Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / The Soft Close: How to Close Deals Without Being Pushy

Transcript

The Soft Close: How to Close Deals Without Being Pushy · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Trial closes or soft closes are an effective way for you to get
• 0:05
  the deal, collect the money when you're having a business
• 0:08
  conversation with someone. Now the reason why I'm making
• 0:11
  this podcast recording today is because lots of Nigerian owners
• 0:14
  haven't gotten the memo. Lots of Nigerian business
• 0:17
  owners, entrepreneurs, self-employed people, they
• 0:22
  haven't, they haven't heard about the technique, they
• 0:25
  haven't heard about the approach.
• 0:28
  And so because of that, the average Nigerian seems to go for
• 0:33
  the meeting, have the conversation, make the proposal,
• 0:37
  make the presentation, send over the PDF, send over the whatever
• 0:41
  it is. And then they just keep quiet.
• 0:44
  Some are expecting that the other party is going to say, OK,
• 0:47
  how much? Can I have your account details,
• 0:49
  please? Now, there are times that you're
• 0:51
  dealing with an actualized buyer who's going to ask you outright.
• 0:54
  OK, so how much? Yes, I can afford it.
• 0:57
  What's your account details? And then the person pays.
• 0:59
  But honestly, those people are few and far in between.
• 1:03
  In fact, in my back when I was a wedding photographer, I only met
• 1:08
  one of those people and she was very straightforward.
• 1:13
  You know, here I am. This is what I want.
• 1:15
  This is how my parents marriage was.
• 1:17
  This is the kind of book that the got produced when they got
• 1:21
  married in Cyprus. I'd like to have something
• 1:24
  similar done. Can you do this thing or not?
• 1:26
  OK, now that you can do it, what is your account details and how
• 1:31
  soon can I have it by? That was my first and so far
• 1:34
  that has been the last time that I've met one of those people,
• 1:38
  right? So we can assume that we are
• 1:41
  always going to be dealing with actualized buyers in our
• 1:43
  business. That's people who know exactly
• 1:45
  what it is that they want. They know exactly how much that
• 1:48
  they're willing to pay for it and the moment you quote your
• 1:51
  price, they're going to pay you the exact amount and they're not
• 1:53
  going to argue. So that's not going to be the
• 1:55
  case. Now for the rest of us, you have
• 1:58
  to get familiar with learning how to close.
• 2:00
  And one of the easiest ways of learning how to close is to try
• 2:03
  out trial closes is to try out soft closes because they're easy
• 2:08
  to do. They're very conversational.
• 2:11
  They are nothing fancy and they are nothing they're not
• 2:16
  threatening. So yeah, lots of what should be
• 2:20
  trying it for our business. So excuse me.
• 2:26
  All right, So before we get into the meat of the matter, if you'd
• 2:28
  like to connect with me, you can call me, send me a text message
• 2:32
  or a WhatsApp message on 08064662140.
• 2:37
  And if you're interested in a 15 minute sales audit or some sort
• 2:42
  of business audit or process audit, you can WhatsApp me on
• 2:44
  the same number 08064662140. And if you'd like to join my
• 2:52
  WhatsApp channel, just send me a WhatsApp message on the same
• 2:55
  number and I will hook you up. All right, So the reason why I'm
• 3:00
  talking about this today is because I just had an engagement
• 3:03
  with a salesperson who sells on behalf of someone else.
• 3:08
  And it's absolutely beautiful when a business owner has does
• 3:13
  the hiring function right for the sales rules because when you
• 3:18
  see work, it's absolutely magic. So a couple of days ago, I was
• 3:23
  waiting to pick my wife up. And so I figured the kids and I
• 3:26
  would just hang out somewhere, have a quick bite, and then go
• 3:29
  pick my wife up when she was ready.
• 3:32
  So as I pulled into the parking lot, I noticed a building.
• 3:39
  Well, truth is, I have always known that that building was
• 3:42
  there because one of my clients who was a one of my wedding
• 3:49
  clients used to own a business in that building.
• 3:52
  Oh, sorry. One moment.
• 3:54
  I'll be back. OK, sorry about that.
• 3:57
  I'm back. You know, speaking about my
• 3:59
  wife, she's the one who called actually, because I make these
• 4:02
  podcast recordings from my phone, like some of you have
• 4:05
  already figured out. So yeah, I dropped her in church
• 4:09
  for Stations of the Cross. She called, so I thought she was
• 4:12
  ready for me to go pick up. But anyway, she just wanted to
• 4:16
  give me updates. OK, so this podcast is
• 4:19
  definitely not about my wife. It's not about my family
• 4:21
  situation. We're talking about how you can
• 4:24
  use soft closes and how you can use child closes to move your
• 4:27
  business forward. But while I was thinking about
• 4:30
  that or meditating about that, it now occurred to me that I
• 4:35
  should talk about why hiring right for the sales role in your
• 4:40
  business is the right thing to do and also why it's a good idea
• 4:46
  to train your sales team. And I was in the middle of
• 4:50
  telling you guys an encounter that I had with my kids.
• 4:53
  And you guys will see why it is in your best interest as a
• 4:56
  business owner to make sure that you hireright and that you also
• 4:59
  train your sales team. So I just pulled into the
• 5:03
  parking lot now with my kids about to go in.
• 5:06
  But then above the restaurant, the eatery.
• 5:10
  Look, I'm the same restaurant. It's not a fancy place, actually
• 5:13
  it's what's this place called again?
• 5:16
  I think it's called the place. Yeah, it's called the place.
• 5:19
  They have locations in a few places in Abuja.
• 5:23
  But I hear that it's mostly, excuse me, I hear that it's
• 5:26
  mostly a Lagos thing. So you will know about that.
• 5:32
  So the place is now in Abuja. So I pulled him to the place.
• 5:34
  But then one of my former clients when I was a wedding
• 5:37
  photographer had a child's daycare, you know, party
• 5:41
  entertainment business on the top floor.
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  So I looked there and I was like, oh, OK, these people are
• 5:49
  still here. And I was wondering whether I
• 5:51
  should give her a call. And then I noticed that one
• 5:53
  gentleman saw me and then he started walking towards the car
• 5:58
  and then he looked straight at me.
• 6:01
  And then he says Kid City because that's the name of the
• 6:03
  business. And then I said, oh, no,
• 6:05
  actually I'm just heading. I'm just heading to the place.
• 6:08
  I was like, oh, OK, all right, no, I'm sorry, forgive me.
• 6:11
  I just assumed I saw you and the kids, and I just assumed that
• 6:14
  you were coming up to Kid City. I said no, no, no, no, actually
• 6:18
  I was just heading to the place. But I'm familiar with the
• 6:21
  business. The so and so still run it.
• 6:23
  And then he's like, oh, no, actually it is so and so.
• 6:26
  And then he called another person's name.
• 6:29
  Then from there, the guy slipped into, OK, well, since you're
• 6:32
  familiar and you know all of that, would you like to have a
• 6:36
  look to see what facilities that we have now?
• 6:39
  Because since the last time you were here, I'm sure some of the
• 6:41
  things have changed. And then I said, no, not really.
• 6:44
  I'm in a hurry. But I told the guy, OK, look,
• 6:46
  let me give you my phone number. Just send out some stuff.
• 6:49
  Let me have a look at. And then he said, OK, no, Anna
• 6:52
  took my contact details, made sure he collected my name
• 6:56
  correctly, stored it right there in my front.
• 6:59
  And then he said I'll be in church Sir, so no Allah.
• 7:02
  So me and kiddos went to the place and then we had some asun
• 7:06
  rice, which is not bad, actually quite good, quite good.
• 7:10
  The asun rice was quite good. So I had some asun rice while
• 7:13
  waiting for wifey. Then while I was there, I was
• 7:16
  just thinking that man ain't that good like that was was was
• 7:21
  really good. The guy works in the business.
• 7:24
  Business is called Kid City. He is the manager of said
• 7:28
  business. And by guy just assume that any
• 7:32
  single parent that shows up there with two or more children,
• 7:35
  the person is coming to this place.
• 7:37
  Now, of course, he knows that that is not the case because in
• 7:42
  that same building, there's the place, which is an eatery,
• 7:47
  there's a restaurant next to the place, then there's also a hotel
• 7:52
  in that same building, and then there's ATV studio in that same
• 7:55
  building. Yeah.
• 7:56
  So when I was on TV, that's where I did my TV interview.
• 7:59
  So actually, anybody who is dropping with their kids can be
• 8:03
  going to any of several places, you see.
• 8:09
  But the Lamba that the guy use, the scope that the guy uses,
• 8:13
  anybody's a potential client in so far as anybody drives into
• 8:18
  this place, it is a parent and I see children.
• 8:21
  I will approach the person. Now in sales, this is what we
• 8:26
  call the trigger event. And then this is also what we
• 8:30
  call ICP. So let me explain.
• 8:33
  The ICP is your ideal customer profile, your ideal target
• 8:36
  profile, your customer avatar, your whatever.
• 8:39
  Now, the rationale is if you know your ICP, when you
• 8:43
  physically see them, there is a reasonable hope that this person
• 8:49
  might be interested in your product or your service.
• 8:51
  So one of the reasons why when I start working with a business,
• 8:54
  when I'm consulting for a business, one of the first
• 8:56
  things we drew or I try to do is let's figure out this ICP is.
• 8:59
  Because honestly speaking, the problem is that a lot of you
• 9:04
  have business people, a lot, sorry, a lot of you have sales
• 9:06
  people or you have not trained them on who the ICP is.
• 9:10
  So because of that, your sales people are out in the world or
• 9:14
  out online. And even when somebody might be
• 9:17
  a potential customer, they cannot see it.
• 9:20
  It will not click because you have not shown them.
• 9:27
  But when you show them and you give them small training, when
• 9:29
  they see anybody online or they see anybody in the real world
• 9:34
  that matches that description, they can begin the pursue
• 9:39
  because somebody have told them that this is who our ICE is.
• 9:44
  So obviously the owner of the business has called a meeting
• 9:48
  and has told them that look, organ manager and sales team
• 9:51
  say, yes, ma'am, you see anybody that drives into this complex,
• 9:57
  so long as they come out of this car, they have two or more
• 10:00
  children, they could be a potential customer.
• 10:03
  Once they match ground, approach them and just tell them that,
• 10:07
  oh, Kid City is that simple. I know that somebody trained
• 10:14
  them or nothing, and it's not a bad move at all.
• 10:18
  So for those of you who are business owners, you need to
• 10:21
  train your team. This is the ICP, this is the
• 10:25
  ideal customer profile. This is our ideal audience.
• 10:28
  These are the kind of people want to do business with.
• 10:31
  If you see which or two Crocoro eyes any kind of characteristics
• 10:35
  like this, assume that that is them approach and let's see how
• 10:39
  it goes. If you are online and you see
• 10:43
  any kind combination that OK, this person might be a potential
• 10:46
  audience. I approach them online and then
• 10:48
  let's see. But we need to have that
• 10:50
  conversation on who the ICP is that your customer profile.
• 10:53
  So that guy that approached me, I said correct nice one anyway,
• 10:57
  so picked up wifey went home then by the time we got home is
• 11:02
  now difference of like maybe like 2 hours.
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  Those ready WhatsApp message in my inbox and then.
• 11:12
  OK, What name will you use? What lady now?
• 11:15
  Because her name is not popular. If I use her name, she'll know
• 11:17
  she's the one. She hears this thing.
• 11:19
  What name will I use now? OK, coffee.
• 11:21
  Let's just say coffee. So I saw a message in my inbox.
• 11:26
  I was like, hello Sir, this is Miss Coffee.
• 11:29
  I got your phone number from Mr. Chukudi, who's my manager.
• 11:33
  He told me about the conversation that you had.
• 11:36
  I'm over here to answer any of your questions and I'll be
• 11:39
  awaiting a response from you. Sash and Apple question mark.
• 11:41
  But I said correct, it's super have been trained.
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  Because remember when I talk about the use of WhatsApp here,
• 11:47
  I talk about how when you're on WhatsApp, you are trying to
• 11:50
  engage somebody in a conversation.
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  You are not just trying to show up and throw up or make a sales
• 11:57
  pitch. So she didn't get this number
• 11:59
  from her Olga because remember I was talking about let me see
• 12:03
  something, let me see some prices.
• 12:05
  She could have just collected my phone number and say hello Sir,
• 12:08
  my auger Brochukudi say I should give you this flyer.
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  She'll copy the flyer, paste the flyer and then she'll go and
• 12:14
  tell Olga I've done my job, that's it.
• 12:18
  Then she wants to collect salary because she has been copying and
• 12:21
  pasting price list in WhatsApp. But no, she tried to engage me
• 12:26
  in a conversation. First of all, build rapport,
• 12:29
  mentioning the commonality and the prior context.
• 12:31
  Now, hello Sir, my name is Madame Coffey, my line manager,
• 12:35
  Boss Trukudi said both of you had a conversation around.
• 12:39
  So I'm here to answer any single question that you need and I'm
• 12:43
  looking forward to hearing from you, Sir.
• 12:45
  Question mark bomb. You know it's not really a
• 12:47
  question, but you see when I keep saying over here that you
• 12:52
  end your WhatsApp messages with a question so that you prompt
• 12:55
  somebody into a conversation. Now in our own case, even though
• 12:58
  technically speaking is not a question, just by throwing in
• 13:01
  that question mark like she, she did invite a response.
• 13:06
  I hope you guys are feeling me. She's inviting that I should say
• 13:09
  something, which is what you should do when you reach out to
• 13:12
  people on WhatsApp. Remember WhatsApp SMS
• 13:15
  conversational mediums. That's the reason why I say that
• 13:19
  we should not do e-mail unless we have absolutely no other
• 13:24
  choice because e-mail is not conversational.
• 13:26
  You can't pull all these moves over on e-mail because first of
• 13:29
  all, e-mail has the worst open rate.
• 13:31
  People are not going to open the e-mail.
• 13:33
  And then e-mail is a more formal something.
• 13:34
  It's not a conversation or something.
• 13:36
  So if you can get somebody on our WhatsApp SMS level, it's
• 13:39
  good. Then of course, you know,
• 13:42
  conversation bouncing back and forth.
• 13:46
  She sent, she said sat Novicks, you know, let me send a voice
• 13:50
  note. She sent a voice note where she
• 13:53
  explained everything. That was also another good move,
• 13:55
  collect permission and the voice note because honestly, when
• 13:58
  people are texting, when people are texting back and forth, a
• 14:01
  lot of things get lost in context.
• 14:04
  But she took permission first. For some reason, lots of
• 14:07
  Nigerian people just assume you can't be sending voice note to
• 14:10
  people somehow. Like why?
• 14:11
  Like I don't know you before you send somebody.
• 14:16
  Especially nowadays that people are security conscious.
• 14:18
  Before you send somebody a link, take permission.
• 14:21
  Oh Sir, I have a link that properly explains blah blah
• 14:23
  blah. Can I send you the link?
• 14:25
  It's nice etiquette. Some people just go they send
• 14:27
  you a link anyhow. Like why?
• 14:30
  I don't know you. I want to click on what?
• 14:33
  Click on what I don't know. So you take permission.
• 14:37
  Also I have a PDF that can better explain.
• 14:41
  Can I send you a voice note? I'll be able to explain better.
• 14:45
  Or can I have a link? Can I send you a link?
• 14:48
  The link is going to properly explain this is this and that
• 14:50
  that that take permission. So she did that, which is why I
• 14:53
  can't. I know for sure that you know
• 14:55
  that place gave these people training.
• 14:59
  See where train is important. First of all, high right people
• 15:02
  who can take instructions. That's the good part.
• 15:04
  Then next you train the people. So she said voice note, but I
• 15:08
  still wasn't going to let go because you know me on the brush
• 15:11
  off. To be honest, I was trying to
• 15:12
  brush them off. So I still went on that whole
• 15:15
  PDF thing and everything and all not so no problem.
• 15:17
  She sent the PDF. But then the next thing that she
• 15:23
  asked, and this is where trial closing comes in, next thing
• 15:26
  that she asked, the next thing that she asked was this.
• 15:28
  She sent over the whole thing. And then she said, Sir, based on
• 15:32
  what we have been discussing, is it the Easter package that you
• 15:35
  are interested in? Can you see she don't do soft
• 15:39
  clothes narrow. I'm talking to somebody.
• 15:42
  Let me narrow this person into a couple of options.
• 15:46
  Other people would have just sent the, the, the brochure, the
• 15:51
  PDF, the whatever. Just send it and just leave it
• 15:56
  like that. She's using track closes trying
• 16:01
  to narrow it down the visa package you're interested in.
• 16:04
  In fact, that's even a way of focusing people on specific
• 16:07
  aspects of your proposal. You send them documents bra, but
• 16:12
  then to make sure that they read it, you say, OK, based on what
• 16:15
  we've discussed about so far, are you I'm assuming you're
• 16:18
  interested in aspects ABC of the proposal that I've sent you.
• 16:23
  It might force a couple of people to actually open up the
• 16:25
  thing and look at AB and CI said no, I'm not interested in that
• 16:30
  because your Easter package ends in two days and I'm not going to
• 16:35
  pay money in full just to put my kids in two days of this
• 16:38
  program. I said OK, so absolutely
• 16:41
  correct. From there, we now enter into
• 16:44
  how I say like pay as you go type options of a program.
• 16:49
  Now you see why I say that you as a sales professional, you as
• 16:53
  the business owner, you are the one who needs to take the
• 16:56
  initiative because except if you're dealing with an
• 16:59
  actualized buyer, the chances that somebody will just show up
• 17:04
  and say this is exactly what I need is exactly how much I have
• 17:06
  was your account details. But I mean, the chances of that
• 17:09
  are very slim. You have to be the one who is
• 17:13
  taking the initiative and guiding the conversation to the
• 17:16
  best of your ability. You are not violating anybody's
• 17:21
  sense of freedom at all. You are not forcing anybody to
• 17:25
  do anything at all, because at the end of the day, yours is
• 17:29
  just to propose. It's up to the other person to
• 17:31
  accept. And then of course, you know, in
• 17:34
  a job nowadays, if people don't want to be blunt or they don't
• 17:37
  want to be rude, they just simply goes to you.
• 17:39
  So don't worry, you're not doing anything wrong in being
• 17:45
  assertive and staring the conversation.
• 17:50
  So I said, OK, this looks good. I wasn't going to let them, you
• 17:56
  know, I wasn't going to make it easy for them now.
• 17:59
  So. OK, yeah, this looks good.
• 18:00
  But I've already made plans for Easter.
• 18:03
  Then you hear what this girl did What?
• 18:06
  Miss. Miss Coffee.
• 18:07
  What she did now was Miss Coffee said OK, fantastic.
• 18:11
  That's not a problem, Sir. So does that mean you will be
• 18:14
  bringing them in on Tuesday? Because after all, Easter is
• 18:17
  Sunday, after Sunday, Monday is public holiday.
• 18:21
  You will assume that that's for family time.
• 18:23
  So you know, it doesn't mean you'll be bringing them in
• 18:25
  Tuesday. Can you see soft close, trial
• 18:28
  close, assumptive close. In fact, that's all I need to
• 18:32
  talk to you guys about today. Assumptive closes and assumptive
• 18:35
  closes when you assume that you are going to get the deal and
• 18:40
  you continue the conversation as such.
• 18:43
  If somebody puts a red light and they check you, you now know
• 18:48
  that. Oh, OK, no, we're not going
• 18:51
  forward. Like let me give you an example.
• 18:53
  I tried an assumptive clothes on someone a long time ago back
• 18:56
  when I was in the event space. So I think what I told the lady
• 19:02
  was so after you make the first payment, we're going to do this
• 19:04
  da da, da, da and then she's right for a pastor.
• 19:07
  She now laughed and she smiled. She said a young man, I like
• 19:10
  you. I said mommy would help us.
• 19:12
  She's a young man, I like you. She now quoted one scripture
• 19:15
  verse. She said you are calling forth
• 19:16
  into life what has already something, something, something,
• 19:18
  something. I said, yes, mommy now, so
• 19:22
  breach it. But anyway, that one didn't work
• 19:25
  because she checked me straight. She said, no, that will not be
• 19:29
  moving forward because we actually need to discuss social
• 19:32
  swirl. So concerning video, I want this
• 19:34
  thing to be a paid package. I'm not going to negotiate with
• 19:36
  a photographer separately and with a videographer separately.
• 19:39
  So I said, OK, all right, no, Alama.
• 19:41
  So in that case should I have a member of my video crew along
• 19:45
  for the next meeting And then you know we rescheduled you see,
• 19:49
  but I did I did a trial close there.
• 19:52
  I said, Madam, when you make the first payment, what we will do
• 19:54
  is now assumptive close be that we there assume you assume that
• 20:01
  is a done deal and they continue to flow.
• 20:04
  These are soft, soft, soft, no high pressure ways of closing,
• 20:08
  very soft, no aggression. The people are not on board.
• 20:13
  They will check you do public lights.
• 20:17
  If anybody's continuing with the assumption, obviously it means
• 20:21
  that we are still in play. That is what will now give you
• 20:25
  the full confidence to say, OK, Madam, the final thing left to
• 20:27
  do now is just to transfer account.
• 20:29
  Transfer to this account or how would you like to pay cash or
• 20:35
  POS or Madam? Are you paying you full or do
• 20:38
  you want to take advantage of some of our flexible payment
• 20:40
  options? Basha in doing assumptive
• 20:43
  clothes, you assume that this deal is done.
• 20:46
  You just they take out soft, soft, soft.
• 20:50
  You can get closer ultimately to the final close at the end of
• 20:54
  the day. So back to Madam Coffee again,
• 20:57
  not her real name because you know, you know her name has
• 21:02
  something to do with coffee. So that's why I'm just using it.
• 21:04
  So in case you listen to this thing and you're wondering, is
• 21:06
  it me? Yeah, it's you.
• 21:09
  So that's how Madam I said we've already made plans for Easter.
• 21:11
  Madam Coffee said OK, fantastic, that's not a problem.
• 21:14
  Will you be bringing them on Tuesday morning then?
• 21:19
  I was impressed. I was really impressed anyway,
• 21:24
  so I said no, most likely it'll be Thursday or Friday.
• 21:28
  I just said OK, fantastic, thanks.
• 21:31
  I look forward to hearing from you.
• 21:32
  And anyway, that's how that conversation ended.
• 21:34
  Well, I don't have the WhatsApp message up here in front of me,
• 21:38
  so I can't remember how the conversation ended.
• 21:43
  But you can see how first of all, selecting rights, people
• 21:48
  who are willing to take training and people are willing to use
• 21:51
  initiative. And then after that training
• 21:53
  people on some simple techniques.
• 21:55
  You can see how it can make a difference in your business, in
• 21:57
  your business. So first of all, everybody have
• 21:59
  been trained up on the ICP and some very simple ways to
• 22:03
  approach people who enter into the Plaza.
• 22:06
  You see a young man with two or more children, or you see a
• 22:09
  young woman with two or more children, or you see Oka and
• 22:12
  Madam, four or five kids, approach them and say Kid City,
• 22:16
  right? And then from there,
• 22:19
  conversation will ensue. If it is Kid City, you will
• 22:22
  bring them up. If it is not Kid City, you will
• 22:25
  talk to them about some of the things that we offer and whether
• 22:28
  they're interested. And then of course, you know the
• 22:31
  manager. Let me just come down.
• 22:33
  Boss Chukudi, the manager, Boss Chukudi and then the lady
• 22:36
  upstairs, Madam Coffee, they clearly have this smooth
• 22:39
  partnership working well that Ross Yukidi will talk to people
• 22:42
  downstairs and they will funnel them to Madam Coffee upstairs.
• 22:47
  And then she's one who's responsible for closing the
• 22:49
  deal. And then her assumptive manner
• 22:52
  in moving the conversation along.
• 22:55
  It's, it's brilliant. OK, maybe not brilliant because
• 22:59
  it doesn't require brainpower, but it's simple and effective
• 23:02
  and lots of Nigerian business people should be doing that.
• 23:05
  We should be using assumptive closing techniques.
• 23:09
  We should be using trial closing techniques.
• 23:12
  It helps us to test the temperature.
• 23:14
  When we're having a conversation with someone, we will know
• 23:17
  whether this person is actually interested.
• 23:20
  It will give us a sense of when to accelerate.
• 23:23
  Put your foot on the trotto and move forward or whether to match
• 23:27
  break and do U-turn because based on the responses that
• 23:31
  people will give you while you're having this conversation,
• 23:34
  you will know whether or guys feeling me or Madame is
• 23:37
  irritated. So honestly, something that
• 23:44
  simple. Unfortunately, my family and I,
• 23:47
  we've made plans for Easter. Oh fantastic, that's not a
• 23:49
  problem. Does that mean you were bringing
• 23:51
  them in on Tuesday? It's not an insulting thing to
• 23:55
  ask, it's not too intrusive, it's not too troublesome and
• 24:00
  it's a fair assumption to make. Then at that point, somebody can
• 24:03
  clarify and say actually young lady, you know, I'm not really
• 24:06
  interested. Then she will end it there.
• 24:11
  Or if the guy doesn't want to be too bold, he will ghost.
• 24:15
  But The thing is, you, you tried your best and if it works, he
• 24:21
  will go to your Commission. So Nigerian business owners,
• 24:26
  please, assumptive closes, trial closes, very effective, very,
• 24:31
  very simple. So like when I was talking to
• 24:34
  that Madam, in fact, I'm good. I'm happy that I'm using that
• 24:38
  example because these things don't work all the time.
• 24:40
  I don't want you to give, I don't give anyone the assumption
• 24:42
  that every single thing I see on this podcast is going to work
• 24:45
  exactly like I say. So like with the Madam, I
• 24:48
  assume, I say when you make the first payment, Madam, we are
• 24:51
  going to blah, blah, blah, blah, blah.
• 24:56
  And then you know with this small building rapport, she said
• 24:59
  a young man I like you. I said I'm mommy waiting now
• 25:01
  what did I do? So young man like you you're a
• 25:03
  Christian. I'll be I say yes, I'm a
• 25:04
  Christian you're a person of faith.
• 25:06
  I say yes man. How did you know she now quotes
• 25:08
  you job because you are calling forth into live something
• 25:10
  something something yeah, mommy here so and then she say no, I
• 25:15
  do not want to negotiate with the photographer and the
• 25:17
  videographer are separate. It has to be one team that will
• 25:21
  carry the whole 2 teams. And So what I now try to do next
• 25:24
  was OK. I know that was OK, but I'm so
• 25:27
  does that mean you would like us to reschedule so I can come over
• 25:29
  here with my video? She said yes.
• 25:31
  Good. So I, they assume I, they assume
• 25:33
  I, they move the conversation forward step by step.
• 25:37
  Didn't close. Madam Coffee, well misses coffee
• 25:42
  because on his MSI think Ms. is miss I'll be misses.
• 25:47
  So Madam Coffee on is oh, OK. Does that mean we're bringing
• 25:50
  the kids over on Tuesday? They assume you're moving the
• 25:52
  thing forward. The first time I was conscious
• 25:55
  of this was when I lived in Lagos and back then I just
• 25:58
  learned how to drive Mumsy had one small Honda Civic like this.
• 26:02
  And then the thing was giving us a battery issue, so decided to
• 26:05
  go and buy battery. Back then battery was like I
• 26:09
  think like 5K or so or maybe like 7 or five.
• 26:13
  So then I got there and we're talking about different
• 26:17
  batteries and Sharp also too happy with those 5K batteries
• 26:23
  anymore. When I was looking at one of
• 26:25
  those 75 batteries, there's also another battery that was like
• 26:28
  1313 grand. At some point in the
• 26:32
  conversation I hook because to be honest, I don't know why I
• 26:34
  hook. I was just thinking.
• 26:36
  Then the guy did something that I've now forgotten.
• 26:43
  The guy now asked me, Bros, which one is your car appointed
• 26:48
  to the Honda Civic? So that black when I be.
• 26:51
  So, yeah, they now shouted at the back of the shop.
• 26:56
  You could say, Sir, he said go and bring to Korea.
• 26:59
  That's what he said. Name me.
• 27:01
  I laugh as our Bros relax now to Korea.
• 27:03
  Out isn't only one car. And then we haven't even agreed,
• 27:08
  you see. But you see how using some
• 27:13
  assumptive techniques, he was able to revive the conversation
• 27:18
  and give it some direction. He's talking to somebody the
• 27:21
  passengers hook. I can't remember the mathematics
• 27:24
  I was doing in my head. Maybe I was just thinking, OK,
• 27:26
  how much is my pocket money? If I buy the one that is 75, how
• 27:31
  much of my pocket money will remain?
• 27:32
  If I buy the one of 13 grand, how much I will remain, You
• 27:35
  know, stuff like that. But he just says, Bros, where's
• 27:39
  your car? I said that one saying that
• 27:41
  black Honda Civic. I'll be yes, and I'll shout
• 27:44
  Chukudi, Sir. So go and bring to Korea.
• 27:48
  I've never forgotten that. Assumptive techniques, soft
• 27:54
  soft, soft closing, simple ways that you can use to move your
• 27:58
  conversation forward. So that is it and that is all
• 28:04
  for today. Now remember, applying these
• 28:06
  principles can be tricky. So if you need any help in
• 28:10
  applying these things to your particular circumstance, all you
• 28:13
  have to do is to call me, send me a text message or WhatsApp
• 28:15
  message on 08064662140. So that's all for today.
• 28:22
  If you've gotten value from all the things that we've spoken
• 28:24
  about so far, subscribe on Spotify, Apple iTunes, YouTube,
• 28:29
  any player of your choice. And also, please spread the
• 28:31
  word, Let people know that we have good business content like
• 28:34
  this on the African continent and we have wonderful podcasts
• 28:37
  like this in Nigeria. Let them know and tell them to
• 28:41
  subscribe. Let's raise the level of
• 28:45
  business practice in Niger. Let's make things more
• 28:50
  professional. We can't keep being peddlers in
• 28:53
  our business. Let's raise the level of the
• 28:55
  game. It's part of the reason why I
• 28:57
  run this podcast. So thanks for listening.
• 28:58
  I'll catch you guys some other time.