually are some people
• 7:59
  who right now like man, that 59, let me just hold it.
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  You never know. You know, everybody has a 15
• 8:07
  hour to buy the pure water and some people want it needed.
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  I can afford it. But then they don't have a sense
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  of urgency. They think I'm already at the
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  park. I'll be home in like 1 hour's
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  time. Why should I use this 50 naira?
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  Buy pure water? Now if I hold this 50 naira and
• 8:23
  tomorrow I add another 50 naira, if I combine it like that, who
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  knows, at the end of the month I should be able to use it and buy
• 8:29
  rice or a Cara, buy 200 naira Cara or something as a treat.
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  So The thing is something even as basic as water, pure water in
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  the garage that everybody needs. If you sell pure water, not
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  everybody will want it, not everybody will need it, not
• 8:47
  everybody can afford it, and not everybody has a sense of
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  urgency. So even for pure water, you
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  cannot do 10 / 10. Not possible.
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  That is the reason why there's nobody who does 10 / 10.
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  I repeat, nobody wants. Not everybody wants what you
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  have, not everybody needs what you have, not everybody can
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  afford what you have, and not everybody has a sense of urgency
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  around what you have. So with that knowledge in mind
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  now, please stop putting yourself under pressure.
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  Just calm down. Relax. 10 / 10 is not happening.
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  We know that now. So step one is relax.
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  Breathe. If you're doing 2 / 10 and you
• 9:31
  want to go to three, you want to go to four, that is good.
• 9:33
  We should always aspire, we should always aim to improve.
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  It is good, but don't be giving yourself high BP that you're not
• 9:41
  doing well. So relax first, just calm down,
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  breathe. Then if you want to now know
• 9:47
  what is realistic, you need to do 2 things.
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  Number one, start checking your records because sometimes it
• 9:55
  feels as if you are doing 2 / 10, but by the time you sit down
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  and you look at your WhatsApp message, you see that maybe in
• 10:02
  reality actually what you're doing is 4 / 10.
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  This thing happens. I just had a conversation with
• 10:08
  my wife earlier because I was not too happy with the way
• 10:12
  things are going with the consulting business and also on
• 10:17
  the media side with the documentaries we've been doing.
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  I was not too happy. But anyway, sha, I just opened
• 10:23
  my invoicing app. By the time I looked at the
• 10:26
  figures and I added up everything, I went to go and
• 10:29
  beat my half. I said, babe, actually from
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  October to this year, this is how much we've done.
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  And she was like, wow, I'd like, yeah, this is what we've done.
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  And we laughed. You know, it's still not what I
• 10:41
  want, but it's not as bad as what I thought because in my own
• 10:45
  head is feeling somehow. So my wife said, oh, OK,
• 10:49
  Actually The thing is because we've been doing a lot, we moved
• 10:52
  house recently, we bought this, we bought this, we fixed this,
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  we fixed this because the money has been coming.
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  I will be using it to do things. That's the reason why you are
• 11:00
  feeling as if things are not moving.
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  It's just that, you know, things have been happening, sharp,
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  sharp, sharp. So money is flowing.
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  So believe me, it happens to everybody.
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  Sometimes you don't think you're making progress, but by the time
• 11:10
  you sit down and you look at your records, you see that, Oh,
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  OK, I'm still, I still have not arrived, but I'm doing better
• 11:18
  than I thought. So go and check the WhatsApp
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  messages you've been chatting with people.
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  Go and check all the statements, bank transfers that you've been
• 11:27
  receiving charges, check, look at your Instagram DM, your inbox
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  or whatever. These are the things that will
• 11:34
  give you a real good sense. Some of you think you're doing 1
• 11:38
  / 10. If you go and sit down and check
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  and review, you see that oh, OK, actually maybe I'm doing 3 / 10
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  or 4 / 10, so it might not be that bad.
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  Go and review step one. Step 2, you have to go and
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  review with your peers, talk to other people in your industry
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  before you know what is realistic or not.
• 11:54
  Because I have this client, they were doing e-mail campaigns and
• 11:59
  I think he was upset that you are doing 10%.
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  When he told me, I was like, ah, you guys are doing well.
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  He said, well, what do you mean? I told you I look global
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  average. If people do 2% opens, they feel
• 12:12
  as if that is average. You you're doing 10% opens.
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  Come on, it's not bad. The only thing we need to do
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  now, yes, is of course we need to see how we can improve.
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  The fact that you're doing 10 doesn't mean you should stop
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  there. If you can improve and get to
• 12:25
  12% opens, 15% opens even better.
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  And then we even now need to work on conversions because for
• 12:32
  the people in the world, 2% opens, that means those are the
• 12:35
  people that are trying to get business from from the 2% that
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  open. If you are getting 10% opens
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  five times the amount, we need to work on conversions as in
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  like hard to make sure you can convert because lots of people
• 12:49
  are opening the emails. We need to make sure that you
• 12:52
  can convert well. And I heard of another case
• 12:59
  where somebody even had 30% opens and the person thought
• 13:02
  what he was doing was bad. So why don't talk to your peers
• 13:05
  first? When you talk to your peers,
• 13:07
  that's when you now get a realistic sense of what it is
• 13:10
  that is going on and what rates are normal.
• 13:16
  Like I said, it also depends, you know, on the industry, on
• 13:20
  the product, on the service, you know, things like that.
• 13:23
  But from reviewing what you have on ground and talking to other
• 13:26
  people, you now get a sense of what is realistic.
• 13:31
  Now, I'm not saying do this so that you can console yourself
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  concerning yourself is is useless because to be honest, if
• 13:39
  you're not making progress, you're not making progress.
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  If you're not where you where you want to be, you're not where
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  you want to be. The reason why I say go and do
• 13:45
  this exercise first is so that we can establish A baseline.
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  Establish a baseline just means I'm walking somewhere.
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  I need to know where I'm starting from.
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  When you review and you see that, OK, actually you're doing
• 13:56
  3 / 10. And then if you talk to your
• 13:59
  other people and they say that, oh, industry average is 5 / 10,
• 14:02
  no problem. Now you know your baseline that
• 14:05
  me, I'm starting at 3. First step is let me see if I
• 14:09
  can get to 5 / 10, that if I talk to 10 people that close 5
• 14:14
  deals. When I get to that stage, I will
• 14:17
  now know that OK, I have met industry benchmark and that's my
• 14:20
  new baseline and there's a matter of raising my baseline
• 14:23
  again. But The thing is we cannot say
• 14:27
  we're going somewhere or want to improve performance when we have
• 14:29
  not even established the baseline where we don't even
• 14:31
  know where we are. So when it comes to this closing
• 14:35
  thing, do those two exercises, Go and check your WhatsApp
• 14:38
  messages. Just check all the people you
• 14:41
  are chatting with. Last week, OK, last week I was
• 14:42
  chatting with 20 people, all the 20 people that I was chatting
• 14:46
  with, how many people ended up closing?
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  Just, you know, some simple things like this.
• 14:50
  We don't want something, you know, it doesn't have to be
• 14:54
  exact exact. We just need something to give
• 14:56
  us just the general, you know, just a general feel like where
• 15:01
  am I? It doesn't have to be exact.
• 15:05
  Then talk to your colleagues, establish a baseline.
• 15:08
  When you know your baseline, you will now come up with a plan to
• 15:12
  increase your conversions. I didn't say increase the number
• 15:17
  of leads. The number of leads is increase
• 15:18
  the number of people that you talk to.
• 15:20
  So there are some businesses where let's say you're closing 8
• 15:26
  out of 10. You know, if you want to make
• 15:27
  progress, I guess the next thing to do is actually to make sure
• 15:29
  that you speak to 20 people next week so that if you're doing 8
• 15:34
  out of 10, but next week you speak to 20, you will close 16.
• 15:39
  But before we get to that level where leads are the problem for
• 15:42
  now, let's say we can increase our conversions.
• 15:45
  Oh, by the way, I'm assuming that we have some steady deal
• 15:48
  flow. If you're somebody that to be
• 15:49
  honest, you know, last month you only spoke to two people.
• 15:53
  OK, that's a problem. That's that's too low.
• 15:55
  Your problem, first of all, in this case is you need to find
• 15:58
  more people to talk to. So conversion is not even your
• 16:00
  problem. The problem is that you actually
• 16:02
  need to get the lead flow up. You need to increase the number
• 16:06
  of people that you're even talking to.
• 16:08
  So if I make another podcast episode about that, if you check
• 16:12
  your WhatsApp message and you only spoke to two people last
• 16:14
  month, OK, it's, it's a different problem and and we'll
• 16:18
  get to that. So we need to come up with a
• 16:20
  plan for increasing conversions. Once you know your baseline
• 16:27
  conversion just means how many people took the next step.
• 16:33
  So back to my wedding photography example that I
• 16:35
  always give, I give it not because all of your wedding
• 16:40
  photographers, but I think it's easy enough to understand.
• 16:43
  So back in the day, for me and my partner, what we used to do
• 16:46
  is we used to go to bridal shows like Brides and Babies, which
• 16:51
  used to hold in Abuja. So the goal was go to the bridal
• 16:55
  show and try and get as many people as possible to come to
• 16:58
  the table. So we go to the show, maybe we
• 17:02
  get 50 brides to come to the table and we talked to all of
• 17:06
  them. Out of those 50 brides, maybe
• 17:09
  only 30 of them dropped name for number, e-mail address.
• 17:13
  That is a conversion. People came to the table.
• 17:16
  That is one step from the 50. Only 30 dropped their name, That
• 17:21
  is a conversion. That's another step.
• 17:23
  Now of the 50 that dropped, name for number, e-mail address,
• 17:27
  because bridal shows usually happen Thursday, Friday,
• 17:31
  Saturday, sometimes Friday, Saturday, Sunday, Monday
• 17:34
  morning, but you start calling them.
• 17:36
  The goal is how many people are you going to be able to get to
• 17:41
  agree to a meeting? You go to the office or they
• 17:43
  come to the studio and then we'll look at samples.
• 17:46
  So that's the next step. So Monday morning, start calling
• 17:50
  on all of them. That first week, maybe we call
• 17:52
  the 30 of them and then we only get 15 to agree that they'll
• 17:57
  come to the studio or that we will come and meet them.
• 18:01
  Maybe the other 15, they ghosted us.
• 18:03
  So that is another step conversion.
• 18:07
  People have taken one step. That is a conversion.
• 18:09
  So this is what we mean by conversions.
• 18:12
  Of the 15 that now come to the studio, how many people are
• 18:16
  impressed for us to start talking numbers and then we
• 18:19
  issue proposals. Maybe out of the 15, we only
• 18:23
  issue proposals to seven. That's another conversion.
• 18:27
  The other 8 maybe they decide to go stores from that eight that
• 18:33
  we gave proposal to maybe 6 pay deposit.
• 18:36
  That is also another conversion, taking the next step.
• 18:40
  So in sales, whenever you hear conversions, it just means
• 18:44
  taking the next step. Who is taking the next step?
• 18:47
  50 people show how many people can we get to take the next
• 18:50
  step. 3030 people show how many people can we get to make the
• 18:53
  next step. 1515 people showed how many people can we get to
• 18:57
  take the next step. 7-7 people showed how many can we get them
• 19:01
  to pay the deposit. 55 people paid, so we started talking to
• 19:06
  50. We ended up with five at each
• 19:10
  step along the way, people are taking the next step with us.
• 19:13
  That is called a conversion. So when you know your baseline,
• 19:16
  what you start working on now is conversions.
• 19:19
  If I'm talking to 10, how many people do I get to take the next
• 19:21
  step? When the people take the next
• 19:23
  step, how many do I get to take the next step and the next?
• 19:26
  That is how we close deals, by walking people along through
• 19:31
  different stages. That's how we close deals.
• 19:35
  Now, let's just say something for the sake of argument,
• 19:40
  because I have said that no, you cannot close 10 / 10.
• 19:46
  But for the sake of argument, if we wanted to say that yes, it is
• 19:49
  possible, you can do 10 / 10. What needs to happen now?
• 19:52
  Listen carefully. What needs to happen is that
• 19:55
  you're targeting has to be 100% correct.
• 19:59
  Targeting means when you decide who you're going to chase.
• 20:03
  So that means back to the wedding photography example, I
• 20:05
  need to be able to just look at somebody and I know that this
• 20:08
  babe, this is the kind of babe that can pay and then I bring
• 20:11
  that person direct to the table so that we can start talking.
• 20:15
  I don't even bother talking to people that I know that they
• 20:19
  will end up doing business. I think about it, are you God?
• 20:25
  Do you know everything you don't?
• 20:29
  The best we can do is in our minds, we have a sense of our
• 20:32
  ICP, the ideal customer profile. We have a sense of, OK, this
• 20:35
  person might buy, this person might not buy.
• 20:37
  We have a sense that shall we try our luck?
• 20:39
  That's just being human. We don't know for sure.
• 20:45
  So for you to close 100%, your targeting has to be 100%,
• 20:50
  correct? You see this person, you just
• 20:51
  know this is my customer. You grab the person, bam, you
• 20:54
  start the conversation, and then you're on your way to closing.
• 21:01
  Your targeting has to be 100%. You need to know for sure that
• 21:04
  this person wants what I have, this person needs what I have,
• 21:08
  this person can afford what I have, and this person has a
• 21:10
  sense of urgency. And then those are the only
• 21:14
  people that you talk to. That is step one.
• 21:18
  For it to be 100%, then now Step 2, you now have to be worth it.
• 21:27
  You need to have experience to deal with all possible kind of
• 21:31
  scenarios. And your business acumen has to
• 21:36
  be on point so that you can flow with absolutely every single
• 21:41
  person who comes your way. So if you are that kind of
• 21:47
  person as in you have all the experience in the world, all
• 21:51
  possible knowledge in the world and your business acumen is
• 21:55
  impeccable. Like you can't flow with every
• 21:57
  single person in every single business scenario.
• 22:00
  And then your targeting has been 100% correct, as per you only
• 22:04
  called people for a meeting or visited people or sent emails or
• 22:08
  whatever to people who only want what you have, need what you
• 22:11
  have, can afford what you have, and who have a sense of urgency.
• 22:15
  Yeah. And that's all you need to do to
• 22:16
  make 100% happen. But by the way, this is
• 22:21
  something I learnt when I was in photography, at least in
• 22:24
  America. The wedding photographers in
• 22:27
  America, they say that if you're talking to somebody, if you're
• 22:29
  talking to 10 people and you end up closing 8 or 9, you're too
• 22:33
  cheap. Let me repeat.
• 22:36
  The wedding photographers back when I was in the game,
• 22:38
  especially the American school, they used to say that if you're
• 22:42
  talking to 10 people and you close it, you're too cheap
• 22:45
  because this is what is happening.
• 22:47
  They see your walk and they're like, man, this guy is talented,
• 22:51
  die. And they're thinking the way you
• 22:54
  open your mouth, you will say $20,000.
• 22:59
  Then when they ask you how much I say $5000, they'll just keep
• 23:03
  quiet. They'll just keep quiet.
• 23:04
  You just pinch, just pinch your wife that she should keep quiet.
• 23:06
  She should keep quiet. And the guy will just transfer
• 23:08
  the five quickly because he knows that if they went outside,
• 23:13
  they'll be pricing 2025. So that's the dynamic in the
• 23:18
  photography space. If you're a wedding
• 23:21
  photographer, if you're a fashion designer, those kind of
• 23:23
  things. If you're talking to 10 people
• 23:25
  and you're closing 8, you're closing 9, you are too cheap.
• 23:28
  Raise your price. You're leaving money on the
• 23:31
  table. People are looking at the
• 23:33
  quality of what you can provide, and they know that, hey, if I
• 23:37
  don't pay this thing now, I'll go outside and I'll pay through
• 23:39
  my nose. That's the only reason why
• 23:40
  people are doing with you, dealing with you.
• 23:43
  And for those of you in other spaces, you're not in the
• 23:46
  creative space like an artist or a wedding photographer or a
• 23:51
  fashion designer or something. Please, I beg you, adopt that
• 23:54
  mindset as well. A lot of you are leaving money
• 23:56
  on the table because you end up doing business with eight out of
• 24:00
  10 or 9 out of 10. Your work, your skill set, your
• 24:09
  professionalism, your everything.
• 24:10
  It is such a steal that people are just closing their eyes and
• 24:13
  their pain. That is also another advantage
• 24:18
  of talking to your colleagues. You know when I say talk to your
• 24:21
  colleagues to figure out your baselines?
• 24:22
  When you're in touch with your colleagues, the senior ones,
• 24:26
  they'll be telling you what's up.
• 24:28
  They'll be guiding you. Yes, there's some people who
• 24:30
  don't want to train the competition, but don't worry,
• 24:32
  that is just normal. But there's always one or two
• 24:35
  seniors who say come here, come here, come here.
• 24:38
  This is 1 or thing, one or two things you need to learn.
• 24:41
  So like back when I was in law, it's something that happens a
• 24:43
  lot. Some seniors don't give you the
• 24:44
  time of day, but once in a while somebody will see you.
• 24:48
  Like maybe they will see you in court.
• 24:50
  As a young man, will you handle that brief impressive.
• 24:54
  But you know what? Next time like this, like this,
• 24:56
  like this or before, when you are researching, why didn't you
• 25:00
  research this and this? Do you know another argument you
• 25:04
  could have come from was like this, like this.
• 25:06
  So young man, you tried, you go places, but next time pay
• 25:10
  attention to these sorts of things.
• 25:12
  That's some people that do that just out of the goodness of
• 25:14
  their heart. So always be talking to your
• 25:16
  colleagues, the people that don't want to train competition
• 25:19
  and they don't tell you anything, no problem.
• 25:20
  Leave them. Leave them that they're thinking
• 25:23
  small. They will never arise and meet
• 25:25
  you. Don't worry, The people that God
• 25:28
  have said they'll come your way and open your eyes to one or two
• 25:31
  things. So we should always be talking
• 25:32
  to our seniors in the field. You learn one or two things
• 25:36
  anyway, so let me stop there. Summary.
• 25:44
  Don't worry yet that you're only closing 2 out of 10 for now.
• 25:50
  Don't worry. Don't give yourself BP first.
• 25:53
  Sit down, get the baseline. If you're only closing one out
• 25:58
  of 10, OK, Yeah, you have a serious problem because
• 26:01
  everybody should be closing at least 2 / 10.
• 26:07
  You know, if you're doing 0 / 10, OK, Yeah, it is.
• 26:09
  There's there's a big problem. Big, big, big, big problem.
• 26:14
  But just get your baseline and let's come up with a plan.
• 26:18
  But just know that there's nobody, and I repeat nobody who
• 26:23
  sells everybody successfully. It does not happen.
• 26:28
  I'm the one that is saying it. If you find somebody who said
• 26:31
  that doing 10 / 10, please, I gave you my phone number at the
• 26:35
  beginning. I'm going to give you my phone
• 26:37
  number now I bet. Call me.
• 26:39
  I want to talk to this person and after I do, I'll come on
• 26:44
  here and I will say people what I said was incorrect.
• 26:48
  But I can assure you by the time I talk to the person, I'll be
• 26:50
  able to figure out what the truth is. 5 minutes, I'll know
• 26:53
  what the truth is. So that's all for today folks.
• 26:56
  Remember, if you have sales and marketing questions, bring them
• 26:59
  to me. You can call, you can SMS, you
• 27:01
  can WhatsApp me on 08064662140. So thanks for your time and
• 27:08
  attention. I will catch you next time.
• 27:10
  Same place in your headphones or in your speakers.