Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to turn a high-pressure negotiation into a calm conversation.

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How to turn a high-pressure negotiation into a calm conversation. · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:00
Hello and welcome to the show. Apologies before we begin
0:04
today's episode because it's a weekend recording and the kids
0:08
are home, obviously. So you're going to hear some
0:10
noise in the background. They are playing what we used to
0:14
call Marco tennis back in our day.
0:16
But you know, they they are now calling it a book ball.
0:20
Yeah, it's a long story. I'll explain later.
0:22
That's for those of you who are interested.
0:24
Anyway. So today on the podcast, we know
0:25
we'll be talking about my family issues, but we're going to
0:29
continue. We're going to pick up from
0:31
where we left off. I think in the last episode ads,
0:34
I was talking about King David, again, not his real name, the
0:38
fellow who is into heavy machinery, agricultural
0:41
equipment, containers, tractors, truck heads, you know, stuff
0:45
like that, you know, big stuff, expensive stuff.
0:49
So OK, I spoke a little bit about his business and some of
0:54
the problems that might he that he might be facing.
0:58
And I mentioned that we did a role play and there were a
1:02
couple of issues that came up in the role play.
1:04
So that's what we're going to look at today.
1:07
So for those of you listening to the podcast for the first time,
1:10
a role play is something that we do in sales where we pretend
1:17
that we are in front of a customer or in front of a
1:19
potential client, or in front of an investor or in front of a
1:22
stakeholder or in front of a whatever.
1:24
We pretend that we are in that situation live and then we start
1:28
trying to have a conversation. Now, the reason why we do this
1:32
in sales is because we know that it is best to practice on other
1:41
people, to practice on situations that are not real so
1:46
that we can learn the principles, learn the skills,
1:50
learn the tactics in a low pressure environment.
1:54
Because one of the reasons why we fumble when we're in front of
1:57
a client is because we're trying to do something and it's our
1:59
first time. So let's say closing for
2:03
instance, you're trying to be much more assertive in closing
2:07
and you know, you, you call the price and you want to tell the
2:11
person, oh, the next step is you pay a 20% deposit for
2:16
15,000,000. If you haven't practiced nothing
2:20
before. And honestly speaking,
2:22
15,000,000 sounds heavy in your mouth.
2:25
The first time you are trying to close a deal like that, you
2:27
would have fumble, you would have mumble.
2:30
And that does not inspire confidence.
2:32
The way that you will say that 15,000,000 in your mouth, the
2:36
buyer will know that look, this person is a small boy that he
2:40
has never seen 500K in his life before.
2:42
Is this the person I want to collect 15,000,000 from me?
2:45
So role-playing are those situations where you'll be there
2:49
with your orga or be there with your spouse or you'll be there
2:52
with your friend or a colleague and you know, now would they
2:56
play just acting drama now OK, if I was in front of a client
3:00
this 15,000,000, how will I try and collect this 15,000,000?
3:05
How will I say it, what will be the words I'll use?
3:09
You know, things like that. So that's the benefit of
3:12
role-playing and it's something that we do a lot in sales and
3:16
selling. So if you haven't done it
3:18
before, I would recommend that you start doing it.
3:21
So if you're a business owner listening to this thing, you
3:23
have never role played in front of your with your sales team,
3:27
you should, you should, you will discuss somebody.
3:31
Sorry, somebody say somebody, you guys discuss something on
3:33
the Friday meeting and you say, OK, no problem.
3:36
Let us implement this technique. And then you call the sales
3:38
person where I stand up, pretend I'm a customer now.
3:42
Oh yeah, begin. How will you say this kind thing
3:45
that is a role play. Now the benefit is you're going
3:48
to be able to learn and get familiar with different tactics
3:52
and different skills in a low pressure environment.
3:55
Because when you're doing role-playing, if you humble the
3:57
words that happen is everybody will just laugh, you know, But
4:00
then somebody will be there to correct you.
4:02
Another person will give suggestion.
4:03
And before you know it, by the time you don't role play like,
4:06
you know, 10/15/20 times, you will now be comfortable so that
4:09
you'll be standing in front of your customer.
4:10
And then you want to, by the time you're calling 15,000,000
4:13
so that your mouth will not be shaking, you'll be able to stand
4:16
and say confidently, OK, the next step is we're going to
4:19
collect a 20 million, sorry, a 20% deposit.
4:22
And that comes up to roughly about 20 million naira.
4:25
Are you good to go with that? You know, you'll be able to say
4:29
with confidence. So the only way you can say with
4:31
confidence is if you practice. And it's a very bad idea to
4:35
practice. Now, some of you will be saying
4:37
this role play, role play, Like why?
4:39
Why role play? See, role play is nothing new.
4:42
Lots of disciplines role play. Remember, for those of you who
4:46
listen, that I am a former lawyer, now a business
4:49
consultant. In law, we role play.
4:52
It's just that in law, we don't call it role play, we call it
4:54
moot and mock. So moot and mock was back when
5:01
we were in university or back when we were in law school, we
5:03
pretend. One of our classmates would
5:05
pretend to be a judge. Somebody would pretend to be a
5:08
lawyer for the left. Another person would pretend to
5:10
be a lawyer for the right. We all dress up, wear costume.
5:14
You know, it's some people used to organize on the faculty level
5:17
and they will pretend somebody is the judge, somebody's the
5:20
lawyer, somebody's here and they will pretend this case.
5:22
How we handle this case that is role-playing because that in law
5:26
we call it moot and mock. So what I'm saying is nothing
5:29
new. People have been doing these
5:31
things for hundreds of years. Moot and mock is nothing new.
5:36
People don't they moot and mock for hundreds and hundreds and
5:39
hundreds of years. So it only makes sense.
5:43
What about medicine? They do it too.
5:45
It's just that the medicine, they do it on cadavers.
5:48
They'll go and take a dead body and then they'll say, oh, no
5:50
problem. Let us now pretend that this
5:53
person has cancer and was supposed to excise the medulla
5:57
oblongata of the cerebral. Something, something, something.
6:00
And then they go, you know, they'll start the surgery.
6:03
They'll begin to cut and do here, do here, do here.
6:05
If you make mistake during the surgery, your luck.
6:09
I will say that. No, no, no.
6:10
Hold it. You don't cut this kind of
6:13
thing. If it's a real life person that
6:14
is on the table and you cut this thing, now you kill this person.
6:17
You see, you're practicing in a low pressure environment so that
6:20
you will learn how to be a better doctor.
6:22
And that's the reason why after a certain level of study and
6:29
after certain hours practicing on cadavers and things like
6:34
that, that's the reason why law, I say law, medical professionals
6:40
can say confidently, OK, this person cannot operate on human
6:43
beings because the person has done a role play before.
6:47
It's just that for them when they use role play, they use
6:49
cadaver, they use dead body. So this thing that I'm saying
6:53
role play, you can see that it's not anything unique to sales.
6:56
It is not, it is not unique to sales.
6:59
People do this all the time. Or what about architecture?
7:02
They do it all the time. We'll come up with a scenario.
7:05
The professor in architecture will tell you, OK, well, I don't
7:08
know about how they train architects now, but back when I
7:11
was in school, the stuff that they used to do, your professor
7:13
will tell you, I pretend that the customer has come to come
7:16
and meet you today. They want to design this kind of
7:18
house, this kind of house. But then the plot of land is in
7:21
the is in the mushy land was the way forward.
7:24
And then you have to design something and you have to defend
7:26
your idea is that no role play. So role-playing is nothing
7:32
unique to sales. It's been going on for hundreds
7:34
and hundreds and hundreds and hundreds and hundreds of years.
7:37
I would have said thousands of years.
7:38
But The thing is, you know, I haven't done my research.
7:41
What's been going on for hundreds of years.
7:42
So the first time your guy tells you to do role play or if you
7:48
bring in a consultant like me into your organization to help
7:50
boost your sales and the person says, well, more role play,
7:54
don't feel one kind. The person is not trying to
7:57
embarrass you and the person is not inventing anything new.
8:00
The person is just doing what people in other disciplines have
8:03
been doing for hundreds of years.
8:05
And the idea is you're going to learn tricks, you're going to
8:09
learn tactics, you're going to learn principles, you're going
8:12
to put them into practice. And you are going to do that in
8:15
a low stress environment. Low stress just means this thing
8:20
is not real. If you make a mistake, if you
8:22
fumble, it's not a big deal. One or two people go laugh, and
8:25
then we'll start giving idea about how to do this thing
8:29
correctly. So for King David, we did a role
8:32
play. And in doing the role play, and
8:35
now I came up with a couple of substantial issues #1 King David
8:39
was struggling to justify his price because in the role play
8:43
that we did, he wanted to sell a.
8:46
Sorry, let me check my notes again.
8:48
So, you know, this is not my space now.
8:49
So I don't know these things. Sino Truck.
8:52
Sino Truck Ho. Yes, the brand is Ho HOWO.
8:56
Funny enough, when I was picking my kids up from school
8:59
yesterday, I was renting into the camp.
9:01
Before we move, we have pompom. There's one of these big trucks.
9:04
And then I looked, Lo and behold, I saw Sino Truck Ho.
9:07
I said, So this is the, this is the whole waiting, you know,
9:12
this whole that we've been talking about.
9:14
So at least now I've seen the truck live.
9:17
Yeah, so Sinotroco War. So now King David was selling
9:21
his own Sinotroco War for 75 M and then I was pretending to be
9:25
the customer who wanted to buy. I just saw small research
9:28
online, you know, sharp, sharp, sharp, sharp.
9:29
I found somebody who was selling it for 65 M and so that's where
9:33
during the role play now those problem, because King David is
9:36
saying I have Sinotroco War, my own is 75 M and I stand by my
9:40
price and me. I'm saying yeah, I went online
9:44
and I found it for 65 M and of course you know that the gap
9:49
between 75,000,000 and 65,000,000 is 10 million.
9:52
So that's not small money. It's not small change.
9:54
It's not as if King David was saying his Sinatra Co is 75 M
10:01
And then me, I went online and then I found it for, you know,
10:03
73, that kind of situation. And here you can be pricing
10:06
Groundhog back and forth between 7375.
10:09
You know, you go up, you come down, you come down, you know,
10:11
you meet in the middle, you close the deal, you don't
10:13
manage. But in this case, the gap is 10.
10:17
So King David's strategy was to argue quality.
10:21
So King David went on the offensive.
10:24
Again, King David is not his real name.
10:26
So King David went on the offensive 75 M because I'm
10:29
better quality. I am this.
10:31
I'm superior quality. I buy direct from manufacturer.
10:34
I this, this, this, I warranty. I guarantee I blah, blah, blah
10:38
and delivery and this. And he just went on the
10:41
offensive. The guy continued to de vomit,
10:43
de vomit de vomit trying to argue value.
10:48
Now that is not bad. When you're faced in this kind
10:51
of situation where you call your product 75,000,000 customer, can
10:55
they price you 65,000,000? It's not a bad strategy to
10:58
actually start arguing quality. The problem is when you are
11:01
arguing quality, you are the one who is making the assertion and
11:06
oible people, they have a saying.
11:09
They say that if you are telling you are not selling.
11:13
Let me repeat, there's an old oible selling.
11:17
So it's saying when it comes to sales, and that is if you are
11:20
telling, you are not selling. In other words, if you are
11:24
telling somebody, telling somebody, dictating, dictating.
11:27
You know how lawyers like to say I put it to you, if you're
11:30
telling somebody, I put it to you, I put it to you, you're
11:32
putting it to the person, you are not selling.
11:35
What you're doing is you are trying to impose your will on
11:37
somebody else and nobody likes that.
11:41
Nobody likes being imposed upon. That is not how you sell by
11:44
imposing yourself on somebody else.
11:47
Diane Oga buyer, you say 65,000,000, no problem.
11:50
But for me, yeah, this is what I have, 75,000,000, This is the
11:55
best, this is the cheapest. This is this, this is that you
11:59
are just imposing yourself upon somebody.
12:01
That's not how you sell. If you're going to argue
12:05
quality, you actually have to make the customer or the
12:07
prospective client. You have to make them a part of
12:09
the conversation. It guys be a two way thing.
12:12
If it's a one way thing, you are wasting your time because you
12:15
say what's on your mind. The customer knows exactly what
12:17
is on their own mind and of course they won't say what's on
12:20
their own mind. And then you will leave Abby,
12:24
all the guy has to do is just not pick your colleague in,
12:26
that's it and you're no longer a problem.
12:29
So, so excuse me. So you have to involve the
12:34
customer, the prospective client in the conversation.
12:38
So how do we do that? For those of you who've been
12:40
listening for the last maybe two or three weeks, you should be
12:43
familiar with this because we've already tackled a couple of
12:46
objections this way. So number one, first thing to do
12:49
is to listen or to agree or to empathize.
12:54
Yeah, Anyway, yes, listen, I agree.
12:56
Empathize. Listen to what they're saying.
13:02
Because remember, nobody wants to be imposed upon.
13:05
And it's a it's a very somehow, somehow situation, especially
13:09
for those of us who are young men.
13:10
When somebody's telling you that, look, I found this thing
13:12
65 M and then you now start trying to impose, you'll be like
13:16
this, you know, like, what does this young man like?
13:19
Like who is he like, what does he know on Monday, young boy,
13:23
when they were born yesterday, he's trying to lecture me.
13:26
So you know, that kind of thing. So for those of us who are young
13:29
men, we have to be careful about this one.
13:31
So make sure you listen and then you agree and empathize with
13:35
them. I'll explain how to do that.
13:38
Then the next step is you're going to ask questions because
13:40
you're trying to gather more information.
13:44
After you ask questions to gather more information, it is
13:46
then that you can make a counter proposal or you can make a new
13:49
offer, or you can start educating people or whatever.
13:53
You don't start educating people or trying to impose your will or
13:56
trying to make an argument or a new proposal or whatever unless
14:00
you have asked questions. The reason why I asked
14:03
questions, we're trying to gather more information.
14:05
We're trying to figure out what are they thinking, where are
14:07
they coming from? Then after that, what we're
14:11
going to do is a trial close. Now that we made a counter offer
14:15
or a new proposal or whatever, we'll try and close the deal
14:18
again or we'll try and get an advancement.
14:22
That is, if we're not going to close the deal today, me and the
14:25
other person, we're going to agree on what the next step is
14:29
and we're going to make that agreement during this
14:31
conversation. Because if you say 75,000,000,
14:35
the customers say no 65,000,000 and you try and educate, you try
14:41
and do this, you try and do that, but you don't agree on the
14:44
next step. Very, very.
14:46
I say unto thee, I can assure you the next time the person
14:49
will not pick your call because who wants to be lectured to
14:53
again over what when they have said they have found 65 M.
15:00
So we need to agree on the next step.
15:04
The reason why you should try for an advancement to agree on
15:06
the next step is when you try and secure an advancement.
15:09
If the guy know they agree, then you now start getting a sense
15:13
that look, Amor is as if I've lost this deal.
15:16
You will know if somebody agrees to an advancement.
15:20
OK, It looks as if there's room that we can make progress.
15:25
By the way, if this is your first time listening to some of
15:27
these terms, not to worry, I'll try to explain it, explain them
15:33
a little bit, but it'll help if you just subscribe to the
15:36
podcast and then you keep on listening because these are
15:39
terms I keep on saying over and over and over again.
15:42
Oh, by the way, I forgot to mention if you'd love to connect
15:45
with me just like King David did.
15:47
Again, not his real name. You can call me, send me a text
15:50
message or a WhatsApp message on 08064662140 so that we can
15:56
discuss problems in your business.
15:59
If you're worried that I sound expensive, don't worry, I'm
16:02
fairly priced, but I'm open to answering questions for free.
16:07
So if you're looking for free coaching, let me know.
16:09
But I will answer one question only.
16:11
Yeah, we have to go beyond that. We need to book a time because
16:14
we're going to have to look at several issues.
16:19
So let's go back to how King David handled this thing.
16:26
It's a valid approach when you say my product is 75,000,000 and
16:30
somebody say but I found it for 65,000,000 online.
16:35
So the approach that King David chose to do was to try and argue
16:39
value. To argue value just means all I
16:42
put it to argue value just means, look, I know what I'm
16:45
saying. You say you found 65, but this
16:49
75 that I have actually is better value for money for you.
16:53
So you're better off taking the 75 M instead of going to go and
16:56
buy that cheap 65 M that you've seen online.
16:59
So that's how I give value. But King David went about it the
17:04
wrong way. He launched into quality.
17:06
He launched into where he buys from, you know, direct from the
17:09
supplier in China and you know, all of that talk.
17:12
He also went into warranties and guarantees.
17:14
Then he also went into maintenance support and you know
17:17
all of those things. But remember, nobody likes to be
17:21
imposed upon. Nobody like to be lectured.
17:24
So while you are lecturing these people, it is going in through
17:26
one year and it is going out another, unless we involve them
17:30
in the conversation. And I said that this is how
17:32
we're going to involve them in the conversation.
17:34
We're going to listen, we're going to agree, we're going to
17:36
empathize, then we're going to ask questions to gather more
17:39
information. Then with the new information,
17:42
we'll make a counter proposal, we'll make a new offer, and then
17:45
after that we'll do a trial close.
17:47
We'll try and close the deal again on the spot or we'll try
17:50
and gain an advancement, which is we both agree mutually on
17:54
what the next step is. You know, what are we going to
17:57
do next? When are we going to see, you
17:59
know, blah, blah, blah. So when I say agree, I'm not
18:04
saying, oh, I agree, I'm overpriced.
18:06
No, no, no, you're shooting yourself in the leg.
18:08
So when somebody says something like that, you say, oh, my truck
18:10
is 75,000,000 and the person says I found it for 65,000,000
18:14
online. This is how you agree.
18:16
You can say something like my brother in this economy, even
18:21
myself, I watch the way I spend. So I understand perfectly that
18:26
you go and look for a cheaper option.
18:27
My brother, I understand. I agree with you.
18:30
You see, that's how you agree with somebody.
18:32
You did not say yes, I'm overpriced.
18:36
You just said my brother in this economy, I understand me self.
18:40
I would have looked for a cheaper something.
18:42
So I feel you. What you're trying to do is
18:45
you're trying to empathize with the person and you're trying to
18:47
be agreeable and you're trying to let them appreciate that that
18:55
you know that they're reasonable somebody.
18:57
Now, the benefit of this approach is that it calms things
18:59
down. It calms the mood down.
19:02
All right is when the mood is down is no longer a fight that
19:07
you stand a chance that if you say something, the person will
19:09
hear you. Because in the first one, when
19:11
somebody says 75 how I went online, I saw 465 and then now
19:16
start saying I buy from China, I buy direct.
19:19
This is warranty, this is guarantee.
19:21
This is after sales. This is that one is still in
19:23
fight mode. The person is not hearing you
19:25
right now. For those of you who have been
19:27
in a heated argument with your significant other.
19:30
So if you're a woman, you know you're quarreling with your
19:32
husband or your boyfriend. You know, if you're a man,
19:33
you're quarreling with your girlfriend or your wife.
19:35
You know, when the the mood is high, you understand everybody's
19:39
angry. It doesn't matter what you're
19:42
saying, Madame is not hearing you also from the bottom of you
19:45
of Madame too. It doesn't matter what Madame
19:47
says organically here, because everybody is you know, the mood
19:52
is high, the tension. So in sales we calm this tension
19:55
down. Somebody says 75 how saw this
19:59
thing for 65 online. My brother understand in this
20:03
economy, even myself, I watch my spending.
20:06
I understand then. You don't ask questions.
20:12
Now when I have offered this approach to the last person that
20:15
offered this approach to The funny thing was he said that
20:18
when he tried this approach, the person now started entered
20:20
immediately into school fees. Funny enough, that is what also
20:23
happened to me. The first time I tried, the
20:26
person was like my dear, you understand, I just paid the
20:30
school fees recently. So even myself, I mean my
20:34
children are in school here and I would just say at least your
20:37
honest Abuja, you're paying in Nara.
20:39
Now my children are abroad, I pay, I had to pay for my three
20:42
daughters. So, so, so and so university,
20:44
this is university. I had to pay in pounds and then
20:47
we started talking. You can see how when you calm
20:50
the mood down, you know and you all are talking, you'll be
20:54
learning some some kind of information.
20:56
Now, when the person said this kind of thing that guys pay for
20:58
school fees, three daughters and he's paying in pounds and was
21:04
one of my clients for the sale of the solar, solar and inverter
21:07
systems. I do this on quick mathematics
21:09
in my head. Now, OK, this is supposed to be
21:12
a 40 million solution, but this guy has clearly paid school
21:17
fees, you know, XYZ amount. I was able to now relativize the
21:23
cost of the By the way, I didn't close the deal anyway, but I was
21:27
able to relativize the cost of the system by saying that, OK,
21:31
sorry, one moment someone is looking for my attention.
21:35
Hold on. OK, I'm back.
21:38
Sorry about that. Like I said, I'm making today's
21:40
recording at home and one of the kids needed my attention for
21:44
something. Where was I?
21:49
OK, so I was talking about how you agree with people.
21:51
You don't say, yes, I'm overpriced.
21:53
So you can say like in this case, my brother, I understand
21:56
this economy is harsh. So me too.
21:58
If I can see a way to save 10 billion, I actually would.
22:02
Then, you know, moving to the second part, which is you ask
22:04
questions because remember, we are trying to gather more
22:07
information. We're trying to figure out what
22:09
the problem is. And that is where we'll get
22:11
ideas about how to address it. Even if you want to educate
22:16
somebody to argue value, like King David did this, and by the
22:20
way, King David, not his real name, this is where you would
22:23
get the information that you need, the ammunition that you
22:26
need to argue value. So you say, hey, that's about
22:32
why you now say, hey, my brother, you say 65,000,000
22:34
Abhi. The person says yes, the same
22:37
hollow truck Abhi. This the same model that I'm
22:39
talking about. The person will say yes.
22:41
Of course the person will say yes.
22:42
Now because the person is trying to say, look, it's the same.
22:45
So what's the big deal? 6565 million, 75,000,000, I
22:49
found it for 65 where you come down to 65, let me buy it from
22:52
you. So of course the person who try
22:54
and minimize the difference and say yes, it's the same thing.
22:57
Now this is the point where you say especially in Nigeria, most
23:00
people not expect to say this. You say Kai my brother, to be
23:02
honest that 65 M is good value. It's very, very good value.
23:08
You'll be you'll be saving 10 million.
23:12
You now tell the other person that see me save, if I see that
23:15
kind of deal, I will buy it straight straight.
23:20
And then the question you now ask is how come you are not
23:22
taking up the offer? Then you keep quiet and then you
23:24
hear. That's why you now start hearing
23:27
all the comma and all the K leg. That's why you start, sorry
23:32
about the noise out there. You know my neighbor is anyway,
23:36
it's the weekend, everybody's home.
23:37
So that's my neighbor shopping in the background.
23:40
So that's why you now start hearing the K leg because people
23:43
come do this all the time. You say your own product is 5
23:48
million, they'll say, but I saw three million online.
23:51
You know, you agree 3,000,000 seems like a good price.
23:53
But you know, if you have confidence in the price, how
23:55
come you haven't taken it? Ask the person I hear what it is
23:59
that they have to say. If the person says you know now
24:03
should be now online. You know, nowadays people can
24:05
put anything online. You say exactly online people
24:08
can be saying anything, but you don't know what you meet when
24:12
you go there. So in fact, even showed me that
24:14
thing itself. Let's let's look at it.
24:15
Let me even help you see whether this thing is genuine or not.
24:18
You understand you're asking questions where you're keeping
24:21
the conversational and in this kind of situation where somebody
24:23
is telling you that you're only 75, I found it for 10 million
24:27
less. It's a legitimate question to
24:29
ask like OK, cool, it's a good offer and it was legit even me,
24:33
I would take it. But I'm just curious, how come
24:36
you are not taking up this offer?
24:40
You hear what they have to say. There are other questions that
24:43
you can ask. So for King David, who wants to
24:48
argue value by educating the customer, this is where you
24:50
start asking questions like 65,000,000 Abbey, OK, over truck
24:54
Abbey. OK, no problem.
24:55
They now ask the question, the one that you saw, is it Belgium
24:58
used or is it Niger used? That's a legitimate question
25:03
because when you start, when you're telling people the
25:05
difference, remember, nobody's listening.
25:07
But if you're asking and the person is engaging their brain,
25:10
they will now start realizing that, oh, there's a difference.
25:13
Knife is Belgium used. That means that the thing has
25:17
been used, you know, soft torch softly, softly, as they haven't
25:21
killed it. But if it is Nigeria used, you
25:24
know that they have used the hell out of that thing.
25:26
You know how Nigeria is now. You know how our roads are, the
25:29
temperature of the roads, everything.
25:32
So when you ask it like that, 65,000,000 ABI yes, who will see
25:35
no truck ABI yes. OK.
25:38
Is it Belgium used or is it Niger used?
25:40
The person will now start thinking.
25:42
Some people who have not even thought that there's a
25:44
difference, it is now that they will now start thinking is there
25:47
a difference? What's the difference?
25:49
Now you have permission to start educating them.
25:52
You say hi my brother, you know that or you both you know how
25:54
they be now they use everything softly, softly, they use it
25:57
nice, you know. So if you see something Belgian
26:01
use, you know that the thing still has life inside, but Niger
26:05
use, you know how Nigerians can be now we don't even get
26:08
maintenance cultural. Could they drive him anyhow?
26:10
We don't go service, you know, this and this and that and that
26:13
and that and that. So my brother, there's a
26:14
difference there. You can take Belgian use, you
26:17
will use itself 20 years. But if not Niger use, you know
26:20
that if you buy it now, you know that I kind of like 5-7 years,
26:25
no, reach 10 years, you have to go and buy a new one again, you
26:29
know, but because you asked the question, OK, Is the same truck,
26:33
Abby? Yes, the same truck 65,000,000.
26:36
I saw it myself in my own two eyes.
26:38
The same whole truck, Abby. Yes.
26:40
Now I'm telling you, shabby was me.
26:41
Now is my cousin that took me there OK, no problem, no
26:44
problem. But what did your cousin say?
26:46
Is it bedroom use or is it Niger use?
26:49
You're asking questions. You're now going to get more
26:52
information now for King David, who was talking about warranty
26:56
and guarantee and blah blah blah blah, blah blah blah.
26:58
So now all those things, you now instead of putting it as a quote
27:03
that I am better because I give five year guarantee.
27:06
You were asked. You see this bed is 65,000,000.
27:09
I mean, yes, 65,000,000. The same whole truck I be.
27:12
I'm telling you now, it is my own mother, the mother that
27:15
bombed me. She's the one that took me
27:17
there. We saw the truck.
27:18
I looked at the whole thing. Is it Belgium use or Niger use?
27:22
What's the difference? You now explain.
27:25
Oh, OK, I don't know. They now ask another question so
27:29
that guy's off the one that Muncie took you to how many
27:31
warranty guy they give you you can say which one be warranty.
27:35
That is where you will now have a chance to explain what
27:38
warranty is, explain what guarantee is and explain why you
27:43
you can stand confidently and say look, this truck that I'm
27:46
giving you, this truck I'm giving you for the next one
27:50
year, you won't have issue. I'm giving you guarantee that
27:54
reason why you can stand behind your truck is because you know
27:56
that you own this Belgium used. So they haven't you know they
28:00
haven't killed it and since it came to you, you've done regular
28:05
maintenance check and everything.
28:07
So you can stand by the quality. So you're beating your chest
28:09
that look OK. Take this truck carry to your
28:12
construction site in Nassau. I'm telling you that for one
28:15
year you will have issue. The only issue that you do is
28:18
every two, two months, every 2-3 months you change engine oil.
28:20
That's not anything pass engine oil.
28:23
Call me, I'll send my boys down to Nassau to go and look at it
28:27
free of charge. I'll be at the cost, just call
28:29
me. So you can only have that
28:33
warranty guarantee after sales service, blah, blah, blah, blah,
28:36
blah. If you ask it as a question and
28:38
you engage the other person's brain, if you're telling them if
28:42
you're imposing on that, it will be acquired, the person will
28:44
continue that. I say it is my mother, the one
28:48
that gave birth to me, my blood mother.
28:51
She's the one that carried me to that site and I saw that thing
28:54
for 65,000,000. What are you trying to tell me?
28:56
Are you trying to say my mother is it he's a liar?
28:59
Yes. By the way, it happens like that
29:02
because there's one guy that told me also funny enough for my
29:05
client as well, who sells solar. The guy told me that like this
29:08
is my brother, my brother gone, gone, gone, gone, gone.
29:11
He's the one that took me there and we saw it for so, so, so and
29:13
so. And I said, well, OK, to be
29:16
honest, that money that you've called it's it's a good price.
29:22
What we are coaching for you is 31.
29:26
What your brother found for you, he's 20.
29:29
I can't remember what it was anyway that so like the gap is
29:32
huge. It sounds like a good deal.
29:34
So you trust your brother abuse. Of course.
29:36
Now I see he's my brother's OK. And so how come you don't take
29:38
the offer? That's how the guy begin the
29:41
laugh. Then from there, from talking
29:43
small small, it turned out that that brother is not really his
29:46
brother. It's just that they're from the
29:47
same village. And Shah long and short, from my
29:52
own read of the situation, yes, they found something cheaper.
29:59
But he doesn't really trust his brother.
30:00
He doesn't really trust his brother per SE, you see.
30:06
But I was only able to get to that because I pushed the
30:09
conversation. And look, honestly, we're
30:10
calling 30 something for you. These people are calling 20
30:13
something million for you. It's a sweet deal.
30:15
You trust your brother? I'll be.
30:16
Of course, now he's my brother. Gone, gone, gone.
30:20
He said it in Yoruba. You know, I don't speak Yoruba.
30:22
Something, something, something. Gone, gone, gone.
30:24
At least I understand. Gone, gone, gone.
30:25
Like, you know, authentic, like he's my authentic brother.
30:30
It was a simple question. OK, you trust your brother then
30:32
why just, why not just take the offer now instead of this?
30:35
You know, I call you today, I'll call you tomorrow.
30:37
If it's a sweet deal, how come you didn't take it now?
30:40
The guy laughed. And then from there,
30:41
conversation was continuing. And I figured out that, you
30:45
know, it's not really his brother and he doesn't really
30:48
trust the guy. Then from there, I was able to
30:54
hand back to the sales engineer. By the way, the deal didn't
30:56
close. You don't close every single
30:57
deal. I was able to hand it back to
30:58
the sales engineer to now say, look, organ engineer these and
31:01
these and these are the technical points where the guy
31:03
needs to be educated upon. And these and these and these
31:06
are the situations where he has questions.
31:09
You see, Bob Alice was still in play.
31:12
You ask these things, ask questions.
31:15
So back to this guy now questions 65,000,000 Abby yes,
31:22
65,000,000 Is it the same whole truck, same whole signal truck?
31:26
Yes. Now this is good value.
31:28
If I recommend that you take it, how come you self you're not
31:30
even taking it? That's one question.
31:32
It is in Belgium use or Niger used.
31:34
That's one question. How many months warranty did the
31:37
guy give you? That's another question.
31:38
Then there are some questions that you can use to open up the
31:42
buyer's mind so that you can start distinguishing.
31:45
So like in this case, because they come in different, what's
31:48
it called? Capacity, weight capacity, you
31:51
know, some can carry, you know, XYZ metric tons, XYZ metric
31:56
tons. Now I'm not in that space.
31:57
So let me please allow me to just make up some stuff now.
32:01
So another kind of question that you asked now is the same
32:04
signature can be Oh yes, So the one that you saw, the one that
32:07
mom, she took you to that man, is it 25 metric ton or is it 30
32:12
metric ton? There's some people who know the
32:14
answer, but then there's some people who say there are
32:17
different classes. You say organ.
32:19
Now there are different classes. Now the one that is 25 metric
32:23
tons, you can only use it to carry sand and stone, but you
32:27
can use it to do quarry. If you use it to do quarry work,
32:30
the thing will break down. But the one that is 30 metric
32:32
tons, you can carry sand, you can carry stone, you can carry
32:35
cement, you can carry wood, you can carry quarry.
32:38
You can carry anything because it's 25.
32:41
It's 30 metric tons. So the truck bed is different,
32:45
the shock absorber is different. It is the data that you know,
32:48
those of you who sell these machines, you know, you know how
32:50
you say it. But if you want to educate
32:54
somebody putting it as a question, the one that you saw
32:56
is it 25 metric ton? Is it 30 metric ton?
32:59
This question will I'll engage the other person's brain, the
33:03
customer's brain. The guy will now be able to see
33:05
that oh, there are some things that I don't know and the person
33:08
will not be able to appreciate that.
33:09
Oh, OK, this 65,000,000 that I found that I'm comparing it to
33:14
these 75,000,000 maybe is not exactly the same thing, but you
33:19
do that through questions. The questions will give you more
33:22
information and will give you the opportunity to educate the
33:25
other person and also to distinguish your order, your
33:28
say, your order, your offer from the other person's offer.
33:31
So if you're going to do like King David, you want to argue,
33:35
value you don't argue by telling.
33:37
You don't be telling somebody. You're telling and telling and
33:39
telling. The more you are telling, the
33:41
more the other person who also lock up will be a battle.
33:44
You calm the temperature down. You have some questions, do some
33:48
small talk. You build some rapport.
33:50
Begin to ask them questions. As you ask them questions, you
33:55
will be able to bring up new information and you'll be able
34:00
to now educate somebody and justify why that 75 that you're
34:07
giving is a good offer. Then let's see what next.
34:15
What did I say again? Listen, agree.
34:17
OK, we're done listening and agree.
34:19
We've asked some questions. OK, now counter proposal.
34:23
OK, so when you ask those questions now you will now have
34:26
all the information you use to now make a counter proposal.
34:29
Now there are some situations where the counter proposal is,
34:32
you know bro, you'll be like say you suppose confirm one or two
34:36
things. So that guy that Mumsy took you
34:38
to, and I'm not saying that he's not a bad person, that he's not
34:41
a good person. So yeah, can trust this person.
34:43
But you guys to confirm one or two things from this person
34:46
before you know, whether this 65,000,000 and this 75,000,000,
34:51
whether they are one and the same, whether it's good or
34:54
whether it's not good. So you have Mumsy, you go back
34:58
there. Suppose that's one or two
34:59
questions. Nigeria use Bejon use 25 metric
35:04
ton I'll be 30 metric ton then warranty and guarantee ask what
35:09
the other person is saying Yeah, I would say no problem because I
35:17
mean who's not going to say no problem when you're saying you
35:19
should go back and do some more research then your kind of
35:23
proposal. So any that'll be your kind of
35:25
proposal like oh bro, like 6575 sounds like a good deal.
35:30
You need to go back and ask some more questions.
35:32
I'll be the girl will say yes, OK, in that that Case No
35:34
problem. So how about we talk again
35:36
Wednesday morning after you go see the guy you see that's a new
35:41
sorry my neighbor is shouting downstairs.
35:43
You know what I think maybe I should just be recording on days
35:45
when when everybody has gone to work.
35:48
All right, I was like counter proposal.
35:56
So in this case, you know that is your something.
35:59
Your counter proposal was normally a counter proposal per
36:02
SE, but you put a suggestion on the table.
36:04
Now you know what? There's still a few things you
36:05
need to go and ask questions on. So how about you go and ask
36:07
questions and then let's talk again Wednesday morning.
36:10
You see, you put something on the table that is 1.
36:13
Now another one about it is, let's say from the conversations
36:16
you've had back and forth and the questions you've asked, it
36:19
is now clear that your 75,000,000 actually is good
36:22
value, better than a 65 million. You can now say, OK, so now that
36:27
we can see that my my own price, my own 675,000,000 is good
36:31
value. You now try and close, you know,
36:33
as person. Is there anything else that is
36:35
stopping you from buying today? And then you keep quiet.
36:39
The reason why you ask that kind of question is because you want
36:41
to see if there are any other significant issues so that if
36:44
there's any other issue, the person will talk and say it now.
36:48
But if the person says no, that's significant issues.
36:51
From there, you can now actually start trying to close the deal.
36:58
So another way is you can say, OK, now that you can see my
37:02
75,000,000 is a good value. The much more assertive way to
37:07
handle this, this is the way I prefer to handle it.
37:09
I like to be assertive and I like to drive the conversation
37:13
because when I leave it to other people, sometimes I don't like
37:15
what it is that I hear. So I try to guide the
37:19
conversation. So the kind of thing I'll do is
37:22
to say, OK, so now that we've been talking back and forth and
37:24
you can see that this my 75,000,000 actually is the best
37:27
price. So boss, the next step is if
37:30
you're still interested, the next thing is to reserve this
37:32
truck that we're looking at or you have to do just drop 30%
37:36
deposit ready. That's all.
37:38
Just drop 30% and we'll reserve this truck for you.
37:42
So what that will amount to is you just have to transfer 22.8
37:47
million now. Then I'll now ask him a
37:51
question. Should I send you the contract
37:53
now so that you can review it over the weekend?
37:56
You can see that I'm trying to direct the conversation.
37:58
I'm trying to move it forward, that since we have spoken back
38:01
and forth and it looks as if now this thing is good value.
38:05
So how far? If you're interested, what you
38:10
have to do is you drop 30%. Now I've calculated it, 30% is
38:14
22.8 million. So before you do that, I'm sure
38:19
you want to look at the contract.
38:21
Should I send it to you now? Today is Friday, at least you
38:24
use Saturday and Sunday. Excuse me, You use Saturday and
38:27
Sunday, Review the contract so that by Monday morning we'll get
38:30
going. I'll be hard.
38:31
You see it how you feel. By the time you ask like that,
38:35
you'll know whether you're making progress or whether you
38:37
are not making progress. Anyway, because this is a
38:43
hypothetical, there are lots of ways that we can handle it,
38:47
right? Which is the reason why when I
38:49
work with you guys, I don't like talking hypothetical
38:52
hypothetical. I don't like to guess, guess,
38:54
guess. Let us look at the real life
38:56
case that you are facing right now, the Moody brainstorm.
39:00
Let's see how we can all hook this thing.
39:02
So how you can close the deal. So if you like to reach out to
39:08
me, just like King David did. Again, not his real name.
39:12
Then you can call send me a text message or a WhatsApp message on
39:15
the 08064662140. Remember, yes, I sound
39:23
expensive, but I'm reasonably priced.
39:26
Also, I don't have a problem with giving free advice, so if
39:30
you want to get free coaching out of me, it's not a problem.
39:32
But I will answer only one question.
39:34
But you will find that we might have to start delving deep into
39:38
one or two issues to be able to advance the sale, to move the
39:43
sale forward that you're trying to close or to try and fix one
39:46
or two business problems on your end.
39:48
But at least I would have answered one question and you
39:50
will know what the way forward might be for you.
39:54
But I just wanted you guys to know today if you are in this
39:58
situation like King David again, not his real name where somebody
40:03
wants to pricing you like Groundnut you call 75 M.
40:07
They're calling 65 MI. Just wanted to let you know that
40:09
the way forward is not for you to start breathing.
40:12
Now somebody's neck. I start telling them I am the
40:14
greatest, I am the best. I have the warranty.
40:16
This is direct from China. This is direct from Belgium.
40:19
This is no, you don't breathe down the person's neck.
40:22
You don't. If you do that, you're in the
40:24
mood of quarrel. And when people are quarreling,
40:26
the mood is high. People won't hear anything.
40:29
So if you're quarreling with Madame and tension is high, you
40:31
will not make progress. You wait when things have calmed
40:36
down and people are cool. Yeah.
40:38
Madam are sitting down. You can now talk reasonably.
40:41
And then you will now make progress.
40:42
Madam will now say that Oh, she didn't understand you well,
40:44
yourself. You will now see that you didn't
40:46
understand Madam. Well.
40:47
I'm sorry, my dear. I'm sorry.
40:48
I didn't mean it like that. And then you now have peace.
40:51
There's peace in the land so they can make progress.
40:54
So you can be enjoying yourself. It's the same thing in business.
40:58
If you say 65,000,000, somebody says 75,000,000.
41:00
You begin, they argue. There's this quarrel, there's
41:03
tension. Calm it down, listen, empathize,
41:07
agree. Show that a reasonable person,
41:10
ask them one or two questions. From the questions, you'll be
41:13
able to show them that, ah, they didn't quite reason.
41:16
Everything that maybe that's 65,000,000 they're looking at is
41:19
not too pure like they think. Hopefully you'll be able to show
41:24
that yours is good value. And if yours is good value, what
41:27
we're going to do is we'll try and close the deal again.
41:29
So OK, now that we have been talking like this and it looks
41:31
like the 75 M is a good is a good something.
41:36
So is there any other issue that is stopping you from buying
41:39
today? If they say no, you direct the
41:42
process. OK, So boss, in that case to
41:44
reserve this thing, we just need 30% deposit.
41:47
So if you can transfer 22.8, that's all.
41:51
But of course you go and look at the contract first, Abby, they
41:55
all say of course. Now who wants to pay something
41:57
without looking at contracts? No problem, follow me.
42:00
OK, I have the contract, he's in my car.
42:02
Let me give you physical copy. Now today's Friday, if you use
42:05
Saturday and Sunday and look at it, Shaby's OK.
42:08
And that's OK. So we can meet again Monday.
42:10
So I know Monday I'm going to Badon.
42:11
OK, no problem. When I'm coming back, I'm coming
42:13
back Wednesday. OK, good.
42:14
Fantastic. So I can come to your own office
42:17
by Wednesday, like around 10 AM, is that OK?
42:20
Yes, 10 AM. OK, good.
42:21
So OK, here's the contract. So we're agreeing that next
42:24
Wednesday I'll come to your office to pick up the signed
42:27
copy. Abby saying if I don't see any
42:29
problem, we need TS to pick up the signed copies.
42:31
OK, no problem, Sir. So bro, save Johnny.
42:34
So we go see now that's how you do it.
42:39
You secured an advancement. Here's the contract.
42:41
When you come back from the banner or showboat, we'll meet
42:44
in your office. While meeting your office, my
42:46
understanding is that I'm picking off signed copy.
42:48
Of course, my implication if I'm picking off signed copy, it
42:50
means that the next thing is we're talking about when am I
42:53
receiving 22.8 so I can reserve the truck.
42:56
So anyway, that's how you do it. I have to run off for another
43:01
meeting unfortunately. So let's see.
43:06
Anyway, I can't remember what the next question is supposed to
43:10
be, but hopefully I'm going to keep it at practical and
43:13
tactical like today's episode. So if you're listening for the
43:15
first time, please subscribe because this is the only
43:18
Nigerian podcast where you're going to talk about sales or
43:21
marketing or things like that in this level of granular details.
43:26
I'm not here to motivate you. I'm not here to say aspire to
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refire so that you can acquire what you desire and aim, hire
43:32
and refire. You know, no, I'm not here to
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motivate you. I'm here to solve some problems.
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You're facing a concrete problem in your business.
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Let's solve this problem in your business.
43:41
So if you want this level of attention, this level of detail,
43:45
then just call, send me a text message or a WhatsApp message on
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08064662140. Even if you just want to reach
43:53
out just to say, oh boy, I appreciate you.
43:55
Keep up the good job. Those kind of phone calls, I
43:58
love it too. So yeah, you can just call me
44:00
and say, oh boy, keep up the good work.
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So that's it. And that's all for today.
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I will catch you all some other time.