Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to deal with rejection in business

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How to deal with rejection in business · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Today on the podcast, we're going to be dealing with how to
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deal with rejection in business, in sales.
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And the reason why we're going to be tackling that today is
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because everybody gets rejected. So if it hasn't happened to you
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yet, perhaps you're new in business, or perhaps you've been
0:19
incredibly lucky. Perhaps you're very persuasive
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or perhaps you're very good at targeting, so you only talk to
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people who are already interested in you.
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But if you don't fall into the those categories that we've
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explored so far, then I think you should pay attention to
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today's episode. Now, the case study that we're
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going to be using is real estate.
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And that's because I was asked the question on my radio show by
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a caller, Nelson from Abuja, who's a real estate professional
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and who wanted to know how to deal with rejection.
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So that's all the good stuff we're going to be talking about
0:52
over here on the podcast. I'm making today's recording at
0:55
home, so there's going to be some noise in the background
0:57
because the kids are home. I'm the host of the podcast.
1:00
My name is Tavishima Ayede. If you'd love to connect with
1:03
me, you can call, send me a text message or a WhatsApp message on
1:07
08064662140. And if you like these sorts of
1:15
issues, you know, how do you get customers?
1:17
How do you get clients? How do you deal with rejection?
1:19
How do you sort out customer service issues, you know,
1:22
business difficulties and trying to brainstorm and troubleshoot
1:26
how to move your business forward?
1:27
Then this podcast is for you. So subscribe on Spotify,
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YouTube, Apple or any player of your choice.
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Please don't forget to share with your friends and let them
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know that we have good stuff like this in Niger live and home
1:40
grown. So how to deal with rejection?
1:44
I will. The case study we're going to
1:45
use is real estate. And the fellow who called on my
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radio show, his name is Nelson. First off, let's define
1:54
rejection. Seems pretty straightforward,
1:57
right? OK, well, for the purpose of
1:58
this episode, we are going to define rejection as when people
2:03
tell you no, when people tell you in words or with their
2:09
actions go away. I don't want to hear from you or
2:13
they ghost you. So all of that will not be
2:16
together as rejection. So that's our simple definition.
2:20
Now, the first thing that I want to point out, which is how I
2:22
started off the podcast episode anyway, is that rejection is
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inevitable. It is going to happen to
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everyone. We cannot avoid it.
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If you're married, you know, especially if you're a young
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man, you know, you taste that you toasted one or two people,
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you chop some rejection before you found the love of your life.
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It's just standard. So it's the same thing with
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business. Before you get that contract,
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before you blow, before your container lands, you would
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definitely chook hand or put your head in one or two places
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and the things will not click. So it's normal.
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Everybody gets rejected, whether in personal affairs or whether
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in business, everybody gets rejected.
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So what are the reasons why people get rejected when it
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comes to business? Because when it comes to
3:16
relationship, you know, it's complicated.
3:19
Because when real estate professionals like Nelson
3:22
Jackson, when they reach out over on the radio show, for
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those of you who've been listening for the last 2-3
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weeks, you know, you know what I'm talking about.
3:30
But it is your first time listening to the podcast.
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There's lots of other episodes. So just subscribe and keep
3:35
listening to past episodes and you will get the full gist.
3:40
So when folks like Nelson reach out, they wonder, is it me?
3:44
Is there a problem with me? And of course, in relationships,
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the same thing too. Is it me?
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Which is why people came up with that whole Oh no, it's not you,
3:52
it's me kind of thing. So if it's relationships, maybe
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the problem might be you. When it comes to business, don't
4:01
take it personal. They're just some simple
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dynamics that are playing and this is one of them.
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There's some research that has come out in the West as usual,
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you know, North America, Western Europe, because in Nigeria, we
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don't research nothing. So there's research to show that
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people are only in market for your product or your service 5%
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of the time. Let me repeat, there is some
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research and I think it also applies to Nigeria as well.
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Seems like a human thing that people are only in market 5% of
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the time for your product or your service.
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You don't believe me? Let's think about it.
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Let's do a simple thought exercise.
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You're listening to this podcast, right?
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And you're listening to this most likely on the phone.
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Now think about it. What model of phone are you
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using? For me, it's a Xiaomi.
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It's a 13 C Yeah, the phone is old.
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But The thing is, it works. And the phone is a beast.
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So quite frankly, I don't care. Although, if there's any of you
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listening to this podcast right now, who feels sufficiently
4:59
blessed? You want to elevate the status
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of your boy. And by your boy, I mean me.
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You want to elevate my status and you want to bless me with a
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Samsung Fold. See, that's the reason why I
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gave my phone number at the beginning and at the end of
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every episode. So if you want to bless me with
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the Samsung phone, I will not refuse.
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In fact, I will bless you and I'll pray for you and my wife
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will pray for you too. So where was I?
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So the 13 CD Jiaomi, this phone is a beast.
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Well, think about it. If you sell phones and you go
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outside and you grab people randomly, 100 people, 100
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people, just grab them. How many people do you think
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want to buy a phone at this particular moment?
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Think about it. Is it realistic that you go
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outside and grab 100 people randomly and then fifty of them
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want to buy phones? Is that possible?
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The answer is no. So this 5% thing, it makes
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sense. Now.
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If you go and grab 100 people, only five of them are thinking
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of buying the phone right now and they think about this.
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The phone you want to sell is a Xiaomi 13Z.
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How many of them do you think are considering this specific
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model right now? And even if some of them are
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considering this specific model, how many of them do you think
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would be interested in talking to you?
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Because let's face it, some of them probably live next to a
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phone store. Maybe they're already talking to
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another person or you know, they might have some other plans.
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So even if magically we could deliver up the 5% of people who
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are in your market right now, they want to buy real estate
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right now, they want to buy a phone right now, they want to
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buy consultant services right now.
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They want to buy human hair right now.
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They want to buy whatever it is that you sell.
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There's no guarantee that we even want to talk to you.
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None. This is part of the reason why
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this rejection dynamic is just a simple factor of life. 95% of
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people, they're going about their business.
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They have other things that they want to do.
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And quite frankly, you don't really factor in the in the in
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the equation that much. You don't because 95 of them,
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they have their own perils. Five of them, yeah, they're
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thinking. But then again, there are other
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people in the market out there. They're seeing all kinds of
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messaging, all kinds of advertising.
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They're being introduced to other people.
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So all of you. So back to the human hair
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example, you have human hair, 52 inches, you know, it's good
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stuff. You know, you've imported it
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from India or China or whatever, authentic human hair, you know,
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from Burma or wherever it is that you imported from, you
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know, yes. But think about it, you're in
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Abuja, you're in Port Harcourt, you're in Lagos.
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Are you the only friend always selling human hair?
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You're not. Then all of you are now fighting
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for that 5%. What do you think?
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A bunch of you are going to get rejected?
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So that's just normal. Then brand Tracy put it this way
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before I came across this 5% research, I'll be 5% statistics.
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Brand tracing is old stuff, I think is psychology of sales.
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He mentioned how not everybody you run into wants your product,
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not everybody needs your product or not everybody can afford your
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product. So you should expect a certain
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measure of rejection because not everybody wants it.
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Not everybody needs it, and everybody can afford it.
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Some people want it and they need this thing, die.
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But then Bally money the paper. They don't have it, they can't
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afford it. So what do you think this person
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will do? They will tell you no or they
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will ghost you. Some people have the money.
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The money is too much. So while flooring from their
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pocket, money in our water, money everywhere.
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But The thing is, they don't want what you have.
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They don't need it. They don't.
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That's the reason why you're going to chop rejection.
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It's normal. Then there's also another
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factor, urgency. Not everybody has a time bound
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need for something. So let's go back to that.
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The example that I used I think was last week about my Tesla
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Cybertruck. I haven't bought it yet.
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Excuse me, but you know, I'm talking in faith.
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I didn't manifest, you know, like all of us are manifesting
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in Nigeria now. So like the Cybertron now I can
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have 200 million cash clean ready to buy the thing, but then
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there's no urgency. Like, well, you know, my G wagon
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is OK, my Lexus Jeep is OK, my Toyota Foreigner 2025 model is
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OK. You know, my car is now boku
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them plenty, you know, so it's not see if there's any need as
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in Cybertruck. It's nice, but I'm still
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thinking there's no urgency there.
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So if you sell Tesla Cybertrucks in Nigeria, you will chop
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rejection from those kind of people who have the money.
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But right now there's no urgency.
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Excuse me. So this is the reason why we
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need to just accept Nelson. You have to accept it.
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You listening to the podcast right now, you have to accept
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it. Rejection inevitable.
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Everybody would chop rejection, whether in business or whether
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in personal. Just not possible.
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Well, like I said, unlike romantic affiliations where
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somebody rejects you, they could be rejecting you because your
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mouth is smell or you're too tall, you're too fat, you're too
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black, you're too yellow, you're too fine, you're too ugly,
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you're too rich, you're too poor.
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By the way, somebody can be disqualified because they're too
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rich. I've seen it happen.
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I know a young man who looked at the babe.
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The babe was all right. She finds she everything.
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But then when they started talking, the guy realized that
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or more this babe comes from serious money.
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And that's how the girl, the guy disqualified the babe.
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He rushing up because the guy said, look, I know myself, me, I
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like money. If I like money, if I continue
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to follow these runs with his babe, I will fall in love with
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the money. I will fall in love with the
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family that has the money and it will stop being about her.
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It will stop being about the money.
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Now, whether you agree with that rationale or not, I'm just
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trying to tell you that yeah, some people can be disqualified
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because they're too rich. Everything OK, but the guy is
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too rich. I don't like rich man.
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Disqualify the guy. The bill comes from money.
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She's still rich. I don't like rich women that
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show that good day up. Disqualify her.
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So in romantic affiliations, yes, you can't be disqualified
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for any reason. However, for business, when
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you're rejected, it's not personal.
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I repeat, for business, when they reject you, it's not
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personal. Most people reject.
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They say no, the ghost, they avoid, they blog call, they
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pretend they're not at home or pretend they're not in the
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office because of the value proposition.
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I repeat, when people reject you in business, it's because of the
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value proposition. The value proposition is, or
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rather the value proposition means, why do people do business
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with me or why should people do business with me?
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That is the value proposition. Now let's dial it back to Nelson
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because we're talking real estate.
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So if you're a real estate professional like Nelson and
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people are ghosting you, chances are it's because #1 the real
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estate you're selling, they find it unsuitable as an investment
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tool. Because most people who buy real
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estate, if my opinion is correct, they buy real estate
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because they want to use it as an investment tool.
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You want to buy land today so you can sell it in five years
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after the value of the thing has tripled or quadrupled, and then
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you get your money back. So some people play that game or
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buy a house today and then put renters in it.
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You know, start making some small, small coins.
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You know, those are some of the game people play with real
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estate, real estate for investment or people are buying
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real estate because they don't want to be tenants anymore.
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They want to be landlord, sorry, I don't want to live in their
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own home, you know, things like that.
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So people who are buying real estate, it's either an
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investment who is either a business decision or it's a
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personal decision. You know, you want to have your
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own home. So investment versus home
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ownership. So people are ghosting
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typically, I would say it starts from there.
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It is not a suitable investment or it's not as suitable or I say
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home, hobby, home, homestead, like opportunity.
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So whether it's the location or whether it's amenities or
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whether it's other individual preferences.
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Because when we're looking for a new place to live in, no, we
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don't have a house yet. We rent.
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And I remember one house. The house was sweet as in I
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liked the house was brand new, brand new would have been the
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first people to live there. Then they also had they were
14:12
connected to water board, but then they had boreholes and then
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they had reservoir tanks. I think one 1000 liters outside.
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So that's 2000 liters separate meter.
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So you don't have to be quarreling with your neighbors.
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Parking space, Ample, plenty parking space.
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Yeah. The road leading to the estate
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was not that good, you know, But basically the house was correct.
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The moment I saw the house, I say, yes, I found my house.
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But then my wife looked inside. She was going around.
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She was like, oh, yes, yes, yes. Then my wife entered the
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kitchen. And then her heart sank.
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I said, babe, what's the problem?
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She said, no pantry. I said, which one be pantry
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again. I say, look at this house.
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It's complete this brand new will be the first people living
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here. We don't have to worry about
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paint no, it's just to sweep and move our things inside.
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Sweep and move. My wife say no pantry.
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I said which won't be pantry again.
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She said look at this kitchen say see I am seeing this kitchen
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see marble everywhere. This house is tight.
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My wife say no pantry. I said before this pantry saying
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the store now you'll be keeping things.
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I say come on now see store my wife opened it says this one
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store come inside stand here with me.
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Two of us stood inside. Yeah, I must admit the place was
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kind of choked. He said this one is store.
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Is this one a pantry? Well, while I put my pot, why
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would I put my this in my mind? I'm thinking, oh, my wife shall
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call me again who see this nice house.
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And only I was vexed. I was very, very vexed.
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But anyway, just to show you that when people reject you,
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like in that case, when my wife now tells the realtor, let's
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think about it, it's not you personally that they're
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rejecting is the value proposition.
16:00
It is not suitable. The pantry, no day or the
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storage is insufficient or whatever.
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You can't overthink these things.
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Some people disappear and that is just the simple reason the
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house is perfect, but there's no pantry.
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Let me think about it. Then the beginning goes to you.
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It's that simple. You can't afford to be taking
16:28
these things personal as a real estate professional.
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You just can't. If you do, you would die because
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you'll be depressed on Monday, depressed on Tuesday, depressed
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on Wednesday, depressed on Thursday, depressed on Friday,
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and then guess what? We'll start next week doing the
16:43
same thing. Now, if you're depressed 20 days
16:46
of the month, what do you think is going to happen to you after
16:49
one year? Don't take this thing personal,
16:53
just business. People are rejecting you because
16:56
of the value proposition. Now there are sometimes when
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people might ghost you because of a lack of confidence in your
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professional ability, you know, things like that.
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But that's a separate podcast episode.
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No, I think that one just take it.
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Just take it based on fact. What we've been discussing so
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far that you'll be rejected for lots of reasons and it's not
17:22
personal. Now let's talk about how to deal
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with it, or rather how to address it.
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The options are #1 you can deal with it.
17:33
Sorry, 1 moment. Sorry about that.
17:38
I'm back with my kids. You know how they can be just
17:41
running all over the place. Where was I?
17:44
Yes. So we can either deal with it or
17:48
try and prevent it. Now for me, I'm in the
17:53
prevention business because trying to wrestle back something
17:56
you've lost, you know, is hard. So my own attitude personally
18:02
when I'm working with people is, you know, the one we don't
18:05
happen, you don't happen. Let's learn from it and let's
18:08
try and move forward to be sure that this kind of thing will not
18:11
happen again so that life from now henceforth will be easier.
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That's my own approach, but it looks like everybody wants to
18:21
talk about dealing with it. So yeah, sure, no problem.
18:23
Let's see how to deal with it first.
18:25
You can try and reengage, but just know that reengaging is
18:29
hard because already passing on goes to you personal.
18:34
They peak, you understand? So trying to reengage is hard.
18:40
So just know you're here for a small heartbreak, especially if
18:43
you take all these things personal.
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So what I would advise is you call the chief again.
18:48
So in this case, Nelson talking to Chief Hannah Joe, they were
18:51
for side visit. He thought that Chief Hannah Joe
18:54
was impressed, but then Chief Hannah Joe, no, they pick all
18:57
again. So you do is you try one last
19:00
time, you call. Of course Chief Hannah John will
19:03
pick because it's just normal. Once the person don't sideline
19:07
you, it's just the normal thing. So the person won't pick no
19:11
problem. But just for formality sake,
19:12
just call now. All you do is you now send a
19:16
text message next. By the way, this one mistake
19:19
that lots of now that I've been talking to plenty of real estate
19:21
professionals, you know the last 2-3 weeks, it's a mistake that
19:24
all of you are making. It's not just real estate
19:26
professionals, it's Nigerians in general.
19:29
For some reason, you guys think it's OK to BLOB somebody's
19:32
phone. Excuse me?
19:34
You called them five times in the last one week but you didn't
19:36
send them text message to let them know why they're calling.
19:39
This is what is going through the prospects mind you call
19:43
chief here natural and like why is this guy disturbing me?
19:46
When I'm ready, I'll call him back.
19:48
That's what's in chief here natural's mind.
19:50
That's why he's not answering. Well, one of the reasons.
19:54
But if you send a text message saying chief here natural, try
19:57
calling number busy. The reason why I was calling is
20:00
remember you said we're going to do side visit for the plot of
20:04
land in Wasabi. Let me know if you can still
20:06
make Saturday for 10 AM. He might not remember that ah is
20:11
true, this is what we agreed upon.
20:15
And then he can reply back, Sorry, I beg, I'm busy.
20:18
I'm in an umbrella now. I'm coming back in two weeks.
20:24
At least now you know the reason why you know that is because you
20:27
didn't just call without leaving a text message.
20:32
So just like in the West, you know, North America, Western
20:35
Europe, it will be a bad idea to call and not leave.
20:39
Was that thing called something male voicemail will be a bad
20:44
idea to call and not leave a voicemail.
20:46
In Nigeria, it's a bad idea to call and not leave a text
20:49
message, drop something so that later on when the person picks
20:52
up their phone, they can't see. Now this is who called, this is
20:56
when they called, This is why they called and this is what
21:00
they need to respond to. So back to Nelson and GVNR.
21:09
So you call GVNR now one last time the gun was you now send a
21:12
text message. The goal of the text message in
21:16
this case is either to confirm interest, to confirm that there
21:21
was a need, to confirm that money expectations were correct,
21:25
or to confirm any timelines. Because the reason why you're
21:29
feeling rejected is you are thinking that you are GVNR sure
21:33
that you guys were cool. He's interested in the property
21:36
that he has a need for it, that he can afford it, and he wanted
21:39
to move forward anytime soon. So any of these talking points
21:43
will not be a bad place to start from.
21:45
So he sent his message. Chief here natural, it is me,
21:49
Nelson. The reason why I'm calling is
21:52
because how do I put it now? How do I freeze it?
21:57
OK, let's start with the interest as an example.
21:59
So chief here natural, just try calling number unavailable.
22:03
Haven't been able to reach you for a while now.
22:05
I assumed that you liked that plot of land that we saw in
22:11
Maytama. You know, Is that the case?
22:15
Was I correct? Did Madame also find it
22:18
suitable? You know, something like that?
22:20
Simple question mark. Leave it.
22:22
There's a question, it begs a response and he's trying to pull
22:26
the person back into the conversation that I thought you
22:28
were interested. Some people have been known to
22:33
respond to these kinds of messages.
22:34
But remember, I'm telling you that trying to re engage is
22:38
hard. That's the reason why for me, I
22:41
like, I prefer to say, you know, down and don't pass.
22:44
Let me now learn and improve for the future.
22:48
So you can use messaging around the interest, around the need,
22:52
around money, expectations and around timelines to try and re
22:55
engage the conversation. After Chief Energy, after
23:02
looking at that last blog with Madame, I had assumed that you
23:09
wanted to go ahead and wrap it up at the end of the year,
23:12
before the end of the year, Just like how, just like how you and
23:16
Madame said when we're outside. Is that still the case or have
23:20
circumstances changed on your end?
23:23
You know, that's something like a message now trying to confirm
23:26
timelines so you can try messaging, you know, like that
23:31
to try and revive. But like I said, it's hard.
23:33
Or some people might respond. That's good if they do.
23:38
And then plus with those messaging without with those
23:40
kinds, with those kinds of messages, Sorry, we're trying to
23:43
figure out what did we miss? Anyway, I can make a podcast
23:49
episode exploring, you know, those kinds of approaches later.
23:53
But one thing that I want to point out is before we start
23:56
doing this, we have to decide on a fixed cadence.
24:00
Cadence just means how I put it. Let me say, like, flow.
24:05
Yeah. How we're going to stagger this
24:06
thing, how we flow it, how we plan it.
24:10
Now, for me, it's three because I cannot and you should not be
24:14
following up with people in perpetuity.
24:17
It makes no sense. On the radio show, I spoke about
24:22
someone in solar who had a contact on file for close to 2
24:27
1/2 years and some of the people who call back later on, of
24:29
course, they said you know that that's ridiculous and I agree.
24:32
But there's some of you in your business.
24:33
That's what you're doing. You have contacts on paper that
24:37
once in a while you still boss, once in a while you still
24:39
message. If you check it from the date
24:41
you started toasting this person up until now, if you check it,
24:45
you see it's like 8 months. It's like 9 months, 10 months.
24:48
If they had a serious need, don't you know that by now they
24:50
would have moved on the phone by like someplace else somehow they
24:55
would have sorted themselves out somehow.
24:57
You cannot be following up with people in perpetuity.
25:00
It takes up too much mental space.
25:03
You need to free yourself, free your mind so you can move and
25:06
start looking for fresh blood. Fresh blood, fresh money, fresh
25:10
business and fresh fresh. Fresh out with the old, in with
25:15
the new. Progress.
25:17
Progress can be looking backward all the time, just like in
25:21
personal issues. So she broke your heart 8 months
25:25
ago. You're still here crying.
25:26
It's been 8 months. Fresh blood.
25:31
Progress, looking forward-looking forward.
25:33
So yes, he broke your heart. We've been crying for three
25:36
months. I say, what will you do now?
25:38
Progress, looking forward-looking forward, What's
25:40
the way forward? As we say in Niger, what's the
25:43
way forward? You cannot be following up with
25:46
somebody in perpetuity. You can't.
25:47
So just decide now. For me it's 3 and typically I
25:54
space it out one week. In other words, if you don't
25:59
ghost me for 3-4 weeks straight, why am I still on this matter?
26:04
I will move if they change their minds.
26:08
They know where to find me, but I'm not going to be on this
26:13
matter in perpetuity at all. Now, when it comes to personal
26:17
relationships, I can't tell you the same thing because you know,
26:20
you've been toasting the baby for four months.
26:22
I don't know, maybe you have to try to stay out for four years.
26:24
I have no idea. You know that's not my own.
26:27
Whatever. When it comes to business, I beg
26:31
decide on the cadence beforehand what you think works for you and
26:34
for me. That simple rule is just three.
26:37
And I was spacing it out 11 week.
26:40
By the time I check my call history, I don't buzz the guy
26:44
three times in the last one month.
26:46
I'm out. I'm done and I'm off.
26:53
So if there hasn't been any response, if you're not giving
26:59
value to the situation anymore, you're not giving value to this
27:01
other person. And if you're not extracting any
27:04
value from the situation, then why are you still here?
27:07
Why the person is quiet value? You're not delivering to the
27:12
person value you are not receiving.
27:15
I beg move my brother or my sister please just move so you
27:23
try to re engage the thing doesn't work move Remember 1
27:29
time 1 be broke my heart. As I was crying one of my
27:33
younger sisters said I wish my don't cry.
27:36
I said how will I not cry I've lost the love of my life.
27:39
I was crying that I was coming from my nose.
27:42
My younger sister she rubbed my back.
27:44
She said don't cry, there's many fish in the water.
27:48
I said no more. What did you say?
27:51
Yeah, that's my sister's name. No more.
27:53
What'd you say? She said there's many fish in
27:54
the water. And then, like an epiphany, it
28:00
dawned on me. I said it's true.
28:02
I'm here crying for somebody who's not crying for me.
28:05
Meanwhile, there's fresh meat out there in the market.
28:09
I woke up dusted off myself. I went to the sink.
28:13
I washed my face. I brushed my teeth.
28:15
I put on my jeans, I wore a nice car with client T-shirt that
28:20
time like this, put on my CK shirt and I said I'm going
28:25
forth, I will push you and I will conquer.
28:30
And that's how I stopped crying. So it's the same thing in
28:33
business. Don't cry too much now.
28:37
The next thing is prevent it because we've looked at dealing
28:39
with it to prevent it, to prevent people saying no, to
28:43
prevent people ghosting. What you need to be doing is you
28:45
need to be doing good, need analysis.
28:47
You need to be able to figure out what it is that they want.
28:49
You need to be sure that people are interested and they are in
28:52
fact with you. Now, part of that means when
28:55
you're with Chief Ihana Chao on the site and Chief Ihana Chao is
28:58
nodding his head, do not assume that Chief Ihana Chao is nodding
29:01
his head because he's interested.
29:03
If Chief is there with his wife, you actually need to ask them
29:05
outright. Chief, I can't see say you did
29:08
not. Is that progress?
29:10
Are we on the right track, Madam?
29:14
How you see him? Mommy, what do you think of this
29:17
house? Ask don't just assume.
29:21
Remember back to my wife example.
29:24
If you see how the couple is running around excited in the
29:26
house, you will assume that yes they are interested but you are
29:29
not there when the wife said enter this store.
29:33
Is this a pantry now pantry be this when they're crawling
29:36
inside the store, you are not there, you do not know all the
29:39
question mark. When they leave to the best of
29:42
your knowledge, you will say, ah, it was a good visit because
29:45
they were running around the house, they were excited, the
29:47
children also were excited. They went into the store, they
29:51
mumbled a few things and they left.
29:54
You now start trying to follow us and ask Oga how you see the
29:58
place. Madam, you're feeling this
30:00
kitchen Abbey, I noticed you have no go inside the store.
30:04
Madam will now come out and say this thing is not even a store
30:08
at all. You will now know that, oh, this
30:11
problem, this question mark need analysis, qualification and
30:18
discovery. Asking questions about the
30:20
person, asking questions about their visions, about the
30:23
problem, asking all these kinds of questions very, very
30:27
important. You will know where you stand.
30:30
Are we making progress? Is there blockage?
30:33
I'll be wherever moving backward, when you know where
30:38
you stand, you now know how to manage the conversation.
30:42
This is where in Abuja now because Abuja real estate
30:44
professional, this is what they do a lot to say.
30:46
Madam, this is a small problem. No, beware be this will just
30:51
knock down this wall. We'll be able to now add five,
30:55
you know, 5 feet here, 3 feet here this year.
30:58
This year. We'll now be able to put proper
31:01
shelves here. And then, Madam, you will now
31:04
have a proper pantry. How many degrees that do you
31:06
have? In fact, you can be able to put
31:07
the deep reser here. I'll be, Madam.
31:09
How do you see it? See, that is objection handling.
31:13
You've asked some questions. You've been able to figure out
31:16
that the problem is that Orga's wife likes the house but is not
31:22
happy with the pantry situation. You propose that if they pay
31:27
half of the money, you will get the landlord to do the extra
31:32
work to extend the pantry. So instead of moving in in, you
31:35
know, two weeks, they can move in in three weeks or moving in
31:37
one month. Get good at having these sorts
31:43
of conversations. When you're good at having these
31:46
sorts of conversations, you will know where you stand.
31:49
Or you stop playing the rejection game, the no game, and
31:52
the ghosting game. Then also be exploring time
31:56
frames with people. The last postcard service that I
32:02
made, OK, maybe was two or three podcast episodes ago when I was
32:05
talking about Abdul and him selling trucks.
32:08
There should be one question that he should be asking, oh,
32:10
how soon do you want this truck on the road?
32:12
Just ask it casual, simple. You need to know the timeless of
32:16
people you're talking, you're talking to.
32:18
It is Then somebody will say, Oh, no, no, no, actually I'm
32:20
just doing some research. You know, the trucks in my feet,
32:25
they're fine. There's there's no problem.
32:26
I'm just doing some research just in case.
32:29
Now that you know, the person is doing research, just in case,
32:32
there's no need to be heartbroken and chasing the
32:34
person every single week that the person is not answering with
32:36
you. You now know how to come up with
32:39
a cadence for that person. OK, this kind of person who's
32:43
just doing research, you know, I'm going to touch up, you know,
32:46
maybe like once a month, then send the guy what's up.
32:50
Maybe like every, you know, 3-4 weeks, include the guy in my
32:55
e-mail list so that once in a while the guy will be seeing
32:58
valuable content, you know, whether we're doing promo or
33:01
whether it's stuff about truck maintenance or you know, stuff
33:04
like that. But you should be exploring
33:06
timeframes with people. So Madam, how you say I'm
33:13
correct? So that means you want to move
33:17
in in like 2 weeks time. Abby, it's from asking questions
33:21
like that. Then you now start hearing some
33:23
things you say move in two weeks.
33:26
How? Look at this toilet.
33:27
You didn't see this toilet. Does this toilet look as if
33:29
somebody's ready to move in here?
33:31
So Madam Novak's, Novak's, I bet what's the problem with the
33:34
toilet? And then Madam is talking or guy
33:38
is talking. You don't know where you stand.
33:42
You're not playing the rejection game.
33:44
You're not playing the no game, you're not playing the ghosting
33:46
game. Then also get good at securing
33:48
advancements. Advancements are when you agree
33:52
to the next step with somebody at this current meeting.
33:55
So as a real estate professional, you know, Nelson,
34:00
get good at now that you're on site, start discussing that, OK.
34:05
Or Chief here now, Joe, Madam, now that we're here and looks as
34:09
if we're all feeling this thing. So what would you like to do
34:14
next? By the way, I don't like that
34:17
approach because if you say what would you like to do next?
34:20
They can say let me think about it and let me think about it is
34:23
not progress or is not. They can also say let me get
34:26
back to you, let me get back to you is not progress.
34:29
So I prefer that since you are the professional and you have a
34:33
sense of, you know how people buy these things, you propose
34:35
the next step. So in that case, you know what
34:41
is the acceptable thing to do for those of who are real estate
34:44
professionals. So is the next acceptable thing
34:49
that you fix a meeting so that you start discussing payment
34:52
options? If that's the case, then it's
34:55
how you handle the conversation. So Chief, you're natural, Madam.
34:58
So it looks like we like this place.
35:00
Have you? So in fact, as you're seeing the
35:04
place, Chief, like when do you think people would like to do
35:06
ground breaking ceremony? OK, like February next year.
35:11
OK, no problem. So Chief, if that's the case,
35:14
then the next step is we have to start discussing payment
35:18
options. So is this is this something
35:20
you're going to finance or is this going to be outright
35:22
purchase? OK, Finance, in that case, can
35:30
we fix a meeting Friday morning, 10:00 I can send my accountant
35:35
to come and meet you in the office or come and meet you in
35:37
the house or come and meet you in the wherever so that we can
35:42
discuss what payment options or what financing options are
35:46
available. But you can see that you are
35:48
proposing a next step. You're proposing a next stage.
35:52
The chances are somebody who goes to you after that go down
35:55
because both of you agreed at the current meeting, at the
36:00
current engagement, at the current visit, at the current
36:03
whatever, both of you mutually agreed on what the next step is.
36:08
So that even when you call, remember and Chief did not pick
36:11
because it's not always that Chief did not pick call that
36:14
he's rejecting you. Sometimes it could be that Chief
36:16
is in the middle of something. Maybe Chief and Madame are
36:19
quarrelling about another thing. Maybe Madame just found out
36:22
that, you know, Chief had another child, you know, you
36:27
know, he scored some goals outside before they got married.
36:29
And then in the middle of that quarrel, you know, it can be any
36:31
number of things. So that's the reason why you
36:35
send a text message. So chief will now see it and
36:37
say, oh, it is true because you open your text message and your
36:40
text message you read. Morning, Chief, this is Nelson.
36:44
After our last side visits, remember, we agreed that you
36:47
come by the office to discuss financing options.
36:50
So I tried calling to see if you're still available for
36:53
Saturday, 10 AM. Then Chief will now see it as
36:57
that, oh, it's true. He can now respond.
37:02
He can now respond. Nelson, sorry, I'm in the middle
37:05
of some family issues right now. Please give me one.
37:07
We can. I'll get back to you.
37:08
You see, you've got no response. So get good at securing
37:13
advancements. Propose the next step.
37:17
It's OK to ask them what the next step will be.
37:19
But just know that you have the danger of somebody saying I will
37:22
get back to you or somebody saying let me think about it or
37:26
somebody saying let me pray about it.
37:29
Let me talk to my pastor. Let me talk to my brother, Let
37:31
me talk to my mother. Let me talk to my heart, you
37:33
know so that's the reason why I'm here.
37:35
I stay away from. What would you like to do next?
37:37
That's the reason why I'm here. I propose and then I get
37:39
feedback If I'm moving too fast, the person will stop me there.
37:47
Then let's see what else. I'm sorry 1 moment.
37:56
OK, sorry about that. The call was coming in and I
37:58
make these podcast recordings on my phone.
38:01
So yeah, let me just wrap this up so I can get back to the
38:05
person. So that's how we prevent it
38:06
basically. So we do good need analysis,
38:09
make sure we're asking good questions, questions around time
38:14
frames. They're very good for letting us
38:15
know whether we're moving ahead or not.
38:17
Then try and secure advancements, agree to what the
38:20
next step is going is going to be.
38:24
And then also, please don't call, never call people
38:26
back-to-back. The reason why I'm pointing that
38:28
out is because a podcast listener, Lucia, asked that
38:31
question specifically. Can you call twice a day with
38:33
high value items like this? They're really expensive, long
38:37
sales cycles. Nobody's making a decision
38:39
today. There's no point in calling
38:41
somebody back-to-back. You'll end up becoming an
38:43
irritant. You call one time, didn't
38:45
answer, send a text message, then just leave it.
38:49
But then again, decide on your cadence ahead of time.
38:51
For me personally, my own comfort level, I like to give
38:54
people time to breathe. You know, 2-3 days.
38:56
So if I call on Monday, you didn't pick, I send a text
38:58
message immediately on my calendar.
39:01
I will now move you to Thursday, schedule it again for Thursday,
39:04
and then I'll go about my business.
39:07
So that Tuesday my mind is free to chase other people.
39:10
Wednesday, my mind is free to chase other people.
39:13
Thursday my phone will do binging or will do zip zip and
39:16
I'll now see call notification. I said oh it is true.
39:20
I tried calling my name midway on Monday.
39:23
She hasn't responded to my call. She hasn't responded to my text
39:26
message. And I now start wondering, OK,
39:28
what am I going to do today, Thursday.
39:30
But at least I gave it two days breathing space so that my
39:33
Tuesday and my Wednesday is free to go and pursue other people
39:36
pursue other things. Sorry, pursue.
39:42
So not calling back-to-back, but ultimately this is how you deal
39:48
with this problem. And I was happy that before I
39:51
mentioned it on my radio show, somebody actually called to
39:53
mention this. But is the truth deal flow.
39:58
This is how we deal with the problem of rejection.
40:01
If you have plenty of matters on hand that you are chasing, then
40:06
one person not returning your phone calls, no pain you know
40:09
will choke you. As in, you'll just be cool
40:12
because there are many fishes in the water.
40:15
You have plenty of things on your table, deal flow.
40:24
You need to get better at sales, you need to get better at
40:26
marketing. If at any given point in time
40:29
you're talking to, let's say as a real estate person, on average
40:33
you're talking to like 5 or 6 people every week.
40:35
If one person drops out, it's not that big a deal.
40:38
You still have 4 to continue with, but if you're only talking
40:42
to one person at any given time in a week, when that person
40:45
disappears, it is catastrophic because as a real estate
40:49
professional, you're looking at your 10% Commission.
40:52
You're hoping to make 4,000,005 million on this property.
40:55
So when that person disappears, the reason why you're sad is
40:58
because 5 million has just disappeared.
41:03
But then if you're talking to five people in a week, one of
41:08
them disappears, it's not that big a deal.
41:10
OK, This other people are still here anyhow, Shah, I can collect
41:14
2 million Commission here, maybe 3 here, maybe 4 here.
41:18
You know, there's still life. We can still roughly, we can
41:22
still push it. So deal flow, get better at
41:26
sales, get better at marketing, make sure that your pipeline is
41:32
always full. That way you won't feel it and
41:35
you won't freak out when somebody disappears on you.
41:39
Then finally, use the CRM so you can manage your cadence, manage
41:47
you know your deal flow, manage how you're talking to people.
41:52
Remember the example I gave, I boss Madam Big Bear on Monday,
41:56
She didn't answer. I send a text message and so in
41:59
my CRM or my Google Calendar, I move Madam Big Bear to Thursday.
42:06
If you don't have ACRM or if you're not using Google Calendar
42:10
to move Madam Big Bill to Thursday, a bigger scene can
42:15
happen. And that bigger scene is this,
42:18
that you will forget to call Madam Big Bill entirely for the
42:22
next 3 or 4 weeks. Then when you remember and
42:26
getting all panicky and rushing her and buzzing her again, you
42:28
will find that she actually went ahead and bought from somebody
42:32
else. So we need a CRM.
42:36
You don't know what the CRM is. It's too technical for you.
42:38
Used to whatever, whatever, no problem.
42:40
Then use Google Calendar. When you call Madame Ming, she
42:44
didn't answer. You send the text message, no
42:47
problem. You now go to Google Calendar or
42:49
Apple Calendar for Google. You see a plus at the bottom
42:52
right hand corner of the screen. Click on the plus.
42:55
It will say create event or create tasks.
42:58
For me, I always click on event. I don't know why, you know, it's
43:02
just laziness. So I'll click on event and then
43:05
for the title or subject I'll put Madam BP.
43:09
Then in description at the bottom I'll write there.
43:12
October 1st try calling Madam BP, no answer, send text message
43:17
and WhatsApp message Agenda 1234.
43:21
That's the things I wanted to discuss with her.
43:23
Then I'll now go to date and I'll click on date and then
43:27
since today is October 1st and I'm jumping to, that means I
43:30
will skip 2nd and 3rd and I will click on 4th.
43:34
Then for me personally, I like to click on all day.
43:39
So I click all day so that there's no specific time, but
43:43
you can select a time. So let's just say you click on
43:45
4th and then you click on the time 10 AM and then you will now
43:51
see a bell under it. That is where you can schedule a
43:54
reminder. The options I think for Google
43:56
are schedule reminder. I think it's 5 minutes before,
44:00
10 minutes before, 30 minutes before, one hour before, 3 hours
44:03
before or one day before. So let's say you select three
44:09
hours before and you selected 10.
44:11
You now click on the plus mark, sorry on the tick mark or you
44:14
click on save, you selected 10 AMI selected 3 hours before.
44:20
What that means is as you're brushing your teeth on Thursday
44:23
morning, listening to your podcast, your phone now made
44:29
Zoom, Zoom wondering who is calling me at this time in the
44:31
morning, you pick up your phone and you will see reminder.
44:35
But I'm being paid 10 AM and you say, ah, it is true today I have
44:40
to call Madam being paid back. This is how CRMS and this is
44:44
how, if you don't have a CRM using scheduling, notifications,
44:49
reminders, tasks, things like that on your phone can keep you
44:53
on the ball so that you don't lose this deal.
44:56
All right, so that's it, 45 minutes.
44:58
Let me wrap it up. Plus, I need to call this guy
45:00
back. So that's how we deal with
45:02
rejectioning business and rejectioning real estate in
45:05
particular for those of you who are real estate professionals.
45:09
So that's it and that's all for today.
45:10
Thank you very much for listening.
45:12
Remember, if you'd love to connect with me to Avishima
45:14
Ayede, just call, send a text message or a WhatsApp message.
45:17
208064662140. Thanks for your time and
45:23
attention. I'll catch you all some other
45:25
time.