Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Sales is a System, Not a Personality Trait

Transcript

Sales is a System, Not a Personality Trait · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the podcast.
0:03
Apologies before we begin because today's episode is going
0:06
to be a noisy episode and that's because the kids are preparing
0:10
for inter house sports. I had to drop the kids off at
0:13
school and I didn't think it made sense.
0:15
Let me just, you know, drop them, go back home and then come
0:18
back again in a couple of hours. So I'm going to just stay here
0:20
in the parking lot and see how much work I can get done.
0:24
So you're going to hear some seniors, you know, grunting and
0:26
shouting because they're playing basketball.
0:29
You hear some little kids marching and then, you know, on
0:32
and on. And then, of course, you know,
0:34
in Abuja, construction sites everywhere.
0:36
So yeah, yeah. Laborers in the background,
0:39
trucks driving by, you know, stuff like that.
0:41
So apologies, today is going to be a noisy episode.
0:45
Now we're not here today to talk about my kids and my personal
0:50
issues, but rather what I want us to explore today on the
0:53
podcast is something that I recorded.
0:56
Maybe a week. Back and and that was why sales
0:59
is like chess and not toasting. So I repeat why sales is like
1:05
chess and not toasting. And that's because I wrote a
1:08
LinkedIn article maybe a week ago or however long, and that
1:12
was what I was trying to explore in that particular LinkedIn post
1:19
to show that this Nigeria thing that we have going on where we
1:22
think sales is about toasting. You know, you're a fine boy,
1:24
you're a fine girl, you'll put together a packaging is all
1:26
right, you know, you're smooth, delivery is on point.
1:29
You know, so long as you have all of that going on, then you
1:31
should be good at sales. So I'm just trying to say that
1:34
look, you know, like toasting day, you know, like if you're a
1:39
fine boy, you're a fine girl, you're well put together, you
1:41
know, packaging on points, you know, branding, positioning, you
1:44
know, all of those things. I'm not going to say it won't
1:46
help you, you know, but think of sales more like chess.
1:51
So that was the whole point of the post.
1:54
But then when I wrote the post on LinkedIn, what I now did was
1:58
I came over here and I read out the I read out the post over
2:03
here on the podcast. And after listening back, I was
2:07
like, Hey, you know, that is not to make sense because writing
2:10
something is not the same thing as, you know, recording
2:12
something for for audio. So today I'm just going to go
2:17
over the piece that I wrote back then and try and explain things
2:21
a little bit more detail. Because I won't be surprised if
2:23
there are some of you who listened to that 2-3 minute
2:27
recording on why sales is like chess.
2:29
Not just toasting and you kind of got the the spirit of it, but
2:35
you are left wanting a little bit more.
2:39
So for those of you. Who are new to the podcast?
2:41
My name is Pavi Shima Ayede. I'm the host of the podcast,
2:45
been doing this for almost 6 years now.
2:48
I'm a former lawyer turned business consultant and I always
2:52
try to solve business problems from a sales and business
2:54
development perspective because that is my area of specialty.
2:59
Just in case that any of you reach out to me and then you
3:02
have problems that have to do with personal finance or
3:05
business management or things like that.
3:07
You know, those are all business problems that I can solve.
3:10
But if I can look at it from a sales and business development
3:13
perspective, then yeah, very good.
3:15
I'll see how I can help sort you out.
3:19
Now, if you love these sorts of things, how do you sell?
3:22
How do you grow your revenues? How do you build your business?
3:24
How do you get more effective in having customer conversations?
3:27
How do you have effective proposals, effective
3:29
negotiations? You're interested in all these
3:32
sorts of things then. So excuse me, you know how my
3:35
time here. So I'm have a bit of a cold.
3:39
So yeah, if you're interested in these sorts of things, then
3:41
subscribe to the podcast on Spotify, on Apple iTunes, on
3:45
YouTube or wherever you listen to audio content so that you
3:49
have all of this business goodness over here on the
3:52
podcast that we do almost every day and that we've been doing
3:55
for the last five and a half, six years.
3:59
Then if you would love to connect with me because you have
4:01
questions, you have comments, you have queries, or you want us
4:03
to collaborate on one or two things, then you can call, send
4:07
me a text message via WhatsApp message on 08064662140.
4:18
So call, send me a text message, send me a WhatsApp message.
4:21
And yes, it will be me on the other end of the line because
4:24
people reach out and then when we talk, they're like.
4:27
Oh, OK, it actually is you. Yes, it is me.
4:30
For now. When I become a big boy, it'll
4:32
be APA, but for now it's me on the phone.
4:37
Oh sorry, excuse me. All right so now why sales is
4:39
like chess and not toasting. All right so in the article.
4:45
OK, well first of all I wrote the article on the Saturday
4:46
morning and of course in my own house Saturday morning is for
4:50
Akara for breakfast. Now, the reason why is because
4:54
back when my kiddos were little, when they were very, very small,
4:57
because in the 1st house we lived in zone 7 then from OK,
5:02
well, first of all, I think we lived in zone 4 first of all,
5:05
but then me and wifey, you know, we didn't have kids then.
5:07
Then zone 7, that's when the first one was born and then APO.
5:12
And then you know, but for some reason, the kiddies always had
5:15
this thing going on. The want a Cara, the want a
5:18
Cara. But the places where we lived, a
5:20
Cara was hard to come by. Then we moved to this new place
5:25
and yes, this is the new place I keep, you know, complaining
5:28
about that Nepal showing or shaky and, you know, generator
5:30
noise. And people have different kind
5:32
of pets, you know, Peacocks, dogs the size of wolves.
5:37
It's rumored that somebody has a snake.
5:39
And yeah, so this same estate where I live right now.
5:42
Now. But the good thing about this
5:44
estate, even though all these issues are there, the good thing
5:48
about this estate is that we have.
5:49
Like 3 Akara locations. One of those Akara locations is
5:54
even like a morning and night thing.
5:57
As in, in the morning is one woman who comes.
5:59
And at night is another woman who comes.
6:01
So in other words, this new estate where I'm living right
6:06
now, a Cara galore. As in a Cara everywhere.
6:09
So a Cara is not a problem. So because of that, now we'll be
6:12
in a Cara for breakfast every single Sunday.
6:14
I say Sunday, Saturday. So I went out to go and buy a
6:19
Cara now and then while the guy was processing my order.
6:23
I know when I reprocess my order in the article, some of you must
6:26
have thought he's in a Cara. You know this guy, You're being
6:29
too fancy. But forget, I'm not being fancy.
6:31
There is one guy, all I put it now, I don't understand somehow.
6:37
Anyway, there is one guy, Sha. He and his wives.
6:41
They run one of the Akai joints and that guy seems to be very
6:47
popular, very popular. So if you don't go there early
6:50
or more, you will see Q as you have to queue.
6:53
But that's where the good Akai is.
6:55
So that's what I meant. Why I process my order because
6:58
it's a whole thing, collection money, join the queue, sit down,
7:02
you know blah blah blah. So why the game?
7:06
Why the guy was processing my order now?
7:08
Because I like to buy like if there's money I like to buy like
7:13
you know, 5-6 K because they shouldn't eat lots of a car.
7:16
And then of course I'm a big eater as well.
7:18
But if at times I had, you know, I buy maybe like 2K2K a car.
7:24
So as a guy, I was processing the order.
7:28
Now I just pulled off my phone and started playing chess
7:31
because I always wanted to play chess as a kid.
7:34
And I thought that chess was for, for, you know, people in
7:38
notebook, you know, smart guys. But for me, I struggled a little
7:42
bit in school in the early years was not until I think that kind
7:47
of like primary 4, primary five. I just came second in class.
7:52
And then, you know, people like, ha, ha, where'd this guy come
7:55
from? And you know, my, one of my
7:58
teachers, what she said, he's a flash in the pan or something.
8:01
I can't remember anyway, but, and that's where my life changed
8:04
because before then I was just a regular kid.
8:06
You know, they're calling results like, I'll go about my
8:09
business because, you know, I'm not supposed to be on the, on
8:11
the leaderboard or anything. Then one day I came second and
8:15
then people knew my name. All of a sudden.
8:18
And I guess since then, people now thought of me as a kind of a
8:22
smart kid. So as per smart kid, consigned
8:27
now. So OK, now I'm a smart kid.
8:28
I guess I should be playing chess.
8:30
But I didn't grow up in the chess neighborhood.
8:32
And you know, pops, he didn't play chess.
8:35
What else? So anyway, I used to watch all
8:37
the smart kids or the smarter kids playing chess.
8:40
And I always wanted to play chess but never did because I
8:43
didn't think I was smart enough. But then eventually I go into
8:46
university. I said what?
8:48
Now it's time to start. So I started fooling around with
8:51
a couple of guys. I found some reading material
8:54
and then of course you know how these things are now when you
8:56
start, you know people as in flog the hell out of you, which
9:01
is normal when you're starting anything in the beginning don't
9:04
expect. To be perfect.
9:06
In fact, that's a very good corollary when it comes to
9:08
sales. Some of you start and they say
9:10
our sales is difficult and like, of course it is like you're
9:14
brand new, you don't know anything.
9:17
You don't know the lay of the land.
9:18
You know what, you don't know what's going on, you don't know
9:21
the strategies, you don't know the tips you don't need, you
9:23
don't know the tactics, you don't know the techniques.
9:25
Of course this thing is going to be hard.
9:27
So coming into chess, people whooped my you understand, whoop
9:32
me well serious beat him as in absolute nomination like I was a
9:38
fish while he's back then in above me at Wallowa University.
9:42
That's what I used to call them. If you're playing chess with
9:44
somebody and you're just killing the person anyhow, so shut up,
9:47
you're my fish. Keep quiet there, you know so
9:50
well anyway, don't mind me, That's just trash talk.
9:52
You know, some games have trash talk associated with them.
9:56
Excuse me. And like, now that my kids have
9:58
started playing. What was it called?
10:01
PlayStation and all that? I can see that the trash talking
10:04
culture is still there. So I guess boys would be the
10:06
boys, you know, they'll always be trash talk so.
10:12
Anyway, how did I get here? Look at me, I'm now telling my
10:15
life story. So anyway, so I was sitting at
10:19
the car guy now. So I pulled up my phone and
10:21
started playing chess because after a while somebody told me
10:25
that, you know, guy, you have some small talent, you're
10:27
supposed to be going fast. How will I go far?
10:29
I don't have time to play. And the person said, have you
10:31
heard of Lee Chess? I said, which one is Lee Chess?
10:34
He says it's an app downloaded onto my phone.
10:37
And since then I've been making serious progress because on Lee
10:40
Chess you have access to millions of chess players over
10:43
the world. And when I say millions, I mean
10:46
millions with a capital M, You can play chess anytime.
10:52
If you wake up at 2:38 in the morning, you just remove the
10:56
mocha from your eye, rinse, rinse your mouth, or pick up
11:01
your phone. There's somebody who is willing
11:03
and able to play chess with you at 2:38 AM anytime you want to
11:08
play chess. So it's a wonderful chess
11:10
community. So excuse me.
11:13
So anyway, so since I've been on this app now, my chess has been
11:17
improving, has been improving, and I have grown from strength
11:21
to strength to strength. Because I'm playing, because I'm
11:24
practicing, because I'm applying.
11:25
And then of course, there's corollaries in chess as well.
11:28
Some of you wonder why you're not making progress in your
11:31
selling career or making progress in your business.
11:33
Are you playing? Are you applying?
11:36
Are you practicing? Have you been talking to people?
11:38
Have you been going out or do you call your friends and say,
11:41
what's up, let's do small role play?
11:43
Or you call somebody and say, I beg, I'm having this problem.
11:46
Every time I call these kinds of customers and I'm trying to
11:49
close the deal, they say this. What do you say in return?
11:52
How do you rescue this kind of deal?
11:55
You know, stuff like that. These are the reasons why you're
12:00
not improving. So for me, I got access to
12:03
leeches and my game started to blow up.
12:06
I started to become a bad guy. Now I'm confident now I know
12:10
that no matter I don't care, no matter who you are, Let's let's
12:13
sit on the table. Let me let me feel your hand
12:15
first. Let me feel you.
12:17
Eventually I would dominate you. You would be my fish.
12:21
I will eat you. Facts.
12:26
The fact there's one podcast listener who let me not call him
12:30
by his your name. Let me preserve your dignity.
12:33
So you listen to that episode. And so I was like, oh, you play
12:35
chess. The guy sent me.
12:38
He sent me a game request. I told him I was kind of busy,
12:41
but you know, let's play later. So later on he sent me one
12:43
minute. That's how we played.
12:46
The guy brushed me and said no problem, we played again.
12:49
I managed to hold the guy but he brushed me.
12:51
We played the third time I managed to hold the guy but he
12:55
brushed me again. So that's how also in one moment
13:03
a call is coming in. I can't ignore this one.
13:07
So hold on guys, let me just pause this recording now and
13:10
then I'll continue with this episode that I had with this
13:14
guy. I'll finish it.
13:16
Just hold on, let me pause first.
13:17
I'll come back. I'm using my phone for this
13:19
recording. That's why.
13:21
OK, I'm sorry about that. It was a phone call that came in
13:26
some domestic issues that I needed to attend to because, you
13:29
know, like I said, I'm in the car lot at the kids school and
13:32
then some stuff that needed to be that I had to attend to our
13:36
home with some workmen. So, yeah, before I left, I think
13:40
I was talking to you about how this guy, the podcast listener,
13:44
now, when he discovered that I play chess, he sent me a link.
13:48
We decided to play a couple of games.
13:49
The guy trashed me. The first one I held on, the
13:51
second one, the third one I held on.
13:54
So I was not able to make a promise to that guy.
13:58
I'm not using his real name because I want to preserve his,
14:01
preserve his dignity. But if you're listening to this
14:03
podcast and you suspect it is you, then yes.
14:05
And one nice talking to you yes. So I told him that no problem,
14:11
you beat me, no problem. I accept, I accept.
14:14
But from what I'm seeing, by December of 2026, I will be
14:19
brushing you confirm you won't be able to win me at all.
14:23
Now, the reason why I can say that with confidence is because
14:30
I've been playing the game. I've downloaded the lead shares
14:33
app. I've been paying attention to
14:35
the fundamentals. I have a training regime and
14:38
regimen and I play, you know, every other day, you know, at
14:41
least once a week, you know, I will play.
14:44
So these are the things that is giving me mouth to be talking
14:50
the way that I'm talking, that by December of 2026, this guy
14:54
will be my fish. So what was I?
14:59
How did I get here anyway, I think you guys get the point of
15:04
what it is that I'm trying to say when I say sales is like
15:06
chess. It's not just like toasting.
15:09
So for chess, you can buy the most expensive board because
15:12
there are people who do that. There's some people that when
15:14
you look at their board, Immaculate.
15:16
Have you guys seen a beautiful marble chess board?
15:20
There's one board that I even saw that was made of glass
15:23
glass. And then the way that they did
15:25
it was that they, they, is it engraving?
15:30
I'll be scratching the parts that are supposed to be the
15:32
black squares. They did cross hatch, cross
15:36
hatch scratching. For those of you who studied
15:39
Fine Arts, you know what I mean. Cross hatch.
15:40
That's when you scratch diagonal to the left, diagonal to the
15:44
right, then up and then down. So when you get it right is a
15:47
very beautiful technique. And this thing was pure glass.
15:50
The pieces were wonderful. So the people that invest all
15:55
this money in wonderful boards, ornate boards made of marble,
16:01
made of wood, made of glass, made of steel, made of, I've
16:07
even seen, what do you call this in clay made of clay?
16:11
But then by the time you handle them on the chess board,
16:13
nothing, they don't know nothing.
16:17
It's the same thing. You've not been paying attention
16:20
to the fundamentals. If you've not been practicing,
16:23
you've not been putting your eye on the game.
16:24
You will not improve. There's not about you're
16:28
toasting, it's not about your packaging, it's not about your
16:30
positioning, it's not about your, you know, some of those
16:33
things look good, but the things that will help you move forward
16:37
are the fundamentals. So I head back to the Akara guy
16:42
now. So I pulled up my phone now and
16:44
I started playing chess because I've been experimenting with
16:47
king pawn opening and queen pawn openings.
16:50
Now those of you who don't play chess, I know who sound somehow,
16:52
but for those who play chess you understand what I'm saying
16:55
because earlier on when I started playing chess, there are
16:58
two main, how will I say now 2 main strategies or two main
17:04
philosophies when it comes to chess.
17:06
There are classical chess openings and then there are
17:08
hyper modern chess openings. Now the classical chess opening
17:11
is where you try and command the game using the centre.
17:16
When I started learning how to play chess, the boys who are
17:18
teaching me, that's what they were teaching me.
17:20
But for me, I found out mentally exhausting because people were
17:24
always always, always always whooping, as in like severe
17:29
brushing. So for a long time I had PTSD,
17:34
post traumatic PTSD, post traumatic something disorder.
17:39
Anytime I see somebody doing a classical opening, I begin to
17:42
shake, I begin to palpitate, I start sweating, I say hey again.
17:47
So later on, a friend of mine gave me some reading material
17:51
and then that's when I was exposed to hyper modern
17:53
openings. Now hyper modern openings are
17:55
where you try and control the game, but you're using the
17:58
flank, you're coming from the side.
18:00
Now when I saw all these ones, I was like, I don't always have to
18:04
be direct in the centre. I can call from the side and be
18:07
trying one or two things. And I fell in love with it.
18:10
And since then that's all I've been doing, Hyper modern
18:13
openings always. I always feel I kept all my
18:16
bishops, always, always. It's a lazy way to play.
18:20
I understand. But, you know, that's just my
18:22
own level of comfort. I found something that worked
18:24
for me. But then, you know, once in a
18:30
while my children ought to play chess.
18:31
And I said Tarishma is not good. I can't be teaching my children
18:36
how to play. And then, you know, do head into
18:38
the world and on the chess board, they are crippled.
18:40
They only know how to play one way.
18:41
So it's OK. Let me go back and Start
18:42
learning this classical chess openings.
18:48
And an amazing thing happened. As I started playing this
18:52
classical chess openings, I saw that my hand is now strong.
18:55
I said, yeah, what did happen? He said this is something that I
18:59
explained to my son and I tried to explain to other people that
19:03
when you're trapped, when you're doing things in a system and you
19:08
learn things one way, sometimes you pick up some skills that
19:11
translate into other areas. Like my son wants to play
19:15
football and he's trying. But when he was younger, I told
19:19
him, OK, no problem. You want to play football, no
19:21
problem. You're not as good as first
19:22
level, No problem. In the meantime, I used to play
19:26
badminton. I used to play badminton.
19:29
My father played squash. What else?
19:32
You know, I hung out with some kids, used to play tennis.
19:35
So racket games, I know racket games.
19:36
So I told him no problem more they play badminton, let's be
19:40
playing badminton. And you say badminton is not
19:41
football. I say yes, badminton is not
19:43
football. But The thing is when you play
19:45
badminton or any other game, you get good at hand eye
19:48
coordination and you boost your stamina and boosted stamina and
19:52
hand eye coordination helps you on the pitch.
19:55
Of course, when he was small, he didn't listen.
19:56
I mean, how do you explain all these big, big grammar to, you
19:59
know, a four year old, 5 year old boy at the time, you know,
20:03
345, that's how old he was who just wants to play football.
20:07
But eventually. My son saw what I'm saying and
20:11
his game started to improve and he was shocked, I said.
20:13
I told you there's a correlation.
20:16
There is a. Correlation, very big
20:21
correlation. That is the reason why Usain
20:24
Bolt, when Usain Bolt finished his running career and started
20:27
playing football, people were surprised.
20:28
I say why are you surprised? There's a correlation.
20:31
If you've been a top tier athlete, conditioning is on
20:34
form, hand eye coordination is on form.
20:37
You've been doing this thing at an Olympic level.
20:40
To transition into football won't be that hard.
20:44
It'll be hard for ordinary people like me who have been
20:47
eating fufu and a bar for the last two decades.
20:49
But for somebody like Hussein Bolt, to transition from track
20:52
and field to football is not hard because there's some
20:55
transferable skills that go along the way.
21:00
And so for me too, it helped the fact that I've been playing
21:04
hyper modern openings. I was learning from the matters
21:07
of chess that came in, that that came in handy and tactics that
21:10
came in handy. So that when it was now time for
21:12
me to start playing classical openings, I was, I was standing,
21:18
I was OK. I was not a dawn, but I was, I
21:22
was OK. It was not like before that if
21:23
somebody opens from the center, I'll begin to shake.
21:26
No, now I can take you. I will take you no matter who
21:32
you are. Well, let me stop boasting
21:34
before another person sends me a a request.
21:37
And then, then person will now flog ME100 and then start
21:42
calling me fish. So yeah, I put out my game, my
21:47
phone to start playing chess because I was practicing king
21:50
and queen porn openings and I I was playing, I was playing
21:54
blitz, you know, sharp, sharp, sharp games, you know, quick,
21:57
quick. One minute, 2 minutes, 3
21:59
minutes. So sometimes when I want to
22:02
practice, that's what I do. I just play sharp, sharp game.
22:05
You know, maybe you go for a wedding, the couple, bride and
22:10
groom, they're wasting time, you know, nothing to do.
22:12
Don't bring out your phone. I don't be playing game.
22:14
Sharp, sharp, back, back, back, back, back.
22:17
Now, for people who don't play chess, when they see me pushing
22:20
buttons like that, the thing looks frank, frantic.
22:23
Those are calm down now. Like, why are you moving like
22:25
this? Calm down.
22:26
Think, you know, is it not chess?
22:27
You know? Yeah, actually it's chess.
22:29
And I know it looks like when I'm playing like that, it looks
22:31
like what I'm doing is random, but actually it's not random.
22:36
And now that my kids are a little older and, you know, they
22:39
started learning one or two things as I'm just, you know,
22:42
tanning as I'm moving. Even they they can see as the
22:48
game is unfolding. In fact, sometimes there's some
22:50
things I don't see that my son be like that, that over here,
22:53
over here, over here, because they're beginning to read the
22:55
floor of the game. To those of you who don't play,
22:59
it will look as if we're playing draft just in pass, pass, pass.
23:03
But actually we see the larger picture because you understand
23:06
the fundamentals. We know what it is that is going
23:08
on. So I can make bold judgments.
23:11
I can make snap judgments because I understand a couple of
23:13
things. I understand the principles of
23:15
the game. I understand the rules of the
23:17
game. I understand the strategy.
23:19
Remember, I'm talking to you guys about hyper modern and
23:22
classical openings and all these things.
23:24
And then I understand the context of the game.
23:26
I know how the game shifts, how the contact shifts, you know,
23:29
with different moves. I understand.
23:32
So when people see me on stage or when they hear me on the
23:35
phone and I'm talking with somebody and they're like, oh
23:37
boy, I wish I had your confidence.
23:38
No, it's not confidence. I wasn't born with this thing.
23:44
It's not practicing. That's the reason why if I'm on
23:47
the phone call with a client, I can make some snap, snap
23:49
judgment, quick judgment. I know when to lean back on
23:52
somebody or when to double down on another person, or when to
23:57
just fashion somebody altogether like this, this, this thing
24:02
won't close. I can make these judgments
24:06
because I understand the principles, I understand the
24:08
strategy, I understand the concept, the context.
24:13
This is what we should be aspiring for in whatever
24:16
endeavour it is that we have in life.
24:18
So right now, if you're like me and you're trying to improve
24:20
your chess game, these are the things you should be aiming for.
24:23
If you're trying to improve your business game, it's the same
24:25
thing, which is the reason why I tell you people repeatedly, stop
24:29
listening, stop paying attention to people and stop watching
24:32
podcast influencers and TikTok influencers and all who keep
24:36
telling you, who keep telling you that these are the top three
24:38
tactics. These are the top three ticks,
24:41
the 55, five wonderful strategies to double your
24:50
business in 2026. Like, stop it.
24:53
Only listen to people who have a system, who employ a system,
24:59
because somebody who is trying to use a system from beginning
25:04
to end has to teach you principles, has to teach you
25:07
strategy, has to teach you tactics, has to teach you
25:11
theory. That applies all through from
25:13
beginning to end, that works in different kinds of scenarios.
25:19
Stop following people that are teaching you quick tips, quick
25:23
tricks, quick tactics. You don't have to listen to me,
25:26
but whoever it is I listen to follow somebody, please, who is
25:30
teaching you a system, a system of how to sell.
25:38
So the fact that I understand what's going on, that I know the
25:45
principles, I know the strategy, I know the context.
25:47
It doesn't mean that I don't get punished because remember what I
25:50
said? This guy that sent me an invite
25:53
and I played three games with him.
25:55
Remember he brushed ME30 but because I saw his hand, I knew
26:01
that I would beat him. Later on, the guy sent me
26:06
another invite that we should play again.
26:11
Of course, I was busy at the time because we're getting ready
26:13
to start this training that is going to start on Monday is on
26:19
how to teach people to teach people how to sell over the
26:22
phone. This is the first training that
26:23
we have for 2026. So I was busy talking to people
26:27
who want to be a part of that program.
26:29
So I told you no problem, I'm kind of busy now, but just give
26:33
me give me a while and I'm coming.
26:36
You play 1 sharp 10 minutes. So the guy sent the link.
26:44
We played 10 minutes. The guy brushed me, no problem.
26:47
I accept. He brushed me, I said but no
26:50
problem. I told him bro I'm seeing you,
26:53
you won, but I'm seeing you, I feel you, I'm seeing your hand.
26:57
I said before December I will beat you woefully.
27:01
December 2026, you guys are not be like that now myself, I'll be
27:03
practicing. I said no problem, no problem,
27:07
no more problem. More they relate.
27:08
Let's continue. Although I told him that look,
27:11
because you've trashed me now, it doesn't mean that you know
27:13
see finish. You now respect me as a sales
27:15
coach. The guys say no, nobody like
27:18
that because I won't like at some point.
27:20
I was wondering establishment is this wise should be playing with
27:24
potential clients like this and potential clients are now are
27:27
now trashing up and down. You need to to see finish
27:33
anyway. So we agreed that we're going to
27:35
play the next day and then my kids wanted to cut their hair so
27:43
that they can look fresh for school.
27:45
So when we're in the Barber salon now, that's when the guy
27:47
sent me another link. I told you, no problem.
27:49
I accepted the link and then we started playing or more.
27:52
It was heavenly, I say, the way that I destroyed this *** Oh, I
28:00
was impressed with myself. I was impressed with myself and
28:06
my two children too, because they finished cutting their
28:07
hair. This was the 10 minute game.
28:10
Even the guy who was babbing her hair, he looked at me and said,
28:12
OK, I'd be like, say you mean this guy.
28:14
I say yes, I mean this guy. And the Bible was like, the guy,
28:18
don't guide you, do the talk, Abby.
28:20
I say yes, the guy, they run him out anyhow.
28:23
I say I must end this guy today. I must finish his destiny.
28:28
That's all. Other people in the babies alone
28:30
were laughing. At some point.
28:33
The guy sent me a message. They said, bro, this is your
28:37
moves. I said what happened?
28:38
What's wrong with my moves? I don't understand them.
28:41
I don't understand them. They're just too good in my
28:45
mind. I'm saying of course they are
28:46
good. Nobody me tell you.
28:50
I say before December of 2026, you will be my fish.
28:54
I will beat you severely. So that's how I ended that game
28:59
now. And I trashed the guy.
29:01
Well, I ended his destiny, his whole lineage.
29:05
I clean everybody. The guy was in shock.
29:10
He said he underestimated me. I said it's OK, I understand.
29:14
He said we'll play a game, no problem.
29:15
We played again after that. We played three Termini games
29:19
and I only won one then. Now the guy won two.
29:23
But you can see the progress that is going on.
29:26
In the beginning, what happened? The guy trashed ME30 After that
29:32
we played another one, Terminus. What happened?
29:35
The guy ended my career no problem.
29:37
After that we played. What happened?
29:40
I ended his whole lineage. After that we played, I won one
29:44
again 1-2. Can you guys see that?
29:47
Honestly speaking, by the time it is December of 2026, oh by
29:53
the time I finished him in December, he will never play
29:56
chess again. Yes, I'm saying it with my full
30:00
chest. Please, those of you who are
30:02
listening for the first time, I'm not a violent person, this
30:05
is just trash talk. When we play chess is normal or
30:07
when we play PlayStation and order is just normal.
30:10
This is how boys talk. It's not as if anything serious
30:13
or don't wanna report me to Spotify that somebody's
30:16
advocating violence. I'm not advocating violence at
30:19
all, at all, at all. So what I'm trying to say is
30:22
that because you understand the principles, you understand the
30:25
strategy, you get the context. It does not mean that you will
30:28
not get punished. There are times that people
30:30
punish you. Like I told you the first time
30:33
the guy beats ME30 needs 30 clean.
30:39
The same thing will happen in sales.
30:41
You enter into some selling situations that by the time you
30:43
finish, you say what happened now like maybe this like was
30:49
what's going on. I thought I was a bad guy.
30:52
I thought I was a dawn that why am I here?
30:54
How did I lose that deal? These things will happen.
30:57
It is normal. It is normal.
30:59
Don't don't let it disturb you. It's normal.
31:02
When I was growing up, people used to say every day for the
31:04
tea, one day for the owner is normal.
31:08
So in chess, it's not every day that you know you, you'll be
31:12
chopping fish. One day you are the fish is
31:14
normal. One day you're the person eating
31:18
fish, the next day you are the fish.
31:20
That's just life, ups and downs. You don't let it get to you.
31:24
Well, sure. The main thing that I want to
31:26
say is that this whole thing of toasting, when you're being
31:28
slick, when you're smooth, when you have compelling lines, when
31:31
your packaging is on point, you're a fine boy.
31:34
You're a fine girl. You went to school abroad, you
31:36
know everything. You know, giving yourself an
31:39
aura of success, branding yourself in one way, positioning
31:42
yourself, all these things help. They really, really help.
31:44
And if you can't do that, by all means do it.
31:47
If you're a fine girl, yellow skin, American accent, you know,
31:50
by all means play that up. Don't turn it down.
31:53
If you're fine, you're fine. Same thing, if you're a fine
31:55
boy, you're a fine boy. If your father is a minister,
31:59
he's a minister. And what you do, you disown your
32:01
father. Anything, any branding, any
32:06
packaging, any whatever, anything that just like, you
32:10
know, if you are born with it, you are born with it.
32:12
If he's there, is there, Take advantage of it, but just know
32:15
that it is not the full picture. You can't say you will package
32:18
your way to success when it comes to sales.
32:20
You can't say you will brand your way to success in sales.
32:24
You can't say you will position your way to success when it
32:27
comes to sales. Because sales is a system.
32:29
It's just like chess. Sales is like Scrabble.
32:33
Scale sales is like football. There's no magic trick.
32:37
You either have the talent or you don't.
32:39
You understand the system or you don't.
32:41
You have a good coach or you don't.
32:43
You will work together as a team or you don't.
32:46
There are different elements that you have to move around to
32:48
get this thing to work. That is sales.
32:50
So I am using the analogy of chess because chess is currently
32:54
what I'm doing. I'm trying to get better in
32:56
chess. If you play Scrabble, it's the
32:58
same thing. All these things that I'm
32:59
talking about, you know that these dynamics are available in
33:02
Scrabble as well. If you play football, the same
33:05
thing. Table tennis, any which one
33:07
sales is a system. Sales is like table tennis to
33:10
win consistently, ignore the vibes and master the mechanics,
33:14
master the fundamentals. So with table tennis, it doesn't
33:18
matter if you go and get the best shoe, go and get the best
33:20
trouser, go and get the best table.
33:23
Is it your next? I can't remember those those
33:25
people that manufacture table tennis equipment because there's
33:29
some people that want to see them when they step on the
33:31
court. Deadly, deadly.
33:36
There are some people when you handle the table tennis, what's
33:42
it called? Bat.
33:43
When you handle the bat, lightweight, very smooth.
33:46
When you feel the pad, it feels like it's from heaven.
33:50
By the time you do, by the time you spin using it, because
33:54
spinning is a technique in table tennis.
33:56
That's when you get the ball to rotate.
33:58
You know, either you know top spin because you want it to move
34:02
quick or you do bottom spin because you want to slow down
34:04
the ball. By the time you spin with it,
34:06
the ball will just the table tennis ball will answer you one
34:10
time. So there's some people that come
34:12
with this beautiful equipment, but then by the time they step
34:16
to the table, rubbish, absolute rubbish.
34:22
Packaging is good. If you can package, please go
34:25
ahead, but just remember sales is a system, Table tennis is a
34:30
system. Master the fundamentals, master
34:34
the mechanics, learn the fundamentals, understand the why
34:38
behind every single move you do. Start trying to do these things.
34:42
You will get better. Get your reps in.
34:44
Reps just means reputation. That's for those of us who you
34:47
know used to go to gym back in the day.
34:49
Reps means reputations. Do your reputations is not by
34:53
thinking that you will get better, it is by playing.
34:55
The more repetitions you make, the better.
34:58
I'm getting becoming a better podcaster and a better
35:00
broadcaster because I'm staying in the podcast and the
35:03
broadcasting game and I'm getting better as a salesperson
35:07
because I'm selling more. I've been exposed to different
35:12
kinds of clients. I'm being exposed to different
35:14
kinds of selling situations and that's why I'm getting better
35:16
and better. Get your reps in.
35:19
It's not just be listening to podcasts all the time.
35:22
If you've been listening to my podcast episodes, you've
35:25
listened to all 1000 episodes, but you haven't tried selling
35:27
anything. You're not helping yourself.
35:29
In fact, if that's the case, stop listening to my podcast
35:32
today. The ones that you've listened to
35:33
before, go and try and do something, OK?
35:36
Tavi Sharma spoke about this. He spoke about this, he spoke
35:38
about this. Let me try it.
35:40
Go and try something. Then as you're out in the field,
35:45
as you're talking to people, you'll be getting some kind
35:47
feedback. Some people will tell you're too
35:49
loud, some people tell you're too soft.
35:51
You notice that you're chasing some people away or you notice
35:54
that you close very well when you do some things.
35:56
You know what you do now is now take that feedback and
35:59
reiterate. Iteration does means you've
36:03
taken some new knowledge and you adapted your process, adapted
36:05
your process. The things that are that are not
36:07
working, stop doing them or learn how to do them better.
36:11
The things that are working, oh, by all means, double down on
36:14
them. When you go out into the field
36:18
and somebody beats you, whether in chess or whether in table
36:21
tennis or whether in sales, take that data, plug it back into
36:26
your system, and then go again. One thing I want you to know,
36:30
and that's the reason why I'm making today's podcast episode,
36:33
is this mastery is not natural. It is not natural and that's the
36:38
problem I have with all these packaging people.
36:40
The packaging people make it seem like it is natural.
36:43
They make it look as if, oh, I was born like this.
36:47
No, it's not natural. There's work behind it.
36:53
So if you're seeing me on the stage or you hear me right now,
36:55
or you see somebody first on the stage and say, hey, get down for
36:58
body, meaning he's just a natural.
37:00
No, it's not the case. Like say for instance, this guy,
37:03
what's name this guy that married new wife, what's his
37:05
name now? Is it basket case?
37:09
I think it's best a case. Bright, Bright, Bright or car
37:13
for Abby Bright. You know, the guy with the big
37:15
guys, the Mohawk and the big guys.
37:18
And the guy has married a new wife.
37:19
I don't know what's wrong with all these boys.
37:21
You make a bunch of money and then you're the wife of your
37:24
youth. She's not good enough again.
37:25
You now disown her. You now go and marry, marry a
37:28
brand new mother. So you see basket basket case,
37:33
you see him on stage, you see AY on stage.
37:35
You see all these people say I get out for body.
37:38
No, it's not a get out for body. They've been doing this since
37:40
they were in primary school. You crack one joke in some
37:43
primary school, people laugh. You're like, oh, I can make
37:45
people laugh. And then you keep trying to
37:47
improve your game again and again and again.
37:50
So when you see AY on stage, when you see basket case on
37:54
stage, when you see a poro and all these people on stage, you
37:59
know it's not a matter of you get out for bodies.
38:01
It started from primary school or for some people, not ritual.
38:07
They were not born comedians. I was not born playing chess.
38:11
I was not born public speaking. I was the quiet kid at the back
38:14
of the class. That was me until somehow I
38:18
became took second in primary 4, primary five.
38:21
I was just there minding my business whether I know the
38:23
answer or I didn't know the answer.
38:24
I used to raise up my hand because I realized that if you
38:27
don't raise up your hand, teacher will call you.
38:30
So I raised up my hand saying, oh, please, please, please don't
38:34
pick me. Don't pick me, don't pick me.
38:35
You know, But I was that guy, that quiet person at the back of
38:38
the class. I wasn't Born This Way.
38:42
I didn't start this way. I wasn't born a salesman.
38:45
I wasn't born a public speaker. I wasn't born a radio show host.
38:48
I wasn't, I was a shy kid. I just realized that, look, if I
38:53
want to do some things that some fundamentals that I need to
38:55
master. And then I started putting in
38:58
the repetitions. It's that simple.
39:01
I knew that I wanted to be a leader, so OK, we'll start
39:03
small. I think the first thing I did,
39:05
well, I think I joined a Press Club.
39:08
That was in Saint Gregory's College.
39:10
I think I joined Press Club. Then luckily for me, after that,
39:14
they made me deputy senior prefect.
39:15
That one I didn't have a choice, but you know, small, small,
39:19
small. OK, now I'm deputy senior
39:21
prefect. What the hell am I supposed to
39:22
do? How am I supposed to run in
39:23
school? I don't know, but OK, there must
39:26
be some fundamentals in place. Let me start doing some
39:29
research. Let me start trying to figure it
39:30
out. Let me start doing this small,
39:31
small, small. So that's it.
39:36
Sorry that kept you guys over 40 minutes, but that's just the
39:39
main thing that I wanted to pass across today.
39:42
So please, when it comes to sales, stop trying to toast your
39:45
way. Stop trying to package your way
39:47
to revenue success. If you have the packaging, it is
39:50
not a problem. Embrace the packaging.
39:53
Embrace the packaging. Embrace it.
39:59
So those of us who have fine bore yellow skin, you know,
40:02
embrace it. It's not if you can peel your
40:05
skin away, can you? So embrace it.
40:08
But just know that that's not the the main reason why you are
40:11
going to be successful at the end of the day.
40:13
It's not the toasting, it's not the packaging.
40:15
Learn the game, master the game, master the math.
40:20
Keep playing, keep practicing after a while.
40:24
The magic will follow and you start getting all those
40:27
compliments and then you start feeling sweet with yourself.
40:33
Please all you toast us. Stop trying to toast and stop
40:37
trying to package your way to success.
40:40
For those of you who want to get serious about sales and selling,
40:43
stop being seduced by these people who are toasting and
40:47
packaging their way. To success.
40:48
They will help you. This is the reason why they
40:51
won't help you. They'll teach you how to toast.
40:52
They'll teach you how to package.
40:53
But the problem is this. You package yourself well, but
40:57
then when it's time to be on the field, you will notice that you
40:59
are not delivering the results. And that is where you will start
41:04
getting a reputation as a charlatan.
41:05
And that is the reason why that is where you will fade.
41:09
And that is why these people fade.
41:10
Every two or three years, another one of them comes along.
41:13
But sure, they fade and then they go away.
41:15
And then some of us, you know, we're still here.
41:18
Like take America, for instance, Brian Tracy and the rest of
41:21
them, you know, people come, people go.
41:24
Brian Tracy still remains. People come.
41:25
People go. Tony Robbins still remains.
41:27
People come, people go. You know, you call the big
41:32
names. They're still there because for
41:34
them, there's a system that teaching you the system.
41:37
You learn the system, you master the system, the system gets
41:39
results. Somebody will come flash in the
41:41
pan, make a quick, you know, make some quick money, then the
41:43
person disappears. Anyway, I've made my point to
41:46
them not keep you guys here for an hour for sure.
41:48
That's just why sales is more like chess or table tennis or
41:51
football or Lawn Tennis or whatever it is that you play and
41:55
not just toasting. So I wanted to re record this
41:59
episode to give some more context in case some of you
42:02
listen to the 2-3 minute episode I didn't quite like.
42:05
Maybe you understood, but I didn't quite get what it is that
42:07
I was talking about. So that's it.
42:10
And that's all for today and thank you very much for
42:11
listening. If you haven't subscribed to the
42:13
podcast, subscribe on Spotify, Apple iTunes or whatever they
42:18
call it nowadays, YouTube, any podcast player of your choice so
42:24
they can have access to this business goodness every single
42:26
day. And then if you would like to
42:28
connect with me because you have a question, you have a comment,
42:31
you have a query, you want us to collaborate, or you just want to
42:34
say what's up to your boy, No problem.
42:36
Call, send me a text message. Send me a WhatsApp message on
42:40
08064662140. Thank you very much for your
42:47
time and attention. I will catch you all some other
42:49
time.