Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / The Smart Way to Win: What to Do When Customers Are Shopping Around for Prices

Transcript

The Smart Way to Win: What to Do When Customers Are Shopping Around for Prices · 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'm the host of the podcast, and I'm making today's recording at
• 0:07
  home, so expect to hear some noise in the background.
• 0:10
  Now, the goal of this podcast is solving business problems.
• 0:14
  So if you're struggling to hear customers, if your marketing
• 0:17
  isn't working, if your side hustle is suffering, if
• 0:20
  something is holding your business back, then this is the
• 0:22
  show for you. So subscribe on Spotify,
• 0:25
  YouTube, Apple, or any player of your choice.
• 0:27
  And if you'd love to connect, you can call SMS or WhatsApp me
• 0:30
  on 08064662140. Today on the podcast, I want to
• 0:39
  ramble about a few things. If you've been listening to the
• 0:42
  podcast for the last 3-4 weeks, you know that there's a current
• 0:46
  engagement that I have with a client of mine who has a sales
• 0:49
  team of three and they are involved in the solar sales.
• 0:54
  Then there's also conversations that I have been having with
• 0:57
  another client who is in the business of selling all I say
• 1:05
  customer service solutions. And of course, you know, talking
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  to other people, listeners of the podcast, some people
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  clients, some people not clients every now and then.
• 1:13
  And I've noticed that there are certain hang ups that seem to
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  come around, you know, the issue of price or how to conduct
• 1:21
  yourself during conversations. So it just occurred to me that
• 1:26
  I've been coming out things from 1 angle and I just assumed that
• 1:30
  it's something everybody knows. And yeah, that actually is my
• 1:34
  fault. I should have been pointing
• 1:36
  these things out to my clients and to those of you who are
• 1:39
  listening to the podcast today. And that's one of the things
• 1:41
  that I want to share. A lot of you assume that when
• 1:45
  you pick up the phone and you're talking to a potential customer
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  or when you go to the customer's house, the potential client's
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  house, or to their office, or they come over to your studio or
• 1:54
  people meet in a neutral environment or whatever.
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  A lot of you assume that the goal of this conversation is I'm
• 2:00
  trying to get them to buy. So a lot of you are going for
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  these meetings, going for these phone calls, going for these
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  networking sections, going for whatever it is.
• 2:09
  And in the back of your mind, you people are saying buy, buy,
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  buy, buy from me, buy from me, buy from me.
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  If that is your mindset, you'll be perpetually in bigger mode.
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  And nobody is stupid. If you're in bigger mode, people
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  can see it, People can feel it in sales.
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  You know, people call it different thing things.
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  Some people call it quota desperation, some people call it
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  sales breath. You know what it means basically
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  that your mouth will be smelling and you'll be repugnant to
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  people because you're desperate. So you're chasing and chasing
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  and chasing and you're begging and begging and begging.
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  That's the even if you're not using your mouth to be begging,
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  that's the vibe that people will be getting because your mind
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  dream is this meeting I'm going for.
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  I beg, buy from me, buy from me, buy from me whatever I can say,
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  buy from me whatever I can do. Buy from me whatever I can
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  manipulate, buy from me. That's wrong.
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  That's not the main reason why you pick up the phone to call
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  someone. That's not the main reason why
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  you go for that meeting. That's not the main reason why
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  you invite them over to your studio.
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  That's not the main reason why you go over to the office to
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  have that meeting. It's not to get them to buy from
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  you and decide to point this out because one of the people that
• 3:34
  I'm coaching right now said, oh, I wish I had your confidence.
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  I said, and you know, nothing threw me for a loop because if
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  it's a matter of confidence then anyway, let me just leave that
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  aside. So that's what just got me, just
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  me realise that we're coming at things from from the wrong
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  angles. If you're thinking that these
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  things are a matter of confidence or whatever, it's
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  because you're coming at it from the level of buy from me, buy
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  from me, buy from me. The goal is not to get people to
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  buy from you. The goal for this phone call,
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  for this meeting, for this visit, for this networking
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  session is to get the other person to make the best choice
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  for them. Let me repeat, whenever I'm
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  having a meeting with someone, the goal is not to get them to
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  buy from me. My goal is not buy from me, buy
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  from me, buy from me. And those of you who listen to
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  the podcast and you like it and you've called me, you will
• 4:27
  attest that that is my attitude. If I can help you, I will.
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  It's all good. Ultimately, I want you to make
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  the best decision, the decision that is best for you.
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  Sometimes the decision will involve us getting into, excuse
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  me, a, a coaching relationship or a consulting relationship,
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  but that is because we've had the conversation and I have
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  deemed that it is what is best for you.
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  So for the rest of you, you know, young hearts who are
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  calling me like those of you in NYSE or those of you just
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  wrapping up university, you know, I don't pressure you guys
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  for money. I mean, like there's no need.
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  We've had the conversation, you know, it's clear where you are,
• 5:08
  it's clear where you're heading. The small Nuggets I can give,
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  the small value I can give, you know I'll give and my prayers
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  are with you and that's what is best for you at the moment.
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  For some other person, it is clear that look, you've been
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  listening to the podcast, you like what you hear on the
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  podcast. These are the challenges you're
• 5:28
  facing in your business and this is how much it is costing you,
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  not taking actions on these things.
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  So it actually is in your best interest whether you engage me
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  or you engage somebody else. It is in your best interest to
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  engage somebody. But either way, I'm trying to
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  get them to make the best decision for them, not for me.
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  If it is me, all well and good. If it is not me, it's all good.
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  Tomorrow is another day that one of my younger sisters like to
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  say the many fish in the water. You say that was my don't
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  stretch yourself. That girl broke your heart.
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  I be and don't stretch yourself. There's many fish in the water.
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  That's what she used to say. That's back when were teenagers
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  during one one more one more mature now.
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  So this whole thing people saying, oh, if I had your
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  confidence, it's not a matter of confidence when you're coming at
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  it at the right approach. Now look, the reason why I'm
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  here, Mr. Prospect, Mr. Customer, Mr. Potential
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  customer, is to try and help you make the best decision for you.
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  The other person, like there's a way you'll be relaxed, like
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  there's no pressure. It's not by force.
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  The other person will now be feeling you like, wow, this dude
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  is confident. It's not that I'm confident.
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  I'm coming with the right motive, which is I'm helping you
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  to decide what is best for you. Now, the reason why this thing
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  came up is because I was telling in my solar clients and also my
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  customer service person that when somebody has an alternative
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  quote, because this thing comes up when it has to do with them
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  price that you're talking to somebody.
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  You say your price is 7.5 and they say 7.5.
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  How I have three quotes with me right now and one of those
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  quotes said they can do it for 5.9 because you you're thinking
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  buy from me, buy from me in your head.
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  You're already doing mathematics, OK?
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  Their quote is 5.9. My own is 7.2.
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  What is the difference between 5.9 and 7.2?
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  Is there a way I can meet them halfway or is there a way I can
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  drop quality here or renegotiate this?
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  Like where can I meet them and you'll be shaking.
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  I have been trying to tell in this month in particular is the
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  headache that I've been having. I've been trying to tell people
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  when somebody says I have three quotes and one of those quotes
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  say I can do it at 5.2. I've been trying to get them now
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  look, you're just trying to get them.
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  You're just trying to help them make the best decision possible.
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  Let them know that and then ask for the quote and you do your
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  best in helping them make the decision.
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  In fact, this is the way that I put it.
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  If my own quote is 10 M, the other person says I have three
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  quotes and theirs is 8 amount attitude is oh really?
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  You found a quote for 8 million that will cover all these specs
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  we've been talking about. Wow, that sounds sounds pretty
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  good. Sounds fantastic.
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  You know, if I were you actually, I'd think about taking
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  that offer because I can't match that offer.
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  However, with my company, we're dedicated to making sure that
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  people who interact with us make the best possible decision for
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  them. It's looking as if there's no
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  way they're going to end up going with us because of the the
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  price discrepancy. However, using my 15 years
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  experience in solar and assuming that you trust me so far, can I
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  have a look at those quotes? I want to be sure that
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  everything checks out and to be honest, if everything levels
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  out, I'll tell you to just go ahead and take that quote.
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  But honestly, there are ways that people pinch here and
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  scratch here and things might not be always what it seems, so
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  I hope you don't mind. Can I have a look at that quote?
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  Just ask. Just ask because you're trying
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  to get them to make the best decision possible.
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  You can ask. One of the people I've been
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  talking to said, Oh no, that was rude and you should be asking
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  people for quotes. I said OK, no problem.
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  If you think asking for the quotes is too forward, try it
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  this way. So oh really?
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  Somebody gave you a quote for 8 million?
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  Well, that's interesting and that Eat Me on covers all these
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  things that we've discussed. OK, Are you sure it covers this,
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  this and that? Ask specific questions about the
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  quote based on the answers they give.
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  It will now give you an opportunity to go back in and re
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  educate. Like let's say the solar example
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  you're giving your own quote is 10.
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  The other company they're giving their own quote is 8 million.
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  They say, wow, 8 million for everything, including these
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  kinds of batteries, and say yes, including these kinds of
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  batteries. And then you just ask, Are you
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  sure that they're getting their stuff from the original
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  equipment manufacturer? And then you keep quiet.
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  I hear what they have to say. If the person says yes, they're
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  getting it from the original equipment manufacturer, then you
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  say, oh, OK, all right, no problem.
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  And then you leave it because to the best of your own ability,
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  you've asked the question. It looks like they've gotten a
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  better price. You free it.
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  But The thing is some people will say, I am not sure.
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  Some people will say original equipment manufacturer, what
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  does that mean? Some people will say why are you
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  asking me that question? That is where you will now be
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  able to engage and start educating.
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  That is where you will say, oh, original equipment manufacturer
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  just means the person who is making the equipment.
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  Lots of people in Nigeria, they are buying their batteries
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  through resellers. And the reason why I'm asking is
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  if you buy through resellers, you don't get warranty and
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  guarantee. But when you come through us,
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  because you buy direct from the original equipment manufacturer
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  and nothing disturbed with, we're able to offer guarantees
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  of, you know, XYZ months or XYZ years.
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  But you can see that if you have the right approach that I'm just
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  trying to help this person make the best decision for them and
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  you're cool and calm and asking a couple of questions and
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  helping them figure things out. Your demeanour comes across
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  different. The reason why for those of you
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  who are talking confidence, confidence, confidence, I can't
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  be as confident as you. Whatever.
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  The reason why this confidence thing is entering your mind is
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  because you're thinking the goal is get them to buy.
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  The goal is not get them to buy. The goal is get them to make a
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  decision that is best for them, whether they go with you or
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  whether they don't. If somebody has multiple quotes,
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  ask if you can have a look at the quotes.
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  I think you let them know that the reason why you want to see
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  so you can help them make the best decision.
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  But also let them know it's not by force.
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  Oh Madam, for my own company, we don't do by force.
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  By force. Honest to God, if you find the
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  best a bid that is better than ours, sure, I will tell you to
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  go ahead and take it because my company is not by force.
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  By force however, Madam, you know these Niger, there are ways
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  that we in the field we know how we pinch and how we do it and
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  how we call corners. So I just want to make sure that
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  you don't fall for any of these things.
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  So Madam, let me can you just send me those quotes Let me look
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  at it honest to God, if I look at it and everything is equal
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  everything measures up. I'll tell you, just go ahead
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  with them. Worst case scenario, if I see
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  the thing and everything measures up but shy, I want your
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  business and maybe I'll try and match their price.
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  It's a different attitude, but the reason why the attitude is
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  different is because you're trying to get them to make the
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  best possible decision for them. So please don't pick up the
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  phone. Don't go for a meeting, Don't
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  invite somebody to your studio, don't invite somebody to your
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  office with the hopes of let me get them to buy, let me get them
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  to buy. Always keep an open mind and the
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  reason why you're inviting them for a meeting or while you're
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  going for a meeting or you're having this phone call is you're
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  trying to help them to make the best decision for them.
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  So for those of you who are worried about confidence, you
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  know, this is where the confidence or the perception of
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  confidence, you know, starts to, to switch.
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  If you're always thinking, get them to buy, get them to buy,
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  get them to buy, you will always be a beggar.
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  But if you're thinking, educate them, help them make the best
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  choice, then you, you come across different.
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  Anyway, I should have taken some thought and made a proper
• 14:08
  podcast recording on this one because I'm not sure if I'm
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  expressing myself clearly. If I'm expressing myself clearly
• 14:13
  and you guys are feeling me, please let me know in the
• 14:16
  comments section. But if I wasn't clear enough,
• 14:22
  then also let me know in the comments section.
• 14:25
  Or I give up my phone number at the beginning or the end, you
• 14:27
  know, send me a message, let me know what was unclear so I can
• 14:30
  now make a proper podcast episode to follow up on that.
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  But Shah, bottom line, we are not trying to force people to
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  buy from us. We're trying to get them to make
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  the best decision for themselves.
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  If somebody has multiple quotes, there actually is no problem
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  asking to see what the quotes are.
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  If you are afraid of asking, Madam, can you send me the
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  quotes? Then you can start asking them
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  questions about what the quote includes and what it doesn't
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  include based on the answers that they give.
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  It is now you will not have room to now took yourself back into
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  the picture to start talking about better quality.
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  Quality, better after sales service, better warranties,
• 15:12
  better guarantees, better quality.
• 15:13
  You know, every every every every every.
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  But sure, don't be afraid and don't be a beggar.
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  Just show up and try and help people make the best choice
• 15:23
  possible. So that's it and that's all for
• 15:25
  today. Remember if you'd love to
• 15:27
  connect, you can call SMS or WhatsApp me on 08064662140.
• 15:35
  Especially for those of you who think, OK, I don't understand
• 15:37
  what he's rambling about this episode, please let me know.
• 15:40
  So thanks for your time and attention.
• 15:41
  I'll catch you next time. Same place in your headphones
• 15:44
  and in your speakers.