Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Revenue First: Prioritizing Sales Tasks and Handling Tough Questions

Transcript

Revenue First: Prioritizing Sales Tasks and Handling Tough Questions · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome. My name is Tavishima Aide.
• 0:04
  I solve sales and marketing challenges, and I'm making
• 0:07
  today's recording at home, so I expect to hear some noise in the
• 0:10
  background. Now, the goal of this podcast is
• 0:12
  business education. So by the time we're done, if
• 0:15
  you're impressed, please spread the words so that your friends
• 0:18
  and family members in Nigeria and abroad can benefit from the
• 0:21
  questions that we tackle. They can do that by subscribing
• 0:25
  on Spotify, YouTube, Apple, or any player of their choice.
• 0:30
  And if you'd love to connect with me, then call SMS or
• 0:33
  WhatsApp me on 08064662140. Now today on the podcast is
• 0:41
  going to be another meeting summary for Rudolph LC and
• 0:46
  Shell. And that's just for that, you
• 0:50
  know, in the future, you guys, Rudolph, LC, Shell, my 3
• 0:53
  Musketeers. I was just so you guys can refer
• 0:57
  back to these episodes. That's when our coaching
• 1:03
  engagement is over. At least these things appear
• 1:05
  readily available on the Internet.
• 1:06
  So you can refer to things that we discussed and just get a
• 1:10
  general refresher. Now for those of you of course,
• 1:13
  who are not a part of the session still, there might be
• 1:16
  some good tidbits here that you guys will be able to learn from.
• 1:21
  Now if you listened to the first session, you will know that for
• 1:25
  Rudolph, LC and Sheryl, we're currently trying to establish a
• 1:29
  number of habits that are going to get them very productive at
• 1:34
  their job, which is selling solar installations and all the
• 1:39
  other good stuff that you sell in the alternative energy space.
• 1:42
  So we're currently working on how we can we can get them to
• 1:45
  hit 10 net new calls every single day.
• 1:49
  Now when we say 10 net new calls, what we mean is you're
• 1:52
  talking to 10 people every day who are brand new fresh blood
• 1:57
  people you haven't spoken to before.
• 1:59
  Now the whole point of this exercise is this, if you're not
• 2:02
  making net new calls every day and you're not prospecting,
• 2:06
  you're not looking for new people to talk to, eventually
• 2:09
  you're going to run out. The reason why you run out of
• 2:12
  people to talk to is because you will close some deals and that
• 2:15
  is good because when deals close, money comes into our
• 2:18
  pocket, Commission enters into our bank account.
• 2:20
  So that's good. Then you will lose some deals.
• 2:24
  That one is just standard. Not everybody wants what you
• 2:27
  have. Not everybody needs what you
• 2:30
  have. Not everybody can afford what
• 2:32
  you have. Especially when what you're
• 2:33
  selling is complex and expensive solar installations, then
• 2:40
  unfortunately, unfortunately some people will fall through
• 2:43
  the cracks. The reason why that happens is
• 2:45
  because a lot of us don't have a good content.
• 2:49
  So no content contact management system, we're not using CRM,
• 2:55
  we're not using notifications on our phone book.
• 2:58
  So whether we like it or not, so long as you don't have these
• 3:01
  things in place, there are some people who might have been a
• 3:04
  good deal. You will forget.
• 3:06
  That person will fall through the cracks.
• 3:07
  You will now remember 4 weeks from now and you call the person
• 3:10
  and say, ah Madame Kimmy, blah blah blah blah.
• 3:13
  You say oh sorry, we already bought a solar installation from
• 3:15
  someone else. These things happen.
• 3:17
  The only way that you can avoid it is use the CRM, a customer
• 3:22
  relationship management tool, or you come up with your own
• 3:26
  individual contacts management process where you outline your
• 3:30
  process. You know, when I call somebody,
• 3:32
  this is the next step. This is how I store the number.
• 3:35
  This is how I follow through. This is how I get a reminder.
• 3:38
  But The thing is, it doesn't have to be fancy or complicated.
• 3:42
  For those of us who use Android phones, your Google Calendar is
• 3:45
  fine. You call the person today on the
• 3:47
  Monday, put the notes underneath the person's name.
• 3:51
  Then you go to Google Calendar and then you set a reminder for
• 3:54
  the next appointment. You just put it there in Google.
• 3:56
  You can even put the notes in Google Calendar.
• 3:59
  I called, but I'm coming today. We discussed about 10 kilowatts.
• 4:04
  She wants the, she wants the me to issue a code.
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  I can't issue a quote until I've spoken to facilities manager.
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  Then, you know, fix the next appointment for next week
• 4:18
  Friday, put it on Google Calendar.
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  The agenda is collect facility manager's phone number and then
• 4:23
  that's it. And then go about your business.
• 4:26
  And then you wake up on Friday, your phone will do zip, zip.
• 4:29
  You look at it and then you say, oh, I'm supposed to call Madam
• 4:31
  Cami and get facilities manager's phone number.
• 4:34
  So we get this thing moving. If you don't do things like
• 4:38
  this, some people will just fall through the cracks.
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  It is standard. And believe me, that one is
• 4:43
  painful. It always, always pains me to
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  call somebody and they say, oh, you know what?
• 4:49
  We actually went. We saw so, so and so.
• 4:51
  We have already paid for this. We already found nothing.
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  Really, really pains me because that is money that should have
• 4:55
  been in my own pocket. Don't allow these things that
• 4:57
  happen to you. It happens to everyone because,
• 5:01
  you know, we're human. But get some sort of system.
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  So that's the reason why we have, we're coming up with this
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  plan for calling 10 net new customers every single day.
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  Because if you're not calling 10 net new, you will close some
• 5:13
  deals. Hallelujah, you make some money,
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  you will lose some deals because what you're selling in their own
• 5:19
  case, what they are selling is solar installations.
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  It's expensive. You won't catch everybody.
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  And then if you're lazy or if you're sloppy, sometimes life
• 5:28
  happens. You have malaria, you have
• 5:29
  typhoid. Some things will fall through
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  the cracks. And then you wake up one day and
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  you see that you don't have anybody new to call upon.
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  And then that is serious problem.
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  So Rudolph, yeah, you made two calls.
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  That's good. But it's still not good enough
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  because, you know, our target is 10.
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  And I understand that you're trying to send proposals and
• 5:52
  admin work and stuff like that, but that's not a problem.
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  So what we're going to do is our next session, we're going to
• 5:57
  come up with ways for improving our productivity and
• 6:01
  prioritizing work because we need to come up with a way for
• 6:04
  blocking time blocking techniques.
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  You know, we'll set aside time for these projects, time for
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  these projects, time for these projects.
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  And then we have to decide which one is more important because
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  like I've explained, if we don't hit this 10/10/10 10:10, you
• 6:20
  know, in two months time you wake up and you'll be wondering,
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  OK, who am I going to call? Now that is a very bad place for
• 6:26
  a salesperson to be in to wake up in the morning.
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  And you don't know who am I going to call for my daily
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  bread? It's a very bad situation to be
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  in, especially for those of us who are in complex sales cycles.
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  Because when you're in the complex sales scenario, your
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  sales cycles usually take, you know, two months, three months,
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  sometimes longer, 8 months, 10 months, depends on what it is
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  that you're selling. So in other words, if you wake
• 6:48
  up today on July 1st and you don't know who to call and your
• 6:58
  your industry or your the thing you're selling is a six month
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  selling cycle. I can tell you for free.
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  If you wake up today in July and you don't know who to call
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  December, you'll be broke. Is that simple?
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  It's a six month cycle. You didn't call anybody in July,
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  therefore December would be Cray as in tight as in December will
• 7:19
  be dry. There'll be nothing dirty about
• 7:22
  your December. So it's that simple.
• 7:25
  When I was a wedding photographer, it is something
• 7:27
  that we knew if wanted to do deals in January, if wanted to
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  cover weddings in January, we made sure that we were talking
• 7:35
  to somebody, anybody talking to brides around that kind October,
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  November, because that's where the daily bread of January will
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  come from. If you're in January and you're
• 7:46
  not talking to any brides, at least bus back when I was still
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  in the game, January, you're not talking to anybody.
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  You know that your March, April will be dry, very, very dry.
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  That's just how it works. So please, this whole thing of
• 8:01
  10 net new calls every single day.
• 8:03
  It's not because yoga doesn't have work.
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  I mean, I don't have anything better to do.
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  So we say let's just torture you and give you people all these
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  targets. No, no, no, no, no.
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  It is just the normal mathematics of the profession.
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  It's all based on probability. And like I explained to you
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  guys, especially since you, Rudolph, you like football and
• 8:25
  shown you would like football. It's very, very simple.
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  If you're on the pitch and you're not handling the ball,
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  nothing for you. If you're handling the ball,
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  you're not taking shots on goal, nothing for you.
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  So these are the stats that football teams, Premier League
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  people, these are the things that you look at ball position,
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  what percentage, what was our percentage?
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  Let's increase our percentage. Shots on goal.
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  How many shots on goal did we take?
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  Let us increase because if you're not doing shots on goal,
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  you won't score any goal. Goals don't come from nowhere.
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  So as it is in sports, so it is in sales as well.
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  We need to be taking shots on goal and this your 1010 calls
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  that we're going to be making every day, that is our shot on
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  goal. But just like in football, it's
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  not every single shot on goal that will enter that will score.
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  You know, sometimes I used to laugh at, you know, all these
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  people, you know, you pay their millions and millions and
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  millions and then sometimes you play a whole game.
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  They can't even score one goal. You know, when I was younger, I
• 9:29
  used to say it's absolutely rubbish.
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  Now if you pay me millions of pounds, I'll be scoring at least
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  five goals every single game, you know?
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  But now I'm older and I know that OK, that's unrealistic when
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  you get the point. So Rudolph, more work on the
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  calls. Sharon, you only did three more
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  work on the calls. LC, well done.
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  You did 7-3 to go more work on the calls.
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  Yes, you people want to do admin, you want to send proposal
• 9:58
  the other things you need to do, but that's not a problem.
• 10:01
  We're going to work on blocking techniques to manage our work.
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  So we're going to come up with a hierarchy of tasks that we need
• 10:06
  to do. The customers that we need to
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  call will put it down. The admin task that we need to
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  do, we'll put it there. The proposals that we need to
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  send, you know who put it there? We'll write it.
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  We'll just put everything out. Excuse me then.
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  So excuse me then. We'll now figure out which
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  priority, which activities are supposed to take priority and
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  we're supposed to prioritizing revenue generating actions
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  because if we're not doing revenue generating actions
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  today, you know that you're going to be broke in the future.
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  It is that simple depending on your industry.
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  So if you are in any of you listening to this podcast right
• 10:44
  now, who is a different industry, just, you know, ask
• 10:47
  around, talk to your people, get a sense of the sales cycle.
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  So let's say like you're in the construction space now and hence
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  construction. I'm sure that one is a very long
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  sales cycle. Maybe it's probably like 3 or 4
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  years. So if your construction sales
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  cycle is 3 or 4 years, you know before you get the the contracts
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  to build a road in your state or to build primary school
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  buildings in your LGA or something like that.
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  If this is your business, if your sales cycles is 3 years,
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  then it's very simple. If you did not talk to anybody
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  in 2025, you will be dead broke in 2028.
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  It's basic. That's just how it works.
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  So please, we need to come up with cadences and we need to be
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  looking for new, new people to talk to.
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  Fresh blood, fresh blood, fresh blood every day or every week,
• 11:39
  every month, fresh blood or else will be broke in the future,
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  dead broke in this economy. Your children will now tell you
• 11:47
  that they want to go skating. You will now say skating.
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  What do you want to do skating for?
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  Go and sit down, go and watch TV.
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  Meanwhile, it's because you're broke.
• 11:59
  Anyway, let me move on. Where are we then?
• 12:04
  Now social, you had some sales objections that you encountered
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  and you know, that's good. That's normal because we get
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  objections all the time. Now, for those of you listening
• 12:14
  to the podcast for the first time, an objection is just any
• 12:17
  reason that somebody gives for not wanting to go ahead with the
• 12:21
  conversation, not wanting to go ahead with the sale, not wanting
• 12:25
  to go ahead with your agenda, you know, whatever it is.
• 12:27
  So if you travel to the village, you are discussing New Yan
• 12:30
  Festival and you want New Yan Festival to hold on October 1st.
• 12:33
  Some people are saying no, you should be, it should be July
• 12:37
  29th or whatever. Any reason that people are
• 12:40
  giving are blocking your proposal with that is called an
• 12:43
  objection. We get that in sales as well.
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  We're trying to move somebody along.
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  We're trying to establish a relationship and the person
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  says, let me think about it. That's an objection.
• 12:52
  Let me talk to my wife. That's an objection.
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  OK, this sounds interesting. e-mail it to my PE.
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  I'll get back to you. That's an objection.
• 13:00
  You're too expensive. That's an objection.
• 13:02
  You want to build house on top of my head, That's an objection,
• 13:05
  young man, you're not serious When you're serious, come back.
• 13:08
  Let us talk. That is an objection.
• 13:10
  Objections come all the time is normal.
• 13:13
  So Cheryl has come across 2 interesting objections and we're
• 13:19
  going to look at them today roughly here on the podcast just
• 13:23
  in case, you know, there are some of you who have been
• 13:25
  falling into the situations. So Cheryl will call someone and
• 13:28
  then Duma is like, who is this? Why are you calling me now?
• 13:31
  He has spoken to the person before.
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  He just assumed that the woman would have stored his number.
• 13:36
  But let me give you guys the bad news.
• 13:39
  None of our prospects are storing our phone number.
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  None if they end up selling your phone number, it's a good sign
• 13:48
  because it means that you are a serious contender and you're
• 13:50
  making progress. But until you collect money from
• 13:56
  this person, always assume that did not store your phone number.
• 13:59
  Always start of the conversation by saying, oh, good morning Ma
• 14:02
  establishment. We spoke last week concerning so
• 14:04
  so so so do you remember? So yes young man, I remember how
• 14:07
  are you? How's the family who I'm fine,
• 14:09
  my heart is not a problem. How is work, walk is fine, we
• 14:12
  bless God. I heard so Madam concerning this
• 14:14
  thing that we spoke about and then you continue the
• 14:16
  conversation from there. Do not assume anybody store your
• 14:19
  phone number. They have better things to do
• 14:21
  with their time and nobody in Nigeria is looking for new
• 14:23
  friends. So trust me, they did not store
• 14:25
  your phone number. So the time that I called Madam
• 14:28
  and Madam says hey Tavishma, how are you?
• 14:30
  In my mind, I now know yes, we're making progress.
• 14:32
  Madam has finally stored my phone number.
• 14:35
  All right, but don't take it personal that nobody's knowing
• 14:37
  your phone number. It's just normal.
• 14:39
  Everybody already has like 3004 thousand contacts on their
• 14:42
  phone. They don't want to store a new
• 14:44
  phone number unless they have to.
• 14:47
  But OK, so that's for shame out of the way.
• 14:51
  But now for those of you who seem to be getting this a lot
• 14:54
  people asking who are you? Why are you calling me?
• 14:56
  Just remember that whenever you're reaching out to somebody
• 15:00
  brand new, fresh, total stranger, these are the main
• 15:04
  concerns that people have. So you need to come up with an
• 15:06
  intro that solves that problem. Now Elsie, the way she solves
• 15:12
  this problem is she always front loads everything in her own
• 15:16
  intro. Elsie always says, hi, my name
• 15:19
  is Elsie. I'm from so, so so and so
• 15:21
  company. And the reason why I'm calling
• 15:22
  you is because you responded to this advertisement concerning
• 15:26
  solar sales on so so so and so. Is this a good time to talk now?
• 15:29
  That's how she likes to do it. You know, I don't prefer to do
• 15:32
  it that way because me, quite frankly, I leave my name out.
• 15:35
  I leave the company name out because I don't think anybody's
• 15:37
  interested. See, but The thing is, that's
• 15:39
  what works for her. So you can do that for you too.
• 15:43
  So you can call and say good morning, my name is Kelechi, I'm
• 15:46
  calling from XYZ company, and the reason why I'm calling you
• 15:49
  is blah, blah, blah. So that simple kind of intro
• 15:52
  solves that problem. But the way I do it is I'm not
• 15:56
  so concerned about introducing myself and my company.
• 15:59
  I want to be sure that I'm talking to the right person.
• 16:02
  So I started the conversation by saying hello, am I speaking to
• 16:05
  Mr. Ogdenbe? Say yes, this is Mr. Ogdenbe.
• 16:08
  Yes, this is Mr. Ogdenbe speaking.
• 16:11
  Then I now continue. The reason why I'm calling is
• 16:13
  because you responded to advertisement also.
• 16:16
  So so did concerning blah, blah, blah, blah, blah, solar panels.
• 16:20
  Is that something you're still interested in or have you sorted
• 16:22
  yourself out? And that's how I just moved
• 16:25
  straight into the conversation. He will not say yes, he's still
• 16:28
  interested or he will say, Oh no thank you, don't worry, I've
• 16:30
  already bought solar panels from blah blah, blah.
• 16:33
  And then conversation over if you're interested.
• 16:35
  I just continue the conversation like that.
• 16:38
  I'm trying to get into needs analysis as quick as possible
• 16:41
  and to build some rapport so that later on I have information
• 16:45
  to drop a proposal and, you know, on and on and on.
• 16:51
  But I don't bother with my name because to be honest, I'm quite
• 16:54
  frank in the beginning. Nobody cares who you are, nobody
• 16:56
  cares who your company is. So that's just how I do my own.
• 16:59
  But either way, it's going to work.
• 17:02
  So you can do like LC and give your name, give your company,
• 17:06
  say why you're calling, or you can do like me, which is just
• 17:10
  get straight to business, confirm.
• 17:11
  Am I speaking to the right person?
• 17:13
  Oh, yes, I'm the right person. OK.
• 17:15
  The reason why I'm calling is this disease that that that.
• 17:18
  Are you still interested? And then I continue the
• 17:20
  conversation from there. So either of those approaches
• 17:23
  work. And if you if you don't like
• 17:27
  some of the things that I'm saying over here on this
• 17:29
  podcast, it's not a problem. Just go and check podcast Land
• 17:33
  is big. YouTube land is big.
• 17:35
  So check podcast, check YouTube. You'll find somebody who you
• 17:38
  vibe with. But either way, you find that
• 17:41
  everybody has some templates, some framework, some
• 17:47
  recommendations for getting things done.
• 17:48
  Just find the one that you like and then continue to implement
• 17:53
  it. Then the next objection that
• 17:56
  Sharon was running into is where people say things like, look,
• 17:59
  young man, you're asking for too much information because you
• 18:02
  know, when it comes to drawing up solar code, you actually have
• 18:04
  to ask The information is plenty.
• 18:06
  How many TV? How many fridge?
• 18:08
  How many deep freezer? How many days?
• 18:10
  How many that? Where do you live?
• 18:12
  Is it double Decker? Is it bungalow?
• 18:14
  Is it So yes, I admit to the question is plenty.
• 18:17
  So there are some people that say, look, you are asking me for
• 18:19
  too much information and there's some people who say, look, all
• 18:23
  this information you're asking for, I don't have it or give me
• 18:27
  time to get back to you with all these things.
• 18:30
  So that's a normal objection now on the standard, especially for
• 18:34
  something as complex as solar. So what I told Sharon, we came
• 18:39
  up with multiple ways to deal with this.
• 18:41
  One of the things we discussed was acknowledging and then
• 18:45
  redirecting. Let me repeat, acknowledging and
• 18:48
  then redirecting. You must always acknowledge when
• 18:51
  you're talking to people because people don't only feel like
• 18:55
  they're unreasonable. So you must always acknowledge
• 18:58
  so that person knows that, OK, yes, we're on the same page and
• 19:01
  empathize with you. What you say makes sense.
• 19:03
  So you acknowledge. So yes, Ma, most people don't
• 19:05
  have access to this kind of information.
• 19:09
  Can I get the contact details for your facility manager?
• 19:12
  Once I get all the information from him, I'll be able to give
• 19:15
  you the quote that you're requesting.
• 19:17
  Because that one in particular, I was young man, he asked me too
• 19:20
  much information. Just give me a quote.
• 19:22
  Just give me a quote. And I've told you people in
• 19:24
  previous episodes, of course, Cheryl and Rudolph and Elsino.
• 19:27
  But for those of you who are fresh listening to this podcast,
• 19:30
  I've mentioned in previous episodes that if you give a
• 19:32
  quote without asking all the right questions, you will hang
• 19:35
  yourself. You will hang yourself.
• 19:38
  Seriously. You go and quote somebody that
• 19:40
  we can do this job at 3.5. The person will transfer 3.5 and
• 19:45
  you'll be happy. When you now execute the job and
• 19:47
  you finish. You now realize that you spent
• 19:49
  4.2 M. You will hang yourself.
• 19:52
  Do not be given quote until you've asked all the questions
• 19:54
  that are necessary and you have all the information or you will
• 19:58
  hang yourself. There are some situations where
• 20:01
  you don't ask all the right questions.
• 20:03
  And you charge the person 4.5. At the end of the day, you only
• 20:06
  use 1.8 to do the job. In that case, you know, glory be
• 20:09
  to God, he came out well. But believe me, you don't want
• 20:13
  to end up in that situation where you end up hanging
• 20:15
  yourself. Because that one, I can't
• 20:19
  describe how painful it is. You have to live through it to,
• 20:23
  to, to know it. Because now go back to that
• 20:26
  person and say Madam, you know I told you it was 3.5 but actually
• 20:31
  we spent 4.5. Before you collect that 1.5
• 20:34
  extra from Madam or from Olga. Anyway, let me not talk too
• 20:40
  much. So the bottom line is don't be
• 20:41
  giving quote anyhow until you have asked questions that you
• 20:46
  can use to give a reliable quote or else you will hang yourself.
• 20:51
  If you have not hung yourself, the time is coming.
• 20:55
  What do they say every day for the thief, one day for the owner
• 20:58
  or how do they say it? The time is coming when you hang
• 21:01
  yourself. And when that time comes, you
• 21:03
  feel it. And we've all been there.
• 21:06
  So I found myself to Sudan is normal, is a rite of passage
• 21:10
  experience is the best teacher. So I acknowledge and redirect.
• 21:15
  Oh, yes, ma'am. I'm sorry.
• 21:16
  Yeah, there are lots of questions.
• 21:18
  But honestly, ma, I cannot give you a quote right now until I
• 21:23
  get OK. I'll put it.
• 21:25
  Oh, yes, ma'am. It sounds like I'm asking for a
• 21:27
  lot of information right now. But The thing is, I can't give
• 21:31
  you a quote until we figured out a couple of things concerning
• 21:35
  the power that you use, the infrastructure that you have in
• 21:38
  your house, because these are the things that will enable me
• 21:40
  to give you a reliable quote. So my is it OK if you're busy
• 21:45
  now? I can call you back when you
• 21:47
  have more time so that we can talk about this.
• 21:49
  That's one approach. Another approach.
• 21:51
  Oh, Madam. Yeah, of course.
• 21:52
  I know. I'm asking you lots of questions
• 21:53
  right now. And for most people, most people
• 21:56
  probably don't know all these details.
• 21:58
  So do you have a facilities manager at the office, or is it
• 22:02
  your houseboy or your driver who has access to all this
• 22:05
  information? If she says his houseboy or
• 22:07
  driver, the next thing is, OK, can I get your driver's number?
• 22:10
  I'll call him and get all the information from him.
• 22:12
  By the time we're done, I'll get back to you.
• 22:14
  The quote, if his facilities manager, the scope is the same.
• 22:17
  OK, Can I have your facilities manager's number?
• 22:20
  I will call him or I'll call her.
• 22:22
  By the time I'm done with all the information I need, I will
• 22:25
  be able to give you the quote. In fact, I told you if he says
• 22:29
  facility manager, that's that's the one that is even the
• 22:31
  sweetest, that's the best because facility manager not
• 22:34
  only has all the information that you need, it's from the
• 22:37
  facilities manager that you'll be able to get the background of
• 22:39
  what's going on. Some of you do not realize that
• 22:43
  when a customer reaches out to you, it is because they have a
• 22:46
  problem or because they have a vision that they're trying to
• 22:49
  achieve. And before we can make a
• 22:51
  successful sales pitch, we need to know what the problem is.
• 22:55
  We need to know what the vision is.
• 22:57
  Somebody calls you and says, give me a quote for 10 KVA solar
• 23:00
  panels, something number of batteries, and then you just
• 23:03
  apply, ask questions and figure out what's going on.
• 23:07
  By the time you talk to facilities manager, you will
• 23:09
  know that OK, you already have a standing 10 Virginia that
• 23:13
  they're using and they got it from this, this, this and this
• 23:16
  company. Because you've been in the
• 23:18
  business for a while, you already know the company.
• 23:20
  So it's nice to know the competition know what they're
• 23:21
  doing going from this company. But the problem has been that
• 23:25
  the battery is charging too long or the thing caused fire in this
• 23:29
  place or the thing did this, the thing did not.
• 23:32
  You know, that's where you get the bank information like, oh
• 23:35
  really? What kind of battery do you
• 23:37
  have? Is it this model?
• 23:38
  That model was not supposed to be doing like this.
• 23:41
  Is not supposed to be doing like that.
• 23:42
  OK, Can you describe me the situation?
• 23:44
  Can you describe me that situation?
• 23:46
  When you're talking to facilities manager, you're
• 23:48
  getting all the background info on what the main, the main
• 23:52
  problem is. So by the time you make a
• 23:54
  proposal, you're coming in here as a valuable asset and to be
• 23:57
  like, this guy is a correct guy or this baby is a correct babe.
• 24:01
  They know their stuff. And practically speaking, it
• 24:06
  also makes sure that by the time you deliver your own system, the
• 24:10
  problems that they've had in the past will not reoccur.
• 24:13
  Now they don't know all the technical gish bound, they don't
• 24:15
  know all the technical background.
• 24:16
  All they know is before we bought from a DBCI Obama and Co,
• 24:23
  today we bought from Chemi Kalani and Associates.
• 24:28
  But since we bought from Chemi Kalani and Associates, we have
• 24:31
  not had any problem. That's their own.
• 24:33
  So for me, it's even sweet when Madame doesn't have all the
• 24:35
  information, but she can't put me in touch with somebody who
• 24:38
  has all the information that I need.
• 24:41
  So excuse me. And then also another reason why
• 24:46
  whenever people say you're asking too much information,
• 24:48
  blah, blah, blah, or I don't have all the information right
• 24:51
  now, if you can get in touch with other people in the team is
• 24:55
  even better. This is why for those of you who
• 24:58
  are new to the podcast, This is why whenever you're in the
• 25:03
  complex sales scenario, in this case, you're selling solar
• 25:06
  installations to a residence or to a business because it's a
• 25:11
  complex decision. Usually the people involved
• 25:14
  making decision are many is not just one person.
• 25:17
  There are some things that Orga's CEO who signed himself or
• 25:20
  signed herself one time or procurement manager will sign
• 25:24
  one time, but then there's some things that they have to decide
• 25:27
  by board. And Rudolph, if you're listening
• 25:30
  to this episode, you remember the time we're discussing about
• 25:32
  that Canadian school in Lackey and you are talking to principal
• 25:39
  only and principal is the only person that you're talking to.
• 25:43
  By the time we asked one or two questions, we discovered that
• 25:46
  the proposal has to be tendered to the board.
• 25:51
  You see, This is why we need to try and figure out the decision
• 25:54
  making unit. We have to try and figure out
• 25:57
  who else is responsible for making decisions.
• 25:59
  So the more people that we're in touch with within an account,
• 26:02
  the better. If you're only talking to CEO,
• 26:06
  we're not talking to facilities manager or procurement manager
• 26:10
  or you know, whatever, it's a problem.
• 26:15
  The more people you talk to, the better.
• 26:17
  So now that you're talking about I'm CEO, if you hooked up with
• 26:19
  facilities manager or when I'm good, if facilities manager, if
• 26:23
  from there you're able to get the hook up for maintenance
• 26:25
  manager is good. If you're talking to five people
• 26:28
  in one account, it is good. It is better than definitely
• 26:31
  talking to one person in an account.
• 26:34
  So want to be able to figure out who are the important people
• 26:38
  whose voice is going to making these decisions and want to be
• 26:40
  able to have their phone number be on WhatsApp with them, be on
• 26:45
  SMS level with them, be on phone call level with them.
• 26:48
  These are the things that make it easier for us to close deals.
• 26:52
  So these are some of the ideas that we explored around the
• 26:56
  objections that Shell is is facing.
• 27:00
  So who are you? Why are you calling me?
• 27:01
  Just work out your intro that will solve that problem of who
• 27:04
  are you then, Young man, you're asking me too much.
• 27:07
  I don't have the information. Call me back next week.
• 27:09
  You know, this is how you solve it.
• 27:11
  First of all, you acknowledge, Oh yes, man, actually it is a
• 27:14
  lot of information, but I can't give you an accurate quote until
• 27:18
  I know this and this and that and that and that or OK, I
• 27:23
  understand. It's, it's probably a lot.
• 27:25
  The average person doesn't have this kind of information.
• 27:27
  So typically, who is the one that handles decisions around
• 27:32
  this thing? Do you have a facilities
• 27:33
  manager? Oh, you have a facilities
• 27:35
  manager. OK, no problem.
• 27:36
  If you give me the facility manager's phone number, I'll be
• 27:39
  able to get all the information that I need from him and then
• 27:42
  I'll be able to give you a quote.
• 27:44
  Then I want to hook you up with facilities manager.
• 27:46
  You make sure that you're asking specific problems or people
• 27:49
  already have a system. What is the problem?
• 27:51
  How come you're looking for a new quote?
• 27:53
  What is the problem with this current one?
• 27:55
  I be you guys are upgrading. Upgrading to what?
• 27:58
  Upgrading to where was it that you think you need?
• 28:01
  As in keep on asking, asking, asking, asking.
• 28:03
  Then you have a very good quote. Then let's see what else?
• 28:10
  What else? What else?
• 28:11
  What else? OK, I think that is just it.
• 28:16
  Of course, with these things, you know, when we have coaching,
• 28:20
  coaching sessions, you know, lots of issues are discussed.
• 28:23
  But I think these are just the main things that I want you guys
• 28:26
  to remember Elsie, Rudolph and Shell.
• 28:29
  And these I think are some of the good stuff that if you're
• 28:33
  listening to this podcast for the first time that you can take
• 28:35
  on board and put into your sales, into your sales process.
• 28:42
  OK, one more thing. I'm not sure if I mentioned this
• 28:44
  in any podcast episode, but it's something I spoke, I mentioned
• 28:48
  to share in our conversation one-on-one.
• 28:53
  That's the subjection of give me the price because I've been
• 28:56
  faced with that before when somebody said, young man, you're
• 28:59
  talking too much, just give me the price.
• 29:01
  I am busy. So the I told Cheryl how I
• 29:06
  normally handled it, how I normally handle it.
• 29:08
  But I had a business partner who used to handle video.
• 29:13
  We used to work on video projects together, you know,
• 29:15
  documentaries, wedding videos, things like that.
• 29:17
  His name is Sheryl. And I witnessed Sheryl handling
• 29:19
  one of these things where the woman said, sure, when you're
• 29:22
  talking too much, just give me the price.
• 29:24
  That is the way Sheryl handled it.
• 29:26
  Sheryl said, Mommy, I can't come and tell you that this thing
• 29:31
  will be 10 million. Then by the time we enter the
• 29:33
  field, we see that is now 50 million.
• 29:35
  It will be somehow I will hang myself.
• 29:40
  But then again, mommy, I can come and tell you now that this
• 29:43
  project is 10 M at the end of the day is 3 M that we'll use to
• 29:49
  now do the something because my yes, I ought to make a profit.
• 29:52
  But of course I'm not going to steal from you like that.
• 29:54
  So, Mommy, to be honest, before I give you a quote that makes
• 29:58
  sense that you can rely on me, so I can rely on.
• 30:01
  I need to come and talk to you and figure out what this
• 30:04
  documentary is about. We'll figure out everything.
• 30:07
  Let's just come. It won't take.
• 30:08
  Let me just come. It won't take too much time,
• 30:10
  1530 minutes. I've gotten all the information
• 30:13
  I need. I'll be able to give you a
• 30:14
  reliable quote. So Mommy, are you free Friday?
• 30:18
  I'll be in Matama around like 10:00.
• 30:21
  Is that OK? And then that's how he handled
• 30:24
  it. But why did I even give these
• 30:30
  things off? I can't remember.
• 30:33
  I lost my train of thought. But anyway, just in case that
• 30:36
  there's any of you dealing with that kind of price objection,
• 30:39
  sorry, not that kind of objection.
• 30:40
  You know, that's those are other perspectives for how I how you
• 30:46
  can deal with it. OK, so 30 minutes.
• 30:50
  I think this is a good place to bring this podcast to a close.
• 30:53
  So that's it. And that's all for today.
• 30:55
  Remember, if you'd love to connect with me, then you can
• 30:57
  call, you can SMS, you can WhatsApp me on 08064662140.
• 31:04
  Thank you very much for your time and attention.
• 31:06
  I'll catch you next time. Same place in your headphones or
• 31:09
  in your speakers.