Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / The Customer Journey: From Prospect to Profit

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The Customer Journey: From Prospect to Profit · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the show. Today we're going to be looking
0:04
at the kinds of conversations to have when prospecting or when
0:08
talking to potential clients or potential customers.
0:11
Apologies because you are going to hear some noise in the
0:13
background because I'm not in the audio booth.
0:16
Speaking of background, the background to today's topic,
0:20
just like the topic from three or four days ago, it is based
0:24
off the questions that the podcast listener asked.
0:28
And his name is Alozi, who's been listening on Spotify.
0:31
And he made a bunch of comments around the kinds of sales
0:35
training that you can explore if you're starting off new in
0:38
business. And that is what has informed
0:41
the podcast episodes that we have had since then, apart from
0:44
yesterday's, which was just a rant because you know, you have
0:47
a bunch of people in WhatsApp groups saying stuff that just
0:50
take me off. So now we're back to the
0:53
conversation. What are the kinds of
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conversations that you should be having with people when you're
0:58
prospecting or when you're talking to potential customers
1:01
or potential clients? So that's what we're going to do
1:03
today. If you'd love the opportunity to
1:05
connect with me, then call me. The number is 08064662140.
1:12
The country code is +234. For those of you who are not
1:15
Nigerian, then you can also connect with me on socials,
1:18
especially LinkedIn. The name to look for is
1:21
Tavishima Ayede. Now, let's do a little bit of a
1:24
recap. Let's define for those people
1:25
who are listening to the podcast for the first time today.
1:29
And if this is your first time listening to the podcast,
1:31
remember that there's a background to this.
1:34
Alozi has asked a couple of questions.
1:36
I have been trying to answer some of those questions.
1:38
So you can ignore yesterday's episode because yesterday's
1:42
episode was just a rant because, you know, some idiots were
1:44
saying stuff on WhatsApp. So ignore yesterday's episode
1:48
and then listen to two or three episodes after that.
1:52
And then you get the broader context of the questions that
1:55
I'm trying to answer from Alosi. So prospecting is a term that we
2:00
borrow from extractive industries.
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Now, when we say extractive industry, we just mean people
2:05
who go and extract stuff from the ground.
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So people who dig for oil, they call that prospecting.
2:10
People who dig for gold, they call that prospecting.
2:13
For those of us who are from Benue States, you know, you're
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traveling home, you have to pass through NASAR.
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Like, I mean, like even those of you who are from Plateau State,
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at least you have to pass through NASAR before you start
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facing just so you see all these people at the end, the end of
2:29
the road, they're digging for light, right?
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Digging for this, digging for that, all of that is what is
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called prospecting in the extractive industries.
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Now in the sales and business development space, in the
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business area, we have also borrowed that term because it
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reflects exactly what we do when we're trying to look for
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customers we may who are doing sales and marketing.
2:51
We are also digging for gold. It's just that the people in
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Nassau State who are using Digger and slamming the ground
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are looking for physical gold that they can see.
3:00
We are looking for gold that comes at the end of the process
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when we're talking to potential customers and then some coins
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enter into our pocket or we hear ping him and you know that money
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has entered into your bank account.
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So that essentially is what prospecting is.
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So while the people in the extractive industries, the
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people in Nassau State who are digging for gold or digging for
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lateralite or shell them, and all these people who are digging
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for digging for oil in the deep sea, you know, they're asking
3:30
themselves some questions. The people in Nassau State,
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they're asking themselves this gold, where can this gold be?
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So when they go to Nassau, that's what they're thinking,
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where can I find gold? OK, Gold is in this local
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government, That local government, How can I get there?
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How deep do I have to dig to get this gold?
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When I get the gold, how will I refine it?
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These are the questions that people are asking themselves.
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Even Shell, that's what they're asking themselves when they're
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digging in the high seas. Which part of this big Atlantic
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Ocean should I be digging for so I can get access to crude oil?
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Where is it going to be? How deep must I get?
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How much money should I raise? You know, these are all the
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questions that they're asking themselves.
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Now, we in sales, we in business, we have our own
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related sets of questions that we're asking ourselves and we're
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prospecting. The first one is who might be
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interested in my product or my service.
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That is the first thing that we ask because just like those
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people are thinking, which part of the Atlantic Ocean should I
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start digging or which local government in Nassau State
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should I go and start digging in?
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When they're looking for gold or looking for oil, it is also the
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same thing. You can't say you're in
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business, you're trying to drop off sales and then you're
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chasing everybody. That's not how it works.
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So in Nassau State, they don't want to start digging holes in
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every single part of Nassau. You ask around, you do some
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research, use some common sense, you go with a geologist and your
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geologist will tell you that OK, and when you're looking for
4:52
gold, look for this kind of rock formation.
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Look for this kind of rock formation.
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So in my own best opinion, be checking here, be checking here,
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be checking there. Because if you say you're
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looking for gold, you hear that this gold in Nassara, then you
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go outside digging holes all over Nassara, you will waste
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your time and you waste your resources digging in some places
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where you don't need to be digging.
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So the first thing is a tailored approach.
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So just like the people for gold, the people for oil shale,
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and all these miners, including those that are doing mining in
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Nassau on the black market, the first thing is they want a
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targeted approach. Which place am I going to
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strike? That increases the odds that if
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I dig this ground I will see gold, or that if I dig this
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ground I will see oil, I'll see crude oil.
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It's the same thing in sales. You start asking yourself, first
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of all, who might be interested in my product or my service and
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where do these people hang out so that you go there and you
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start digging, start doing your stuff.
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So these are the kinds of things that we're going to.
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OK, well, rather we have already discussed some of these in
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previous questions based on what allergy asked.
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So excuse me now we're, we're going to now that we have
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decided who these people are and where they hang out.
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Well, now today we're now going to be figuring how to approach
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or rather what are the kinds of conversations that you should be
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having with these people? The way that I like to frame it
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is this, the conversations that you should be having with these
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people once you've decided who might be interested and then
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where they hang out, whether in real life.
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Anyway, some people are saying I should stop saying in real life
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that Internet money is also real life.
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It's just online. So, so people that have
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corrected me to say it is online and offline.
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OK, so now that we've decided where we're going to find these
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people online or offline, we now have to ask ourselves what kind
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of conversation should we be having with these people?
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Because it's very rude and it's too blunt and it's very daft to
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walk up to somebody and just say, Bros, I have this for sale
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buy. That's not how you get things
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going nowadays. Maybe in the past that would
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have worked, but nowadays it's just somehow you don't just show
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up in front of somebody's face and say, I have this buy.
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Which is the reason why a lot of you get annoyed in traffic when
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your AC is no longer working. You've run down your windows.
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You're just trying to get from here to there and then people
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are coming to meet you, Sir. OK, rat poison.
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Rat poison will go. Another person will come and
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say, Bros, fine, find a wristwatch even though you
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already have a wrist torch. Person will go.
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Another person will come and say, show you flyer for property
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development and stuff like that. Meanwhile, you haven't paid your
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rent, you know, you're owning the landlord money and then you
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know, and then on and on and on. So that's the reason why we find
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those people annoying. It's because they're coming and
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going straight for the queue. They're coming, as you know, go
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buy this, buy this, buy this, buy that.
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That's too brute, that's too forced.
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It's not. We have to be much more subtle
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in how we sell these days. So there are some kinds of
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conversations they need to have to initiate the buying
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conversation. So First off, you need to have
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conversations with people where you confirm if they're
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interested in the 1st place because if somebody is not
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interested in firing wrist watches, then you're wasting the
8:00
person's time by showing them that OK, this is the latest from
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England, this is the latest from Switzerland, or this is the
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latest from Tokyo. You're just wasting your
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person's time. So First off, figure off if the
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person is interested in the 1st place.
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Next, you also need to be asking questions about the person or
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what we call qualification in sales because you want to know
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that the person is interested. You want to get a sense of the
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person's sense of style and things like that so that you
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know what it is that you are going to recommend.
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Even for those of you who are carrying Flyers around in Abuja
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selling property development, you have to ask these sorts of
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questions because how do you know which part of Abuja you are
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going to be showing them properties about or land about
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or things like that? Some people only want to buy
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rental property so that they can live in.
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Some people only want to buy investment property where
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they're hoping that things will appreciate.
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Maybe for those kinds of people, yes, you can be showing them
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places in Gwagulada and or whatnot.
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And maybe the scope there is if you buy in Gwagulada, if you buy
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in the outskirts of Abuja, then maybe in the next 5-6 years,
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the, the value of the land might double or triple and then you
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get your money back with plenty of extra.
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But therefore, somebody who's looking for the rental thing,
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you know, who knows, maybe might be showing lands that are closer
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inside the parts of the city. Now for those of you who are in
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real estate, real estate, I am not recommending that this is
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what you should do. I'm just trying to show you how
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asking details about the person and what their goals are and
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things like that will give you ideas about which kind of
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property or which kind of land or which kind of XYZ, whatever
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your product is, which one that you will present to the person
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to increase the odds that you will close the sale.
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So those are qualification questions.
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Then questions about the problem, you know, what problem
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they have, what vision that they're looking for, what
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results. Those are called discovery
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questions. So we have to ask all these
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questions too. Now, the difference between
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qualifications and discovery is just questions about the person,
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questions about their vision or where it is that they're
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heading, the results that they want, But you know, they're kind
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of related, but these are the conversations we should be
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having. Are they interested?
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Who is this person? What are they trying to achieve?
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Summary. Those are the kinds of
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questions. Now today we're going to use a
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case study so that this thing will make sense.
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Well, I hope it's going to make sense anyway.
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And we're also going to use O2, who sells body oils and
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perfumes. Also a listener of the podcast
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who also reached out on WhatsApp and who also commented on the
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same day that Alozi commented on Spotify.
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So that's just the reason why I'm picking them up, just
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because they both happen to comment on the same day.
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Alozi asked the question or to did you ask a question?
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Well, we had a chat anyway, whether she had a question or
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not. But that's the reason why I'm
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picking them because it happened to be on the same day.
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So the water was based in ABJ. She sells body oils and
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perfumes. Also a listener of the show in
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the previous podcast. Not yet.
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The reason why I was ranting. The one before that, we did some
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brainstorming and I agreed on a number of people who might be
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interested in body oils and perfumes.
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Because remember that when it comes to prospecting, the first
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step is who might be interested. Because just like the people who
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are digging in Nasawa, you don't just go to Nasawa and start
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digging everywhere. You go with your geologist or
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you go with a local who knows the love of the land.
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And the first question is, where most likely will I be able to
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find gold or will I be able to find a laterite?
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Sorry, is it laterite? I'd be laterite, so I forgive
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me. I didn't study geography, so I
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don't know these terms. And it's the same thing we show
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Shell is not just going to go to the Atlantic Ocean because the
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Atlantic Ocean is broad. It's just water everywhere.
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So you need to go there with a geologist or with AI, don't know
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marine scientist or whoever, and ask yourself some questions like
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where do where, if we dig in the ground, are we most likely to
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get oil? So it's the same thing we start
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off body oils and perfumes who might be interested in these
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sorts of things. And so we brainstormed and came
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up with some loose ideas. And what we came up with was
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that women who are trying to express their personality, we
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came up with middle-aged men who are trying to get the sense of
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youth or vitality restored in their life.
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And then we came up with also teens and young adults because
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if you remember, excuse me, back then, you know, when we're still
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in that stage, you know, we're all worried about our sex
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appeal. You know, how did the babe see
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me? How did the guys see me?
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They're worried about personal grooming.
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You know, that's a time when you're worried.
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OK, it might be a big thing coming out my chest.
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Is my chest broad? You know, that's for those of us
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who are young men. You know, my biceps, What do my
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biceps look like? So of course, you also have the
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smell fresh now. You know, things have changed
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now. But back then that was the focus
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for some of us. You know, you get your Fruit of
12:49
the Loom T-shirt if I sell Fruit of the Loom.
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One time during one of my trainings and one of the girls
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there, she laughed. She said, when were you born?
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I said, OK, sorry, I didn't know that people don't wear Fruit of
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the Loom anymore. But yeah, foot of loom used loom
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used to be a thing back then. So you wear your foot of loom,
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you wear Calvin Klein or you wear your Tommy heel finger.
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Then you have your your jeans, you have nice CK jeans.
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Then like during my secondary school that Timberland boots
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used to rain. So although me, I didn't like
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Timberland bootscher and I prepare when I palms, but I know
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that guys back then used to wear Timberland boots.
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In fact, my brother, he bought these blue, blue teams very rare
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and very expensive. I wanted to die when I heard
13:30
that my brother spent 14K buying Timberland boots.
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I wanted to crack his skull. Like how can you spend good
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money 14K on shoes? When I was back then anyway, 14K
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was money. Now 14K won't buy anything.
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Anyway, what was I? So the point I was just trying
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to make is this. So I'm looking at women who want
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to express their personality, but think about middle-aged men
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who want some youth and vitality, you know.
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And actually, that one is true because, you know, when you go
13:56
for school reunion meetings now, secondary school reunion
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meetings and things like that, you know, those of us have
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graduated school for a while. You just go there.
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All kinds of perfume will just be spending all over the place
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because, you know, yeah, we're middle-aged now.
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So we're trying to feel young again.
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So we'll just be spraying perfume up and down.
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Yeah. So middle-aged women and then
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teens and young adults. So that is The Who of the
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prospecting. That's the whole part of the
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conversation. Now let's look at the kind of
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conversations that we're going to have when we are talking to
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these people. Remember that it's not enough to
14:28
just roll up on somebody and say buy my perfume.
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That's a little daft, that's a little blunt.
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But of course, walking up to someone and say buy my perfume
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is better than just sitting down in your house and hoping that
14:40
somebody will buy my perfume. So if you're walking on people
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and say buy my perfume, buy my perfume.
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Even though it's brutish, it's better than nothing.
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But if you have the liver to be walking up to people, you need
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to have some conversation status.
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Now, let's say we're looking at, let me see, who should we pick?
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OK, let's say we're looking at middle-aged men.
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I remember we're talking about things in the Nigerian context.
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So forgive me for those of you listening from America, Ghana,
15:11
Ethiopia, you know, wherever I have people that listen to the
15:14
show, there might be some things that I will say here that do not
15:18
apply in your own cultural context.
15:19
Some things might be too soft, some things might be too direct.
15:22
But remember, we're talking about things from a Nigerian
15:24
perspective. So there are those people who
15:28
have a much more direct style. You can take a direct approach
15:31
to it. There's some people who say, oh,
15:32
have you considered enhancing your sense of style?
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Or have you considered upgrading your fragrance?
15:38
Have you considered XYZ? You know, these are much more
15:41
direct ways of starting the conversation.
15:44
Eventually you end up with Bros by My Perfume, but you don't
15:48
start the conversation by saying brush buy my perfume.
15:51
So a direct way. Have you considered enhancing
15:53
your style? Have you considered enhancing
15:55
your fragrance? Have you considered upgrading
15:57
your you know, blah, blah, blah. Then there's also the problem or
16:01
the agitation approach where you talk about the problem.
16:04
So and there's something that you see online, somebody will
16:07
write many men find that as they age, they lose self-confidence.
16:12
Do you, are you facing this problem right now to explore the
16:16
top five fragrances and something which you, you know,
16:20
make you enhance your sex appeal, Something, something,
16:23
something, Click here to find more or something.
16:27
So any of those approaches are around talking about the problem
16:30
and trying to agitate people, trying to step people up to take
16:33
action. Many men at this age, this is
16:36
the problem that they have. Do you face this problem as
16:38
well? Although in my own opinion, I
16:40
don't think this might work on Nigerian men.
16:43
This is just my own guess because I'm not sure how many
16:46
adjournment want to be told that you lack confidence.
16:48
What is my own guess? See what is the thing about
16:50
sales and sales and marketing, especially sales, you don't know
16:55
what is going to work so you try.
16:57
Because if at the end of the day, regardless of what I, I
17:00
have said, you find out that when you try this problem
17:03
agitation approach, it seems to work and people are responding,
17:06
then by all means continue. Because going out into the field
17:12
and talking to people or running the advertisements, you see that
17:15
that is what is working. Now there's another approach
17:17
where people try to come at it by using a compliment or
17:20
somebody would tell you that, oh, you have a great sense of
17:22
style, this XYZ product will help you compliment this, your
17:27
good looks or compliment this, your, this compliment this your,
17:29
that you see. So that's a different approach.
17:31
If I think this one should work on Nigerian men, that's my
17:34
guess. Well, remember, like I said, I'm
17:36
guessing when you enter the field and you try, you will see
17:40
what works. You will see what doesn't work,
17:41
what doesn't work, stop doing it.
17:44
The one that works, double down on it.
17:46
Continue to do more. So there's a complementing
17:48
approach. And yeah, you see that a lot.
17:51
I've seen. I used a lot with Women's
17:53
Sister. You have a great sense of style.
17:55
This blah, blah, blah. What kind of hair?
17:57
Oh, is darling yucky? Oh, nice, nice, nice, nice.
17:59
OK, for Darling Yucky product, you should be using this kind of
18:03
hair cream product. This kind of hair cream product.
18:05
Have you heard of this? Have you heard of that?
18:07
And that is how they flow into the conversation.
18:10
So for those of men, men who are selling, you know, you can see
18:14
now that sisters use this to great effect.
18:17
Compliment there from complimenting you, you know, you
18:22
start trying to move motion, you try and move your application,
18:25
you try and sell your market. So compliment, sell market.
18:28
So you don't just come and sell market straight.
18:31
So complimenting approach that is something that can work.
18:34
Then there's the whole thing of talk about shared experience.
18:37
When you can say that, well, I've noticed that these kinds of
18:39
men now gravitating towards this is this while moving towards
18:42
blah, blah, blah. Is this something you're
18:44
interested in? So somebody walks into your
18:48
perfume store, your body oil store.
18:49
It's not a bad way to start the conversation, you know, Oh, I've
18:53
noticed that most men who come in here, they go for Giorgio
18:57
Armani OverDrive. Is that something you're
19:01
interested in? That's not a bad way to start
19:03
the conversation. Then there are other ways of
19:09
starting the conversation. The ones that I prefer actually
19:12
is why you try and gauge interest.
19:13
I prefer starting with interest first.
19:15
So for me, I would start off like saying, oh, do you
19:18
currently use body oils or do you currently use fragrances?
19:22
Or it might be one kind of, OK, let's say, OK, let's say good
19:28
news, I'm just making up names now.
19:29
So Good News by Giorgio Armani, you know, so I'll just go ahead
19:33
and ask, oh, do you, do you currently use Good News by
19:35
Giorgio Armani? I'm using that to start the
19:37
conversation because I'm trying to gauge interest.
19:39
I'm trying to see whether these are even perfume people in the
19:41
1st place. Because if you ask do you use
19:45
Good News by Giorgio Armani and person says Giorgio Armani, what
19:48
is that in this case? Sorry, forgive me.
19:52
I'm not even sure if Giorgio Armani even does perfumes.
19:54
Forgive me. I just know he's some kind of
19:55
designer from back in the day, but I don't know exactly what is
19:58
that they do. So if Giorgio Armani only does
20:00
clothes but he doesn't do perfumes, then please forgive
20:03
me. So based on how the guy answers,
20:05
I will now know whether this is my people or this is not one of
20:08
my people because the person says Giorgio Armani, what is
20:11
that? I will now know that, OK, this
20:14
person does not use these kind of products at all.
20:16
This person doesn't know what's up.
20:19
So that's why I prefer interest based.
20:22
So do you currently use? That's not a bad way, you know,
20:27
or another way would be like, what do you look for in your
20:30
fragrance? OK, yeah, that's not bad.
20:31
So you can roll up to someone and say, oh, what do you look
20:33
for in your fragrance? And the person, you know, you
20:37
have an interesting conversation, but also be ready
20:39
for the fact that the person will say, oh, I don't use
20:41
fragrances because you woke up to me.
20:43
And you say, what do you look for in your fragrance?
20:44
That's the answer I'm going to give you.
20:45
No, sorry, I don't use fragrances.
20:48
When you meet those people who say they don't use fragrances
20:52
and you're selling body oils, my own opinion, my honest opinion,
20:55
just let the person go. Trying to educate somebody who
21:00
is not already sold on the matter is hard.
21:03
It is easier to sell to someone who is already interested.
21:09
So if me and my wife are in two separate places and you come and
21:14
start trying to sell fragrances to me, to be honest, you know,
21:18
the chances of you making a sale is not going to be is not going
21:23
to work because I am not interested and I don't do stuff
21:26
like that. Now my wife, on the other hand,
21:29
she likes these things. She's checking out Instagram,
21:32
She's checking out these places or a bottle of this, this, this
21:35
150ML is now going for so, so, so this is not that she'll
21:40
bookmark something. Somebody is traveling.
21:43
So she would say she would now call my sister-in-law like, oh,
21:46
so, so, so and so is travelling. They'll be in your city.
21:48
I beg help me buy 25 meals of this gift to the person they
21:51
didn't bring back for me. So you know my wife, that's what
21:54
she does. So if you sell perfumes and body
21:56
oils, it makes more sense to look for people like my wife and
22:00
try and sell to them then rather than you spending time trying to
22:03
educate me. OK, so for those of you who are
22:07
going to try this gauging interest approach, remember that
22:10
if somebody's not interested, just walk on, buy if they're
22:15
curious and ask you a couple of questions.
22:17
Yeah, you can have the conversation, but just know that
22:19
this is not a likely sale. You're trying to look for
22:21
somebody who is already in the habit.
22:23
It's like those of you who sell drugs, for instance, you want to
22:26
sell cocaine or whatever. I'm not advocating I sell
22:28
cocaine. You will be hard to get the
22:31
person to get by the thing the first time, but for the somebody
22:34
that has been snorting every Friday, yeah, you'll be able to
22:36
get good sales from that person. Again, I'm not advocating that
22:40
you guys go out and sell hard drugs.
22:42
I'm just saying that when you're using an interest based
22:45
approach, remember that if somebody says, oh, I'm not
22:47
interested in fragrances, just walk on by.
22:52
Then other kinds of questions or qualification questions,
22:56
discovery questions, questions about the person, questions
22:58
about the product. So you can ask, you know, what
23:01
are your budgets for fragrances? This might not be a bad idea if
23:05
the person is ready on your Instagram or if the person is
23:07
already inside your shop, might not be a bad way to start off
23:10
the buying conversation. Let me see, how often do you use
23:13
XYZ? OK, I have seen somebody use
23:17
this one. And do you prefer foreign or
23:19
local? Actually, it's not a bad way to
23:21
start the conversation. Do you prefer foreign or local?
23:24
I think I was in, I think I was in Wilson Market when I saw that
23:27
because in Wilson Market if you go to the eyeglass section,
23:32
because my oldest son, he wears glasses and you know how
23:35
children can be now you fix it today, they break it tomorrow,
23:38
you fix it this month, they break it next month.
23:40
So I'm constantly around these sorts of places area too Wussy
23:44
Market, you know, to get the glasses fixed because it's a
23:47
lot. It's more affordable for me to
23:49
go to these places than to go back to the shop where I bought
23:53
these things. Because you know, if your child
23:56
breaks the glasses, you know, 6 * a year and each time it costs
23:59
like 15 or 20 grand to repair, you know, that's, that's a lot.
24:02
So I just so I know all these places.
24:05
So in Wussy Market, around that eyeglass section, the eyeglass
24:10
section is also close to the gold section.
24:12
That's for those of you who go to the market.
24:14
And then the gold people are not far from the perfume people.
24:17
So I've had someone use that one before at all.
24:19
Do you prefer local or foreign perfume?
24:21
Not a bad way to start the conversation because of course
24:24
he will teach you a couple of things.
24:26
No more. And whether the person actually
24:27
uses perfumes, because some people like me will say local,
24:30
foreign, what's the difference? You now know that you're dealing
24:33
with a total novice, so I might tell you straight off like
24:37
local. I will never use local.
24:39
I prefer for it. You don't have a sense of which
24:42
ones you need to start. What's the word you need to
24:46
start showing to the person trying to close the person on.
24:50
Then I can also ask you, are there any sense you dislike?
24:53
That's not a bad way to start because like my wife, my wife
24:56
totally detests House of perfume.
24:58
My sister-in-law should detest House of perfume.
25:00
Me on the other hand, I think House of perfume is cool,
25:04
especially seeing household perfume is long lasting.
25:08
If you spray household perfume on your clock today, you can
25:10
wash it for one week. The smell will still be there.
25:13
And for me, that's the reason why I like it.
25:15
But then again, people will now point out like my wife and my
25:18
sister-in-law and my mom, see, they'll say is it because you
25:21
are unsophisticated? So you know nothing about these
25:23
things, which is why you think that this is a great idea.
25:26
But me personally, I think a perfume that you spray on your
25:29
clock today, the thing will still be smelling for two weeks.
25:31
I mean, I think that's value for money, but that's just me.
25:34
You don't have to be like me. And if you meet me in public,
25:37
don't judge me that. I like House of Perfume.
25:40
So where was I? So which kind of perfume do you
25:43
dislike? House of Perfume, flowery
25:46
perfume. There's some people that don't
25:47
like that flowery smell. I think my wife likes the
25:50
flowery hint, and there's some people that don't like that one
25:53
that smells like incense, but there's some people that love
25:55
that. Then another thing to ask is
25:58
what is most important to you in fragrances?
26:01
Is it quality, is it brand or is it long?
26:04
Whether it's long lasting or is it the price?
26:07
I've also had that one used before, I think was one of my
26:09
cousins who was selling, what was she selling itself?
26:13
I don't think it was body oils, but was it a spray or mist?
26:19
One of those things. So that's also not a bad way to
26:22
start the conversation because it gives you a sense of who are
26:25
you dealing with, how much do they have to spend, what you
26:27
what should be presenting to that person.
26:29
So if you talk to someone like me who's uneducated and by the
26:33
way, we shouldn't be judging our customers.
26:34
They want what they want. So if you talk to someone like
26:37
me and the person says that, look, I want the thing to be
26:39
long lasting and the thing has to be cheap, then you just know
26:42
that OK, it's time to bring out the house I perfume or to bring
26:44
out the local perfumes and sell to me.
26:47
Don't judge your customer. Your customer likes what they
26:49
like for you. It's all about making the money.
26:51
So if the person comes and says, give me 100 cases of house I
26:55
perfume, don't judge them that or get your local, just sell the
26:58
100 cases of house I perfume. Then if somebody says, oh, it's
27:00
about the quality of the brand and you're dealing with somebody
27:03
like my wife and my sister-in-law and my mom, see,
27:05
then you break out the expensive stuff.
27:09
So that's how it works. So let me wrap it up here
27:12
because we're already at 30 minutes.
27:15
The goal of what I was trying to show in today's podcast is just
27:18
to show that by the questions you ask, it is going to give you
27:24
an opportunity to gain some insights into this person's
27:29
preference. This person that you're talking
27:30
to now, what is his preference? What is her preference?
27:33
What is his needs? What are their needs?
27:36
Once you know their preferences and their needs, you can now
27:38
make an effective sales pitch to sell a specific bottle.
27:46
Because if you're faced with somebody who's like my wife, you
27:49
need to know what's up. The way that you will approach
27:51
her is a way that is different from whether you'll approach me.
27:54
For my wife, she digs these things, she loves these things.
27:57
She's been researching a couple of things.
27:59
You have a fruitful conversation there.
28:01
For somebody like me who's office unsophisticated when it
28:03
comes to sense, you know, it's a different kind of conversation.
28:06
But basically by the questions you ask, we're looking for
28:09
opportunities to figure out who is this person?
28:11
What do they like, what do they not like?
28:14
That is where we know how to make the effective sales pitch.
28:17
So it's not about for those of you who love body wells and
28:20
perfumes, some of you make the mistake because I see people
28:22
like that. Let's say there's one that is
28:24
called Let me see, let me see. OK, let's say there's a one
28:30
that's called a Cool Les Armani. Let's say we have a Nigerian
28:34
perfume designer, the latest, let's say he's a Cool Les
28:37
Armani. Yeah, maybe he studied in Paris
28:40
or something. So he has one ground breaking
28:42
perfume and that seems to be raining.
28:45
So some of you think, OK, if you talk to anybody and I should try
28:48
and sell the Cool Les Armani perfume.
28:50
That's where you, that's where a lot of people make mistakes that
28:53
because this is raining doesn't mean that is what you should be
28:55
presenting to everybody. You have a conversation with
28:57
someone first you figure out their likes, dislikes, their
29:00
interests, where they at on the money scale, things like that.
29:03
Then you will now know whether you bring out their house or
29:05
perfume or whether you bring out Kules or money, because there's
29:08
some people who are not going to buy a perfume that is raining.
29:12
There are some people who are, they consider themselves, what's
29:15
the word, connoisseurs. So they like the classic
29:19
fragrances, you know, go and give me a Givenchy or you know,
29:25
forgive me, I don't know anything about perfume.
29:27
I don't know if she wants she designs perfume or if he designs
29:30
dresses. In fact, I don't even know if
29:31
she wants she is a man or a woman.
29:33
So there's some people that like the classic stuff.
29:35
Go and give me the YSL gonna give me the you've seen Laurent
29:42
Givenchy, you know, blah, blah, blah, blah, blah.
29:45
So there's some people that if you bring the one that is
29:47
raining, you'll put them off. No, this is, this is crass.
29:52
Give me the classics. So that's some of what I'm
29:54
trying to say here. Basically, when you're
29:57
prospecting, when you're looking for people who might be
30:00
interested in your product or service, you can't just jump
30:02
into a sale. You need to find smooth ways of
30:05
sliding into that business conversation.
30:07
The way you do that is by having some simple conversations, by
30:10
asking questions around what they're interested about, about
30:13
them, their personality, about their interests, about things
30:15
they like, things that they don't like.
30:17
When you start off the conversation with these open
30:21
end, open-ended kind of questions, the sense of you
30:24
actually striking that gold. Because remember the whole point
30:27
of prospecting is at the end of the day, I want to strike crude
30:30
oil so that money will enter into my account.
30:33
I want to strike gold so that money will enter into my
30:36
account. My children are already talking
30:37
about Christmas party, so I need to pay for Christmas party.
30:41
So I only strike gold. I only hear deposit in my
30:44
account so I can pay for Christmas party and also so that
30:49
me and wife will be able to flex shows are asking me today that I
30:52
haven't taken her on dates in a very young in a very long time
30:56
so I can start budgeting for that one where was I?
31:00
So the whole goal of prospecting is that you should make money.
31:03
So these are the kinds of questions that make it likely
31:06
for us to be successful in prospecting.
31:08
So for those of you who are having business problems that
31:11
are revenue related, you're not bringing in money into the top
31:14
line. These are the kind of things
31:16
that you should educate yourself about.
31:17
These are the kinds of things that you should train yourself
31:20
about that will make you much more successful, whether you've
31:22
been at this for a while or whether you're just starting
31:24
your career. So Alozi, I'll just bring it to
31:27
a close here because to be honest, the, the talk is plenty
31:30
about the kinds of sales training that you should be
31:31
looking forward to or you should be researching or educating
31:36
yourself about. But I hope these last couple of
31:39
episodes we did, I don't know if it was up to like 5 or 6, always
31:43
been able to open up your eyes to the variety of sales training
31:46
that is available and the variety of things that you'd be
31:48
paying attention to try and move your business forward.
31:51
So thank you very much for your time and attention.
31:54
Remember that to connect with me, the phone number is
31:56
08064662140. The country code is lost 234 for
32:01
those of you who are not Nigerian.
32:03
Also connect with me on socials, especially LinkedIn where I
32:07
spend most of my time. The names look for establishing
32:09
my IED. Don't look for me on Facebook
32:11
because in fact, I'm trying to close down my Facebook page.
32:13
It's just that these people make it hard to do so.
32:15
That's because some spammers try to hack into my Facebook and I'm
32:18
not using Facebook, I'm not using Instagram.
32:20
So I think I'll just close everything down and remain on
32:23
LinkedIn. By the way, don't copy me
32:26
because I'm closing down some of my stuff nowhere.
32:28
I'm closing down your own stuff. You know, that's just, that's
32:32
just me. You know, your own situation is
32:35
different. So you do you when it comes to
32:38
socials. So I'll catch you guys tomorrow.