Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / No More Guesswork: Master SPIN Selling to Solve Customer Problems

Transcript

No More Guesswork: Master SPIN Selling to Solve Customer Problems · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome. My name is Tavishima Ayede.
• 0:04
  I'm the host of the podcast and I'm making today's recording at
• 0:06
  home, so expect to hear some noise in the background.
• 0:10
  Now the goal of this podcast is solving business problems.
• 0:12
  So if you're struggling to get customers or you have issues
• 0:15
  with marketing, you're trying to boost your side hustle, then
• 0:18
  this is the show for you. So subscribe on Spotify,
• 0:22
  YouTube, Apple, or any player of your choice.
• 0:24
  And if you'd love to connect, then call SMS or WhatsApp me on
• 0:28
  080 64662140. Today on the podcast is going to
• 0:34
  be another diary session for my solar team, but not my team.
• 0:39
  Anyway, the team for my client that is involved in solar sales
• 0:43
  and that is Rudolph, LC and Shim.
• 0:46
  And I just realized that I haven't done a diary session in
• 0:49
  a while and there is one that was a follow up to spin selling
• 0:53
  that I figured, let me just hop on real quick and do that today.
• 0:58
  For those of you who've been listening for the last 2-3
• 1:00
  weeks, you already know what SPIN selling means.
• 1:02
  If this is your first time of listening to the podcast, then
• 1:05
  spin selling does not mean you're trying to bamboozle
• 1:08
  people. You know, it's not SPIN like in
• 1:10
  the American sense of SPIN, or rather as an acronym, that just
• 1:13
  means situation, problem, implication and need pay off.
• 1:19
  Again, SPIN, SPIN, it's an acronym, situation, problem,
• 1:25
  implication, and then need pay off.
• 1:28
  So it's your framework for having conversations with
• 1:31
  potential customers because we're trying to figure out, is
• 1:36
  this somebody worth talking to? Do they have a problem?
• 1:39
  Do they have bar? Is this a serious customer?
• 1:41
  Is this a worker pass? Should I waste my time?
• 1:44
  Should I engage more? And so SPIN just offers you a
• 1:48
  framework for the kinds of questions that you should be
• 1:52
  asking people on the kinds of issues that you should be
• 1:55
  discussing with potential customers.
• 1:58
  Because the problem with a lot of us Nigerian business people
• 2:00
  is somebody meets us. They say, are you free for
• 2:03
  December 26th? You say, yes, ma'am, I'm free to
• 2:05
  say how much 250K, say 850K, how I found somebody for 180K.
• 2:11
  And you know, before you know it, you guys are locked in that
• 2:14
  price battle. You want to charge 150K, but you
• 2:17
  know last last you collected 160 because you say you know at all
• 2:20
  at all I am bad pass and you know you now go and do the job
• 2:23
  and you're angry now the reason why you're always stuck in those
• 2:26
  situations is because you don't have any framework for for
• 2:32
  guiding the conversation and spin is one of those things.
• 2:35
  So when you meet somebody, be asking them questions, what's
• 2:38
  the situation, what's up, what's going on?
• 2:40
  Then problem, what's the problem now?
• 2:42
  OK, if we can solve this thing, what's the worst that will
• 2:45
  happen? OK, if you solve this thing,
• 2:46
  this is what you're hoping to achieve from it.
• 2:48
  So when you have all these kinds of conversations, you now know
• 2:51
  whether you're with a serious person or not and how you can
• 2:55
  direct the conversation. Now, I know that the way I've
• 2:59
  just described it is a little too flippant, is a little too
• 3:02
  loose. So maybe some of you will not
• 3:04
  truly, truly appreciate what's going on here when we talk about
• 3:08
  spin. So there's an exercise that I
• 3:11
  took shown Elsie and Rudolph through that I want to take you
• 3:15
  guys through today. And that is in order to get them
• 3:19
  to better appreciate the framework and apply it.
• 3:22
  I said, you know what? We all have AI on our phones.
• 3:26
  You know, my own preferred is Google Gemini.
• 3:28
  I'm not saying it's the best. I'm not saying it's the one I
• 3:30
  prefer because it's already on my phone.
• 3:32
  It's already on the computer, so why not?
• 3:36
  So I said, we really have AI now, so let's just use these
• 3:39
  devices. Let's just use AI.
• 3:40
  Let's just generate some random spin questions and then we'll
• 3:44
  now see how we can make the thing sound natural, sound sweet
• 3:49
  in our mouth and see which of them we can use in
• 3:51
  conversations. And then they say, Oh yeah,
• 3:53
  cool. Now we're done with that, so
• 3:54
  it's OK, no problem, let's go ahead.
• 3:56
  So that's what we did and then that's what we're going to do
• 3:59
  over here right now. We'll look at some AI generated
• 4:02
  spin questions and then just try and see how we can make it sound
• 4:07
  much more natural or conversational.
• 4:10
  So if this is your first time of excuse me, this is your first
• 4:13
  time of Yang spin, hopefully you'll be able to get one or two
• 4:16
  ideas about how to be guiding conversations with potential
• 4:21
  customers. So let's see anyway, so I fired
• 4:26
  up my phone now and then I use Google Gemini.
• 4:30
  That's just my default. I don't use any other one.
• 4:33
  And like I said, the reason why I use it is just because it's
• 4:35
  already on my phone and then it has access to the Internet.
• 4:39
  It's already powered through Google.
• 4:40
  So, you know, like what's the loss?
• 4:43
  So I just go ahead and I use it. Some of you were asked what is
• 4:46
  the best AI tool to use. My own opinion, there is no best
• 4:49
  AI tool. It depends on what you're trying
• 4:51
  to do, what you're trying to achieve, the nature of your
• 4:54
  business. There are some kinds of
• 4:55
  businesses where all the text based AI like char GPT and
• 5:01
  Gemini, you know, maybe they're not up to snuff.
• 5:04
  Maybe you guys need more video generating kind of AI or audio
• 5:09
  generating kind of AI. So the truth of matter is, you
• 5:11
  know, it depends, but don't sit down and be looking for which
• 5:14
  one is the perfect one. In my own opinion, the best one
• 5:17
  to use is the one that you find easiest to use and quite
• 5:19
  frankly, the one that you've been using the longest because
• 5:22
  you're familiar with it, you know its limitations.
• 5:25
  And the thing I started learning your own communication style.
• 5:29
  So you'll be able to get good output from it anyway.
• 5:31
  So Gemini, Google Gemini. So now situation questions.
• 5:37
  Now remember as we go through this, that this set of questions
• 5:42
  were generated for people who are in solar sales.
• 5:45
  So if you sell solar solutions, solar installations, inverter
• 5:49
  batteries and all these sorts of things, then you'll be able to,
• 5:53
  these questions should be able to adapt to you.
• 5:56
  But if you're not in solar, just how I put it, take the principle
• 6:03
  of the question and then apply it now to your own business.
• 6:07
  So one situation question is tell me, tell me a bit about
• 6:10
  your current electricity supply here at your home or here at
• 6:14
  your business. Now the reason why this is a
• 6:17
  good situation question is this. Remember that when we are
• 6:21
  engaging, excuse me, engaging with customers, we want them to
• 6:25
  be yawning, we want them to be telling story, we want them to
• 6:27
  be talking freely. Because we will achieve 2 things
• 6:31
  #1 the more they verbally vomit everything that is on their
• 6:34
  mind, excuse me, the more we are going to get all the information
• 6:39
  that we need to close the deal. But then the second thing is the
• 6:43
  more people talk, the calmer they feel.
• 6:45
  It's funny, but honestly, if you're having a conversation
• 6:49
  with someone and the person talks, 80% of the time, for some
• 6:52
  reason the person will feel calm with you.
• 6:54
  That's just how it works. If you're talking to somebody,
• 6:58
  you want the person to feel calm and you're talking, 80% of the
• 7:00
  time you can't get the other person to calm down.
• 7:04
  So you want to build rapport. You want the other person to
• 7:06
  feel cool, you want the other person to feel all right, want
• 7:08
  the other person to feel easy. You want another person to chill
• 7:11
  and to relax. Allow them, let them be flowing.
• 7:14
  That's how we achieve rapport. So that's the two step process.
• 7:20
  Number one, we need to get all the information we need so we
• 7:22
  can close the deal #2 we need them to feel all right.
• 7:25
  So just get them to talk. So when you say tell me about
• 7:27
  tell me about your electricity supply and then you keep quiet
• 7:31
  do vomit everything and well, we are band A Napa is showing all
• 7:35
  shaky this disease that that that is costing like this is
• 7:38
  doing like that. You know, the more they're
• 7:40
  talking you who are selling inverter you are who are selling
• 7:43
  solar. You now know how you'd be
• 7:45
  packaging the offer in your head.
• 7:47
  Another question. What's your average monthly
• 7:50
  electricity bill that will let you know whether this is
• 7:54
  somebody dealing with a big problem or not.
• 7:57
  If somebody is in band A and his monthly electricity bill is
• 8:01
  let's say 450K, and by the way, yes, since they switched off to
• 8:06
  band A1 guy in an estate, the guy's been crying since that
• 8:09
  he's spending 450K. But at night they'll be blowing
• 8:13
  AC. And I'm wondering this rainy
• 8:15
  season and you're blowing AC at night, you're complaining that
• 8:19
  your bill is 450K. You never do, you know, when do
• 8:23
  you think, do you switch off your AC?
• 8:25
  So, yeah, there's some people who are spending 400K450K on
• 8:31
  electricity bill, so that might give you a sense that you are
• 8:34
  talking to somebody. Excuse me, You're talking to
• 8:36
  someone who has a big problem and who needs to solve this
• 8:39
  problem right now. Then let's see what else?
• 8:44
  OK. How often do you experience
• 8:45
  power outage? That's a good question.
• 8:48
  What kind of backup are you using?
• 8:50
  It's nice to know that kind of thing.
• 8:51
  Does the best have Gen. Does the best have inverter?
• 8:54
  You know, that determines the kind of solutions you're going
• 8:58
  to recommend. You know, if the person already
• 9:00
  has Gen. they are going to do solar.
• 9:01
  Maybe you might come up with all those, you know, fancy, you
• 9:05
  know, automatic switching things so that when Nepal comes, the
• 9:08
  generator will automatically switch off and then the thing
• 9:11
  will now switch to NEPA. You know, since I started the
• 9:16
  1st is the first time I did a consulting gig with this solar
• 9:20
  company last year and I started looking into these things.
• 9:23
  To be honest, my mind has been blown.
• 9:24
  I didn't even know that that's possible that you can have Jen
• 9:29
  then the moment never calls back.
• 9:30
  Even though you're still in your house.
• 9:32
  The gem will switch off by itself.
• 9:33
  It don't now flip to Napa and then you know you've never cuts
• 9:38
  out. You know this automatically move
• 9:40
  to inverter as in the change of our just good a change like
• 9:43
  that. All you're doing is your just
• 9:45
  there in your bedroom and I'm tripped the things that Chinese
• 9:50
  people have invented. Like man, you guys, I respect
• 9:54
  you. So what kind of backup power do
• 9:58
  you have? Then let's see what else.
• 10:00
  How often do you run your generator everyday things like
• 10:05
  that. Just general questions or
• 10:07
  something like are you planning any expansions around your
• 10:09
  business? So like when I first did some
• 10:12
  consulting work for this particular firm last year, one
• 10:16
  of the for the sales person that I was talking to, one of his
• 10:20
  regular clients was a woman who owned the laundry.
• 10:23
  So if you're talking to somebody like that, it actually is a big
• 10:26
  question to ask if she runs a laundromat as she has 21
• 10:30
  machines, but she's thinking next month she wants to move
• 10:33
  from 21 to 36. You know, you are somebody who
• 10:37
  already provides solar or who is putting together a bid for
• 10:40
  solar. It will be nice to know that so
• 10:42
  that you can you go and give them the kind of the kind of
• 10:49
  system that would have been cool for 21 machines but will now
• 10:53
  come and F up when it's 36 machines.
• 10:56
  So those are situation problems. So situation questions.
• 11:00
  Now you can see that situation questions are just focused
• 11:02
  around trying to figure out like, OK, what's going on here?
• 11:05
  What's the situation here? This situation I'm entering into
• 11:08
  now, like what's the layer of the land?
• 11:11
  That's all you need to know. Then problem questions, I'll put
• 11:17
  it now, problem questions. You're just trying to figure out
• 11:21
  like how bad the situation is because some people don't have
• 11:24
  problem like somebody who lives in a situation where the one is
• 11:28
  ban B or ban C and they're receiving power maybe like 16
• 11:31
  hours a day as far as they're concerned.
• 11:33
  Like, well, you know, we're spending 20 KA month on NEPA and
• 11:38
  sorry, 1 moment. OK, sorry about that.
• 11:42
  One of my kids was was calling me.
• 11:44
  They needed my attention on something because it's late in
• 11:46
  the evening here then. So I'll say that problem
• 11:51
  questions. Now you're trying to figure out
• 11:53
  how bad the situation is because there's some people that
• 11:55
  actually don't have problem. I mean, you know, problem is
• 11:58
  relative. So somebody who is in band B
• 12:00
  who's receiving 16 hours because band A is supposed to be 20
• 12:04
  hours of light every day, but then they pay three times the
• 12:07
  cost of those who play in band B.
• 12:10
  Now Bambi, they're receiving 16 hours.
• 12:12
  So somebody who's receiving 16 hours of light every day and
• 12:17
  they're only paying 20K or 30 KA month in electricity bill.
• 12:21
  If you're talking to them, you know, quite frankly, some of
• 12:24
  them, they feel as if, well, you know, there's no problem.
• 12:25
  The the deep freezer is too cold, the freeze is too cold.
• 12:31
  You know, it's OK, it's OK. Now they're not really feeling
• 12:35
  any problem. But people in band A that are
• 12:38
  paying 450K for Nepal, I mean, of course, depending on your
• 12:42
  setup, that kind of person, they're feeling a huge problem.
• 12:46
  And there may be people in the lower bands, maybe like band E
• 12:49
  for instance, I don't know how many hours are supposed to
• 12:51
  receive, but those people, I'm sure they're suffering.
• 12:54
  If there's band F and Band GI know those people are feel sorry
• 12:58
  for them. So the people at the bottom, the
• 13:00
  problem will be this light. We're not even seeing it.
• 13:03
  Then the people at the top, the problem is we're seeing the
• 13:06
  light, but we're paying through our nose for this light.
• 13:10
  Those are the people that have problems.
• 13:11
  And then you'll be able to make your sales speech.
• 13:14
  So it's really, really important to figure out, is this even a
• 13:17
  problem What's of I'm solving? Because I'll give you guys one
• 13:21
  example. I've spoken about it before, but
• 13:23
  not too many times. It was the first time I was
• 13:25
  faced with an expatriate couple natively.
• 13:30
  They're based out of New York Abbey, the babies from New York,
• 13:34
  guys from Washington, but they're doing expert work in
• 13:37
  Niger, expert expatriate, expatriate workers in Niger and
• 13:42
  we're going to get married. And so beyond my guy, my video
• 13:46
  guy at the time, we're talking to them trying to close this
• 13:48
  deal and asked me to feel like, ah, now like these people, they
• 13:52
  don't have issue, you know, how people can be now.
• 13:55
  So if he's Nigerian bride, you know, Nigerian bride is excited,
• 13:59
  you know, she's all like art, my dress, my days, my video, my
• 14:02
  dad, you know, slay who, you know, Instagram like there's a
• 14:06
  way shocks Nigerian brides, you understand.
• 14:09
  But then also apart from that being we would also on the
• 14:15
  mature side and put it that way, like the they're all small.
• 14:18
  If you understand me, it's not as if the it's not as it was a
• 14:21
  small guy and a small girl. So the thing not to shock them
• 14:26
  like that. So I just asked them general
• 14:30
  questions around other aspects of the wedding or they say, oh,
• 14:33
  that they will go to court, they will do registry, then the
• 14:36
  minister will come and then join them at a private setting.
• 14:41
  Then they will go home and then they will have drinks and then
• 14:44
  do you know, blah, blah, blah, you know, some kind low key,
• 14:48
  very low key something. And then I now ask them, OK, so
• 14:54
  like for photography and video, what's your plan?
• 14:56
  They say, oh, doesn't have to be anything fancy, you know, a
• 14:58
  friend with, with an iPhone, you know that that should be enough
• 15:01
  to cover our special moment. And, you know, I kept asking
• 15:06
  more questions and asking more questions and honestly,
• 15:09
  honestly, honestly, as far as they were concerned, their
• 15:12
  wedding day, that's how the thing was going to be.
• 15:14
  Now, that kind of problem, if you're a wedding photographer,
• 15:17
  don't waste your time. If you're a wedding video
• 15:19
  person, don't waste your time because that kind of person they
• 15:21
  don't have problem if you're following them, I'm following
• 15:24
  them. I'll follow up her follow up and
• 15:25
  follow up. Excuse me, you are wasting your
• 15:28
  time. So the guy that provides video
• 15:32
  for me at the time that we used to partner up Shogun.
• 15:35
  Shogun quickly cut himself off from the situation.
• 15:38
  He exited. He used to call the baby anymore
• 15:41
  because there's no need but me. I was curious.
• 15:43
  I need to see how this thing will you, you know, we end.
• 15:47
  So I was still in touch with the bride and you know, eventually
• 15:50
  they got married. Unlike joke, like joke, all the
• 15:52
  footage they had was mobile phone footage.
• 15:54
  I said, wow. Anyway, the long and short of
• 16:00
  this story, just that there's some people that don't have
• 16:01
  problem. And if this person doesn't have
• 16:04
  a problem, there's no point in you spending time with them,
• 16:06
  following up, following up, relationship building, you know,
• 16:09
  all these sorts of things. Don't never buy, excuse me,
• 16:14
  don't never buy. The only way that you know that
• 16:17
  is if you ask situation questions and then problem
• 16:20
  questions. So Shegu and I were able to exit
• 16:23
  that situation sharp because we asked the relevant questions.
• 16:26
  What's the plan for the wedding day, you know, blah, blah, blah.
• 16:29
  When you start hearing some Loki, Loki something, especially
• 16:32
  when you're dealing with mature people, you now know that this
• 16:35
  is not the kind of person that will spend money on photo or
• 16:37
  spend money on video. The only thing they spent money
• 16:41
  on was food actually, because for them cuisine was important.
• 16:45
  So they wanted a blending of, you know, Niger cuisine plus,
• 16:48
  you know, something cuisine. So it's only food that they end
• 16:52
  up spending money on. So problem questions really,
• 16:55
  really important it ask them. Sorry about that.
• 17:02
  Sorry. Yesterday was a radio show then
• 17:05
  I've been doing coaching sessions every day back-to-back.
• 17:08
  So my voice is beginning to beginning to suffer.
• 17:12
  I need to go and learn voice care routines.
• 17:15
  So where was I problem questions.
• 17:19
  So you'd be asking them now for those of you who do solar,
• 17:21
  you'll be asking them how these things affecting their daily
• 17:24
  life basically. So like when I first started
• 17:27
  with the solar company, I told the one of the guys I was
• 17:29
  talking to that you know, you're talking to Olga about systems
• 17:33
  and everything and he referred you to Madam and you didn't ask
• 17:36
  Madam whether deep freezer has spoiled.
• 17:38
  I say no, that does that is a mess up.
• 17:41
  It's one of the things you should ask whether there's been
• 17:42
  any damage. We know with the Nepal
• 17:44
  situation. Eventually he asked and found
• 17:46
  out that you know, it's not deep freeze.
• 17:47
  I think was fridge and you know one or two other something.
• 17:50
  But you ask that is how you figure out who has a big
• 17:54
  problem. And then we are now talking to
• 17:57
  the husband again. You now know what you can key on
• 17:59
  to now get this sale done. Now Madam told me that you were
• 18:02
  damaged like 2-2 fridges, you know, blah, blah, blah.
• 18:06
  I'm sure that the cost of repairs must have been like
• 18:08
  this, must have been like that. OK, Because of that, when we
• 18:11
  installed the system, this is how we'll do safeguard.
• 18:13
  We'll do this, we'll do this. You know, so you've been asking
• 18:18
  problem questions. So all those questions around
• 18:22
  generator noise, fuel cost, maintenance equipment that has
• 18:27
  been damaged, maybe discomfort, like if they have a young baby
• 18:31
  at home. That's why I got my own system,
• 18:33
  because wifey was pregnant. We're expecting the baby and my
• 18:36
  wife was always saying there's no breeze.
• 18:38
  There's no breeze. Now she's hot.
• 18:39
  So I said, well, I can't wait until babies here.
• 18:41
  So bought our own system. Then all these kinds of
• 18:45
  questions around fluctuation and equipment damage, comfort, you
• 18:48
  know, all those things. Those are problem questions
• 18:51
  because the more the people talk, the more they vomit.
• 18:54
  You now know, OK, this person has a problem with the person
• 18:56
  doesn't have a problem. So back to this example, if
• 18:59
  you're talking to somebody who lives in Bambi, he's receiving
• 19:02
  16 hours of light, he's only paying 30,000 naira, 2030
• 19:06
  thousand naira a month for electricity bill.
• 19:10
  You know, the children have grown up and they've left the
• 19:12
  house. Let's see what else.
• 19:15
  No equipment has been damaged because they have stabilizer
• 19:17
  everywhere. Before you get that person to
• 19:20
  drop money, it's, you know, it'll be hard.
• 19:23
  You know, on paper it doesn't look like that's a good
• 19:24
  candidate. Maybe the person is just
• 19:27
  curious. Maybe that's how they reach out
• 19:29
  to you. They're just curious, just doing
• 19:30
  the mathematics just to see is this thing workable or not.
• 19:35
  Then implication questions. So we came up with some
• 19:39
  implication questions. So implication questions.
• 19:42
  How would I describe it now? OK, implication questions you're
• 19:45
  now trying to figure out. Well, I put it now, it's just
• 19:53
  another way of probing deeper to figure out how bad the problem
• 19:59
  is. Like what's the implication of
• 20:01
  all of all these issues? You're trying to quantify it.
• 20:05
  You're trying to get the cost to the business.
• 20:08
  Like one of the salespeople, he's trying to get some deals
• 20:10
  with these people who run betting agencies, you know, like
• 20:13
  Bet Niger and all these places. So I told him for him a good
• 20:16
  implication question is OK every single time power trips off and
• 20:21
  your servers you know, switch off like is it costing you guys
• 20:24
  anything in? Data security, I'll be in lost
• 20:28
  opportunity to place bets, you know, stuff like that.
• 20:31
  But you ask it in a very conversational wheel.
• 20:33
  You know, now we ask questions or why they thinking of solar.
• 20:37
  This is the company, this is what they do blah blah blah.
• 20:40
  Also So so the Nepal took like to say, OK, sorry, you hope
• 20:44
  people didn't lose data and nothing say, well, my brother,
• 20:48
  you know, we only lost data on one server, but you know, we're
• 20:51
  able to catch and everything blah blah, blah.
• 20:52
  So I really lost it on one server.
• 20:55
  Yeah. How come?
• 20:56
  So how are you able to cope? I'm sure some people are not
• 21:00
  able to bet then, you know, and stuff like that.
• 21:02
  So. But The thing is, the more you
• 21:04
  ask these kinds of questions, the other person itself will
• 21:07
  even be given be even begin to see and begin to quantify and
• 21:11
  know that you know what, this thing actually is a serious
• 21:14
  issue and I should be taking, I should be taking notice of these
• 21:20
  kind of things. So you should be asking them
• 21:22
  those kinds of questions. You know, the cost of constantly
• 21:28
  buying fuel all the time, whether inconsistent power is
• 21:33
  affecting the deadlines. Let's see what else?
• 21:37
  Every single time that power fields, whether it's affecting
• 21:41
  critical equipment or critical data, There's one of my one of
• 21:46
  my family friends who wanted to, well, not my family friends as
• 21:49
  per it's more like Mumsy's church person who started an
• 21:52
  ethanol factory a long time ago, supposed to be supposed to be
• 21:56
  Africa's first ethanol factory. But the thing ended up shutting
• 22:00
  down anyway. And this was one of the
• 22:01
  problems. You know, every single time
• 22:05
  Nepal take light, you have to reboot the whole system again.
• 22:08
  And then what again, I can't remember.
• 22:13
  I think between Napa and backup generators and stuff like that.
• 22:16
  Any, any how sure power cost turned out to be more expensive
• 22:19
  than you thought. And then of course, the
• 22:21
  constant, you know, switch over, changeover, switch over
• 22:24
  changeover led to equipment damage and so the whole thing
• 22:27
  collapsed. But basically we should be
• 22:30
  asking them implication questions.
• 22:33
  So anyway, 20 minutes. So let me just bring it to a
• 22:35
  close here. And ought to be doing all those
• 22:37
  3031 one hour podcast episodes again.
• 22:41
  So this is your first time of listening to the podcast.
• 22:43
  I hope you have gotten enough out of this to understand what
• 22:46
  spin selling is and how you can use spin to have conversations
• 22:51
  with people to be able to figure out who has a problem, who
• 22:54
  doesn't have a problem. Who should I be talking to?
• 22:56
  Who should I not be talking to? How long should I be talking
• 23:00
  with somebody? If I'm following up with them?
• 23:02
  Should I be close marking them or should I be?
• 23:04
  Should I space it? Maybe I should be giving them
• 23:06
  like 2-2 months before I call them is when you have these
• 23:09
  sorts of conversations that you'll be able to know who to
• 23:12
  talk to and how to pace yourself.
• 23:15
  And if you need some more, I think if you checked last week,
• 23:19
  there's a podcast episode that actually the title also has spin
• 23:23
  selling in it. So go listen to that one.
• 23:25
  I think it should be helpful. And I think with that, I
• 23:28
  probably, I'm not going to talk about any other spin related
• 23:31
  thing, but I guess the main thing I wanted to let you guys
• 23:34
  know is this. We have these things in our
• 23:38
  pockets, these mobile phones, they are powerful devices,
• 23:42
  powerful. These AI tools are already here.
• 23:46
  We can use these things for ideas all the time.
• 23:49
  Please use it wisely to grow your business.
• 23:51
  If you hear about any single framework I'm talking about on
• 23:54
  this business and you don't understand, just remove your
• 23:57
  phone, open your ChatGPT and say I'm a fashion designer in
• 24:02
  Nigeria, whatever, whatever. I was listening to a podcast by
• 24:05
  Tavish Bahidi on so so so so so and the young man mentioned the
• 24:09
  social and so failing spelling qualification framework that can
• 24:13
  be used to improve my sales. Tell me more about this
• 24:16
  framework. Send charges PT will now try and
• 24:19
  explain it to you. What is this all these thing
• 24:23
  that this guy is saying? If you're confused, you say I'm
• 24:26
  confused about this charges. PT will now try and explain
• 24:29
  again. If you can't think of example,
• 24:32
  you say please all these examples you are giving, they
• 24:35
  sound like they are for American businesses.
• 24:37
  Give me examples for Nigerian businesses, Nigerian businesses
• 24:41
  like my own. The thing will now give you so
• 24:44
  this your phone is not just for Netflix.
• 24:47
  Believe me I love Netflix and I like to play chess.
• 24:51
  It's not just for Netflix and it's not just for games.
• 24:54
  Be using this thing for your business as well.
• 24:55
  These AI tools are powerful, so be using them.
• 25:00
  Some of you will say if I'm talking like this, I'm not
• 25:03
  reducing my business. Actually I'm not at all.
• 25:07
  I even like it when people go and use ChatGPT and Gemini and
• 25:10
  all those things because at least when they come now and we
• 25:13
  now start having business conversations, our conversations
• 25:16
  are more focused because they have even been educated small.
• 25:20
  They've elevated themselves small.
• 25:22
  We now have even more productive conversations.
• 25:25
  So I'm not one of those people who's going to be afraid and
• 25:27
  say, ah cha GPT, it will take away my consulting business.
• 25:31
  I don't think so. It will help my consulting
• 25:33
  business. People will go, they'll get
• 25:36
  educated, they will learn what they need to learn.
• 25:39
  They will now see where the deficiency is.
• 25:40
  My value will even shine all the more.
• 25:43
  And besides, I keep saying on the podcast nowadays that
• 25:47
  information is free. It's readily available.
• 25:50
  In my own opinion, information is free.
• 25:53
  Application is what you pay for so people come to me and they
• 25:57
  pay me not because they don't have the info everybody has the
• 26:01
  info. If you have a laptop or you have
• 26:02
  phone, The thing is connected to the to the Internet, you have
• 26:06
  the information already So when you come to me it's not
• 26:08
  information you're paying for this application.
• 26:10
  My job is making sure that OK, this is the problem, we know
• 26:13
  what the problem is. Let's stay focused or at least
• 26:15
  the game plan now. So we go execute and let's
• 26:19
  continue on to start seeing results.
• 26:21
  So use AI tools. Please use them, use them, use
• 26:27
  it. Powerful tools.
• 26:30
  If you're on the consulting business and you're afraid that
• 26:32
  AI is going to take your job, relax.
• 26:34
  AI is not, it's not taking our market at all.
• 26:37
  It's making things better for us.
• 26:38
  The more educated customers we talk to, the better.
• 26:41
  So that's it and that's all. Remember, if you'd love to
• 26:45
  connect, you can call SMS or WhatsApp me on 08064662140.
• 26:51
  Thank you very much for your time and attention.
• 26:54
  I'll catch you next time. Same place in your headphones or
• 26:57
  in your speakers.