Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Stop Selling Price: How to Discover Real Value

Transcript

Stop Selling Price: How to Discover Real Value · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome. Today's episode is going to be a
• 0:03
  noisy one because I'm home and the kids are around.
• 0:08
  All right, so let's get straight into it.
• 0:09
  Now today I want us to look at the wrong expectations that a
• 0:12
  lot of you have when it comes to sales or when it comes to
• 0:16
  anything related to, you know, talking to customers,
• 0:18
  persuasion, you know, that sort of thing.
• 0:21
  So this is an episode that should apply to those of you who
• 0:24
  are founders, you know, trying to sell people on your early
• 0:28
  stage product, trying to get people to use your MVP.
• 0:31
  You're a professional salesperson.
• 0:32
  You sell on behalf of someone else.
• 0:34
  You know, you have one orgar, you have one Madam or you're
• 0:37
  self-employed like me and you spend your days trying to talk
• 0:41
  to people, trying to, you know, Ghana market, you understand.
• 0:45
  So unfortunately, we have a lot of wrong expectations when it
• 0:49
  comes to sales and we have a lot of wrong expectations when it
• 0:52
  comes to persuasion. The reason why I'm making this
• 0:54
  episode today is because for those of you who've been
• 0:57
  listening for the last, you know, 2-3 weeks, you will.
• 1:01
  I'm sure you've been getting the gist.
• 1:02
  You know, me and Cinderella, who's a real life salesperson by
• 1:06
  the way, her name is not really Cinderella.
• 1:08
  I'm just trying to, you know, protect her identity.
• 1:12
  So me and Cinderella have been trying to work through a couple
• 1:14
  of things. She's been involved in technical
• 1:18
  sales for like close to a decade.
• 1:21
  Very young girl, very sharp girl, and she's now sorry lady.
• 1:25
  Very young lady, very sharp lady.
• 1:28
  OK, so please don't cancel me. So where was I now?
• 1:34
  So she's currently in solar sales and we're trying to bring
• 1:38
  her up to speed and make sure that she's effective in the
• 1:41
  setting solar. She has sold other technical
• 1:44
  solutions in the past. You know, she has an engineering
• 1:48
  degree, as in, you know, she capable, She's smart.
• 1:51
  She capable, no doubt. But unfortunately, there are
• 1:56
  few, you know, bad habits or wrong ideas that we need to
• 2:02
  strip away. And it's going to be a very
• 2:05
  painful process. It's a painful process where
• 2:07
  anybody, for the person who is trying to teach, it's a painful
• 2:11
  process. For the person who is on the
• 2:13
  receiving end, it's a painful process.
• 2:15
  Because like me, for instance, when I quarrel with my wife and
• 2:17
  my wife says Tavi Schumer, you don't listen and then we start
• 2:20
  talking. You know, it's a painful process
• 2:23
  to have things stripped off. So you're a founder, you're a
• 2:28
  business owner, you're ACEO, you're a self-employed, you're a
• 2:31
  hustler, you're a whatever. This is going to be a painful
• 2:34
  process. Be ready for pain.
• 2:40
  This is 1 expectation that a lot of us get wrong.
• 2:45
  Cinderella has been telling me because the company provides
• 2:50
  leads, so they run advertisements, they get leads
• 2:52
  and then she talks to them. She's been saying most of them
• 2:56
  are on serious. I repeat, the customer the the
• 3:02
  the company has been paying for leads and then she contacts
• 3:09
  those people. You see they're interested in
• 3:11
  buying solar. And what she's taking away from
• 3:13
  the experience so far is she's saying most of them are on
• 3:17
  serious. Now.
• 3:20
  I want you to listen up clearly, loud and clear.
• 3:25
  Of course, most of them are on serious.
• 3:29
  Of course, most of them are browsing.
• 3:32
  Of course, most of them are just curious, what do you think?
• 3:36
  What are you expecting? You think when somebody clicks
• 3:39
  on something online, it means that they are ready to buy.
• 3:42
  You think everybody who walks into your shop is ready to pick
• 3:44
  up something. We don't know these people's
• 3:47
  motivations. Of course, most of them are on
• 3:51
  serious. If you don't like my opinion, no
• 3:56
  problem, let's move over to America because after all, in
• 3:59
  America, people measure everything.
• 4:02
  Now, depending on who is doing the statistics, some people say
• 4:04
  only 5% of people are in market at any given time.
• 4:10
  Let me repeat now, some people who do some research and they'll
• 4:14
  say it's 5%. Some people say it's 7%.
• 4:16
  I've had as low as 3%. Either way, you can see that
• 4:20
  it's not looking great. Nobody has said 10, nobody has
• 4:23
  said 15, nobody has said 50%. So depending on who you're
• 4:27
  asking, 3% of people are in market, 5% of people are in
• 4:31
  market, 7% of people are in market.
• 4:33
  In market just means the people are interested and are ready to
• 4:36
  make a decision right now at this moment as you are talking.
• 4:41
  So if you jump 100 people, what does that mean?
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  Only three people are ready to buy or five people are ready to
• 4:52
  buy or seven people are ready to buy if you jam 100 people for
• 4:58
  your product or your service. Hope you guys are feeling me
• 5:01
  now. If you accept this thing now,
• 5:05
  you will not be frustrated when you have to pick up the phone or
• 5:08
  when you have to talk to people in the mall or when you have to
• 5:10
  chase down people or when you have to send emails.
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  Because like I said, depending on who is asking on on who you
• 5:16
  ask because different groups have put out different kinds of
• 5:18
  research. 3%, five percent, 7%, Nobody has said 10, nobody has
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  said 20, nobody has said 50. Why are you surprised that most
• 5:29
  of them aren't serious? It's the nature of the game.
• 5:36
  You should stop being shocked. It is what it is.
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  When we do research in Nigeria, OK, maybe we'll find out.
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  But for now, yes, most of them aren't serious.
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  Welcome to life. That's just business and there's
• 5:56
  nothing you can do. There's going to change those
• 5:58
  odds. Let me put it another way, in
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  case some of you didn't get it, 95% of the people you meet are
• 6:09
  not ready to buy or 93% of the people that you meet are not
• 6:14
  ready to buy. All right, so welcome to life.
• 6:19
  It is what it is. Stop complaining.
• 6:21
  It's just the reality. Some of you now say, OK, only
• 6:25
  5%, only 3%, OK, maybe 7%. OK, So what are we supposed to
• 6:30
  do? Very good.
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  Your job is to just find who is serious within those people and
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  try and have full, full conversation with them.
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  Your job is not to try and convince every single person
• 6:47
  that you're talking to, to buy. Your primary job is just trying
• 6:50
  to figure out who is serious. That is all.
• 6:54
  OK, well not that's all, but that's the beginning. 93% of the
• 7:00
  people you meet will be on serious or 95% or 92% depending
• 7:03
  on who you ask. So therefore your primary
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  consign is not buy from me, buy from me or go follow me, come
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  buy, follow me, come buy. No, your primary consign is I.
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  You serious? Who is this person that I'm
• 7:17
  talking to? Do they have a problem?
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  Can my product or service fulfill this need?
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  Does it look like they're ready to take action anytime soon?
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  That is your primary consign. When you meet somebody, when
• 7:33
  they walk into the shop, when they walk into the store, when
• 7:35
  they slide into your DM, when they respond to your advertising
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  campaign, You're not supposed to go into sales mode.
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  Follow me, come by, follow me, come by, buy from me, discount,
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  blah, blah. No, who is this person?
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  Are they serious? Well, that's the reason why for
• 7:53
  those of you who've been listening for the past, you
• 7:55
  know, 2-3 weeks, that's what I've been going on about balance
• 7:58
  and qualification and everything because I need you all to get
• 8:02
  this like I need you to like open your skull and then shove
• 8:06
  that thing inside. A lot of you are frustrated
• 8:10
  because your expectations are wrong.
• 8:12
  Somehow you think that if you meet 100 people, 50 people are
• 8:15
  going to buy from you or 60 or 70 people are going to buy from
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  you. My friend, that's not the case.
• 8:21
  Even Jesus Christ did not have 100% closing rates and you're
• 8:23
  not better than Jesus. So relax and stop being
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  frustrated. Your job is just to find out who
• 8:31
  is serious when you know who is serious.
• 8:34
  And hey, follow them, the young. But then this is also another
• 8:38
  thing. Please bear this in mind.
• 8:42
  Let's say you're into crypto, right?
• 8:44
  You're a crypto bro. You meet 100 people.
• 8:48
  Only three percent, 5% or 7% of those people are going to be in
• 8:52
  market. All right, guess what?
• 8:56
  You are not the only person who is into crypto.
• 8:59
  There are other people who are into crypto, into solar, into
• 9:03
  fashion, into web design, into whatever it is that you do.
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  All of you are struggling for that 5%.
• 9:10
  Hope you feel me now. Hope you understand.
• 9:12
  You see why this is a hard job. That's why for some of you, I
• 9:17
  say honestly speaking, you're better off just resigning from
• 9:20
  sales, going to customer service, like customer service,
• 9:24
  you'll be fine. For sales, you struggle.
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  So even that security 3%, that is what all of you are rushing
• 9:33
  after. That is why this game is hard.
• 9:38
  Your job is to find out who is serious.
• 9:39
  Your job is not to try and sell everybody.
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  You can't sell everybody. Not everybody wants what you
• 9:46
  have. Not everybody needs what you
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  have. Not everybody's ready to take
• 9:50
  action right about now. You can't sell everyone.
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  So that's the first wrong expectation.
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  Well, there are plenty of wrong expectation, but this is one
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  that I want to look at for today.
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  Another one is this whole idea that if you give a discount or
• 10:09
  if you give a cheaper price, it should solve the problem.
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  All right, let's tackle this. Discounts.
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  First of all, discounts harm of the bottom line.
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  Discounts reduce the amount of money that is coming into the
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  business and over time, discounts for those of you who
• 10:29
  are professional salespeople, discounts will reduce the amount
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  of money that you take home as Commission.
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  Discounts is helping nobody. Discounts is even teaching the
• 10:42
  customer to devalue the product. So then they rate you even less.
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  Discount is helping nobody. The proper way to use discounts,
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  and I've used, I've made a podcast episode about this
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  before, is use discounts to bring people into your store, to
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  bring people into your shop, to bring people into your ecosystem
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  because you have excess inventory in other places that
• 11:06
  you want to offload. So they come in and buy this one
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  sheep, but they make it up when they buy something else.
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  That is proper way to use inventory.
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  So for my Nigerian sisters who are listening to this podcast,
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  that is precisely what does we, what people do when we go to the
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  UK and to America on holiday. They put winter sale, this sale
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  5% or blah, blah, blah, and then we rush inside.
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  Then we buy some things on discount.
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  Guess what? The other things that we buy are
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  not on discount. The other things are full price
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  on markup. That is the point of discount.
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  So if you don't have excess inventory, what are you
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  discounting for? You're just losing money.
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  Another thing, discounts only work when people already have a
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  sense of urgency. For instance, let's say somebody
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  is doing discount now because there's this car has the car of
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  my dreams Tesla Cybertruck. The last time I I price it 450
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  million cool. The last time I saw it, I don't
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  know about the price now, just in case it has gone up 450 M.
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  Now if they say they are doing discount on Cybertruck 50% off,
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  do you think I will buy it? The answer is no, because
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  there's no sense of urgency. My jalopy is still working OK.
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  I'm kind of squeezed for cash. So you know what?
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  They've taken 200 M off. I'm still not going to move.
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  The discount is only going to work when you're talking to
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  somebody who is a properly qualified buyer, somebody who
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  was interested in the first place, somebody who had a
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  genuine want or need in the 1st place, and somebody who had a
• 12:54
  sense of urgency. That means they already have a
• 12:56
  timeline for when they want to take action.
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  So for the person who wants to buy Tesla Cybertruck and the
• 13:01
  person was thinking, OK, around that kind December, let me give
• 13:03
  myself a Christmas gift. Then the person now sees in May
• 13:08
  that almost days 50% off, that kind of person will run from
• 13:12
  pillar to post, mobilize the money.
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  The same idea, this thing that I wanted for Christmas, almost 50%
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  off. Don't make it happen because
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  they're properly qualified customer and there's a sense of
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  urgency. So therefore your business as a
• 13:29
  salesperson, as a self-employed person, as ORGA CEO, as
• 13:35
  whatever, just to make sure they are talking to someone who is a
• 13:38
  properly qualified buyer in the 1st place.
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  They have a want, they have a need, they're interested, they
• 13:42
  can't afford it and it looks like they're ready to take
• 13:44
  action anytime soon. That's your primary concern is
• 13:47
  when you find those people, we can start playing all this game
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  of oh 2% or 50% off 20% off. If you give everybody 50%
• 13:56
  discount, but the person was never interested in the first
• 13:59
  place or maybe they're mildly interested.
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  They're just curious, but they're not close to taking
• 14:04
  action in the 1st place. If you like discount it to 0.
• 14:06
  The person will not even take in fact, by desiring read Zillow,
• 14:09
  the person will say this one. The thing is so cheap.
• 14:13
  It'd be like say you know they're not start looking at
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  you. All kind discounts are not going
• 14:20
  to solve the problem if you have not been doing the fundamental
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  part about finding properly qualified buyers in the 1st
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  place who are ready to take action or it looks like they are
• 14:34
  ready to take. They might be ready to take
• 14:36
  action reasonably anytime soon. OK, that's all discounts.
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  Now this cheaper price. See, I tried telling one person
• 14:48
  this before. She didn't get it.
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  So I'm going to tell you who now.
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  I hope you get it. Customers, clients, prospects
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  will always ask for a cheaper price.
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  It is a given. Now there's some people who are
• 15:06
  motivated buyers. Motivated buyers are people who
• 15:08
  know exactly what they want, at what price they want it, blah
• 15:11
  blah blah. Those people are rare.
• 15:13
  I have only jammed one myself. I have read about them in books,
• 15:17
  but seeing them in the wild, my own 2 Coco Rise, I have only
• 15:20
  seen one. If you ask around other people,
• 15:24
  you will find that the experience is quite rare.
• 15:26
  In fact, the first time what happened to you will be shocked.
• 15:29
  You will be thinking like, hey, I should have called a big
• 15:32
  number. So those people who come in and
• 15:34
  say how much is this? And you say 4 million and then
• 15:39
  they say I want 5. Do you have them say yes ma'am?
• 15:41
  Well, which account was the account number?
• 15:43
  People who come in and then it's like that, you know, back, back,
• 15:47
  back 5 minutes, they're out. They bought your thing.
• 15:49
  That is rare. Actualized buyers are rare.
• 15:57
  Everybody else will ask for a cheaper price.
• 16:01
  Those ones. I'm stuck in traffic in Abuja.
• 16:04
  Yeah, I know some of you will laugh that Abuja people use
• 16:06
  their traffic and this traffic. I mean, yes, we were stuck for
• 16:10
  like 1 hour. I know in Lagos you guys get
• 16:13
  stuck for three hours, but I quote we will get stuck for like
• 16:15
  4 hours, 5 hours. Yes, I know Baja for Abuja, it's
• 16:19
  still traffic by Abuja standards.
• 16:22
  So stuck in traffic then this guy is selling bathroom
• 16:24
  slippers. The gentleman not far from me
• 16:28
  winds down the window, tinted glass, AC, music, everything.
• 16:34
  The gentleman starts proceeds to start pricing bathroom slippers.
• 16:43
  You heard me correctly. Somebody was in a luxurious car,
• 16:48
  tinted AC, music booming. He walked down.
• 16:54
  The guy looked like analogy. He was pricing bathroom
• 16:58
  slippers. Bathroom slippers.
• 17:02
  Imagine that you're selling bathroom sleepers and somebody
• 17:04
  tells you you're too expensive. People price bathroom slippers.
• 17:11
  They price Groundnut. They price cell phones.
• 17:14
  They price Bluetooth keyboard. If they could, they would price
• 17:17
  school fees. They price everything.
• 17:20
  You don't think they will try pricing solar?
• 17:24
  Everybody tries to negotiate something.
• 17:27
  You think when Elon Musk says oh this is the cost of my
• 17:30
  satellite? You think people don't price
• 17:32
  people with price? It's a fact of life.
• 17:37
  People will always ask for a cheaper price.
• 17:40
  No, this is what happens. I don't want salesperson who she
• 17:46
  said cheaper price, but if the price were cheaper, I could sell
• 17:48
  more. I told you Organa, I don't
• 17:52
  really think so. The organa said, well, she's a
• 17:57
  strong member of my team, let me try her.
• 18:00
  So they went for a lower grade product.
• 18:04
  Ladies and gentlemen, my dear friends, like four or five
• 18:09
  months into what? What do you think the problem
• 18:11
  was now? The problem was price.
• 18:16
  First you complained that it was a cheaper price.
• 18:19
  I will sell more, no problem. August says OK, no problem, let
• 18:23
  us start sending lower grade and then the complaint is still
• 18:28
  price. Guess what, you will now start
• 18:32
  sending a lower grade and the complaint will still be price.
• 18:37
  This thing never ends. There is no price that you will
• 18:42
  get to, that people will not price you.
• 18:48
  You feel me? Doesn't matter what you sell,
• 18:52
  there's no price that you will get to, that people will not
• 18:55
  price you. Then there's also a cultural
• 18:57
  thing involved, you know, so Africans, Asians, Arabs, you
• 19:00
  know, we price is part of the culture.
• 19:02
  So just like welcome to life. It is what it is.
• 19:09
  Cheaper price will not solve the problem.
• 19:14
  What's the solution? The solution is you learn how to
• 19:17
  sell value. You don't sell price.
• 19:21
  Some of you say, how do you sell value good.
• 19:23
  Before you sell value, you have to learn how to discover value.
• 19:28
  Value just means what does this person want?
• 19:30
  What does this person need? What do they like?
• 19:32
  You know what rocks their boat? What makes them happy?
• 19:35
  What gets them to laugh or get them to move?
• 19:37
  When you discover what the people find valuable, you will
• 19:39
  not be able to sell value. The problem is some of you are
• 19:42
  trying to sell value but you are using your own.
• 19:45
  How will I put it now you're using your own yardstick.
• 19:48
  It's your own mind you're using to sell value.
• 19:50
  That's not how it works. For those of you who are long
• 19:53
  time business, you remember the time that we went into a shop,
• 19:55
  my wife said let's go there and buy stuff for the kids.
• 19:58
  We went back to school. I said my dear, no problem.
• 20:00
  I realized that she had shed trap for me because, you know,
• 20:04
  I, she says I dressed like a Ghanaian school teacher.
• 20:07
  So I have all these my clothes that I like to wear, you know,
• 20:09
  my old faithfuls, you know, we all have those things, you know,
• 20:12
  like AT shirt you've been wearing for the past like 10
• 20:14
  years. And she's been saying that look,
• 20:18
  you're somebody's father, you're somebody's husband.
• 20:20
  You can't be going around wearing short Nikka, blah, blah,
• 20:22
  blah, blah, blah, blah. I say no point, I'll buy, I'll
• 20:24
  buy. So that day she set trap for me.
• 20:26
  So we entered into the shop. We bought for the kids.
• 20:30
  We paid. As we're about to go, Mark said,
• 20:33
  do you have jeans? You say yes, ma, we get your
• 20:36
  sizes ain't no for men. Unfortunately, I was already
• 20:40
  there. All I could do was just be
• 20:41
  angry, but I couldn't run because I'm ready in the shop.
• 20:46
  So that's how she trapped me. Although one of my friends was
• 20:50
  now saying that, oh boy, you're a fool that your wife wants to
• 20:53
  buy something for you. You're complaining Benny.
• 20:55
  That's that's another something. So I was like a hand sending
• 21:01
  value. The guy brought one jeans,
• 21:05
  black, and then he started talking about Wrangler America
• 21:12
  or US, blah, blah, blah, blah, blah, a whole bunch of stuff the
• 21:15
  guy was trying to sell value according to his own standard.
• 21:18
  He didn't find out whether I am that type of guy who values
• 21:23
  America, you know, Canada or blah blah, blah.
• 21:28
  For me, the only thing I value when it comes to genes and
• 21:31
  combats and stuff like that is, you know, room.
• 21:34
  Is he free? I'm a big dude.
• 21:36
  I don't wear tight pencil things.
• 21:37
  It's very uncomfortable. Then you know, it has to be
• 21:40
  loose because I carry everything on me.
• 21:42
  My wallet is on me at all times. My phone is on me at all times.
• 21:45
  My keys are on me at all times. Everything has to fit my pocket.
• 21:48
  I can't wear slim stuff. Then since I'm a big dude and I
• 21:53
  move around quite a bit, most of my stuff, it tears, you know,
• 21:56
  under the crotch. So I want to be sure that this
• 21:59
  is a solid, you know something. So for me, I, I, I can't be
• 22:04
  bothered. Here's the thing from Canada.
• 22:06
  Like, I don't care. Mountain shows are OK.
• 22:09
  This thing looks strong. It looks like I can wear it for
• 22:12
  three days before I wash it. I don't have to wash it every
• 22:14
  single day. Then, you know, the pockets are
• 22:17
  all right. I can put everything inside
• 22:18
  there. You know, if I was still single.
• 22:23
  Is it short? But now I'm married, so OK, I
• 22:25
  have to wear trousers, look respectful.
• 22:28
  But those are the things the guy didn't bother to find out what I
• 22:32
  found valuable. Instead, he started selling that
• 22:35
  it is Wrangler. Like I can't be bothered whether
• 22:39
  I wear Calvin Klein or whether I wear Wranglers or whether I wear
• 22:42
  bend down select. Like I can't be bothered when it
• 22:47
  comes to clothes, the other things that I've become bothered
• 22:49
  about. Everybody just has their own,
• 22:52
  you know, thing, Discover value. What do they like?
• 22:59
  When you know what they like, then you can sell value if you
• 23:03
  ask me the right kind of questions.
• 23:06
  And, and although I feel sorry for him because, you know, when
• 23:11
  it comes to clothes, there's something I'm trying to pursue.
• 23:14
  When it comes to clothes, there's something my wife is
• 23:15
  trying to pursue because, you know, she wants me to look like
• 23:18
  somebody's husband and like somebody's father.
• 23:23
  In fact, I'll tell you guys a story later on.
• 23:25
  When somebody mistook me for a painter.
• 23:26
  Oh, my friend laughed at me. Michael Okudra in back in Lagos,
• 23:30
  guy really laughed. He says your life as educated as
• 23:33
  you are. Somebody saw you.
• 23:34
  I thought you were a painter, but I was back then.
• 23:36
  I dressed better now. So before you sell value,
• 23:42
  discover value. What do they like?
• 23:46
  Before you discover what somebody likes, you need to be
• 23:49
  having quality conversations. Quality means in depth while
• 23:54
  going deep. We're trying to figure out what
• 23:57
  do they like The only way you're going to be able to figure out
• 24:00
  what they like go back to our dating stage is if you're asking
• 24:04
  open-ended questions. Who, why, what, where, when,
• 24:06
  how? So excuse me?
• 24:13
  You ask questions that gets the other person talking.
• 24:16
  So remember back in the dating stage, you're a girl, you think
• 24:19
  the guy is cute, you ask questions that get the guy to
• 24:21
  talk. You're a guy, you think the girl
• 24:24
  is cute, you ask the girl questions that get her to talk.
• 24:28
  It's the same thing in business. I'm trying to sell you
• 24:30
  something, I'm trying to get into your walnut, I'm trying to
• 24:33
  get from naira and cobo. So I have to ask questions that
• 24:36
  will get you talking if you sell solar.
• 24:41
  But every single time you talk to somebody, the only question
• 24:44
  you ask is how many ACS are you trying to power?
• 24:47
  How many deep freezers are you trying to power?
• 24:50
  How long? How much backup do you need?
• 24:51
  You are not having quality conversations because all we
• 24:55
  know is the technical specs of what we're trying to sell.
• 24:59
  We don't know why, we don't know what the motivations are.
• 25:02
  We don't know what it is they value.
• 25:04
  And if we don't know what it is that they value, when the time
• 25:07
  comes to now sell value, what exactly are we going to push?
• 25:10
  We will now have no other lever to play with than to drop the
• 25:15
  price. So I'll try to give Cinderella
• 25:23
  an example of quality conversations to have.
• 25:26
  Remember open-ended questions, questions that get people
• 25:29
  talking. There are different techniques.
• 25:31
  One of the simplest techniques, and this is Brian Tracy.
• 25:33
  Brian Tracy one O 1. That's all Brian Tracy before he
• 25:37
  started going new age and everything.
• 25:40
  So the old stuff, all those books, 1980 something, those
• 25:44
  kind of books, that level of Brian Tracy.
• 25:48
  So Brian Tracy says who, why, what, where, when and how I
• 25:53
  think you got, is it the five WS or something like that?
• 25:56
  You know, even though how is an H?
• 25:58
  Well, OK, well, it has an it has AW at the the bottom.
• 26:02
  So anyway, this is the five WS or the seven WS.
• 26:04
  So who, why, what, where, when, how?
• 26:08
  Those are the questions that you're going to be asking these
• 26:11
  people. So Cinderella asked me to call
• 26:13
  someone that she was having a difficult time with because we
• 26:16
  gave the guy quotes. Thing is not even expensive,
• 26:19
  just 5.5, only 5.5 really. So I said OK, sure, no problem,
• 26:25
  I'll give the guy a call. So we know the technical
• 26:31
  specifications, how many fridge, how many AC, how many this, how
• 26:35
  many that, Why he wants it, we have no idea.
• 26:39
  So when I spoke to the guy, I said, oh that yeah, 5.5.
• 26:44
  To be honest, it's kind of beyond what it is that they're
• 26:47
  looking for now, but it's something that they actually
• 26:49
  want to take action on soon. What did I do?
• 26:53
  Who I what, where, when, how I went to why?
• 26:56
  Oh really hope you don't mind me asking why are you looking to
• 27:01
  take action soon? He says, oh, we just finished
• 27:05
  the property and about to put solar for it, blah, blah, blah,
• 27:11
  blah, blah. Say, oh, so this thing is not
• 27:13
  even for your personal house? No, it's not a personal house.
• 27:15
  It's a house that we are building for rent.
• 27:20
  You can see who I work, where, when, how?
• 27:23
  By asking him why. I've now figured out that OK,
• 27:26
  this thing itself is not even for his own house.
• 27:29
  You can see that the dynamics are now changing.
• 27:34
  We now know that OK is not for his own house.
• 27:36
  It's not for his parents. It's not for his high chick, his
• 27:40
  investment property. Anyway, my point of calling him
• 27:48
  at the time was just to because he was, he went ghost, he was
• 27:53
  not answering Cinderella again. So I was just trying to get the
• 27:55
  guy back on the phone and then throw him back, you know, get
• 28:00
  him back, fix an appointment so that Cinderella can continue
• 28:04
  from there. And then I told Cinderella, OK,
• 28:07
  look, this next time that you talk to the guy, the focus is
• 28:10
  you're trying to book a meeting so that you guys can negotiate.
• 28:13
  Price Abbey, Good. These are the questions you were
• 28:17
  asked. Then during the conversation,
• 28:19
  keep it casual, keep it conversational.
• 28:21
  You will ask when is the tenants moving in?
• 28:26
  He will talk when he talks. We now have a sense of urgency.
• 28:31
  They are getting ready to move by so, so, so and so time.
• 28:37
  If he says we don't have a tenant lined up currently, can
• 28:41
  you see that there is no sense of urgency.
• 28:43
  They are not ready to take action now, given a discount now
• 28:47
  we do you nothing because there is no tenant lined up.
• 28:53
  It's not his own house. It's investment property.
• 28:58
  If somebody has already paid and the person was supposed to have
• 29:01
  moved in last month, can you see that is a sense of urgency.
• 29:04
  Now you can say, Oh yeah, we give you 2%, we give you 5%.
• 29:08
  You can, you know, sales involves creativity.
• 29:15
  It's a game. We need to have options.
• 29:18
  We need things to play with. If you don't ask questions, if
• 29:20
  we don't know who this person is, why they're trying to buy
• 29:23
  it, what problem is going to solve, we don't have much to to
• 29:26
  play with. We don't have any levers.
• 29:29
  They hold all the cards. They can use us and do or shake
• 29:31
  it. They'll be doing us anyhow.
• 29:33
  Anyhow. Call me today.
• 29:35
  Call me tomorrow. You're too expensive.
• 29:37
  Don't we? Oh, we are the ones that are
• 29:41
  causing the problem. The client is not the problem.
• 29:45
  You are Mr. Salesperson, Mr. Business owner, Mr. CEO, Mr.
• 29:49
  Whatever, Madam, What? You are the problem.
• 29:52
  You've not been asking the right questions.
• 29:54
  So I told her you ask when is the turn out moving in.
• 29:59
  Don't raise your voice by the way, when you're asking, you
• 30:01
  know, keep it calm and cool, conversational.
• 30:04
  I also told her you will ask her.
• 30:05
  Oh, Sir, I'm just curious, in your own house, what kind of
• 30:09
  system do you have? Because definitely, definitely
• 30:14
  this guy has solar in his own house.
• 30:16
  For sure he will not go and put solar in the investment property
• 30:22
  for somebody if he doesn't have solar in the house.
• 30:24
  So you will ask, some of you ask like, why am I asking?
• 30:28
  Simple. You ask because if he says, oh,
• 30:32
  for my house, I'm using it so, so, so and so, blah, blah, blah,
• 30:34
  blah, blah. I saw the system is working OK.
• 30:36
  Oh, it's fantastic. He's not having any problems.
• 30:38
  Task. You don't bluff together.
• 30:39
  OK, Since the system he has already works, how come you
• 30:43
  didn't ask the other company to give a quote on this kind of
• 30:46
  something? You ask and then you hear if he
• 30:49
  says, oh, yeah, actually, I asked them then Ding, Ding, can
• 30:52
  you see? You now know that you're not the
• 30:55
  only person in this fight, that there are two of you.
• 30:59
  But because you ask it nice and casual, the information will
• 31:02
  just vomit from his mouth. You have more data now.
• 31:08
  I can't tell you how it's going to influence how you will, how
• 31:11
  it will influence the outcome. But The thing is, at least we
• 31:15
  now know something extra. We can go and sit back and
• 31:18
  think. For those of you who are
• 31:20
  self-employed, you can call your wife and say, my dear, I'm
• 31:23
  stuck. These are these are these are
• 31:24
  the facts. I should say, oh, have you tried
• 31:26
  this? You say, oh good, good, good.
• 31:27
  Then you now pick up the phone and try again.
• 31:29
  You have a business partner. You can talk to your business
• 31:31
  partner, you have found out your stock, you can go and talk to
• 31:35
  your board or talk to your investors and get some more
• 31:37
  ideas. So you will ask him what kind of
• 31:44
  systems you have in your own house or what kind of system did
• 31:51
  you install in other property developments that you have
• 31:54
  worked on. You never know, he might say, Oh
• 31:59
  no, this is our first. OK, you have one piece of
• 32:02
  information now. This guy is new to the property
• 32:04
  development game. This is the first house.
• 32:07
  OK, let's think of ourselves as a strategic partner.
• 32:14
  Or they have other developments they haven't done in the other
• 32:17
  developments. This is the first one that they
• 32:18
  want to start in. OK, let's use a land and expand
• 32:21
  strategy. Enter with this one house.
• 32:23
  If you think works, maybe we go to corner the other houses.
• 32:25
  You never know. But The thing is, you will not
• 32:27
  know what cards you have, what options you can play with until
• 32:33
  you ask. Qualified conversations,
• 32:35
  open-ended conversations, who, why, what, where, when, how.
• 32:43
  So those are two questions that I told her to ask.
• 32:48
  You don't need too many going into a sales call.
• 32:52
  You want to ask open-ended questions.
• 32:54
  Even if you only have two on your your paper, you are fine
• 32:59
  now 2 we'll give you more information than you had before.
• 33:04
  Now the more information you have, always better anyway. 30
• 33:08
  minutes. Let me bring it to a close.
• 33:09
  See terminal of you. The reason why I'm frustrated is
• 33:11
  you have the wrong expectations. You think you know people just
• 33:15
  magically show up and then just buy from you.
• 33:17
  You don't work that way. Most people are just browsing
• 33:20
  while most people have priorities.
• 33:22
  Most people see, I don't even know what's going on in their
• 33:24
  mind. Shaq, we know that 3%, five
• 33:27
  percent, 7%, those are doing people that are interested.
• 33:30
  In other words, let's be journals.
• 33:32
  In other words, 90% of the people who you meet are not
• 33:35
  going to buy from you. Your job is just to figure out
• 33:38
  from the remaining 5%, three percent, 7%, we're exactly
• 33:42
  serious. Oh, OK, this person is yours.
• 33:43
  OK, May I follow on the young Then let me follow up with this
• 33:46
  person. Then let me give him quotes.
• 33:47
  Then let me set up meeting. Let me whatever, whatever,
• 33:49
  whatever. Discounts and cheaper price will
• 33:54
  not solve the problem, it will only help you if you're dealing
• 33:57
  with a qualified buyer in the 1st place.
• 33:59
  Which is why I'm begging all of you, please, the first thing is
• 34:03
  not by market. Follow me, come by, follow me,
• 34:05
  come by. No, no, no, no, no, no.
• 34:07
  The very first thing is who is serious.
• 34:12
  You will not be able to know who is serious unless you're having
• 34:15
  quality conversations. We've spoken about conversation
• 34:17
  frameworks. I've spoken about spin selling,
• 34:19
  I've spoken about banks. If this is your first time
• 34:21
  listening to the podcast, just keep listening back.
• 34:24
  You'll find there are plenty. There are many.
• 34:26
  Just wanna be listening, wanna be learning.
• 34:28
  If no one seems too much for you, OK, no problem. open-ended
• 34:34
  questions. Our uncle in the trade, Brian
• 34:37
  Tracy. Remember old Brian Tracy because
• 34:39
  now he's kind of new age. So old Brian Tracy.
• 34:42
  Brian Tracy Say Opal and their convo. open-ended conversations.
• 34:46
  open-ended. Any conversation that starts
• 34:48
  with who, why, what, where, when, how and who is open-ended
• 34:52
  exactly. When we were in the toasting
• 34:54
  stage and we used to toast and be toasted, those kinds of
• 34:57
  questions. Oh, what made you study law?
• 35:01
  Can you see open-ended? What made you study law?
• 35:03
  Did people continue to talk? As she's talking, she's feeling
• 35:09
  validated and, you know, enable you to, you're hearing things.
• 35:14
  Oh, how come you're a Muslim even though you're from a
• 35:17
  Christian family? She'll begin to talk.
• 35:19
  You will hear some stuff. Oh, I thought you are Catholic,
• 35:28
  but I noticed that you're hanging around.
• 35:29
  So. So how come the boy will
• 35:32
  continue to talk? You hear one or two things, as
• 35:35
  in toasting our relationships. So also in business, open-ended
• 35:39
  conversation. Who, why, what, where, when,
• 35:42
  how? What are we dealing with?
• 35:44
  Are they serious? Are they all serious?
• 35:47
  So in dating from asking all those questions, you now know
• 35:50
  that this girl is all serious. Let me free her.
• 35:53
  Sorry. You know boys will never free
• 35:55
  anything 'cause they always want you, understand?
• 35:57
  So for babes now you say this guy is useless, He's a time
• 36:01
  waster, let me free him. So it's the same thing, right?
• 36:07
  So let me cap it off here. If you'd love to connect with
• 36:10
  me, call me, send me a text message or a WhatsApp message on
• 36:12
  08064662140, I'm out.