Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Dealing with Difficult Clients and Dominant Personalities

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Dealing with Difficult Clients and Dominant Personalities · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome. My name is Tavishma Aide.
• 0:04
  I'm the host of the podcast and I'm making today's recording
• 0:07
  outside church because my kids are having cat kissing classes.
• 0:10
  So expect to hear some noise in the background.
• 0:13
  Also, it looks like it's going to rain soon.
• 0:15
  Anyway, The goal of the podcast is solving business problems.
• 0:18
  So if you have issues with customers, issue with marketing,
• 0:20
  issues with sales side hustle career, in case you're a career
• 0:23
  salesperson or generally something is holding your
• 0:26
  business back, then this is the show for you.
• 0:30
  So subscribe on Spotify, YouTube, Apple or any player of
• 0:33
  your choice. And if you'd love to connect,
• 0:35
  then call, SMS or WhatsApp me on 08064662140.
• 0:42
  Today on the podcast is going to be another diary session.
• 0:46
  So for those of you who are career salespeople, you should
• 0:48
  learn one or two things here. But even if you're not a career
• 0:51
  salesperson and you know, you're the horse who like you're
• 0:54
  self-employed, you have to deal with customers once in a while
• 0:57
  and with that client who is you know, you know those people now
• 1:01
  they like to form as if not in no pass and on to intimidation
• 1:05
  on the call. That's what we're going to look
• 1:07
  at today, how to deal with all those people that you call them
• 1:09
  for the first time. I know they say, come on, what
• 1:11
  what do you mean? What do you know?
• 1:13
  Do you know how long since I've been studying engineering?
• 1:15
  Small boy, just give me the code Jerry, what do you know about
• 1:19
  engineering. I will teach you your own job.
• 1:21
  How come and be explaining anything to me.
• 1:23
  So when you have all those customers that give you that
• 1:26
  kind of attitude. So how to deal with it as I'm
• 1:29
  going to be looking at today on the podcast.
• 1:31
  Sorry if I can't come up with an elegant title for anyway, I'll
• 1:36
  think of something by the time I finished this recording.
• 1:41
  Oh yeah. So I gave my phone number
• 1:42
  earlier for those of you who would love to connect.
• 1:44
  And unfortunately, that is going to be the only viable option
• 1:47
  from September 3rd because Spotify, they have sent all of
• 1:52
  us message those of us who podcast on their platform.
• 1:55
  They say that September 3rd, they're going to take away the
• 1:57
  comments on the platform. So for those of you who have
• 2:00
  been dropping comments, I really love you guys.
• 2:03
  I appreciate the support. I really think you guys are
• 2:05
  instrumental for growing the podcast now to just under 3000
• 2:10
  subscribers on Spotify. So I really salute you guys,
• 2:13
  those of you who are commenting, making the podcast visible in
• 2:16
  the algorithms, you know, I, I really appreciate you guys, but
• 2:19
  unfortunately that area is coming to a close.
• 2:21
  So September 3rd, you won't be able to comment on any of the
• 2:24
  podcasts again. But sure, you know, I still
• 2:27
  salute you. I still appreciate you.
• 2:29
  Thank you very much for the love and for the support.
• 2:32
  So for those of you who want to let me know what's up, who want
• 2:35
  to reach out and say I like the podcast or you want to say I
• 2:37
  hate the podcast or you want to say please explain this thing
• 2:40
  better. It'll have to be what's up from
• 2:42
  now on because the the options for comments are not going to be
• 2:46
  available in another month as at the time of this recording.
• 2:50
  So today's episode is a diary session for my 3 Musketeers,
• 2:55
  Shell LC and Rudolph show Elsie and Rudolph who sells solar
• 3:01
  services for my client in Lagos. I've been dropping diary
• 3:05
  sessions. The whole point of the diary
• 3:07
  sessions is so that them my 3 Musketeers, they can listen in
• 3:11
  and remember one or two things. And then also for you guys to be
• 3:14
  able to pay attention and learn from the experience of other
• 3:17
  people because it is not everything you're supposed to
• 3:20
  learn from your own experience. It is OK to hear somebody's
• 3:23
  mishap, somebody's mistake, somebody's miss, you know, Miss
• 3:27
  Wacker and learn one or two things from that.
• 3:30
  You don't have to make every single mistake yourself, which
• 3:33
  is one of the reasons why when I'm talking to young men and
• 3:36
  usually around, you know, amorous affairs, if I can put it
• 3:40
  that way, to say, leave me, let me make a mistake.
• 3:43
  I'll say, look, don't, don't be an idiot.
• 3:44
  Don't be stupid. If it was any other area of
• 3:46
  life, you will learn from other people's caution.
• 3:49
  But because this one woman is involved, you say leave me, let
• 3:52
  me make my own mistake is that that was unreasonable.
• 3:55
  But anyway, that's for another podcast, so let me see.
• 4:02
  OK, so this was an old session. Of course, I won't remember all
• 4:05
  the details. So we're doing call monitoring
• 4:07
  and then let me see. I think I have spoken about this
• 4:13
  before where somebody was talking to one client and while
• 4:20
  they were talking on the phone verbal, you know, verbal on the
• 4:24
  phone, somebody who say one or two things, you have an idea for
• 4:27
  a quote and you just give the person a rough figure.
• 4:31
  So one of the sales person gave a rough figure.
• 4:33
  He said Olga, based on what we're talking about right now,
• 4:37
  looks as if to hook up this will be like, I can't 8.9 AM.
• 4:41
  And then the customer once he had 8.9 M in his head, that's
• 4:45
  what was fixed there, ma'am. 8.9 But of course, you know, it's
• 4:50
  things like these that are highly technical, you know,
• 4:52
  solar sales. And for those of you who sell
• 4:55
  technical solutions, whether it's in software or construction
• 5:00
  or solar or water engineering or whatever, you know, The thing
• 5:03
  is, sometimes you have to go and sit down and then look at
• 5:06
  everything and then cost it. How many pipes, how many
• 5:09
  engineers, how many panel, how many dis, how many overlay, how
• 5:12
  many relay? So by the time you now calculate
• 5:14
  everything, you now be able to say, OK, this is the exact
• 5:17
  figure. So of course, now sales sales
• 5:21
  person went to the chief engineer, you know, back in the
• 5:25
  office and you know, they discussed, they don't call the
• 5:28
  client self to come in for a meeting.
• 5:30
  But by the time they added everything, now what what it
• 5:32
  came up to was 10.3. Then this thing now calls
• 5:36
  wahala. So this is how the thing calls
• 5:41
  wahala, obviously. So you think, 'cause well,
• 5:45
  because you know when you're talking to a client and then
• 5:49
  verbal on the phone, you now say boss, be like, say this thing
• 5:52
  will be like 8.9. The guy will register 8.9 in his
• 5:56
  mind and in his chest and he'll be ready to deal with 8.9.
• 6:00
  Then when you come into the office and then you start
• 6:02
  looking at particulars and now tell him 10.3 in his mind he's
• 6:05
  like what the hell? Where did this two point
• 6:07
  something come from? Now it won't be helpful if you
• 6:11
  say now Bros now no be two points something.
• 6:13
  It's actually more like one point something something
• 6:15
  something you say in his mind. It's like where did this 2M come
• 6:18
  from? And I think will cause some gap
• 6:21
  in expectations. So it's not as if what the
• 6:25
  salesperson did was bad. I don't want to say the person's
• 6:28
  name, so I'll throw them under the bus because actually I told
• 6:32
  them that we should be having money conversations up front.
• 6:34
  So it was good that they had that conversation.
• 6:36
  So it actually is a good thing that you tell somebody verbally
• 6:40
  on the phone that look, based on what we're saying is as if you
• 6:43
  can't fall like this, you can't fall like this.
• 6:45
  Are you cool with that? Now the reason why we bring
• 6:48
  money up early is because we're trying to run away.
• 6:50
  We're trying to remove financial objections in the future.
• 6:53
  If you don't tell somebody that Luke Bros is looking at this
• 6:56
  will be 8.9, but it's not giving me a bill of nine M or 8.3 or
• 7:01
  8.5. The person will shout you say
• 7:03
  what? And rightfully so because you
• 7:06
  didn't tell the person that they think can reach like this.
• 7:09
  So the whole idea of bringing these money conversations up
• 7:12
  front, it's just that at the end of the day, nobody will shout,
• 7:14
  nobody will shake, nobody will shiver because you told them so
• 7:19
  that if it's truly, truly an issue, they will fade from the
• 7:21
  beginning. So actually it's better that you
• 7:24
  tell somebody like boss is looking at this is 8.9.
• 7:27
  What do you think? So the person who budgeted 5
• 7:30
  will say 8 point. What?
• 7:31
  Look, if you shake me up and down, it's only 5 I have.
• 7:34
  If you can't do it for five, let me be going.
• 7:36
  So that's a good response. Remember what I keep telling you
• 7:39
  guys? Yes, it's a good response.
• 7:41
  That means we're making money. Some people think maybe it's a
• 7:45
  good response. You think you're in the game,
• 7:47
  but you're not. And some people think no is a
• 7:49
  bad response. But actually it's the other way
• 7:50
  around. Yes, it's a good response.
• 7:52
  It means we're making money. They're ready to go.
• 7:55
  No is a good response. It means that they no one do so
• 7:59
  freedom and move on to somebody else.
• 8:01
  No is a very good response. Maybe is a very bad response.
• 8:07
  It is all those maybes that will continue to lead you on and to
• 8:10
  whine you and to whine you and to whine you.
• 8:13
  Since you mentioned romantic affairs in the beginning, let me
• 8:16
  go back to romantic affairs. Now, young ladies, you know that
• 8:19
  yes is a good response. No, it's a good response.
• 8:22
  Maybe it's a problem. When you sit down, you ask the
• 8:25
  boy, what do you want of this relationship?
• 8:26
  And they say, look, I want us to go steady.
• 8:28
  Hey, yes, that's a good response, very good.
• 8:31
  If you say, look, what are we doing here?
• 8:32
  What do you want out of this relationship?
• 8:34
  And the guy says, ah, relationship.
• 8:35
  I thought we're having a good time.
• 8:36
  No one is no is also a very good answer because now you know that
• 8:40
  you've, you've, you've wasted the last six months of your
• 8:42
  life. You can't move on.
• 8:44
  But in the book, who says maybe, but why should we label things?
• 8:51
  And you know, and that response, No, no, no, no, you are just
• 8:55
  wasting your time. Same thing for the guys.
• 8:57
  If you toast the guy, she tells you, she tells you, yes, very
• 9:00
  good. You have a girlfriend.
• 9:01
  If you toast the girl and she tells you no, very good, you
• 9:04
  can't move on or you can reapply.
• 9:07
  But if he says, let me think about it, I don't know, I like
• 9:13
  you, but and I want you know, that's that's a problem.
• 9:17
  So yes, it's good. No, it's very good.
• 9:21
  At least you can move on. Maybe it's a problem.
• 9:23
  So that's the rationale behind bringing money up early.
• 9:28
  So the mistake that these sales professional made is this, at
• 9:32
  least if you're using my own method, when you bring up this
• 9:34
  money thing, you give them a range first so they know what's
• 9:41
  coming. And so even yourself, judging by
• 9:44
  that body language, judging by how they sound on the phone or
• 9:48
  judging by how they shift in the chair, if you are sitting across
• 9:51
  each other, you will now know whether OK, this person can
• 9:54
  handle it or not. So you don't give an exact
• 9:56
  figure, you give a range. So in this case, if in your head
• 10:02
  you do some rough math and the thing came up to 8.9, you don't
• 10:05
  tell the person 8.9, you put some, what's it called?
• 10:08
  Buffer. You put some buffer.
• 10:11
  You can say, bro, you know what, based on what I've thrown out in
• 10:16
  my head because OK, .9, that's more or less 9, so you just put
• 10:19
  buffer. Maybe you can just buffer it. 1
• 10:21
  million or $1 million, say. Yeah, Based on all we're
• 10:24
  talking, this thing can be anything between 10 M and eight
• 10:29
  M You just say it like that. Remember, you say the highest
• 10:34
  figure first because it's called anchoring in pricing strategy.
• 10:39
  If you say the higher figure first, the overall figure
• 10:41
  doesn't look that bad after all. But we say the low figure first,
• 10:44
  the high one seems unreasonable. So if you say between 8:00 and
• 10:48
  10:00, all of a sudden it is looking like it's a reasonable
• 10:50
  something. Well, if you say between, sorry,
• 10:52
  if you say between 10:00 and 8:00, eight is looking like a
• 10:55
  reasonable something. If you say between 8:00 and
• 10:58
  10:10 is looking like like 10 is looking, 8 is looking like a
• 11:05
  very, very hard ankle, and 10 is looking like a highly like a
• 11:09
  high, unreal, unrealistic figure.
• 11:11
  So you say the high number first.
• 11:14
  So that kind of thing. Now if you say that over the
• 11:17
  phone, you're not asked for feedback.
• 11:19
  So is this, even though this is beyond your budget, is this the
• 11:24
  sort of thing you'd be willing to invest in for your solar
• 11:26
  solution? You ask, You're trying to get
• 11:29
  some feedback. The person who says not ten.
• 11:33
  Well, anyway, let's be going first.
• 11:35
  Let me let's, let's see you know that, OK, there's room.
• 11:39
  The person that says I told you that 5 is my budget.
• 11:42
  You're telling me 10. You're telling me, 8, please
• 11:45
  don't waste my time if you can't do five, Let me be going that
• 11:48
  kind of person. You now know that you guys can
• 11:50
  part on very good terms and you know you just remain friends.
• 11:54
  They put them in relationship nurturing because you know,
• 11:56
  sometimes things change. Sometimes they go and buy the 5
• 11:59
  million system. I've seen it happen with this my
• 12:01
  current clients. They're talking to somebody the
• 12:04
  best in leaves. In this case, person went to go
• 12:06
  and buy system for three and over the weekend the system of
• 12:09
  three M started giving wahala. They now came back to them and
• 12:12
  lo and behold the money that they needed to use to rectify
• 12:16
  and everything was more than that first quote that they were
• 12:18
  giving them in the first place. So it happens, stay on good
• 12:21
  terms, you know, be friends, you never know.
• 12:24
  So you give a range first, then you get feedback.
• 12:30
  The person that says, oh, OK, it's doable.
• 12:33
  You know, that's the person you cannot invite for the office and
• 12:36
  then have a conversation with that person.
• 12:39
  And then since you told the person between 10:00 and 8:00,
• 12:42
  if they see 10.3, they won't shout too much because the
• 12:46
  address between 10 and 10.3 is not that large.
• 12:50
  OK, well it's large. But when you're talking million,
• 12:53
  million, you know, 10.3 is not that large, but you know, for
• 12:57
  some of us that .3 is, is not bad.
• 12:59
  At least .3 will put fuel in your car for like 3 weeks.
• 13:02
  So it's not bad. All right, so where are we?
• 13:08
  OK, so that was so that was that was the first one.
• 13:11
  But now the call now that inspired me.
• 13:14
  I said let me make this phone call is one of the guys now
• 13:16
  called and was somebody in Lagos and the conversation went OK,
• 13:24
  except that the guy was very testy on the phone.
• 13:27
  Very, very testy. Like look, give me a quote.
• 13:29
  Like look, I know about these sorts of things.
• 13:31
  I know about solar, solar, I know about blah, blah, blah.
• 13:34
  Just give me the quote. So you know that some customers
• 13:36
  like that, you know, I know, I know, I know it happens in all
• 13:39
  industries. So even back when I was a
• 13:40
  wedding photographer, it used to happen.
• 13:42
  The best one start of the course say, Oh yes, you know, in 1970,
• 13:47
  whatever, I opened the first photography studio in Kernel
• 13:52
  States. And so I've been in the business
• 13:54
  for a very long time, blah, blah.
• 13:55
  You know, they're just trying to intimidate you.
• 13:58
  Like day 2, they're in the business.
• 14:00
  So before you start calling a high figure for them to cover
• 14:02
  their daughter's wedding, you know, they're just trying to
• 14:04
  intimidate you. Like, you know, I've been in the
• 14:06
  field since 1974. You when were you born?
• 14:08
  Don't come and tell me that you charge me 400 K.
• 14:10
  You know, that kind of attitude. So that people that do that all
• 14:15
  the time, all the time, like it's not just catering, that
• 14:19
  I've been catering for a very long time.
• 14:21
  What kind of bill is this? Am I not a kid caterer as well?
• 14:24
  You know, all those sorts of things.
• 14:26
  So that's how this guy was as well.
• 14:30
  I know this, I know this, give me the quote.
• 14:32
  I know this, I know this, give me the quote.
• 14:34
  And actually, this is the second kind of client that we've been
• 14:36
  having since we're doing live call reviews.
• 14:38
  The other one, and I think I mentioned it on a previous
• 14:40
  podcast, the guy was talking about how look, I'm an engineer,
• 14:43
  I know this solar. I've been to Guangzhou, I've
• 14:46
  seen where they produced the panel.
• 14:47
  I'll see why they produce the lithium, I'll see why they
• 14:49
  produce the everything. So if I want to go and buy this
• 14:52
  thing at producers price, I know this thing.
• 14:55
  So stop fuffing around and just give me a price.
• 14:57
  You know that kind of out to you, that kind of air.
• 15:00
  So that's how the guy just try and bamboozle the whole
• 15:02
  conversation. So when the conversation was
• 15:05
  over now, I told the guy because I think my sales guy handled it
• 15:09
  quite well. But I told him I look for all
• 15:11
  these people that wants to big their chests and say, you know,
• 15:15
  I know this, I know this, I know this.
• 15:17
  I've been a photographer since 1974.
• 15:19
  By the way, don't what happened to me.
• 15:20
  It really, really happened to me.
• 15:22
  The guy said, I won the first social studio in just in 1974,
• 15:26
  you know, because you know, he was trying to pull rack you a
• 15:30
  photographer about me. I'm I'm I'm the king of
• 15:32
  photographers. I'm a photographers
• 15:34
  photographer. I've been photographing since
• 15:36
  since before your parents hooked up like anything.
• 15:40
  So for those people who want to form, this is what you do.
• 15:44
  They have a lot on their chest. Compliment them and allow them
• 15:47
  to to vent. Allow them to vent.
• 15:50
  When the event and the temperature comes down.
• 15:54
  You can now regain control of the conversation and go into
• 15:57
  qualification and discovery or need analysis.
• 16:00
  Qualification and discovery, the part of the conversation where
• 16:02
  you're trying to figure out who is this person, what do they
• 16:05
  need? What's the problem?
• 16:06
  How can you help? Do you have the inventory or do
• 16:08
  you have the skill set to be able to meet this person's need?
• 16:13
  Need analysis? Well, I know that word is
• 16:16
  another word saying need analysis basically.
• 16:18
  So we let them vent. So I told her this word should
• 16:20
  have said Mr. I or Digi. It's like you know a lot about
• 16:25
  solar and then you keep quiet. That's why the person will now
• 16:28
  really talk, say yes, I know about solar because I studied
• 16:32
  metallurgical and mechanical engineering in above me at
• 16:35
  Wolverine University. And after that I did my
• 16:38
  internship. And so as in the person who
• 16:40
  went, I went, I went. They just want to get it off
• 16:42
  their chest. Like I like, I know, I know
• 16:46
  these things. You can't bumble with me like
• 16:48
  I'm knowledgeable. So he let the person vent.
• 16:50
  So like in my own case, I said, wow, 1974.
• 16:54
  He said yes, 1974. So what kind of technology we're
• 16:59
  using back then? I mean, was it regular Polaroid
• 17:02
  film? Said no, this was before
• 17:04
  Polaroid used to use so, so, so and so millimeters.
• 17:07
  I see. I was letting the guy vent that,
• 17:09
  you know, he's a pro. I said, wow, really.
• 17:12
  Like the only analog cameras I know are the 35 MMM, that my
• 17:16
  father had. So 35 MMM, that small, that
• 17:19
  small. Your father was a small boy who
• 17:21
  was a journalist Abby or no one that was a small boy.
• 17:23
  What we used to do was we used medium format film back in those
• 17:26
  days. Something something, you know,
• 17:28
  I'm letting the guy vent and vent and vent.
• 17:32
  And by the way, have you noticed that then what you're doing is
• 17:35
  you are building rapport is no longer antagonistic something
• 17:39
  the guys trying to put me down now shut up.
• 17:41
  You're a small boy. I've been doing this since 1974.
• 17:44
  What do you mean 400 K? But I'm, you know, letting the
• 17:48
  guy vents, bringing him into a conversation, piping things down
• 17:51
  while building rapport. Like I'm not quarreling with
• 17:54
  you. You say you've been
• 17:55
  photographed. You know, you've been on in the
• 17:57
  game since 74 and no problem. Now mow the flow.
• 18:01
  Educate your boy. Oh, really 1974 no be 35.
• 18:06
  MMM or medium frame. Really.
• 18:09
  What does medium frame of analog look like?
• 18:11
  You know, I just let the guide events and that's how you do it.
• 18:14
  Let them talk, Mr. Mr. Aki, be very knowledgeable about solar
• 18:23
  and keep quiet. They will talk and talk and
• 18:25
  talk. Or is that Mister So so so
• 18:29
  you're sounding like an engineer.
• 18:31
  You're so very educated about this.
• 18:33
  Let them talk. Oh, yes, yes, yes, yes, yes.
• 18:36
  As a matter of fact, I graduated in this that I went to
• 18:40
  Guangzhou, China to go and look for this.
• 18:42
  Is this because I was working on so so, so, so projects.
• 18:44
  Did you hear about this project? Yes, we're the ones I handled
• 18:47
  that project. Let them talk, let them getting
• 18:49
  off their chests, let them feel big.
• 18:53
  Then you now circle back. So OK.
• 18:56
  And that's really, really interesting, Sir.
• 18:58
  So, yeah, I'd love to give you a quote, but to be honest, there
• 19:02
  are a couple of things. And yourself, you will know
• 19:04
  since you're in the field. So, you know, there are some
• 19:06
  questions I need to ask you before I can give you an
• 19:08
  accurate quote. I can't just throw numbers like
• 19:10
  that. You know, you're on the field
• 19:11
  now. So, you know, yeah, situation
• 19:14
  has stopped down from there. You slide into need analysis or
• 19:18
  qualification and recovery and start asking your questions.
• 19:22
  So that's what I did. That's for that photographer.
• 19:25
  But I didn't get the job anyway because, you know, plus
• 19:28
  transport cost plus everything. And to be honest, I didn't want
• 19:31
  to be shooting. And I have that kind of guy
• 19:34
  around who will now be looking over your shoulder, will now be
• 19:38
  giving a tutorial on the day to say, young man, what are you
• 19:40
  doing? This is not how you shoot.
• 19:42
  I say no, I don't want that problem.
• 19:44
  But from there I got some details.
• 19:46
  When is the wedding card? Do they meet?
• 19:49
  Blah, blah, blah. What date?
• 19:51
  How soon can you put me in touch with the bride?
• 19:53
  Because of course, remember, authority in BANT budget
• 19:57
  authority need and then timelines.
• 20:03
  So authority, yes, he's one that's going to pay the money.
• 20:06
  But the person who's going to be photographed is the bride.
• 20:09
  So as soon as I can bring her into the conversation, the
• 20:11
  better. If she loves me, then it will be
• 20:14
  easier to for me to be a contender.
• 20:18
  So it's the same thing. So I can't give you a quote, you
• 20:21
  know, I have to ask you a couple of questions, engineers as well.
• 20:23
  So OK. And then from there, you know,
• 20:26
  ask all the questions I need to ask.
• 20:27
  How many AC, how many fridge, how many bedroom, how many hours
• 20:33
  of backup do you want? How many days, how many days,
• 20:36
  how many that all those questions that you that you
• 20:38
  need. So that is how to deal with
• 20:42
  those clients that their chest is big and they want to flex
• 20:45
  muzzle to show that you, you are nobody that you are new in the
• 20:49
  game and you know nothing. And trust me, it does happen.
• 20:53
  The caterer one I've seen it happen to like, is it not just
• 20:55
  catering? I run my own catering outfit
• 20:58
  now. What kind of figures like these?
• 20:59
  This is ridiculous. How much is rice in the market,
• 21:02
  Makitra? So it happens.
• 21:05
  If it doesn't happen to you, thank God.
• 21:07
  But if it happens to you in the future, at least now you know
• 21:11
  how to deal with these sorts of things.
• 21:13
  So it's not a matter of saying, anyway, it's 20 minutes, let me
• 21:17
  drag this thing for too long. So there was also another call
• 21:20
  where there was opportunities to build rapport.
• 21:22
  And that is one of the things that you guys miss out on.
• 21:24
  And this was a call that was handled by Rudy Rudolph
• 21:28
  actually. So you know that Rudolph is not
• 21:31
  really a Nigerian name now, you know, it's not as if we bear
• 21:34
  Rudolph. And then The thing is, Rudolph
• 21:35
  is even Eboo. So the first time I had Rudolph,
• 21:38
  I was wondering, ah, you went since when the Ebo people bear
• 21:40
  Rudolph? You know, Anyway, please, I'm
• 21:45
  not trying to be tribalist or anything.
• 21:46
  I'm just saying the facts. You know, it's like the name.
• 21:49
  I'm Athanasius. If you hear any Nigerian named
• 21:52
  Athanasius, the guys either Ebo or the guy's teeth, it is only
• 21:56
  teeth people and Ebo people that beer, Athanasius, that beer,
• 22:01
  Alloysius, that beer, what else? Sixtus Callistus, Ebo and thief.
• 22:12
  You will not hear of a Yoruba Sixtus or a Yoruba.
• 22:17
  OK? This is only Yoruba Sixtus that
• 22:18
  I know. OK, scratch that, but you will
• 22:20
  hear of a Yoruba Callistus. It's not possible or Yoruba
• 22:23
  Athanasius. You definitely will not hear of
• 22:25
  a house Athanasius. Anyway, long and short is a
• 22:28
  Rudolph strange name. So as we're talking now, the guy
• 22:32
  called him Rudy and that's something that Rudolph didn't.
• 22:37
  Well, Rudolph picked up on it and they had that small chat.
• 22:40
  But I told Rudolph that look, you know, names are very easy
• 22:42
  way to build rapport because this guy is from the middle,
• 22:46
  from Midwestern part of the country and his also name was
• 22:49
  funny. So use that to build rapport.
• 22:51
  So so you called me Rudy. Like how come most Nigerians are
• 22:54
  not familiar with that name and he have a laugh about it?
• 22:57
  Oh, I knew one Rudolph back when I was in school and so we all
• 23:00
  called him Rudy and he laugh about it.
• 23:02
  Oh yeah, only my mom and my sisters call me Rudy blah blah,
• 23:05
  blah, blah. And so I was even wondering this
• 23:07
  your son himself, that's why I didn't call your surname.
• 23:09
  I didn't want to break my jaw. How do you pronounce his name?
• 23:12
  Girl laugh. Or you know why Ishah, whenever
• 23:14
  you see K&H is not, it is, you know all that is just building
• 23:21
  rapport. So I told him I missed an
• 23:24
  opportunity to build rapport and around this naming thing, it's a
• 23:28
  very easy opportunity for building rapport and lots of
• 23:30
  you, lots of you, you miss it. So whenever these things happen,
• 23:39
  try and take advantage of it. So it could have been a good
• 23:41
  opportunity for building rapport, especially since the
• 23:43
  other person sounded like an elderly, much more elderly
• 23:46
  gentleman who didn't mind talking to a young boy who's
• 23:49
  just trying to improve his hustle.
• 23:51
  So that was a good phone call. So could have built some rapport
• 23:54
  on that. So those are just some of the
• 23:57
  things I want to share from the yeah, from this particular
• 24:03
  conversation that I had with the team.
• 24:05
  So at least now, you know, maybe one who flex muscle on the call,
• 24:08
  you know what to do. A lot of them vent, allow them
• 24:10
  to show that they're the alpha and the Omega.
• 24:12
  The most important thing is his money.
• 24:13
  After ladies conversation up so we can collect your money, then
• 24:18
  look for opportunities for rapport.
• 24:20
  Names are very, very easy. In fact, me, I don't miss those
• 24:24
  ones at all. Those one call that OK, I think
• 24:28
  I spoke about this last week that once they gave him the
• 24:31
  lady's name and I saw it as la, this lady's Ghanaian.
• 24:35
  So for me, I go into those things, you know, not in the
• 24:37
  beginning, but eventually I pop it up.
• 24:39
  So by the way, Ma, I know your surname is so so that's a
• 24:44
  Canadian, right? Or are you Ghanaian?
• 24:47
  And then you take it from there and say, Oh no, actually it's my
• 24:49
  marriage. If I, I spoke to somebody 2 days
• 24:52
  ago and that's an opportunity for building rapport.
• 24:56
  So I said, oh, what part of the country are you from?
• 24:58
  And she said, oh, I'm from Edu. I now want to go and marry
• 25:02
  somebody from Mali that's based on her surname.
• 25:05
  Me. I was just making a guess that
• 25:07
  the guys from Mali. And she laughed and said, no,
• 25:09
  no, no, no, no, it's not from Mali, that is from Nassau State,
• 25:12
  Nassau State. But this surname, it was
• 25:14
  natural. States do not pronounce it like
• 25:16
  this. She said, well, that as the
• 25:18
  spelling of the surname that her husband's family has, We can see
• 25:22
  how we build rapport. And then from there, I entered
• 25:23
  into that whole, you know me, I'm from binary states.
• 25:26
  You see how opportunities for rapport can just come up casual
• 25:30
  in conversation that some of you don't take advantage of.
• 25:33
  Now, the reason why these things are important is because
• 25:37
  whenever somebody wants to buy a product or a service, this is
• 25:39
  Nigeria. And I'm sure it's the same in
• 25:41
  every single part of the world. The person is talking to two or
• 25:44
  three people, except if it's mobile phone, because I think
• 25:48
  mobile phone, like you'll be talking to too many people.
• 25:51
  But if it's computer, if it's car, if it's caterer, if it's
• 25:55
  solar, if it's architect, engineer, the person is
• 25:59
  definitely talking to two or three other people.
• 26:02
  We need to find a way to stand out in the beginning.
• 26:04
  Nobody's going to store your number until you're a serious
• 26:07
  contender. So when you build rapport,
• 26:09
  small, small, small is one of these ways that people just
• 26:11
  remember you. So like I told Rudolph that if
• 26:16
  it was me, when I call back the next time I will be.
• 26:19
  Hello, Sir, how are you doing? So I'm very well.
• 26:21
  So who am I speaking to, Sir? Is your boy Rudolph now?
• 26:24
  I called you last week. He said, oh, Rudy, how are you
• 26:27
  doing? So I won't say Rudolph, I say,
• 26:28
  is your boy Rudy? We spoke last week.
• 26:30
  He said, oh, Rudy, how are you? How are you?
• 26:32
  So I'm very fine, Sir. And then from there you enter
• 26:34
  the conversation. Then by the time you build
• 26:37
  rapport small, you've had like 3-4 or five conversations.
• 26:39
  Eventually the girl will store your name.
• 26:41
  You're making progress. You're now in the lead.
• 26:44
  OK, well, maybe not in the lead boy, you're a contender.
• 26:48
  So be looking for ways to build rapport so that by trying to
• 26:51
  pick up the phone that was stored your phone on Monday,
• 26:52
  remember? Oh, is that Ben Ray boy, you
• 26:54
  know, rapport established. So is that able boy with a
• 27:00
  strange name rapport established?
• 27:02
  They say, Oh, is that a lesser boy Rapport established.
• 27:07
  So whichever way, but all this naming thing, very, very easy
• 27:11
  opportunity to try and take advantage of these things when
• 27:13
  we can. So that's it.
• 27:16
  And that's all for this episode. Remember, if you'd love to
• 27:18
  connect, you can call SMS or WhatsApp me on 08064662140.
• 27:25
  Especially for those of you who would like to comment on the
• 27:27
  podcast, sorry, comments are going away next month.
• 27:30
  So what's up? That's all we have for now.
• 27:32
  There's the only way for us to stay in touch, so thanks for
• 27:35
  your time and intention. We'll catch you next time.
• 27:38
  Same place in your headphones or in your speakers.