Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Coaching, Training, or Consulting? Which Do You Need?

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Coaching, Training, or Consulting? Which Do You Need? · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the show. Today we're going to be looking
0:04
at the best practices for sales coaching and development.
0:08
And by that I don't mean what sales coaches or business
0:13
development consultants should be doing to improve their
0:15
businesses. I mean, for those of you who are
0:18
currently listening to this podcast, you know, you have a
0:19
problem with your business, you want to improve your performance
0:23
in your business or performance, you know, personally how you run
0:26
your sales, you know, things like that.
0:28
What are the best practices that you should be considering?
0:31
And yeah, so that's it. Today's not for the sales coach.
0:35
Today is for the person who is the recipient of sales coaching
0:40
or some sort of personal development, personal
0:43
improvement plan or whatever it is that you have going on in
0:46
your business or you have going on at work.
0:49
That's for those of you who are employees where you sell on
0:52
behalf of someone else's business.
0:55
By the way, this whole thing of you're an employee, so you're
0:58
selling on behalf of someone else's business.
1:01
I know it sounds somehow, but I think the right way to look at
1:05
it is even though you're selling on behalf of somebody else's
1:07
Business Today, you should be doing your best to improve
1:12
yourself and get as many learnable skills as you can
1:16
right now. Because eventually one day,
1:18
you're going to be in charge of your own ship because very few
1:21
people, at least in the Nigerian context, very few people remain
1:24
carrier salespeople for the rest of their lives.
1:27
So ultimately, you're going to move on to your own thing.
1:29
So if you're going to be stuck where you are right now because
1:34
you don't want your gut to be a millionaire on your own back, or
1:37
you don't want your Madam to be sending her children to foreign
1:40
schools abroad because you think it's sales driving or something.
1:45
Like she's using the results of all your labour to better her
1:48
life and her children's lives, then you're going to be stuck
1:51
where you are for a very long time.
1:52
So the right attitude to have is to try and see how you can
1:54
improve performance at your current station today, wherever
1:58
you are. So that eventually when you move
2:00
on, because you're not going to be with Olga or Madame forever.
2:03
So eventually when you move on, you change jobs, you start your
2:05
own business, whatever you would have on the back of that, you
2:09
would have come away with lots of transferable skills that will
2:14
make you lethal and deadly to your competition when you start
2:17
your own thing. So OK, so let's do the usual.
2:22
Let's head straight into definitions so that, you know,
2:24
we're all on the same page. So we know that we're talking
2:26
about the same thing. Of course, for those of you
2:29
listening for a while, you know that the definitions I give here
2:32
are not academically precise or technically precise.
2:35
I'm just using a rough and ready definition so that we can
2:38
remember and understand what it is that we are trying to do over
2:42
here. So for the purpose of today's
2:45
podcast or anytime in the future, if you hear me say
2:47
coaching, regardless of what the Oxford Advanced Learners
2:50
Dictionary says coaching is or regardless of whatever it is
2:54
that your business professor. And that's for those of you who
2:56
are still undergraduate school, maybe you're doing biz admin or
3:01
something, you know, like UNILAC doing biz admin or Uniben doing
3:05
biz admin, you know, So regardless of of what your Prof
3:07
says today, when I say coaching, what I mean is, OK, when I say
3:16
coaching, we are interested in performance or interested in
3:19
execution or what to do next to get the desired outcome.
3:23
So that is the difference between, for those of you who
3:25
watch sports, for instance, that's the difference between
3:28
the coach and the what's it called?
3:30
Is it technical director or be technical assistant or
3:32
something? You know, in football, is it TA,
3:35
is it technical or something? And then there's a coach.
3:38
So everybody else is worried about all kinds of things, but
3:40
the coach's primary occupation, that'd be primary preoccupation,
3:44
is they're interested in performance, they're interested
3:47
in execution. What we do, we do here, What do
3:50
we do here? What do we forge here?
3:51
What do we move to the left or to the right so that we can get
3:54
the desired outcome? So coaching is all about
3:57
execution. Training, on the other hand, is
4:01
mostly about information transfer and, you know, improved
4:04
understanding. So people call you in or when
4:06
they call me in for training, that's the whole goal.
4:08
I'm trying to get people to understand better.
4:10
I'm trying to transfer information from my noggin to
4:13
your own head. So that's the idea.
4:15
So I hope you guys are seeing the difference now.
4:17
So training, information transfer well then coaching is
4:21
all about execution. How do we perform better so we
4:23
can score the goal? Then consulting on the other
4:26
hand is when, well there's information transfer, but
4:29
consulting is more about insights into the problem so
4:32
that they can inform your strategy about where to move
4:35
next. So in my own opinion, that's the
4:38
subtle difference between the three.
4:40
Some, most people can't tell them apart, but there's a
4:42
difference. Coaching is interested in
4:44
execution, How are we going to score the goal?
4:47
Training is about information transfer, improved
4:49
understanding. And then consulting is all about
4:51
insights so that they can inform the strategy now we're going to
4:57
use moving forward. Then why should we be quibbling
5:03
over these things? Coaching, training, consulting.
5:05
What's the difference? The reason why I should be
5:07
quibbling overhead is so that, excuse me, so that in your
5:11
businesses you have a clear idea of what you need or what you
5:15
should be aiming for. So do you think your staff just
5:18
need to know a bunch of more stuff than call a trainer?
5:21
If you think your staff already knows or you've been telling
5:25
them and you've been training them on your own, but they are
5:29
not taking the next steps towards the desired outcome,
5:33
perhaps you need to calling a coach.
5:36
But then if it's that you and your business partner don't have
5:39
a good overview about, you know, all the different moving parts
5:43
of the business and how everything fits together, how
5:45
that should inform your strategy, then perhaps you
5:47
should call IT consultant. So that's the reason why we
5:49
quibble about these things, coaching, training, consulting,
5:52
because the emphasis is not really the specialty.
5:55
It's not about the qualifications of the person,
5:57
excuse me, the qualifications of the person who's running the
6:00
whole thing. It's about what do you need?
6:05
Yeah, let me just leave it that way, then.
6:09
Let's see. OK, so which one do you need as
6:12
a business owner? Honestly, you need all of them.
6:15
We all need all of them. We all need coaching.
6:17
We all need training. We all need consulting.
6:19
But we need them at varying stages, different stages during
6:24
the different, you know, evolutions or whatever of our
6:29
business journey. So we all need them, but we need
6:31
them at different stages at different times, you know, as we
6:33
grow up, as we become big boys and big girls in running our
6:36
businesses. So now one of the best
6:38
practices, best practices, sorry, forgive me, one of the
6:42
best practices that you guys ought to be considering.
6:44
That's for those of you who are thinking there's a problem with
6:47
my business or there's a goal. I want to hear there's something
6:49
I'm supposed to do. I'm not quite sure where.
6:51
I'm not quite sure how. What are the best practices that
6:53
you're supposed to use to guide you along on the journey?
6:57
Truth of the matter is this is something that we can keep
6:59
talking about from today till tomorrow.
7:00
So I'll just pick a couple. I'll try my best to be helpful.
7:04
So when I start with everybody and some people think I'm
7:08
cannibalizing myself, but actually I am not.
7:11
Because like I say, if you give me your money, I'll take it and
7:14
I hope you solve the problem. But the truth of the matter is
7:17
there's lots of free or affordable stuff that is out
7:21
there in the world today that can inform your personal
7:23
information. Diet.
7:25
I heard someone call you the personal information on that.
7:27
I'm like, yeah, that makes a lot of sense because some of us, you
7:30
know, getting old, Potbelly, blah, blah, blah.
7:32
So we're not worried about exercise and diet, you know, so
7:37
that what you put in your body. So you might as well take that
7:40
level of dedication and focus to what you put inside your mind as
7:44
well. So personal information on that.
7:46
I mean, that sums it up pretty much.
7:48
And there's lots of free stuff or affordable stuff if you want
7:51
to pay. So there's blogs for those of
7:54
you who still read online. There's podcasts for those of
7:58
you who prefer to put headphones on.
8:00
There's webinars for those of you who like those sorts of
8:03
things. There's LinkedIn audio sessions,
8:07
There's Instagram, Instagram, something live, I can't remember
8:11
what it's called. There's Twitter, Twitter Spaces
8:16
and all these kinds of avenues where people are getting
8:20
together on a daily, on a weekly, you know, whatever to
8:23
discuss sales problems, personal growth problems, business
8:28
development issues, personal development issues, goal
8:32
achievement, quota attainment, whatever it is that the problem
8:35
is. So there's free stuff.
8:36
So in my own opinion, I say start with free.
8:40
Now, this is the reason why I'm not cannibalizing myself because
8:43
when people start with free and they do some research, they get
8:48
informed about the different flavours of stuff that are out
8:51
there. So it's not as if I'm saying I
8:53
don't like your money. But truth of matter is by the
8:55
time you go and do your research on yourself and then you come
8:58
and you meet me, we can now have a very productive conversation
9:01
because at least you have a sense of one or two things.
9:04
So I'm not dealing with a total jam bite.
9:06
So it actually is in my own to my own advantage that you guys
9:10
run around, do a bunch of stuff. In fact, pay for stuff from
9:13
other people first. Go and see what's out there
9:16
before you. Now come and meet me.
9:17
When you meet me, we're going to have a very, very constructive
9:20
conversation and you're not going to be totally virgin about
9:24
these things anymore. And then you and me can have a
9:26
fruitful relationship. So start with word 3.
9:32
Discover the different flavours of what is out there.
9:34
You're going to get a little bit more informed so that when
9:37
you're ready to pay, you can be more confident about what you're
9:42
paying for and why. And then another reason why I
9:45
say start with free is because too many people let money to
9:48
become an obstacle. Just start with whatever it is
9:50
you have. There's a story I told on the
9:52
podcast about where I was speaking at this event on how to
9:57
use artificial intelligence to boost your career and then to
9:59
boost your business. And after that, there was a
10:01
business competition. And there was a lady there who
10:04
was a wedding planner. And part of the reasons why she
10:08
entered into the competition was because she needed a couple 100
10:11
grand, you know, to buy a new phone because she thought that
10:14
the phone is going to help her improve her business.
10:16
Now, as a former wedding and event person, I could have told
10:21
her a couple of things, but I know how it works.
10:23
So I just kept quiet. She was convinced that she
10:26
needed a few 100 grand, I can't remember how much, like 300 or
10:29
400 grand to buy this Samsung something, something or the
10:32
iPhone something, something. And then somebody on the panel
10:36
asked her, OK, can we see what phone you use right now?
10:38
And then she pulled it out. And lo and behold, it is the
10:41
very same phone that I'm using right now, the Xiaomi 13 C
10:45
sorry, no, the Xiaomi 12 C that's one that we got for
10:48
wifey. So we got 13 C for me and 12 C
10:51
for wifey. And you know, someone pointed
10:57
out that, you know, young lady, the problem is not the phone
11:02
like this phone is adequate. Perhaps there are other things
11:06
that you need to explore, but the lady wasn't getting the
11:08
message and she still things that she needed the 300 or the
11:12
400 grands to buy the Samsung blah blah blah or the iPhone
11:15
something something I can't remember what it was.
11:19
So some people let money be an obstacle.
11:21
So because she was waiting for the 300K or the 400K to do that,
11:24
she was not taking any action now.
11:27
But I am all for do start with what you can right now.
11:32
When the money comes, you will upgrade or you will do whatever.
11:35
So if shows my personal person and well, actually I was tired
11:42
because it was a long day, which was my personal person and I had
11:44
the energy, I'd have called her aside and said, look, young
11:46
lady, let me give you the lowdown.
11:48
I used to be in this business before and because we consider
11:51
ourselves to be artists, we let too many things wheels down.
11:53
What the truth of the matter is, you take your JAOMI 12 C and
11:57
then you focus on maybe go on YouTube and learn how to like
12:01
things better. If you can like things better or
12:03
if you can use a better background, you'll find that
12:05
your 12 C is adequate for now to give you some decent stuff.
12:09
Then when you have that 300K, you can now go and get that
12:12
Samsung blah, blah, blah blah blah, instead of right now your
12:14
Instagram page remaining blank until you get that money that
12:19
you need to move forward. So when it comes to personal
12:23
development, business growth, those sorts of things, I'll tell
12:26
people, start with free. Don't let money be an obstacle.
12:29
Start with the free stuff and continue to run it like that
12:31
when you now have some extra change, 75K here, 200 K here,
12:35
300 K here. You know, whatever you can now
12:38
start trying to see who is out there, who has a paid, what are
12:42
the paid platforms? Are the paid mentorship paid?
12:44
Whatever you can start with free.
12:47
So that's practice number one. Start with free and think about
12:52
it as your personal information diet.
12:54
You know, something you eat in the morning, in the afternoon or
12:56
in the evening to keep the mind, right?
12:58
So you know your favorite Blogger, I don't know, maybe
13:01
read the blog first thing in the morning before you start work or
13:05
read the blog last thing at night before you go to bed.
13:08
Your favorite podcasters, listen to them.
13:12
Most podcasters podcast once a week.
13:15
So it's not too much. It's not too much work.
13:18
Then for those of you who listen to my podcast, you guys like to
13:20
binge anyway. So I guess it's not a problem to
13:22
show up once a week and then just binge on a couple of
13:25
episodes. So think of it as personal
13:27
information that that tip number, what tip is that?
13:31
Is that number one? I'll be #2 Anyway, let's move
13:34
on. So the next thing is, I would
13:36
say, and it's a very personal thing, avoid people who tout
13:40
tricks and hacks and special regiments.
13:43
Avoid those people at all costs. So anybody who says use these
13:48
three special lines to turn off your gross, your business growth
13:51
in 2025, as in just ignore all those people.
13:54
This is the silver bullet. This is the special trick.
13:56
Save these 3 words to get people to pay you.
13:58
So like, just ignore all those people.
14:01
Leave them. You want to get heartbroken.
14:05
It's not because these tricks don't work.
14:07
The tricks actually do work. But The thing is, because the
14:10
people are preoccupied with giving you the silver bullet,
14:13
they don't teach you the overriding system.
14:16
So when you try this trick and you run into problems, you don't
14:19
know how to do reverse and to do U-turn and to solve the problem
14:22
because all you did was you learned 1 trick, one hack out of
14:28
a general out of a general context.
14:32
It's like other people who say who make those video sell this
14:35
pen. And then in the video they teach
14:38
you how to use the whatever to sell this pen.
14:41
So OK, let's say like there's one for instance, where the guy
14:44
and I was really, really impressive, although kind of
14:46
cheeky, was like, send me this pen.
14:48
And then the person took the pen and then put it in his pocket
14:51
and then kept silent. So the idea was to use what's it
14:57
called? Can't remember what it's called,
15:03
Forgive me, I can't remember the name of the tactic.
15:04
But basically when people are expecting you to do one thing,
15:07
if you do something else, it's a very interesting way of getting
15:10
their attention, getting them curious and then getting them
15:12
bought into the process. So that was what the the fellow
15:18
did guy pattern interrupt, that's what it's called.
15:22
So he was trying to use a pattern interrupt to teach you
15:24
how to sell your products or services very well.
15:27
Now the problem is this. If you try pattern interrupt,
15:29
but then the person doesn't react the way that you expected
15:32
them to react, what are you going to do?
15:33
Now you're lost. You don't know what the next
15:36
step is. So pattern interrupts, they
15:39
work. But if somebody's telling you
15:41
that pattern interrupts is what is going to index your business
15:44
in 2025, avoid that person. You're better off looking for
15:47
someone who is process driven and who has a framework.
15:50
The person will teach you everything.
15:52
The best one will start from saying, OK, look, this is the
15:53
thing, pattern interrupts, but pattern interrupts only work in
15:56
this context. This context is part of a larger
15:59
process. The larger process, the goal is
16:01
that we're heading here and to do that, it only works on these
16:04
kinds of people. And then you should be only
16:07
doing it in this context, in that context.
16:08
So I mean, can you see what I'm trying to say here?
16:11
Somebody who comes and picks one thing as the alpha and the
16:13
Omega, and this is going to double your business.
16:15
This is with 10 extra growth, this will whatever, whatever.
16:18
And 2025 it's it's, it's it's just absolutely, you will get
16:23
heartbroken. That one is for sure.
16:26
So look for people who are process driven and who have
16:29
frameworks. So if somebody comes and says
16:32
maybe the performance interrupts special selling framework
16:36
something, something. And it's a series of courses
16:39
that are going to be delivered over 10 lectures of 45 minutes
16:43
each. OK, that kind of person.
16:44
Yeah, I still would not recommend that guy because he's
16:47
only teaching one thing as the kernel for truth that will get
16:51
you to where you need to be. But still it's that kind of
16:55
thing is better because there's some kind of system or process
16:58
around it. So I avoid all these special
17:01
tricks to whatever in 2025 hacks to something, something,
17:04
something and special regiment to 10 extra growth.
17:07
It's the same thing that people have learnt in the health and
17:09
Wellness space. When somebody says do these
17:12
three magic whatever to get your to get fit ABS in 2025, you
17:20
know, people have realized that, OK, well, yeah, you can do this
17:22
thing and get fit ABS, but it should be part of a whole,
17:27
should be part of a whole system.
17:29
What other muscle groups are you working?
17:31
What is the goal? Are you an athlete or are you
17:33
trying to avoid personal injury around routine stuff?
17:41
Let's see what else. You know, there's not just all
17:43
about the 6 packs. So people in health and Wellness
17:45
space have realized that. So all these things where 'cause
17:48
you still see those Instagram videos, you know, do this.
17:51
I mean, like some targeted women, you know, do these three
17:54
special exercises to increase your buttock size in 2025.
17:58
So I mean, yes, increase your buttock size, but increasing but
18:04
size out of the larger context of personal health and and
18:08
personal goals at the end of the day just means nothing.
18:12
So look for people who are process driven and who have
18:14
frameworks. Then do your best.
18:18
Call into the organization, call the guy, call the babe, call
18:21
whoever. Have a discovery call with the
18:22
person you're trying to figure out who this person is, how they
18:25
can help, what would be required of you to get things going.
18:29
Don't just that's by the time you have money.
18:30
Don't just call up the first person and then give them money.
18:33
Call, discuss with people and if there are some people who will
18:37
not talk with you unless you drop money, for me, it's it's
18:42
not a good sign. I understand that that's how
18:44
some people choose to run their businesses, but for me, it's not
18:46
a good, it's not a good sign at all.
18:49
Of course, everybody's trying to run away from giving free
18:52
consultation because everybody loves free or most people are
18:55
free. So if you're giving free
18:56
consulting, then that's all you will do.
18:58
You just spend your day talking to people for free.
19:00
But there are some people who will say that, OK, fantastic
19:03
show, no problem. But before we have a
19:04
conversation, transferred 20K to my account and then we'll have a
19:06
conversation. I don't think that's I don't
19:10
think that's a good way to go about it.
19:12
You should only be looking at people who are willing to have
19:14
some sort of conversation so you can suss them out.
19:18
Then let's see what else? OK, pencil and paper.
19:22
My favorite recommendation for 2024, always have a pencil and
19:26
paper handy. You should be making notes on
19:28
paper. You should be making notes on
19:30
your phone. When you're listening, you're
19:32
watching, you're Youtubing your whatever ring.
19:36
And the reason why is because it's been a while since I heard
19:39
the statistics, but I think somebody said this is like 80%
19:42
or something that if you go for a training session, you're going
19:45
to forget 80% of the things that you learned in the last week.
19:48
Well, something like that anyway.
19:49
So don't, don't quote me on that, but check Google, check
19:53
Wikipedia. The thing is called the memory
19:56
retention curve. So if you check the memory
19:58
retention curve, you get all the accurate stats.
20:00
And it's quite frightening about the number of things that you're
20:04
going to forget in, you know, one day in three days, in seven
20:07
days, in one month, that kind of thing.
20:09
It's quite scary. So we solved the problem.
20:13
Not by taking psychotropics, is it?
20:16
I mean psycho, is it psychotropics?
20:18
I can't remember. There some stuff that boys are
20:20
taking these days and it's mostly boys.
20:21
I don't know why boys are fascinated with these things.
20:24
You know, you take this special pill and this pill is supposed
20:26
to improve your IQ, improve your memory, improve your this,
20:28
improve your that. So, you know, young men running
20:31
around nowadays, they want to be super computers.
20:35
So the solution is not all those psycho enhancement,
20:38
psychotropic, whatever the solution is, simple pen and
20:40
paper or your phone, write the thing down that you like to
20:43
execute. So back to this whole thing of
20:45
pattern interrupt. Let's say you bought into this
20:47
whole pattern interrupt thing to improve your sales.
20:50
So if you want to try the pattern interrupt tip that the
20:54
person was talking about, you know, write it on sheet of
20:56
paper, pattern interrupt, you write the particular tactics,
20:59
you write how you're going to apply it to your business and
21:01
then you just continue. And then tomorrow when you wake
21:04
up, you open your notebook. You see, they're like, oh, OK,
21:06
today when I go out and I'm looking for customers and what,
21:09
you try a pattern interrupt and this is how I will try it.
21:12
So that's how you get around the problem.
21:13
So pen and paper, it still works.
21:16
Make a note on your phone, you know, depending on who it is
21:19
that you are. Then there's a let me see.
21:23
Aha, yeah. Now this one, this was from my
21:25
own personal experience. So don't say this is not going
21:29
to work for me. That's the wrong way to look at
21:31
it. Rather, you should ask yourself
21:33
a question. How can this work for me?
21:37
Let me repeat, don't say this won't work for me, even if it's
21:41
obvious from the beginning that it's not going to work, but
21:45
rather ask how can this work for me?
21:50
This how can it work for me part is also very, very easy nowadays
21:53
that we have AI, we have ChatGPT, whatever.
21:56
So you can even use AI to brainstorm how this, excuse me,
22:00
how this particular principle or how this particular tactic will
22:03
apply to your business or apply to your context before you give
22:05
up on the idea. So don't just hear pattern
22:07
interrupt and say pattern interrupt won't work for me.
22:10
It's only for white boys or it's only for people in the UK and
22:13
America. But rather ask yourself, how can
22:15
the pattern, how can the pattern interrupt work for me in my
22:18
business? And then you can now use ChatGPT
22:22
you say? Dear ChatGPT, I'm a wedding
22:24
photographer in Abuja, Nigeria trying to improve my sales.
22:28
I watched the video, it said you can use a pattern interrupting
22:30
blah blah blah blah blah. I don't see how that applies to
22:33
wedding photography. Give me 3 ideas about how we can
22:35
use pattern interrupt to sell more in wedding photography.
22:39
Question mark, hit send. ChatGPT will give you a couple
22:43
of things. If you look at 5, three don't
22:45
make sense. Ignore if two of them look like
22:47
they make sense. Pencil and paper write it down
22:50
tomorrow when in front of a customer, try and see what
22:53
works. The reason why I'm saying this
22:56
is this won't work for me. This won't work for me.
22:58
This won't work for me. It's going to keep you in the
23:00
darkness for a very, very, very long time.
23:02
And I'm speaking from personal experience because in the
23:06
agricultural business, I, of course, my brother and I, we
23:10
used to sell. Then when my brother and I were
23:12
doing this photography and videography thing, you know, we
23:15
all had selling responsibility, but primarily selling was my own
23:19
responsibility. So for years my brother had been
23:23
sending me stuff. And believe me, I spent years
23:25
ignoring Brian Tracy and I spent years ignoring Tom Hopkins
23:30
because as far as I was concerned, Brian Tracy, white
23:33
boy American, does not apply to Nigeria.
23:36
Brian Tracy talking about financial space.
23:39
But I'm an artist. I'm a creative.
23:41
I'm an artist. I'm a, you know, those of us who
23:44
are born with creative talent, you, you know how we feel about
23:48
ourselves now. We feel like we're the greatest
23:50
thing since sliced bread, you know, because we draw, we paint,
23:53
we dance, we sing, we act. And, you know, so we just, we,
23:58
there's a way we feel ourselves. Yeah.
24:01
And so that's what I used to say, like this won't work for
24:03
me. These are white guys, not
24:05
Nigerian. Brian Tracy Financial Space Tom
24:08
Hopkins Real Estate. What we are doing is we are
24:11
trying to sell charcoal abroad. We're trying to sell sesame
24:15
sesame seed abroad. We're trying to sell wedding
24:18
photography. What does wedding photography?
24:20
What does video, What does sesame seed have to do with
24:24
insurance products and real estate?
24:26
And so I spent years ignoring those guys because I assumed
24:32
that these things do not relate to my field.
24:34
But unfortunately for me, I was keeping myself in the dark and I
24:37
was keeping myself away from the truth.
24:39
They do apply now, which is why I keep saying on the podcast
24:43
about using a multidisciplinary approach to building your
24:46
businesses. The stuff that the architect is
24:49
going to say about business growth that if you listen to it,
24:52
will help you in improving your pharmacy business.
24:55
There's stuff that the pharmacist is going to say about
24:58
increasing your sales as a pharmacy shop.
25:01
That if you take it and apply it as a fashion designer, it can
25:04
also improve your business. Because sales principles,
25:07
business development principles are universal.
25:10
They apply to different kinds of context.
25:12
The only thing that changes is how are we going to apply it to
25:15
this context? Which one are we going to apply
25:20
first? What are we going to prioritize?
25:22
You know, The thing is all the principles apply, but the
25:27
application is just what is different.
25:29
Like let's go to Tom Hopkin things, Tom Hopkin real estate.
25:33
Tom Hopkins for him is a big thing about sales resistance and
25:37
then sales acceptance. The idea is this, in the
25:41
beginning, everybody's going to be uptight.
25:43
Everybody want to keep something to their chest because nobody
25:45
wants to be hustled. So they will keep quiet.
25:48
They won't tell you anything. That's sales resistance, but
25:51
other people relax and they're comfortable with you.
25:52
They'll open up and then they'll start talking to you like a
25:55
normal human being and then that's why you're going to be
25:57
able to advance the sale. So like in the real estate
26:01
space, nobody's going to come and tell you that yeah, my
26:03
budget is 40 M The average Nigerian is going to be thinking
26:06
if I tell this guy I have 40 M to buy a house, he is going to
26:09
make sure that he extracts up to 40 M and beyond.
26:14
So the every person will just keep quiet and will not tell you
26:17
about his budget or his or his or her financial goals and
26:20
investing goals and things like that.
26:22
That is sales resistance. So for Tom Hopkins, we overcome
26:26
sales resistance by establishing trust and then try to figure out
26:31
their needs. So if you establish some trust,
26:33
some credibility, and you do some needs analysis, people
26:36
relax a bit. And you know, that's when you
26:38
start hearing things like, well, I may have upwards of 30 M in My
26:41
Portfolio and I'm targeting something that can give me
26:43
returns of maybe 3% annual. So you can see that in this
26:47
case, the person still didn't open up his mind.
26:49
He didn't open up his mind and say I have 40 M, but he now say
26:52
I have upwards of 30 M and this is what I'm targeting at.
26:55
You guys can now have a fruitful conversation.
26:57
So you'll see that those dynamics, establishing trust,
27:01
figuring out a need, trying to see how you can help the person
27:04
and then you hurry to close the sale.
27:06
It applies in wedding photography.
27:08
And because I was looking at the fact that, look, these are white
27:11
boys talking about different industries, it kept me from the
27:14
truth for a very long time. So let's avoid this will work
27:17
for me. It's going to keep you in the
27:19
dark for too long Here. The thing you'll be confused,
27:23
you'll scratch your head, but then you're not asked.
27:25
How can this work for me? If you sit down for 5 minutes
27:27
and you don't figure out how this thing can work, Pick up
27:30
Gemini, pick up ChatGPT, pick up.
27:35
Is it purpose cutie? I'll be.
27:37
So anyway, there's so many of these tools, Whatever it is that
27:40
you fancy, pick it up, write out the prompts and then see some
27:44
things will be rubbish, some things will make sense.
27:46
The one that makes sense, try it, see how it works for you,
27:49
then let's see what else. OK, it's almost 30 minutes, so
27:54
let me wrap up half clear goals. What problems are you trying to
27:57
solve? That's you know, what target,
27:59
what targets are you trying to reach?
28:00
That's you must always have that at the back of your mind.
28:03
So it also, it also helps you know, to determine where it is
28:06
you're moving and how. So if you think that, OK, what
28:08
you have is a branding problem and you're trying to see how you
28:11
can increase brand awareness in 2025 or whatever, you can see
28:16
that if you are approaching material with that clear goal,
28:18
it will inform the things you're listening to, the people you're
28:20
subscribing to, the things they're writing down to try and
28:23
execute. I mean, you see, it's not just
28:25
the same thing as you wake up every day and you're just
28:28
listening to business content in general.
28:32
Have a clear goal or get a sense of what's the problem I'm trying
28:34
to resolve or where am I trying to, where's the promised land
28:38
that I'm moving to? So that will determine where you
28:40
look on the map. Then as you're doing that, you
28:44
should have a focus on skill development.
28:46
You should be trying to figure out, OK, what skill do I need to
28:48
take me to the next step? What skill do I need to move me
28:50
to the promised land? And yeah, so that's the
28:53
attitude. Have a clear sense, where am I
28:55
heading? What's the problem I'm trying to
28:57
overcome? What skills are going to help me
29:01
move to that next step. So like I said, there are lots
29:04
of things to consider because we can keep on talking about these
29:07
things over and over and over and over and over again.
29:10
And it's possible that you might find somebody else in a blog or
29:12
in a podcast who will have a list of 10 things.
29:14
And the list of 10 things will be different from the number of
29:17
things that we have discussed. I'm here today, so we can't name
29:21
them all. I hope that this has been a
29:23
helpful few. And that is all for today,
29:26
pretty much. So remember to connect with me
29:28
on LinkedIn. My name is Tavishima Ayede, the
29:32
host of the show. You can confirm the spelling of
29:34
my name from the link where you're listening to this
29:36
episode. So just highlight, copy, paste
29:39
and LinkedIn. My handsome face will come up,
29:41
then connect with me on WhatsApp.
29:45
The phone number is 08064662140. So yeah, country code is +234
29:53
for those of you who are not measuring.
29:55
So thank you very much for your time and attention.
29:57
I'll catch you guys at the next episode.
30:01
And yeah, that's it for today.