Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Unmasking Needs: The Sales Skill That Makes You Everyone's Best Friend

Transcript

Unmasking Needs: The Sales Skill That Makes You Everyone's Best Friend · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. Yesterday we started the series
• 0:05
  on how sales skills can help for your personal growth and
• 0:09
  development. Now the reason why I'm tackling
• 0:11
  this topic is because I figured that most people who are
• 0:14
  listening to this podcast are probably in business for
• 0:18
  themselves, self-employed, or intend to be involved in some
• 0:22
  entrepreneurial endeavour at some point in the future.
• 0:26
  But then I figured that, well, it's just a guess anyway,
• 0:30
  because I can. The level of analytics that we
• 0:33
  get over here on the podcast are quite poor.
• 0:35
  So even if loads of you here already in business, then that
• 0:41
  means they're still going to leave a small percentage of
• 0:44
  folks who are listening to the show right now and who are
• 0:46
  probably thinking that all these things that these people discuss
• 0:49
  over here about sales and business development, all the
• 0:52
  questions that they address, how do these things affect me?
• 0:56
  So that's the reason why I have started.
• 0:58
  The last narrative arc has been around this question, how can
• 1:02
  sales skills help for your personal growth and your
• 1:05
  personal development, whether you carry a quota as a
• 1:07
  salesperson or not, whether you are involved in business for
• 1:11
  yourself or not. Now some of the sales skills
• 1:16
  that we started looking at yesterday that we need for the
• 1:19
  purpose of well that traditionally that we need for
• 1:23
  the purpose of growing a business, building trust and
• 1:27
  rapport with potential customers, understanding client
• 1:30
  needs, coming up with effective presentations, getting people to
• 1:33
  commit to the next action steps and then also making sure that
• 1:37
  everybody is happy and satisfied and then trying to get repeat
• 1:40
  business and referrals. So these are the traditional
• 1:44
  skill sets that are needed when it comes to sales and business
• 1:47
  development. And I am dedicating last
• 1:51
  episode, this episode and the next couple of episodes that
• 1:53
  come to show you guys that if you pay attention to these
• 1:58
  skills, it's going to benefit you.
• 2:00
  No matter, no matter whatever it is that you do, whether you're a
• 2:05
  sales person or not, employee or employer or not, whatever it is.
• 2:10
  So if you want to find out what we discussed yesterday, then
• 2:15
  just after you're done listening to this, then scroll back one
• 2:18
  episode. We have over 790 episodes so
• 2:21
  far, so don't just stop there. Don't just stop listening to
• 2:24
  yesterday's episode, the other loads of interesting episodes
• 2:27
  that you can listen to and gain benefit from.
• 2:30
  But today we're going to be looking at how skills around
• 2:34
  understanding your client needs can help with your own personal
• 2:38
  growth or development. So remember when I mentioned the
• 2:42
  skills that we listed yesterday? One of them was being able to
• 2:46
  understand your clients needs. So let's try and figure out what
• 2:50
  are the subset of skills that are involved in understanding
• 2:53
  client needs and how this can help with your own personal
• 2:55
  growth and development. Whether you're a pastor, whether
• 2:58
  you work in Zenith Bank, what else, whether you're a stay at
• 3:02
  home dad or mom or whatever. Now, what are the skills that
• 3:09
  salespeople traditionally need to understand their their
• 3:13
  client's wants or their client's needs?
• 3:15
  Now, first of all, I would say that you have to realize that
• 3:18
  there's a difference between value discovery and value
• 3:21
  communication. Now, the reason why I'm saying
• 3:23
  this is because when most people think about sales, what they
• 3:26
  think is value communication and value communication are those
• 3:30
  scenarios or contexts where you are telling the other person how
• 3:34
  good you are, how great you are, how wonderful your company is,
• 3:38
  how wonderful your product or service is, why people should
• 3:40
  work with you. These are the benefits of
• 3:42
  working with you, blah, blah, blah.
• 3:44
  So these are what people traditionally think when they
• 3:46
  hear sales, but that is just a part of it.
• 3:49
  That is value communication. Now there's a much more
• 3:52
  important part of it, in fact a much more foundational part of
• 3:55
  it, which is value discovery. Now value discovery is trying to
• 3:58
  figure out the chief benefits or the chief solutions or the
• 4:02
  chief. Well, like it says here, the
• 4:04
  chief value that the customer is going to get or trying to get in
• 4:08
  interacting with your product or your service.
• 4:11
  This is foundational because until we know what it is that
• 4:14
  the customer finds a valuable, we might spend a lot of time
• 4:18
  communicating value saying do business with me because I'm the
• 4:22
  latest, I'm the greatest, I'm the best, and because you will
• 4:24
  benefit XYZ but you later find out that the customer is not
• 4:28
  concerned with XYZ, the customer might be concerned with 123.
• 4:32
  So that's the reason why value discovery is much more of
• 4:35
  foundational and much more important than value
• 4:37
  communication. We need to figure out what the
• 4:40
  client is interested in, what the potential customer is
• 4:43
  interested in, and it is only then that we're going to be able
• 4:46
  to make an effective presentation to say that if you
• 4:50
  do business with us, you will indeed achieve XYZ and ABC.
• 4:55
  Now how do we go about value discovery?
• 4:57
  We do this well. First of all, we've been
• 4:59
  listening to the show for a very long time and if you are not
• 5:02
  subscribed to the show, this is a good reason why because he has
• 5:05
  sort of things that we discuss over and over and over again.
• 5:07
  So it's good to get yourself caught up to speed, I'm reminded
• 5:11
  from time to time. So how do we go about value
• 5:14
  discovery? We do that by having open-ended
• 5:17
  conversations and we do that by having question LED
• 5:20
  conversations. Now this is what that means when
• 5:23
  we say open-ended conversations it means that we should be OK,
• 5:29
  Let me start from the back. So question LED.
• 5:31
  I guess that one is much more obvious.
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  You should be asking questions and not making statements.
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  So if you go into the room thinking about bragging about
• 5:39
  yourself, this is me. I graduated first class.
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  I'm very articulate. This is my product.
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  My product or service does this I'm so great.
• 5:48
  I'm so good. I'm the best.
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  If you start off the conversation that way you might
• 5:53
  think you've had a fun conversation and you might have
• 5:56
  a fun conversation and I'm not be able to have.
• 5:58
  I have seen some individuals who are really skilled at having
• 6:01
  those sorts of conversations and get people, you know, generally
• 6:04
  interested and laughing along and things like that.
• 6:06
  So yes, you can have a fun conversation that way.
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  It's just not a very useful or valuable conversation when it
• 6:12
  comes to networking and sales and things like that.
• 6:15
  Because you go in there, you say a ton about yourself, but you
• 6:18
  don't know much about the people that you've spoken to.
• 6:21
  So when the time comes to build relationships or to actually try
• 6:23
  selling something, there's nothing that you can wrap your
• 6:26
  head around to try and sneak in the sales conversation.
• 6:29
  So it should be question LED, not statement LED.
• 6:32
  So this is not you going in and trying to see how well you can
• 6:36
  talk, whether you can talk for 20 or 30 minutes straight and
• 6:39
  then get people laughing and eating out of your hand.
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  That's not the goal. So the goal is it should be
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  question LED. You're talking to one person or
• 6:47
  a group of people. You're asking them conversations
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  and those conversations have to be open-ended.
• 6:52
  So you're asking who, why, what, where, when, kind of questions
• 6:56
  and you're just having a feel to see where the conversation will
• 6:59
  go. No agenda yet for the
• 7:03
  conversations. Now the agenda is going to come
• 7:05
  in later on when you know who it is that you're talking to.
• 7:09
  Because if you're having an agenda to try and close someone,
• 7:12
  to try and get the person to invest your company or whatever,
• 7:15
  but you don't know who this person is, whether they can
• 7:17
  invest, whether they can afford, afford, things like that and you
• 7:20
  just waste your time. So you're better off having
• 7:23
  open-ended conversations now, then later on, you can think
• 7:26
  that, OK, I spoke to Mr. Jake, I spoke to Madam Jacqueline, and I
• 7:31
  spoke to Miss Miss EC and Mr. Isiaka, Mr. Isiaku.
• 7:37
  So from the conversations that I had with them, Madam EC is
• 7:41
  interested in this, Madam Isiaku is interested in this, Mr. Jake
• 7:45
  is interested in this, and Madam Jacqueline is interested in
• 7:48
  that. So it looks like I might have
• 7:50
  much more fruitful conversations.
• 7:52
  If I pay attention to Madam Jacqueline and misses EC, then
• 7:56
  you can now go into the conversation with an agenda.
• 7:58
  So that's how it works in the beginning, open-ended because
• 8:01
  you're trying to fill out who is this person, what are they
• 8:04
  interested in. Of course you already know what
• 8:06
  you're interested in and then you can figure out how your
• 8:08
  interests align for the future and you know how you're going to
• 8:10
  try and build the relationship or try and sell or deepen the
• 8:14
  network or whatever it is. So value discovery, number one,
• 8:19
  it has to be question LED. It's not you going to go and
• 8:21
  talk and then #2, it has to be open-ended.
• 8:24
  So who, why, what, where, when? Questions and no goal in mind
• 8:29
  yet. You're just trying to feel this
• 8:31
  person out. You're trying to figure this
• 8:32
  person out. You're trying to source out the
• 8:34
  opportunity first of all. Then the agenda can come in
• 8:37
  later on. Now in my own opinion, if you're
• 8:39
  going to go about these conversations, there's a
• 8:41
  hierarchy and the hierarchy of conversations is this number one
• 8:45
  face to face. The best conversations are the
• 8:48
  ones you're going to have face to face, whether they come to
• 8:49
  your office, you go to their office, it's a networking
• 8:52
  session. They meet in your house, you
• 8:53
  meet in their house. You run into each other at the
• 8:57
  market or at the church. I mean, you, you get the point
• 9:00
  face to face. That's where you're going to get
• 9:02
  the best because you're going to be able to hear what the people
• 9:06
  are saying. You're going to be able to get
• 9:08
  feedback, visual feedback, auditory feedback, body language
• 9:13
  feedback, all kinds of feedback. You won't be able to see what is
• 9:16
  landing, what is not, what they're interested in, what
• 9:19
  they're bored by, what they're excited about.
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  You know, all these things. They matter.
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  So face to face, number one, top of the hierarchy #2
• 9:26
  conversations voice. So this is phone call, WhatsApp
• 9:32
  call, Skype. What else?
• 9:36
  Telegram call. You get the whole point, #2
• 9:39
  would be voice. This is because voice can be
• 9:43
  quick. You're going to get some
• 9:44
  auditory signals because you can tell when somebody's excited.
• 9:48
  Maybe when somebody is not quite convinced, you can pick up on
• 9:52
  some non what's that word non. When you're trying to
• 9:59
  communicate through words, I can't remember what it's called
• 10:01
  anyway. But basically you can pick up on
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  not just what the person is saying, but how the person is
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  saying that. The emphasis, what the person
• 10:09
  emphasizes, what the emphasizes, things like that.
• 10:11
  So that's why voice is #2. Next, I would say voice is #3,
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  especially in today's day and age post COVID, where people are
• 10:18
  now used to doing zooms and stuff like that.
• 10:20
  Now the reason why the Zoom call, the WhatsApp call, the
• 10:24
  Skype with the video call, the Telegram video call, why that
• 10:27
  would be important is because you're going to get more signals
• 10:31
  quite clearly over the screen. You're going to be able to tell
• 10:33
  when somebody's bored, when they're looking away.
• 10:35
  It looks like even though they're there, maybe they're
• 10:39
  playing chess on their phone or something.
• 10:40
  Something else has gotten their attention.
• 10:42
  You can tell where attention is wavering and then things like
• 10:47
  that. So that's why video is next on
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  hierarchy. Then I'd say after that would be
• 10:51
  SMS. That is either sending text
• 10:53
  messages or sending WhatsApp messages or Telegram messages or
• 10:56
  whatever chat messages that you do.
• 10:58
  I think there's something called Z WeChat or we Go or something
• 11:01
  like that. I've seen some youngsters up
• 11:04
  north use that in Abuja. I haven't seen it in been with
• 11:08
  state, I haven't seen it. I haven't been to Lagos in a
• 11:10
  while, so I don't know if other people use it in other parts of
• 11:14
  Nigeria, but I know that there are different chat things that
• 11:18
  are out there. So I'll say that is next.
• 11:21
  And that's because as of today anyway, in 2024 in Nigeria at
• 11:28
  least, these forms of communications are seen are
• 11:31
  taken to be more personal forms of communication.
• 11:35
  So if you're SMS ING with someone, your whatsapping with
• 11:37
  someone, then the assumption is there's on trend, there's you
• 11:42
  guys are kind of personal, then at the very least I would now
• 11:46
  say e-mail. And that's because e-mail, at
• 11:50
  least in Nigeria anyway, As of the date of this recording in
• 11:52
  2024, e-mail is the least personal. e-mail is the very
• 11:57
  official, impersonal form of communication.
• 12:01
  It also has the least context behind it.
• 12:04
  You just have a wall of text. You can't tell whether
• 12:06
  somebody's excited to say this, or bored about saying that, or
• 12:10
  enthusiastic about this or not enthusiastic about that.
• 12:13
  You can't tell if somebody is falling asleep while typing,
• 12:17
  because it happens that you start typing an e-mail and then
• 12:19
  you fall asleep and then you wake up at your desk, and then
• 12:21
  you finish the e-mail. You know the person can't tell
• 12:23
  that. You just type this thing in the
• 12:28
  you know that you typed it in a you know, in a very bored,
• 12:32
  nonchalant, like a lackadaisical manner.
• 12:34
  You know, you can't tell these sorts of things.
• 12:36
  So there are no interpersonal queues.
• 12:38
  There's no context. It's the least personal.
• 12:40
  It's the most easiest to be ignored or to skim, because
• 12:43
  there are people who just take the e-mail, you open it, you see
• 12:46
  it's 600 words and 10 paragraphs.
• 12:47
  So you just, you know, flip, flip, flip, skim.
• 12:49
  I say, OK, I think I get the gist.
• 12:52
  So these are the reasons why I think it's at the bottom,
• 12:54
  because of all these deficiencies.
• 12:56
  But unfortunately it is the easiest to send because
• 12:59
  everybody can send a message and it's the easiest to deliver.
• 13:02
  So most people start here. If I try face to face, it's easy
• 13:06
  to snub me and to block to say, OK, Bros, you know what, let's
• 13:11
  see next week. And then next week you don't
• 13:12
  answer your phone or, you know, or I show up and you're not
• 13:16
  around, you know, things like that.
• 13:17
  So but for the e-mail, The thing is when you send it, you have
• 13:21
  sent it. When it delivers, it has
• 13:23
  delivered. And so there's some comfort in
• 13:25
  knowing that you wanted to shoot your shot.
• 13:27
  You sent over the salvo. Salvo has been received.
• 13:30
  But unfortunately, like I said, it's impersonal, No context, no
• 13:34
  interpersonal queues, most likely to be ignored or to skim.
• 13:37
  So that's the reason why I say that there's a hierarchy for
• 13:39
  having these sorts of conversations.
• 13:41
  So face to face at the top if you can, the bottom is e-mail.
• 13:46
  But the most important thing that you have to consider, no
• 13:49
  matter the form of communication that you choose, is that you are
• 13:53
  having a conversation, even if you send emails.
• 13:57
  Because I've noticed that when it's face to face, people know
• 13:59
  they're having a conversation. But for some reason when it
• 14:02
  comes to WhatsApp, SMS and e-mail, people just think that
• 14:05
  you are talking at people. So you're copying and pasting at
• 14:09
  people, you're blasting people you know, that sort of things.
• 14:12
  You forget that it's a conversation.
• 14:15
  So even when you're sending emails, make it a conversation.
• 14:19
  Don't talk at people, ask questions.
• 14:22
  When you ask questions, prompt feedback, try and clarify that
• 14:26
  you have understood correctly and then talk naturally.
• 14:29
  So for some reason people start off face face to face
• 14:32
  conversations by saying hey guy, how far now, long time happy New
• 14:37
  year, how have you been? But then if it's e-mail they say
• 14:40
  please here to forthwith refer to my previous hitherto e-mail
• 14:45
  that I sent forthwith Betwixt 3 follow up emails last weekend.
• 14:51
  You know, that kind of thing. All that formal talk.
• 14:54
  Now let's give an example about how these sorts of conversations
• 14:57
  are supposed to flow and at least in the business context,
• 15:01
  and then we can learn from there.
• 15:03
  Now, I'm going to use an example that I've used time and time
• 15:05
  again over here on the show, and that is the person who is a
• 15:07
  vanity pajama vendor. And that's because Christmas
• 15:11
  Mark likes to buy Christmas pajamas.
• 15:13
  And of course, there's no point in buying the same pajamas this
• 15:15
  year that you bought last year, only in the bigger size.
• 15:18
  That way, if you do that, then you know there's no thrill for
• 15:22
  the kids or for anyone else. So it's become little bit of
• 15:27
  Christmas tradition over here in the ID household.
• 15:30
  So let's say you are the person who sells these pajamas and then
• 15:34
  someone reach reaches out to you on Instagram and let's say
• 15:37
  that's my wife. Now of course, given the
• 15:39
  scenario that someone has reached out to you on Instagram
• 15:42
  DM, the phone call or video call most likely is not an option
• 15:47
  because there are some people that hit hitch up on IG to say
• 15:51
  Instagram to say do you have this inside 16?
• 15:56
  OK, no, size 16 is big. Size 16 is big.
• 15:59
  Children, let's say size. OK, let me guess, let me say
• 16:02
  size 8. I'm not a fashion person anyway
• 16:04
  so they hit you up on Instagram saying do you have this in size
• 16:06
  8. My guess is that most people, if
• 16:10
  you if you reach back out to them saying no, yeah sure I have
• 16:13
  it. But can we have a phone call or
• 16:14
  a video so I can video chat so I can figure out exactly what it
• 16:17
  is you want. I'm assuming that most people
• 16:18
  will just fashion you and move over to the other person who
• 16:21
  responds to the Instagram DM saying yes I have it, it's
• 16:26
  15,000 for boys and 18,000 for girls.
• 16:30
  Ages this to this, all size that to that.
• 16:33
  So in my own opinion, someone I've reached out to you on
• 16:35
  Instagram DM, I think it's cool continue with the DM in chat but
• 16:39
  don't go straight to to price. You have to do some value
• 16:42
  discovery. Now the possible conversation
• 16:44
  points or the questions that you could be asking could be you
• 16:46
  know how many kids that they have, the ages of the children,
• 16:50
  the things that they're interested in, the themes for
• 16:52
  the pajamas in question. You also want to figure out why
• 16:58
  mommy or daddy or whoever is reaching out, why they think
• 17:01
  that the children will like these sorts of characters and
• 17:04
  not these other kind of characters.
• 17:06
  Trying to figure out what the kids like.
• 17:08
  What are their favorite TV shows, favorite computer games.
• 17:11
  Trying to figure out timelines. What celebration do they want to
• 17:14
  delivered for? Is it birthdays?
• 17:16
  Is it holidays? Is it Christmas?
• 17:17
  Is it blah, blah, blah. There's some special occasion.
• 17:19
  Is there going to be a family photo planned that allows you to
• 17:23
  know whether you can try and upsell Mommy and Daddy on pajama
• 17:25
  options to, you know, all these sorts of things?
• 17:28
  Now, if you're a salesperson, these are the kinds of questions
• 17:31
  that you need to ask before you deliver a price, because it
• 17:33
  gives you all the information that you need.
• 17:35
  You now know that they're interested in Christmas pajamas
• 17:38
  that are Mickey Mouse themed or maybe Dragon Balls themed, and
• 17:43
  between the sizes of this and this and they need it in the
• 17:46
  next three weeks. You now know that you can give
• 17:48
  an accurate quote based on these two options because you can give
• 17:52
  prices for Option A, Disney Option B, Dragon Balls, and then
• 17:57
  you're going to be able to add in express delivery since they
• 18:00
  need it in less than two weeks or less than three weeks or
• 18:03
  whatever. So this is the reason why it's
• 18:06
  important to do value discovery. So another reason why it's
• 18:12
  important is because when you ask all these questions, it
• 18:14
  allows you to build rapport. You now know a little bit about
• 18:16
  mom because it's not how you can be asking all these questions.
• 18:19
  They don't get a sense of who mommy is or who daddy is.
• 18:21
  And mommy is also going to know a little bit about you because
• 18:25
  if you're smart, you're going to be do some build some rapport.
• 18:28
  So if mommy says, oh, I have 4 kids, you know, you can say
• 18:31
  mommy, you're trying to me, I only have two.
• 18:33
  And sometimes I only kill myself.
• 18:35
  I mean, how do you cope, you know, that kind of thing.
• 18:38
  OK. No, not kill myself sometimes
• 18:40
  I'll pull my hair out, you know, how do you cope?
• 18:41
  You know, you have that talk. You guys bond over that whole
• 18:44
  mom would thing. So with all these talk chatting
• 18:49
  back and forth, you guys probably are going to be on a
• 18:51
  first name basis. I might feel more comfortable
• 18:54
  now talking to each other. So these are reasons why from a
• 18:57
  sales perspective value discovery is really, really
• 18:59
  important and we must always go through all these things.
• 19:02
  Now, let's pretend that you've been listening to the show and
• 19:05
  you are definitely not a salesperson.
• 19:07
  You are not in business. You don't sell pajamas.
• 19:10
  Why is it important to learn all these skills, To learn to ask
• 19:12
  all these who, why, what, where, when questions, to try and
• 19:15
  figure out who the person is, where they're coming from,
• 19:18
  things like that? Because if you adopt this kind
• 19:21
  of philosophy when it comes to having conversations, you're
• 19:26
  going to be a much more better conversationalists.
• 19:28
  So making friends is going to be easier.
• 19:31
  Networking is going to be easier.
• 19:33
  So I mean, who couldn't use more friends or better friends and
• 19:37
  better networking opportunities in the future?
• 19:39
  Then you're also going to be able to build a better
• 19:41
  relationship with colleagues at work or collaborators in
• 19:44
  business. You might not be in business
• 19:45
  now, but eventually you might have a side also or be in
• 19:49
  partnership with someone who has a side also.
• 19:51
  Even if you're not going to do all of this and you're going to
• 19:53
  do the Niger thing of eventually you want to run for office, it's
• 19:56
  better because you're going to be able to have wonderful
• 19:59
  conversations with political associates then if you're a
• 20:02
  pastor. Of your Big Brother in church or
• 20:05
  a Deacon or your some deaconess or auntie in church or whatever.
• 20:10
  It's also useful having these sorts of skills as well.
• 20:12
  And then as your children grow older and they enter the
• 20:14
  teenagers, you know, teenagers, that's when they don't want to
• 20:17
  hang out with us, when they'd rather hang out with their
• 20:19
  friends and do cool stuff, you know, take your car and drive
• 20:23
  and go drinking with the boys or attend parties and sleepovers
• 20:27
  with the girls and all that. That's for those of you with
• 20:29
  daughters. So and at this stage is going to
• 20:33
  help you better prompt conversations with them so you
• 20:35
  can know what it is that is going on in your loved ones
• 20:37
  lives. But most importantly, it's going
• 20:39
  to make you less fearful of being thrown into, sorry excuse
• 20:43
  me, potentially awkward social situations because you're going
• 20:46
  to be confident that you can use conversations and feel your way
• 20:49
  out of it. So if somebody nominates you for
• 20:51
  some church committee, it's not going to be a problem.
• 20:54
  You're not going to start palpitating and sweating blood
• 20:58
  because you know that you're good at conversations.
• 21:01
  You'll be able to figure it out. You'll be able to handle it.
• 21:04
  The same thing at work. They put you up for a committee.
• 21:08
  You're going to get the sense of you want to be able to handle
• 21:10
  it. So no matter what it is, you're
• 21:12
  going to be less awkward, sorry, less fearful of being in those
• 21:15
  awkward situations. Now, I hope you are convinced
• 21:18
  that sales training is going to help you whether you run a
• 21:20
  business or not. If you're not convinced, you
• 21:24
  should. And don't worry, listen to more
• 21:26
  episodes. I'm going to devote, so excuse
• 21:29
  me a couple more episodes to try and convince you guys now.
• 21:33
  So that's all for today folks. Remember to connect with me on
• 21:35
  WhatsApp. The number is 08064662140.
• 21:40
  The country code is +234 for those of you who are not
• 21:43
  Nigerian. And then also connect with me on
• 21:45
  LinkedIn. My name is Tavishima Ayede.
• 21:47
  I'm the host of the show. You can confirm the spelling of
• 21:51
  my name and e-mail address from the link.
• 21:53
  We're currently listening to this episode.
• 21:54
  So thanks for your time and attention.
• 21:56
  I'll catch you guys at the next recording.