Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Find the 'Oga at the Top' in Sales

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How to Find the 'Oga at the Top' in Sales · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Today on the podcast, I'd like to slow things down a little bit
• 0:05
  because I've been talking a lot this past couple of days about
• 0:08
  qualification frameworks and how you use them to decide which
• 0:13
  kind of potential customer, which kind of prospect is worth
• 0:16
  spending time with? Who are the people that you
• 0:18
  should prioritize? Who are the people that you
• 0:20
  should follow up with Sharp Sharp and who are the people
• 0:23
  that you should just lean back, take it easy because you still
• 0:26
  have time. So today I want to flesh it out
• 0:29
  just a little bit. Not in one of those long 45
• 0:33
  minute episodes as I was done, but just look at one particular
• 0:37
  qualification framework band that is BANT, budget, authority,
• 0:42
  need, and timeline. We discussed that in yesterday's
• 0:44
  podcast episode and then show you how it's been applied live
• 0:48
  and in the flesh with one of my current clients and you'll be
• 0:52
  able to see how why these things are important, especially the a
• 0:56
  part which is authority, you know, who are you talking to?
• 0:59
  Does the person have decision making power?
• 1:01
  All those sorts of things. So these are some of the things
• 1:04
  we're going to look at today. It's a random episode, not very
• 1:06
  ordered, but I just wanted to be quick, short, sharp and real
• 1:11
  life, not theory. Theory as in life, something
• 1:14
  that me and one of my clients are currently talking about.
• 1:17
  In fact, the case study we're going to use is something that
• 1:20
  happened maybe like two or three days ago.
• 1:23
  So hello and welcome to the podcast.
• 1:25
  My name is Tava Shema Ayedi. I'm the host making today's
• 1:29
  recording our home and then the house is being cleaned at the
• 1:31
  moment, so there's going to be some noise in the background.
• 1:34
  Definitely. Now this podcast is not about my
• 1:37
  housing situation. I'm sure you've been able to
• 1:39
  figure out that over here we talk about business problems.
• 1:44
  How do I attract customers? How do I attract clients?
• 1:47
  How do I know who is Wakapas? How do I know who I should be
• 1:51
  spending more time with? Who do I know that I should just
• 1:54
  block? Who do I know that I should
• 1:55
  ignore? How do I know who I should be
• 1:57
  following up with? Quick, quick, sharp, sharp.
• 1:59
  Those are the sorts of things that we talk about over here on
• 2:01
  the podcast. So if you run a business and
• 2:04
  these are the kind of things that are choking you, then this
• 2:06
  podcast is for you. Subscribe on Spotify, YouTube,
• 2:10
  Apple, or any player of your choice.
• 2:12
  And if you'd love to connect with me, call, send me a text
• 2:15
  message. Well, send me a WhatsApp message
• 2:17
  on 08064662140. And please don't reach out
• 2:23
  asking for mentorship because I've said it lots of times.
• 2:25
  I don't do mentorships. You know, this is a business.
• 2:30
  I do mentorships for the University of Aberdeen because
• 2:33
  that is my alma mater. Some of you say why University
• 2:36
  of Aberdeen? Well, it's because University of
• 2:38
  Aberdeen. They asked me.
• 2:40
  Or where? You did not ask me where you
• 2:41
  asked. Yeah, sure, I'll do it.
• 2:44
  Or you did not ask. University of Aberdeen asked.
• 2:46
  So I mentor for them, then also for the Faith Foundation.
• 2:50
  So those are the only two organizations that I do free
• 2:53
  mentorship for Any other person who is reaching out, this is
• 2:56
  going to be a paid coaching engagement or a paid consulting
• 3:01
  engagement. However, I understand times are
• 3:04
  rough and everybody has money. So that's the reason why anybody
• 3:07
  who reaches out to me, whether you pay me or you don't pay me,
• 3:10
  I answer one or two questions for free.
• 3:11
  So it's not a big problem. Just reach out, let me know what
• 3:15
  questions you have. And if you're interested in a
• 3:20
  coaching, you know, a paid engagement, you know, we'll,
• 3:22
  we'll figure something out, But I never let money stand in the
• 3:25
  way. You have a question, Sure, I'll
• 3:28
  ask, but don't ask for mentorship because I don't do it
• 3:32
  so well. You know, I've been talking a
• 3:36
  lot about qualification frameworks and I just realized
• 3:38
  that, you know, I'm throwing a lot on you guys.
• 3:41
  Yesterday we discussed 3 qualification frameworks was a
• 3:44
  45 minute episode. It's kind of heavy.
• 3:47
  It's kind of much. I say, let me jaws calm things
• 3:49
  down, slow it down today until let's just look at band, budget,
• 3:54
  authority, need and timeline. Now remember, a qualification
• 3:58
  framework is a framework or a set of principles or a set of
• 4:03
  all I say now yardsticks, something that will just guide
• 4:07
  the conversation that you're having with a potential
• 4:10
  customer. And the whole idea is this.
• 4:12
  We're trying to figure out who is this person?
• 4:15
  Do they have a serious problem? Are they worth spending time
• 4:19
  with? Because a lot of us are losing
• 4:22
  money because us wasting too much time chasing people who
• 4:25
  will never, ever, ever, ever, ever pay.
• 4:28
  They will never, ever become customers and we're wasting our
• 4:31
  time. So these are some simple tools,
• 4:34
  some simple framework, some simple yardsticks, some simple
• 4:37
  whatever it is you want to call it, that will help us decide
• 4:40
  quickly, should I stay or should I go?
• 4:44
  Just like Brandy said, should I stay?
• 4:47
  Should I go? Anyway, it's an old song.
• 4:52
  I don't expect those of you who are born in the 2000s, you know
• 4:54
  that song. But Brandy Aaliyah, who again,
• 5:00
  Brandy Aaliyah, TLC, you know, this was a long time ago, where
• 5:05
  was I? So that's what qualification is
• 5:08
  about now. Now, the reason why I'm using
• 5:10
  band is because there's one part in band which is a authority
• 5:15
  that lots of Nigerian business people don't pay attention to.
• 5:18
  And today's example is going to show why.
• 5:21
  So it is all my clients now. They are trying to sell their
• 5:26
  solution to a school and so they called up the account and we're
• 5:32
  talking to somebody, let's say the person's name is Madam
• 5:36
  Ogadingly. So they called up the school now
• 5:39
  and we're talking to Madam Ogadingbay.
• 5:41
  They highlight 3-4 convos and then all of a sudden Madam
• 5:45
  Ogadingbay as usual begin the ghost.
• 5:48
  She know the answer call, she know the answer message, she
• 5:52
  know they respond to e-mail. So my client now I said no
• 5:56
  problem, give me the phone number, let me see if I can
• 5:57
  revive this conversation. Let's see if I can get things
• 5:59
  back on track. She said no I'lla.
• 6:01
  So she gave me the number. But before I called, I said,
• 6:03
  hey, this Madam Ogadingbay self, who is she?
• 6:07
  My client asked me what do you mean?
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  I said I mean like, who is she now?
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  Is she the owner of the school? I'll be she a secretary, I'll be
• 6:15
  she a principal, I'll be she head of admin, Is she head of
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  finance? My customers, my clients said I
• 6:23
  don't know. I said no, no, no, no, no, no,
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  no. I've told you this thing.
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  Now that is the A in authority we suppose know who we're
• 6:31
  talking to. If we know who they are, if we
• 6:35
  know how they fit in the organization, if we know their
• 6:39
  decision making power, if we know how they relate to our
• 6:43
  solution, we will now know how to plan the sale.
• 6:46
  And too many of you are approaching deals and you are
• 6:50
  not even bothering to find out who am I talking to.
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  Whether we're talking to the secretary or the principal or
• 6:58
  the head of it, it will determine how we are going to
• 7:03
  pursue this thing. So see, this is the reason why
• 7:06
  qualification frameworks are unnecessary.
• 7:09
  So in this case, BANT budget authority need timeline.
• 7:16
  Every time you're on the phone with somebody, you guys be
• 7:18
  having some conversations around budget, around money.
• 7:22
  Are we in the same ballpark? It's not as if we should agree.
• 7:25
  But if your product is 1.5 M, you need to know if you're
• 7:30
  talking to a 750K person. If you're talking to a 750K
• 7:34
  person, end this call now. The gap between 750K and 1.5 is
• 7:40
  huge. If your product or service is
• 7:43
  1.5 and you're talking to somebody who is a 1.2 person,
• 7:47
  there is room. You can educate them, you can
• 7:49
  toast them, you can beg them, you can offer discounts.
• 7:55
  You can like. The gap between 1.2 and 1.5 is
• 7:58
  doable. So that is be budget, then
• 8:03
  authority. Who am I talking to?
• 8:05
  Does this person have the authority to make decisions?
• 8:09
  Simple things like that. Simple things.
• 8:13
  Because if you're going to sell your solution to a school and
• 8:16
  the person you're talking to is the secretary, does the
• 8:19
  secretary have the authority to make that kind of decision for
• 8:24
  the school? For those of you who sell to
• 8:26
  schools, let this sink in. Let me repeat it.
• 8:30
  Let this sink in. You're calling someone in
• 8:33
  school. You're talking to someone.
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  You haven't bothered to figure out who you're talking to.
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  Will he pay you to spend 3 months talking to a secretary
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  who has no authority, who has no say, who has no push, who has no
• 8:45
  pull, who has no influence over the decision?
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  Is that a smart thing to do now, even if the person is the
• 8:55
  secretary? But you discover that she is the
• 8:57
  proprietress's daughter or daughter-in-law.
• 9:02
  Does that now change? Doesn't that now change the
• 9:04
  equation? Now you know you can confidently
• 9:07
  invest two months in relationship building because
• 9:09
  even though on paper her title says secretary, really she's the
• 9:13
  proprietary proprietorsies. Sorry, forgive me,
• 9:16
  Proprietorsies owner proprietorsies daughter.
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  So it is important. Who am I talking to?
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  What is their capacity? Sorry, 1 moment.
• 9:32
  OK, sorry about that. I'm back.
• 9:34
  Like I said, the house was being cleaned and so my attention was
• 9:36
  needed. So this a in authority like I'm
• 9:41
  trying to stress out now, very, very important to many of you
• 9:45
  are calling into a company, calling into a household,
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  calling into a church, calling into a ministry, calling into a
• 9:53
  department, calling into a whatever.
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  You've been talking with someone who this person is.
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  You don't know what their title is.
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  You don't know what power do they have.
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  You don't know what is their responsibility.
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  You don't know if the company decides to go ahead to implement
• 10:08
  your product or your solution. What kind of influence, what
• 10:11
  kind of role will this person, however implementing this thing?
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  You don't know A lot of you are setting blind.
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  This is the importance of qualification frameworks.
• 10:24
  You do not need to use bunt. You do not need to use spin.
• 10:28
  You don't need to use want, need and afford an urgency.
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  Like I mentioned yesterday, there are different ones,
• 10:34
  there's medic, there's Med pick, there is, you know, all kinds of
• 10:38
  things. So anyone that you've come
• 10:40
  across honestly speaking is fine so long as you are following it
• 10:47
  religiously. But you need to have something.
• 10:52
  Calling and freestyling without having a guide is not going to
• 10:56
  help you. The people that you look at who
• 11:01
  seem to do a wonderful job at freestyling, it looks like it's
• 11:04
  freestyling. It's not really freestyling.
• 11:07
  Someone has taught them, someone has trained them, or over time
• 11:11
  they have learned from practice what to do, what not to do, so
• 11:14
  their script is internalized. That's the reason why it appears
• 11:18
  fluid. So if I'm ever working with you
• 11:22
  and I'm coaching for your company like one of the sales
• 11:24
  people for my clients say, ah, OK, I wish I had your
• 11:27
  confidence. From the outside, it looks like
• 11:28
  confidence. No, there's not really
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  confidence. I am following a framework.
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  I am following a thought process that is guiding this whole
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  interaction is making it look easy, making it look smooth is
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  because I have a process. I'm not freestyling and you
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  shouldn't either. So this is a authority very
• 11:50
  important. Make it a habit of inquiring who
• 11:54
  it is that you're talking to. So back to this example now, by
• 12:00
  the way, the other ones N&T that is need, what are they looking
• 12:04
  for? And then timeline.
• 12:07
  So now, like I said, Mrs. will getting by now she know the PIC
• 12:11
  call. She know to respond to message,
• 12:13
  not to respond to e-mail. So I called him.
• 12:15
  So getting by, I said I'm from so so so and so company.
• 12:19
  I just say, is it that one where Julia works?
• 12:22
  I say yes, my exactly. I just spoke to Julia, now she's
• 12:24
  my associate. I just say you know what my son,
• 12:28
  let me be honest with you, the reason why the answer again is
• 12:31
  because Julia say people are in Lagos.
• 12:34
  I say yes ma, he said we were in a back Aliki.
• 12:38
  I said Madam, there's no problem now, I should have asked.
• 12:41
  Now that force is not a problem. Now we have executed projects in
• 12:46
  Abuja, we've restricted projects in Port Accord, we have executed
• 12:52
  in Ogo, we have executed all over the place.
• 12:54
  So travel is not an issue. I want a Shah, you know, let's
• 12:58
  just sit down and see what the problem is and let's see how we
• 13:02
  can help you there, Madam Ogden said.
• 13:07
  And on is not a problem. But The thing is, before anybody
• 13:11
  come and install this system, I want somebody to come and look
• 13:14
  at the school and look at this place, look at that place.
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  In fact, somebody just came and looked at it and they've already
• 13:23
  given us a quote. So that's not a problem.
• 13:26
  We can send somebody down there. But for our company we just
• 13:30
  prefer that before we send somebody down, at least we have
• 13:33
  discussed money first to be sure that we are in the same range.
• 13:37
  So if we can agree on, you know, a range, you know, like if I say
• 13:43
  2.5, you use, if I say you know, 2.5, you say 2.4, you know, he's
• 13:47
  looking. If he there's room, we can send
• 13:49
  somebody down because it looks like it's something that might
• 13:52
  close. I've been my, how do you see it?
• 13:54
  It's OK if it's like that, no problem.
• 13:56
  That's OK. Good.
• 13:58
  So she now asked me, OK, so if it's like that, how you'll be
• 14:03
  able to determine the cost without sending somebody.
• 14:06
  That's all, Madam, that's not a problem.
• 14:08
  What we do is we ask about 1234 things and that would give us a
• 14:12
  good sense about what will be needed to carry out this thing
• 14:16
  for the school. And she said it's like that.
• 14:18
  I say it's like that, man. So we just need access to
• 14:23
  somebody who knows all your systems, the person who knows
• 14:27
  your computer systems, your, this system, your that system.
• 14:30
  We will ask the person all the questions from the information
• 14:33
  we get. We can now start discussing
• 14:35
  budget. If our budget is similar, then
• 14:38
  we can send somebody down. She said, oh, OK, if it's like
• 14:40
  that, it's no problem now there's no problem.
• 14:44
  So I said, OK, so in that case, well, can you give me the phone
• 14:51
  number for your engineer? Remember when we talk about band
• 14:58
  BANT budget authority needs timeline.
• 15:01
  Now for this particular thing that my client is selling, the
• 15:08
  person who is going to implement it, the person who's going to be
• 15:11
  on ground when everything is being installed and run and
• 15:14
  implemented is the engineer. So it will help me if I am
• 15:19
  talking to somebody who meets the A in band which is
• 15:23
  authority. I need someone with authority in
• 15:27
  this conversation. So that's the reason why I
• 15:29
  mentioned engineer says OK, sure, no problem.
• 15:32
  I can give you the number of my engineer, but I'll talk to him
• 15:36
  first. That's OK.
• 15:37
  Thank you very much Ma, that will help.
• 15:39
  He said OK, that's OK. Sorry man.
• 15:41
  Before you caught the call. By the way, are you the
• 15:44
  proprietors of the school or you're the principal?
• 15:49
  I just said I'm the propriety. I was like, oh, congratulations,
• 15:53
  ma. Oh, by the way, on file I didn't
• 15:55
  even see the name of your school.
• 15:56
  What is the name of the school? Excuse me?
• 15:58
  She now told me and then quickly I wrote it down.
• 16:03
  See, this is the reason why we need pen and paper when we are
• 16:06
  talking to potential clients. We need to be writing all these
• 16:09
  key information. She called the name of the
• 16:13
  school then. Now I know that she's the owner
• 16:19
  of the school, so you can see that he's looking as if we're
• 16:22
  making sense when it comes to a authority.
• 16:27
  I'm currently talking to the organ Patapata.
• 16:29
  I'm talking to the owner of the school herself.
• 16:32
  Apart from that, she's going to hook me up.
• 16:34
  Now excuse me with the engineer who's going to be responsible
• 16:39
  for administering this solution when we install everything.
• 16:43
  So you can see that he's looking good.
• 16:45
  Now A is looking good authority. You can see now this is how you
• 16:49
  close deals. You can see why qualification
• 16:52
  framework is important. I've called into an account.
• 16:56
  So for my client, at first she's talking to them.
• 16:58
  She doesn't know whether she's making headway.
• 17:01
  But in one phone call I've been able to establish that we're
• 17:03
  looking good on A. And I'm also, and now I'm also
• 17:08
  now going to be able to get the phone number of engineer.
• 17:11
  So this is called multi threading, not talking to just
• 17:15
  only one contact within an account, but two or more as many
• 17:20
  relevant parties as necessary. That is how you keep traction
• 17:25
  going in a sale. Think about it.
• 17:29
  You're talking to Madam Ogling be all of a sudden.
• 17:32
  Should not a pick call, should not respond to WhatsApp, should
• 17:35
  not a reply e-mail. If you have engineer's number or
• 17:41
  you have the person who teaches it have the phone number.
• 17:44
  Those are people you can call up and say how far now I will try
• 17:46
  to reach Madam or getting big concerning this disease.
• 17:49
  Oh mother, she don't travel. There's one international
• 17:52
  conference that is happening now in Texas.
• 17:54
  You know she has traveled. She's not going to be back until
• 17:56
  next month. You see that because you have
• 18:00
  some other phone numbers. So This is why a is important
• 18:03
  authority in band. Again, budget authority need
• 18:08
  timelines. A authority who makes the
• 18:11
  decision, who is this person? Who is relevant in this
• 18:16
  organization? Who is relevant to this service
• 18:20
  that we're selling, relevant to authorizing the decision, paying
• 18:25
  the money, implementing the thing.
• 18:27
  You see why this thing is important?
• 18:30
  Now there are multiple people you can call or you can't
• 18:32
  maintain a level of traction and a level of relationship within
• 18:35
  this account. So excuse me recovering from a
• 18:40
  call. So anyway, that's how to call
• 18:43
  with me and Madam or getting Bill ended.
• 18:47
  I really called up the client and I say OK, you see, I've
• 18:52
  gotten the name of the school. This is information you should
• 18:55
  have gotten at 1st and I don't know who we're talking to.
• 18:58
  We're talking to. She now says she's going to send
• 19:02
  the number of the engineer. As I was talking, my name was
• 19:07
  calling. I said hold on, let me call you
• 19:09
  back. I caught my clients and I said,
• 19:11
  but I'm Scott. I said, oh, I'm here with
• 19:12
  engineer, would you like to talk to him?
• 19:15
  I said, oh, fantastic. Me and engineer had a small
• 19:18
  chat, you know, oh, this is where I'm calling from.
• 19:21
  This is where we discussed about this is what we're hoping to
• 19:23
  achieve, so my own technical person will call you.
• 19:28
  I was forming as if I'm in the company, you understand the
• 19:31
  scope I'm using, but actually, you know, my client just brought
• 19:36
  me in from the outside. You know, I'm just an outside
• 19:38
  contractor trying to help them fix their sales.
• 19:41
  So this is what we're trying to achieve.
• 19:46
  But I'm says we can send somebody down.
• 19:49
  So I told my dad not to worry, we can send somebody down only
• 19:52
  after we discuss on budget and see how close we are.
• 19:55
  But before we do that, we need to know this and this and that.
• 19:58
  And engineer say you need to know about this.
• 20:00
  I'll be, I say perfect. That's exactly what we need to
• 20:02
  know. But you know what?
• 20:03
  I'm not technical, so. Let my engineer call you back.
• 20:06
  He said sure, no problem, she can call me.
• 20:11
  I said on this, on shall you give me a number?
• 20:13
  He'll say sure, no problem, I'll call it out for you.
• 20:16
  The engineer called it. I wrote it down.
• 20:18
  See, this is reason why we need a pen and paper every single
• 20:21
  time we're making these calls. Some of you, when I tell you
• 20:24
  pen, paper, pen, paper, you think I'm just trying to make
• 20:27
  your life difficult. I'm being real here.
• 20:30
  We are trying to sell something. Excuse me?
• 20:33
  We're having conversations with people here.
• 20:35
  We're trying to move things forward.
• 20:37
  They will say things that are important that we won't have the
• 20:40
  chance to say. Can you repeat that again?
• 20:42
  Or I didn't write it down or something.
• 20:45
  Have your pen and paper handy. As they're talking, be jotting
• 20:50
  small things. In this case.
• 20:53
  Name of the school. What else?
• 20:57
  OK, Number of the engineer. What else did I have to write
• 21:00
  down? I can't remember, but I should
• 21:02
  be done a few things and then later on our last with my
• 21:07
  clients and I give her all the information that she needs now
• 21:11
  and now it's up to her go forth and prosper.
• 21:13
  I have re established the connection.
• 21:16
  But the main thing I'm trying to pass across here is I know that
• 21:20
  when I talk about qualification and discovery and we talk about
• 21:24
  qualification and discovery frameworks, I'm you know, I keep
• 21:27
  on going on and on and on. I understand sounds like a lot,
• 21:31
  but this is a real live example. You know, usually when I talk
• 21:33
  about these things I make stuff up.
• 21:35
  This one is not made-up. This is what happened 2 days
• 21:38
  ago. This is not theory, it is real,
• 21:44
  it is live. When you hear a authority in
• 21:49
  band, it is not just because it's a vowel sound and it makes
• 21:54
  something sound smooth, it's because the A actually means
• 21:57
  something. I need to know who I'm talking
• 21:59
  to. I need to know how they relate
• 22:01
  in the scheme of things. I need to know who's responsible
• 22:04
  for what. I need to know who's going to be
• 22:06
  responsible for implementing what, and I need to know who's
• 22:09
  responsible for issuing payments.
• 22:13
  If I know who I'm talking to, I will know how I can arrange, how
• 22:18
  I can manage this call, manage this relationship.
• 22:22
  And you need to know the same thing too.
• 22:25
  So qualification frameworks and discovery frameworks really
• 22:28
  important. Absolutely necessary.
• 22:30
  I speak about 3 on the podcast, not because they are the best, I
• 22:35
  talk about them because they only have 4 letters. 4 letters
• 22:38
  means you only have 4 things to remember. 4 things to remember
• 22:42
  means you will find it easier to do.
• 22:45
  Easy to do means you will do it a lot and you will improve upon
• 22:49
  it and you will be calm, somewhat of an expert in it over
• 22:55
  time. So that's the reason why I talk
• 22:57
  about band BANT spin, SPIN. And then want, need, afford,
• 23:04
  urgency. Each of them only four things
• 23:07
  only. So there's medic.
• 23:10
  Medic is five. There's Med peak.
• 23:13
  I think Med peak is 9. And you know, on and on and on.
• 23:16
  There's some that is even 15. Excuse me?
• 23:21
  When you become a Dawn, you can't worry about those ones
• 23:23
  that are plenty, plenty, plenty. But for now, just keep it
• 23:26
  simple. Every single thing, every single
• 23:30
  letter in that acronym stands for a series of conversations or
• 23:34
  a series of information that you should be getting.
• 23:37
  So for those of you who like a band, it sounds like something
• 23:39
  you can do. Please be be having budget
• 23:44
  conversations. Oh Madam or getting me.
• 23:47
  Based on everything we've looked at so far, it's looking as if we
• 23:52
  can sort out this problem. Three different proposals.
• 23:55
  The price ranges are between 800,000 and 1.2.
• 23:58
  How does that sound, Mark? Is that something you're willing
• 24:00
  to invest? That's the budget conversation.
• 24:03
  Have it. So if Madam Bodemi says, ah,
• 24:06
  thank God, I was thinking people will say to M in your mind, you
• 24:09
  will say, hey, Jesus, I should have said 3,000,000.
• 24:12
  So that by the time we price will now end at 2.5 when you
• 24:16
  don't worry that one has passed. But if you say that between
• 24:22
  801.5 and she says oh thank God, I was thinking we saved
• 24:25
  3,000,000, what does that sound like?
• 24:26
  It sounds as if this one is a short deal because whom?
• 24:29
  I was thinking 3 M. What you're proposing is
• 24:32
  anything that is half the price or less than half the price.
• 24:36
  But you can see how having a budget conversation is good.
• 24:39
  Also there's some people who say 800 Watt.
• 24:42
  Do you think I'm a thief, think I'm stealing money like you
• 24:45
  people in Abuja? Now you know that conversation
• 24:48
  is heading badly because realistically speaking you can
• 24:52
  sort it out between 801.5. But the woman is saying even at
• 24:56
  800 which is your low budget. The woman is saying that that is
• 25:00
  for thieves and armed robbers. Butcher have a budget
• 25:05
  conversations then a authority who am I talking to this woman?
• 25:10
  Am I good negotiating with? Does she have the authority for
• 25:12
  me to even be negotiating with her?
• 25:15
  Because there are times if I in my own wedding, excuse me, back
• 25:19
  when I was a wedding photographer, there was a time
• 25:21
  when I spoke to somebody, but I didn't ask who I was talking to.
• 25:27
  I assumed he was the bride. We looked at sample pictures.
• 25:33
  We negotiated, we agreed on the amount.
• 25:38
  I invested time with this young lady thinking she was the bride
• 25:41
  and he said OK, cool, everything checks out.
• 25:44
  She now said, do you think that gave me a heart attack?
• 25:47
  She said, OK, so I will tell my sister, Imam, I'm like, what?
• 25:51
  Your sister, I thought you were the bride.
• 25:53
  Say no, no, no, I'm the sister of the bride.
• 25:54
  In my mind, I'm thinking, Jesus, I was wasting weeks talking to
• 26:00
  the sister of the bride. Now, for those of you who do
• 26:03
  events or who do weddings, you know that if you're not talking
• 26:07
  to the bride, you are giving yourself a serious long jump.
• 26:14
  Serious because, you know, women are different, but the bride
• 26:22
  likes her own things her own way.
• 26:23
  Her sister likes her own things the other way.
• 26:27
  Talking to the sister of the bride, we're not talking to the
• 26:29
  bride is, is never a good sign. Never.
• 26:32
  It has only worked for me once. And that was because the sister
• 26:35
  of the bride also happened to be a wedding planner.
• 26:38
  So the sister of the bride said, I trust you, your wedding
• 26:42
  planner, go and do everything. So that was different.
• 26:46
  But this thing of a authority, you need to know who are you
• 26:50
  talking to? By the way, when she handed me
• 26:52
  over to the bride, you guess what happened?
• 26:55
  I was not the bride's cup of tea.
• 26:57
  The thing did not work. So this is really important.
• 27:02
  You're wedding photographer. You're talking to a girl.
• 27:05
  Don't assume she's the bride. Ask.
• 27:09
  Don't just go ahead and say, are you the bride?
• 27:11
  No, you do it stylishly. You say, Oh, thanks for reaching
• 27:13
  out, congratulations. How did you find me?
• 27:16
  Well, I saw you on Instagram, blah, blah, blah, blah, blah,
• 27:18
  blah, blah. So you must be excited now that
• 27:20
  your wedding is coming up. They say, no, I'm not the one
• 27:22
  that's getting married. I'm just a friend of the bride.
• 27:24
  You see, you say you got the information stylishly, not by
• 27:27
  interrogating. You just say, oh, you must be
• 27:29
  excited that your wedding is coming up in three weeks.
• 27:32
  She will now say, no, it's not me that is getting married.
• 27:35
  You now know a authority. It's important have those
• 27:40
  conversations. Anyway, I wanted this to be a
• 27:43
  short episode, so let me stop here.
• 27:44
  I'm ready. Entry in 30 minutes.
• 27:46
  N&T need and timelines. We'll talk about all that later,
• 27:49
  but I hope this example has been instrumental to show you how all
• 27:54
  these things work together, how you can handle these things in
• 27:59
  simple conversations, and why each letter, each alphabet in
• 28:06
  the acronym is important. I should be paying attention to
• 28:09
  them. But today, honestly, in
• 28:11
  particular, I want to stress the A in the authority because there
• 28:14
  are lots of people that I'm coaching and meeting and having
• 28:20
  conversations with, and they are not even having that.
• 28:27
  They're not handling that part of the conversation well at all.
• 28:30
  You're on the phone with somebody.
• 28:31
  You've had three conversations. Who is this person you don't
• 28:33
  know? What's the title?
• 28:35
  You don't know. Are they the owner?
• 28:37
  You don't know. Will they implement?
• 28:39
  You don't know. Can they sign a cheque?
• 28:41
  You don't know. Can they authorize payment?
• 28:43
  You don't know. If they like you, can they sell
• 28:49
  you and push you forward within the company?
• 28:50
  You don't know. So a authority really, really,
• 28:54
  really important. All right, so let me end it here
• 28:56
  so I don't take up too much of your time today.
• 28:59
  I just hope that this reader, for example, stressed why these
• 29:04
  things are important and how we go about doing that.
• 29:06
  So that's it. And that's all for today.
• 29:08
  Remember, if you'd love to connect, you can call send a
• 29:10
  text message or a WhatsApp message on 08064662140.
• 29:17
  Thanks for your time and attention.
• 29:18
  I'll catch you same time. I'll be I'll catch you next time
• 29:22
  rather the same. Place your headphones on your
• 29:25
  speakers. Sorry.
• 29:26
  You know, for my radio show, I say I'll catch you same time
• 29:28
  next week. So that's why I got my wires
• 29:31
  crossed. All right, I'll catch you next
• 29:33
  episode.