Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Master Simple vs. Complex Sales Frameworks

Transcript

How to Master Simple vs. Complex Sales Frameworks · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Today on the podcast, we are going to wrap up the
• 0:04
  conversation that we started in the prior episode.
• 0:09
  So for those of you who've been listening, you will remember
• 0:12
  that in the former episode, we were talking about why you
• 0:15
  shouldn't think about how formal you should be in a sterling
• 0:19
  situation because thinking about being formal or informal is not
• 0:24
  a helpful way to think about it. But rather you should think
• 0:27
  about whether you are in a complex sales scenario or
• 0:31
  whether you are in a simple sales scenario.
• 0:34
  Now, if you're listening to this podcast for the first time, then
• 0:37
  you know, just know that this is a two-part thing.
• 0:39
  So after you listen to this episode, go back, listen to the
• 0:44
  prior episode, and then you're going to get caught up to speed.
• 0:47
  But people who've been listening, they will remember
• 0:50
  that I said, instead of thinking of whether you should be formal
• 0:55
  or informal, think about whether you are in a simple sale
• 0:58
  scenario and whether you're in a complex sale scenario.
• 1:01
  And whether you're in a simple sale scenario or a complex sale
• 1:04
  scenario is going to be determined by a number of things
• 1:08
  #1 the price of your item. Is it pricey or is it
• 1:13
  affordable? And of course, the more pricey
• 1:16
  it gets, the more complex it gets.
• 1:20
  And I think the example that I gave was with my neighbor who
• 1:24
  stepped into 2026 by buying a brand new Jaguar tear robber.
• 1:32
  Now you don't buy that kind of that kind of expensive
• 1:34
  machinery. Obviously that is not a simple
• 1:37
  sales scenario. But then if you buy something
• 1:40
  like a chopping board, and of course, you know, I mentioned
• 1:43
  that we just got a brand new chopping board in the kitchen.
• 1:47
  You know, I'm impressed with the chopping board.
• 1:49
  Oh, by the way, I'm making today's recording also in the
• 1:51
  kitchen again because it's a full house and, you know,
• 1:54
  everybody's asleep. And I don't want people to come
• 1:56
  out seeing me with a microphone plugged into the phone.
• 1:59
  And they wonder, like, what's this old man doing again?
• 2:02
  So I'm hiding in the kitchen just to make this recording.
• 2:06
  So yeah, so I'm proud of the chopping board.
• 2:10
  But my sister-in-law who is a professional chef isn't
• 2:13
  impressed. She's a cake Baker and a chef
• 2:16
  because you know, you can find chopping boards that are more
• 2:22
  expensive, bigger, made with better material.
• 2:25
  But the point I was trying to make in the last podcast episode
• 2:28
  was this. If you sell pots, pans, chopping
• 2:32
  boards, what else, kettles, kitchen appliances, you are in a
• 2:39
  relatively simpler sales scenario than somebody who sells
• 2:44
  expensive cars like Jaguars, like Bentleys, like what else,
• 2:52
  Tesla, Cyber trucks. So the price is something to
• 2:54
  consider. Then the number of moving parts
• 2:57
  or complexity or the number of things that people have to
• 3:00
  consider before they purchase, that is also something that
• 3:04
  determines whether you're in a simple or in a complex sale
• 3:06
  scenario. Then the length of the sales
• 3:10
  cycle. Some things are just sold much
• 3:12
  more quickly than other things traditionally.
• 3:15
  So somebody who's going to buy a chopping board is going to be in
• 3:18
  and out 3045 minutes sharp. They will come and buy chopping
• 3:23
  board, frying pan, you know, this, this, this electric
• 3:26
  kettle, blah, blah, blah. They will come and they will go.
• 3:30
  So excuse me, but then to buy a test like Cybertruck on the
• 3:35
  other hand, or to buy expensive machinery like cars, you know,
• 3:42
  typically it's going to involve a couple of visits.
• 3:44
  You show up one time, then you show up with your
• 3:46
  brother-in-law, then you show up with your wife, then you show up
• 3:49
  with a mechanic, then you take a test drive, then you think about
• 3:53
  it for a couple of days. So to buy something as expensive
• 3:57
  as a brand new 2026 model of a Jaguar car as in tier robot
• 4:04
  probably takes you know, maybe 3 to 4 weeks.
• 4:07
  So the length of the sales cycle that also the number of parties
• 4:11
  that you have to talk to. So these are the sorts of things
• 4:13
  that determine whether you're in a simple sales scenario or
• 4:16
  whether you are in a complex sales scenario.
• 4:18
  So if this is your first time listening to the podcast, skip
• 4:21
  back, listen to the previous episode and you're going to get
• 4:24
  the full, you're going to get a much more detailed or let's say,
• 4:30
  description of the treaties of how to to determine whether
• 4:35
  you're in a simple sales scenario or you're in a complex
• 4:37
  sales scenario. By the way, if you love
• 4:40
  listening to this sort of stuff, if you're tired of all this, you
• 4:44
  know, generic podcasts that you hear about business or if you're
• 4:47
  tired of just content, then subscribe to this podcast on
• 4:50
  Spotify, on YouTube, on Apple or any player of your choice.
• 4:56
  And let's see what else. OK, then Tavish, that's my name.
• 5:03
  Sorry, excuse me, you know, I'm a town in Abuja.
• 5:05
  So it's that time of the year. So my name is Tavish Maidi.
• 5:09
  I'm a former lawyer turned business consultant.
• 5:12
  If you'd love to connect with me, you can call, you can send
• 5:15
  me a text message or WhatsApp message on 08064662140.
• 5:25
  All right, now I'm OK, I'll do it now.
• 5:29
  OK, so we're done summarizing what we did the last time.
• 5:31
  So let's go straight into it now.
• 5:33
  I promised you guys, if I remember correctly, that now
• 5:35
  that we had looked at the difference between the simple
• 5:37
  sales scenario and the complex sales scenario, we're going to
• 5:40
  look for the implications of how that determines how you should
• 5:43
  sell. Because remember, we started off
• 5:46
  the last podcast episode wondering whether we should be
• 5:50
  formal or informal in some kind of sales situations.
• 5:53
  And that's because lots of Nigerian business people are
• 5:57
  rightfully worried about how formal or informal you should
• 6:00
  be. So if you're selling to auntie,
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  should you be formal or informal?
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  If you're selling to the president, should you be formal
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  or informal? If you're making a presentation
• 6:08
  at the office, should you be formal or informal?
• 6:11
  If you're trying to sell something, maybe you sell
• 6:14
  insurance, you're trying to sell the group package, but you're
• 6:17
  selling it to the, you know, selling it at a village meeting,
• 6:21
  for instance. Should you be formal or
• 6:23
  informal? So basically what I was trying
• 6:26
  to say is it is not the situation, it's not how I put
• 6:30
  it, It's not the whether the setting is formal or informal
• 6:34
  that determines how you sell. It is whether you have a simple
• 6:37
  sales scenario or a complex sales scenario.
• 6:40
  So when you have to go and see the president to sell something,
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  you should be thinking simple sales process or complex sales
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  scenario. That's what you should be
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  thinking, simple, complex, simple, complex.
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  And then once you clock it, OK, I'm in the complex sales
• 6:55
  scenario, you know, you blend accordingly.
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  So don't be thinking in terms of formal, informal, think in terms
• 7:02
  of simple or complex. Now, these are the implications
• 7:08
  when you're in a simple sales scenario.
• 7:11
  When it comes to price, feel free haggle, price it like your
• 7:15
  pricing Gray fish. Gratitude is take it or leave it
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  because this is not a pricey something.
• 7:23
  It's a relatively affordable something.
• 7:26
  Your margins are small and quite frankly, you don't have the
• 7:29
  liberty to start removing plenty of money.
• 7:33
  So for those of us who sell more expensive items like consulting
• 7:37
  services, OK, let's say back to the media, because I still
• 7:42
  provide media coverage once in a while because after legal, I
• 7:45
  became a wedding photographer. And that led me into doing other
• 7:50
  things, you know, portraits, documentaries, you know, stuff
• 7:54
  like that. So on the documentary front, now
• 7:56
  you have quite a bit of margin. So if you're pricing with
• 7:59
  somebody and you remove 200K here, 300 K here, it's not that
• 8:02
  much of a big deal. You still have room, you
• 8:06
  understand. But now if you sell chopping
• 8:08
  board, the margin is not much. Now how much are you making per
• 8:12
  one item? It's not much.
• 8:15
  So if you start giving somebody 500 off, 1K off, like you're
• 8:20
  reducing your margin per single item.
• 8:24
  If you buy all these chopping boards in bulk and you bought
• 8:26
  the chopping, your buying price of buying the chopping board was
• 8:30
  55K and you're trying to sell this thing for 8K.
• 8:33
  You're not helping yourself if you're removing 55011K on each
• 8:37
  item. So for simple sales scenarios,
• 8:41
  and yes, you can be haggling back and forth, but last, last,
• 8:43
  the attitude is guy, take it or leave it.
• 8:48
  That's your attitude. Take it or leave it.
• 8:51
  That's the reason why when you go to the market to go and buy a
• 8:55
  Gucci and you're pricing in front of the woman, the woman
• 8:58
  will tell you straight off because the woman told me before
• 9:01
  she told me that, look, since you came here, you've been
• 9:04
  pricing back and forth. You haven't bought anything that
• 9:06
  she told me. The auger, if you're buying and
• 9:08
  buy, if not, go let somebody come and open my market.
• 9:13
  She told me that I was blocking her destiny.
• 9:17
  That is fine because it's a simple sales scenario.
• 9:19
  I didn't go offended. I just laughed and I bought and
• 9:23
  then I left and me and the woman became very good friends.
• 9:26
  Now that kind of behavior is OK because you're in a simple sales
• 9:29
  scenario. On the other hand, if you're in
• 9:31
  a complex sales scenario, let's say you sell Jaguars or Bentley,
• 9:35
  it will be somehow for you to say, oh God, look, if you're
• 9:37
  buying by you're blocking my destiny.
• 9:40
  Leave less somebody open market you was now somehow excuse me.
• 9:45
  So you can see now why I'm saying that you shouldn't be
• 9:49
  thinking, should I be formal or informal as a business person or
• 9:53
  as a sales person? It is a matter of is rather it's
• 9:57
  a matter of is this simple or is this complex?
• 10:00
  So that will determine how you play it on any number of these
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  factors. Then if you're on a simple sales
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  scenario, what you see is what you get.
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  No guarantees. So for the person who is selling
• 10:11
  shopping boards or for the person who is selling a go see,
• 10:14
  what you see is what you get. Madam, this is it.
• 10:19
  See it, sample it, feel it or God, this is it.
• 10:23
  Do you like it or you don't? If you like it, take it.
• 10:26
  If you're not comfortable, I have another one.
• 10:29
  I have different models, I have different design, I have
• 10:32
  different whatever. If you're not comfortable, leave
• 10:34
  it. Another person is going to come
• 10:36
  and buy it. What you see is what you get.
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  No guarantees. That is if you're in a simple
• 10:42
  sales scenario. But of course, if you're selling
• 10:45
  Bentley can be given somebody that kind of attitude then for
• 10:49
  simple sales scenarios, because this is a low price thing.
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  Relationships are not important. Rapport is not necessary.
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  If you like, you can build rapport with somebody, it will
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  help you. But for people who decide not to
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  build rapport, it's just one of those things.
• 11:04
  That's the reason why when you go to go and buy a go see in the
• 11:06
  market, do mom might be friendly with you, she might not, but you
• 11:09
  know, it's not a big deal. It's a low price, something she
• 11:12
  depends on traffic passing through every day.
• 11:16
  But on the other hand, somebody who is selling Bentley or we
• 11:20
  selling Tesla, cyber truck relationships important because
• 11:26
  you want the chief who buys this cyber truck to refer you to
• 11:29
  another person who buy another cyber truck or buy another
• 11:33
  Bentley or buy another Jaguar. If you're in a simple sales
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  scenario, then it's OK to use pressure and to close fast.
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  Like lady I told you about. After a while she had to put
• 11:45
  pressure on me. Now, look, guy, you've been
• 11:47
  here, you've been pricing since you're blocking my destiny.
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  If you're not buying, leave. Let somebody come and open.
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  My market shall apply pressure. What you're selling, Bentley,
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  you can't be putting pressure on somebody like that.
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  Now that look, Bros, are you buying or you're not buying?
• 12:05
  You need some more finesse, then let's see.
• 12:10
  OK, what else then? In a simple sales scenario, you
• 12:13
  deal with the person who is in front of you as a business
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  owner. That's because, you know,
• 12:18
  typically you're not dealing with too many parties.
• 12:20
  So if you sell chopping boards and a husband and wife show up
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  as it deal with them. If it's only the wife that shows
• 12:27
  up, deal with her. If it's only the husband that
• 12:30
  shows up, deal with them. But on the other hand, if you
• 12:34
  sell in complex hill scenarios, you're always trying to figure
• 12:37
  out who else do I need to bring into the picture?
• 12:40
  For those of you who listen to the podcast, you know, who've
• 12:43
  been listening for a while, you remember the story about the
• 12:46
  lawyer in one of my sessions when I was talking about these
• 12:49
  things, who gave her testimony. And the testimony was simple.
• 12:53
  She was talking with the wife. The wife had agreed the land
• 12:57
  belonged to the plot of wife, and they had agreed on the
• 13:00
  price. The lawyer started preparing the
• 13:02
  paperwork only for, you know, 3-4 days later for Huma to say,
• 13:09
  you know, we had agreed my husband was out of the country,
• 13:12
  he's now back and blah, blah, blah.
• 13:14
  Essentially, the husband came and just torpedoed everything.
• 13:18
  Please, those of you who are feminists, don't come and argue
• 13:20
  with me. I'm not trying to say anything
• 13:23
  here or there. I'm just trying to say, look,
• 13:26
  it's one of these things when you're in the complicated
• 13:28
  scenario like the sale of land, these things, you know, you
• 13:35
  can't just deal with the person who's in front of you.
• 13:37
  You know, once in a while you ask, OK Madam, what a vulgar of
• 13:41
  his auger, you ask of what of Madam.
• 13:43
  Or if you're buying in provincial places like in Makuti
• 13:46
  for instance, that's where I spend my holidays.
• 13:50
  This Christmas, you ask like, OK, normally this kind thing.
• 13:56
  Sometimes they had all the families involved.
• 13:58
  So head of family, what has head of family said?
• 14:01
  You're asking because you don't want to now sell a piece of land
• 14:04
  after everything has finished. The head of the family will say
• 14:06
  this person that you transacted with has no authority to sell
• 14:10
  this land to you, that we, the larger so so and so family, are
• 14:14
  the rightful owners of this thing.
• 14:16
  In that case, you now have basic on your hand.
• 14:18
  You have serious problem. So when it comes to complex
• 14:23
  health scenarios, you're always trying to figure out, OK, I'm
• 14:26
  talking to this person, but who else?
• 14:28
  And that is why in the episodes where we've been talking about
• 14:31
  people who are coming up with fintechs and startups and things
• 14:34
  like that. So let's say you're trying to
• 14:36
  sell a payment, another payment processing platform or
• 14:38
  something. You're trying to figure out who
• 14:41
  else. If you're talking to head of
• 14:43
  procurement, you're trying to figure out who else should I be
• 14:45
  talking to people in IT? If I'm talking to procurement
• 14:48
  and IT, who else should I be talking to?
• 14:50
  MD. If I'm talking to MD procurement
• 14:53
  people in IT, who else should I be talking to?
• 14:56
  People in legal and compliant. You're always trying to figure
• 14:58
  out who else. So you can see that these are
• 15:03
  the considerations. These are the things you should
• 15:05
  be playing around with when you're trying to sell your
• 15:07
  product or service. It's not a matter of simple
• 15:10
  formal dress up, dress down. No simple sales scenario or
• 15:16
  complex sales scenario. That is what will determine how
• 15:19
  you package yourself, how you gather yourself, how you move
• 15:22
  forward. So for the complex sales, now,
• 15:27
  complex sales scenarios, then the implications for how you
• 15:30
  sell are quite simple #1 when it comes to price, you keep your
• 15:34
  options open. You can't discuss ranges, but
• 15:36
  you keep options open. So you say, Oh yeah, sure.
• 15:41
  We have Tesla Cybertrucks, different models, different
• 15:44
  whatever, and they go from anything between 230 million on
• 15:48
  the low end to about 480 million on the high end.
• 15:53
  Which particular year you're looking at or what models are
• 15:56
  you considering or what price range works for you?
• 16:00
  You're talking loose or talking in ranges.
• 16:02
  We have to keep our options open so that depending on where the
• 16:06
  guy is leaning to the left or to the right, we'll now know where
• 16:08
  we'll focus, where we'll play something up or we'll play
• 16:11
  something down. So on the price thing, we keep
• 16:14
  our range open, we keep options open, we talk in ranges then
• 16:20
  because these things are expensive, because the level of
• 16:23
  risk involved is high in complex sale scenario, you know, whether
• 16:27
  it's for sale of land or sale of cars, risk mitigation is really,
• 16:31
  really important. Now we can't just say what you
• 16:33
  see is what you get. So I believe in the last episode
• 16:37
  I spoke about things like after sale service, you know, stuff
• 16:40
  like that, you know, so this guy that I was yapping on about I
• 16:44
  think maybe like two or three months back, Sarki Motor, who is
• 16:48
  a, who's an auto dealer in Abuja, you know, Sarki Motor,
• 16:52
  you know, one of his things, if he likes to boost that he's the
• 16:55
  car dealer, that if you buy a car from him in the next one
• 16:58
  year, you don't have to go to mechanic.
• 17:00
  You know, all these things are now important because it's high
• 17:04
  price, lots of risk involved. So risk mitigation, these are
• 17:09
  the risks involved in this purchase.
• 17:10
  That purchase, if you're doing business with me, this is how we
• 17:12
  take care of this risk. This is how we reduce that risk.
• 17:16
  If you do business with me, you are not going to have to be
• 17:18
  involved in this and this and that.
• 17:20
  This is our guarantee. This is our warranty.
• 17:22
  This is our, you know, blah, blah, blah.
• 17:24
  Risk mitigation now becomes important.
• 17:27
  If it's a simple sales scenario, what you see is what you get.
• 17:30
  Oh Madam, you want to buy water bottle for your children,
• 17:32
  They're going back to school. This is the water bottle that I
• 17:34
  have. You show the woman she will
• 17:37
  look. What she sees is what she gets,
• 17:39
  the one she like, the one she will pick.
• 17:43
  You're not giving warranty, guarantee nothing.
• 17:50
  But then there's a piece of land now and on is different.
• 17:55
  This is the title that we have. This is how we have validated
• 17:58
  the title and we are indemnifying you against legal
• 18:02
  actions from third parties and blah blah blah.
• 18:05
  So it's not just formality for the sake of formality sake.
• 18:08
  You're in a complex hill scenario.
• 18:10
  Level of risk is high. That's the reason why you're
• 18:13
  delving into all this risk mitigation.
• 18:14
  Now then, because it's also a complex hill scenario.
• 18:19
  We're also trying to demonstrate how competent we are, how
• 18:21
  credible we are because we're trying to inspire confidence in
• 18:25
  the other person who is before us.
• 18:27
  So back to the water bottle or something.
• 18:29
  Now, the reason why I remember is because, you know, kids are
• 18:31
  going back to school soon and so wifey has been buying stuff, you
• 18:35
  know, socks, shoes, this and this and that and that.
• 18:38
  So it's a matter of water bottle like which kind competence,
• 18:42
  which can credibility Madam, he had bottles.
• 18:46
  She'll pick the one that she wants.
• 18:47
  What you see is what you get, full stop.
• 18:51
  But Tesla cyber truck sale of land, sale of insurance policy,
• 18:56
  sale of, you know, all these other things on the complex end,
• 19:00
  you want to show that you're credible.
• 19:04
  You want to show that you're competent.
• 19:05
  You want to inspire some confidence in the other party.
• 19:11
  So while for simple sales scenarios, what you see is what
• 19:14
  you get and you can pressurize people, when it comes to complex
• 19:17
  sales, you guys to explain stuff, slow things down, be more
• 19:21
  consultative, ask people questions before you recommend.
• 19:25
  So back to the Tesla Cybertruck example.
• 19:27
  Now you ask questions. Now, yes, we have different
• 19:30
  models from 2021 up until 2026. This power, this horsepower,
• 19:37
  this battery capacity, this whatever.
• 19:39
  They range anything between 230 million to 470 million.
• 19:44
  What year do you have in mind? You start asking them question
• 19:50
  or how much are you willing to reinvest in this sort of a
• 19:52
  purchase? You ask them question, are you
• 19:55
  going to be driving this just within the city or do you intend
• 19:58
  to travel home with these? By the way, some people travel
• 20:01
  home with it. I was shocked.
• 20:03
  Well. Now when my sister-in-law was
• 20:05
  going for a wedding in Jos, she sent me picture, somebody was
• 20:09
  turboing from Abuja to Plateau State in Cybertruck.
• 20:13
  I say hey, and even in Benue state some people are driving
• 20:17
  Cybertruck. I say, OK, now you don't have
• 20:20
  one means Nigerians are making money, serious money that people
• 20:25
  are taking Cybertruck and driving from Abuja or from Lagos
• 20:31
  as far as Plateau State, Benue State.
• 20:35
  And I ask myself, where do you charge these things?
• 20:38
  Those of you who drive BYBYD, that's build your dreams, the
• 20:43
  Chinese electric car, most of you who drive BYD, you drive
• 20:47
  Ford electric cars, you drive Tesla, cyber drugs and all that.
• 20:51
  Where are you guys charging these things?
• 20:54
  This massive charging point is everywhere.
• 20:56
  Where do you charge your vehicles and you come home at
• 20:58
  night and then you just plug your car to charge like you're
• 21:01
  charging your phone. Please, if you drive one of
• 21:05
  these vehicles, reach out to me. Let me know.
• 21:06
  I'm curious. I don't have money now to buy
• 21:11
  one of these expensive cars, but eventually the money will be
• 21:13
  there. So anyway, just let me know.
• 21:15
  I give my phone number at the beginning and at the end of
• 21:18
  every single podcast episode. So reach out, educate your boy.
• 21:22
  So that mean when I upgrade, we can be flowing on the same
• 21:26
  level. So that means when I'm
• 21:28
  travelling home to see Mumsy, I just pull up this hyper truck.
• 21:34
  Actually, I think it's a big mistake because we did kidnap
• 21:36
  people these days, even if you have that money, I beg keep it
• 21:40
  on it down low, just buy it low. Anyway, where was I, where was
• 21:45
  I? So now you be consultative, be
• 21:49
  asking people questions before you recommend something.
• 21:51
  Then rapport, relationship, very, very important.
• 21:55
  If it's a complex I'll scenario because the money to be made in
• 21:59
  complex scenarios are in what's it called again, customer
• 22:06
  lifetime value, The fact that somebody will come and buy again
• 22:09
  and again and again and the fact that somebody will refer
• 22:12
  somebody to you. So when you sell the first cyber
• 22:15
  truck, the money you make on it is good, but the good money will
• 22:18
  come. When the man buys cyber truck
• 22:21
  for himself, maybe he see that the car is sweet.
• 22:24
  He will now buy for his wife. Together they see that
• 22:26
  everything is sweet. They will now refer their
• 22:28
  brother-in-law, the brother-in-law will see the art
• 22:31
  in his sweet. Then they will now refer to APC
• 22:34
  party chairman. That's where the money will come
• 22:36
  from. So rapport relationship really,
• 22:40
  really important then because in complex sales scenarios, the
• 22:45
  sales cycle traditionally is longer because remember nobody
• 22:49
  goes to look at the plot of land today and we'll just drop 50 M
• 22:52
  like that. It's, you know, you come and
• 22:55
  visit, then you, you, you look at the site, you go back to the
• 23:00
  office, you talk to the realtor, you talk to your lawyer, you
• 23:03
  know, conversation back and forth, back and forth, back and
• 23:06
  forth before they drop money. So because for complex sales
• 23:11
  scenarios, the sales cycle traditionally is longer.
• 23:16
  You're the seller, you're the business person.
• 23:18
  You have to be ready for plenty of meetings, meeting upon
• 23:21
  meeting, conversation upon conversation, phone call upon
• 23:24
  phone call, presentation plus presentation, lobbying back and
• 23:28
  forth. Be ready for all that.
• 23:33
  So you can see it's not just a simple, a simple thing of should
• 23:36
  I be formal or informal, simple versus complex.
• 23:44
  Then of course, I already mentioned that in the complex
• 23:47
  hill scenario, never deal with just the person in front of you.
• 23:53
  Never, always trying to figure out who else.
• 23:58
  If this day says he wants a cyber truck, no problem.
• 24:01
  As you're talking with him, you ask, you know, what does Madame
• 24:03
  think? Or you ask him when he wants to
• 24:09
  come for a test drive and if he's coming for the test drive,
• 24:12
  would he like to come with someone else?
• 24:14
  Whether he wants a second opinion.
• 24:15
  You're just trying to figure out who else is important in this
• 24:18
  conversation that I need to rope in.
• 24:24
  So my wedding photography days, that's one of the reasons why if
• 24:27
  I was talking to a groom only, I would always find out.
• 24:32
  I would say, you know, usually the bride is interested in photo
• 24:35
  and video, but you know, this one is just me, you and me with
• 24:38
  the young sings for like 3 weeks.
• 24:40
  Like how far now out of Madam? When am I meeting Madam?
• 24:42
  I will ask. I can't just deal with the
• 24:44
  person who is in front of me because in complex health
• 24:48
  scenarios, it is common for you to focus on the person in front
• 24:51
  of you, only for another party to come and Speedo the whole
• 24:55
  thing. Just destroy the whole thing.
• 25:00
  So you're a business person, you're a seller in a complex
• 25:04
  hill scenario. Never only deal with the person
• 25:07
  in front of you or you should always try and be figuring out
• 25:09
  who else. OK, so it's 30 minutes.
• 25:12
  Let me bring this way close. Now the summary of what I'm
• 25:15
  trying to say is this. Whether you're trying to sell,
• 25:19
  whether you're making a presentation at the UN United
• 25:22
  Nations General Assembly or whether you're trying to put
• 25:25
  across some agenda at the presidency, or whether you're
• 25:30
  making a proposal or a sales speech at family meeting.
• 25:32
  Or whether you're making a presentation in church or in
• 25:35
  mosque. Or if you're a member of Uboni,
• 25:38
  you're a member of Secure Cult and you're trying to sell, you
• 25:40
  know, your goods and services inside there or you're trying to
• 25:43
  sell your goods and services in village meeting.
• 25:46
  Don't be thinking in terms of simple, sorry.
• 25:50
  Don't think in terms of formal or informal that all because
• 25:55
  it's UN, you know, you gas formalized and then because it's
• 25:58
  secret cult, you should be informal.
• 25:59
  No think simple or complex and then do it accordingly because
• 26:05
  yes, you might be talking to delegates from the United
• 26:07
  Nations, but it might be a simple sale.
• 26:10
  You can relax. You could be talking to the
• 26:13
  presidency, but this is a simple sale scenario.
• 26:17
  You can relax, but then it can be village meeting or your Bony
• 26:21
  meeting. What is a complex sale scenario?
• 26:24
  In that case, you know, step your game up.
• 26:29
  So it's not just a meeting of where are you, which forum?
• 26:32
  It is beyond the forum. And that is the reason why I say
• 26:35
  all these people who are saying that, you know, you should it's
• 26:39
  important to be formally in selling, you know, like they're
• 26:42
  missing the mark. Yes, formality is good, but it's
• 26:45
  not really formality in formal in and in formality.
• 26:48
  It's simple sales scenario, complex sales scenario.
• 26:52
  So if you're in a simple sale and you're talking to the
• 26:54
  president, no problem. Be sharp.
• 26:59
  But you can be informal. It's OK.
• 27:01
  It's a simple sale if you're you're at your village meeting
• 27:09
  or Albany meeting. But what people are doing now is
• 27:12
  something complex. Let's say you're selling group
• 27:15
  insurance packages. Because even members of Albany
• 27:18
  or whatever secret court, I'm sure that they have to insure
• 27:20
  themselves too, That kind of one play the long game.
• 27:26
  You'll be switching between formal and informal as need be.
• 27:29
  But the way you package yourself in a complex sales scenario will
• 27:33
  be different from how you package yourself in a simple
• 27:35
  sales scenario. So for those of you who've been
• 27:38
  seeing content or you've been listening to people talk and
• 27:41
  people are telling you that step your game up, be formal, be
• 27:43
  formal and be formal, you'll calm down.
• 27:46
  It's not formal or informal. It is simple scenario or complex
• 27:50
  scenario. And depending on the scenario
• 27:54
  where you are simple or complex, the dynamics are different.
• 27:58
  But first identify where do you stand?
• 28:00
  So that's the next assignment. Now if you're waiting
• 28:04
  photographer, ask yourself where do you stand?
• 28:07
  If you're a lawyer and you do charge your bill, ask yourself
• 28:09
  simple, complex, where do you stand if you're a lawyer?
• 28:13
  Now, what you do is you advise startups on how to raise, you
• 28:19
  know, investor finance. Ask yourself, where do you stand
• 28:21
  simple sales scenario, complex sales scenario.
• 28:24
  If you're an architect, ask yourself, where do you stand
• 28:26
  simple versus complex? If you're a fashion designer or
• 28:30
  a tailor, ask yourself, where do you stand simple versus complex?
• 28:33
  If you have a sport shop, where do you stand simple versus
• 28:36
  complex? If you run the sport betting
• 28:38
  agency, ask yourself, where do you stand simple versus complex?
• 28:43
  Those are the things that will determine how you sell.
• 28:48
  So don't just wake up and say you want to step your game up.
• 28:51
  Therefore, you should be formal. Now ask yourself, am I in the
• 28:55
  simple sales context? Am I in the simple sales
• 28:58
  scenario? Am I in the complex sales
• 29:00
  context? Am I in the complex sales
• 29:02
  scenario? Then that will determine how you
• 29:05
  sell. So since it's been 30 minutes,
• 29:08
  let me bring this to a close. Thank you very much for
• 29:10
  listening so far. Remember, if you'd love to get
• 29:13
  in touch, you can call, send me a text message or WhatsApp
• 29:16
  message on 08064662140. Also remember on the 12th of
• 29:24
  January to the 23rd sales training, it's going to be a
• 29:27
  paid program on how to sell effectively over the phone.
• 29:31
  So if you like what you hear and you want to find out the details
• 29:34
  of the program, how to get involved and the value that we
• 29:38
  might be able to bring to you, then reach out.
• 29:40
  Let's have a chat. I'd like to know about you.
• 29:43
  I'd like to know about your business.
• 29:44
  I'd like to know about the problems you're facing.
• 29:47
  I'd like to know about your plans for 2026.
• 29:49
  And let's try and figure out if this training is going to be
• 29:52
  useful for you because I like money and I'd like to take your
• 29:55
  money, but I want to be sure I can help you first.
• 29:58
  If I don't think I can help you, I'll let you know that.
• 30:01
  You know what? I don't think this training is
• 30:03
  for you. And I've had to tell a couple of
• 30:04
  people that already. Now look, based on what it is
• 30:07
  you're trying to plan, this training is not going to be good
• 30:11
  for you. You need something else or you
• 30:13
  need someone else. So yeah, that's it for today.
• 30:18
  Thanks for listening. I'll catch you at some other
• 30:20
  time.