Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Guardrails for Growth: Practical Tips for Female Founders in Sales

Transcript

Guardrails for Growth: Practical Tips for Female Founders in Sales · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. Taking today's recording at my
• 0:04
  desk. It's a weekend, the kids are
• 0:06
  home, the neighbors are doing some renovation work.
• 0:08
  So there's going to be lots of interruptions coming in through
• 0:11
  the background. Now, this is your first time
• 0:13
  listening to the podcast. Don't worry, I'm not here to
• 0:15
  tell you about my kids or my neighbors.
• 0:17
  The goal of this show is free business education, so we're
• 0:20
  here to talk about all things sales and marketing related.
• 0:24
  So if you get any value from the podcast by the time we're done,
• 0:27
  share, promote and talk about the show so that your friends
• 0:30
  and family members and your enemies as well and Nigeria and
• 0:33
  abroad can benefit from the questions that we tackle.
• 0:36
  Why should you tell your enemies?
• 0:37
  Because if your enemies make more money, you make money as
• 0:39
  well. But we'll talk about that later.
• 0:41
  So your people can subscribe on Spotify, YouTube, Apple, or any
• 0:45
  player of their choice. And if you have any sales or
• 0:47
  marketing questions, bring them to me.
• 0:50
  You can call me, you can SMS, you can WhatsApp me on
• 0:52
  08064662140. Today on the show we're going to
• 0:59
  talk about, I'm going to share a conversation that I had with a
• 1:03
  female mentee of mine where I give some advice on how to
• 1:07
  handle the sales process, on how to deal with on toward advances
• 1:12
  in sales, if you understand what I mean.
• 1:14
  So you're a female salesperson, you're in business for yourself
• 1:17
  or you're selling for a company. And there's one idiot, you know,
• 1:20
  there's one bastard who thinks that he has seen free meat that
• 1:23
  he can eat. So if you're in those
• 1:24
  situations, some of the conversations, but basically
• 1:30
  just showing how to do all those kinds of issues.
• 1:33
  And before we begin, I would like to say that I'm extremely
• 1:39
  sorry. So well, OK, maybe not sorry.
• 1:42
  I'm extremely saddened that there are a lot of you who are
• 1:45
  sales professionals, women, female sales professionals,
• 1:48
  young girls, you're trying to take a stab at business.
• 1:52
  And I'm extremely saddened that for some of you, these are some
• 1:56
  of the experiences that you guys, the experiences that you
• 2:00
  guys face when just trying to build a career or just trying to
• 2:04
  make, trying to make a living. So it's really, really sad to
• 2:07
  hear that. But hopefully today we're going
• 2:10
  to come up with some ideas that I hope will be able to put you
• 2:15
  on the forefront of some of these things, to be able to
• 2:17
  anticipate some of these things and to be able to handle some of
• 2:20
  these things in an assertive way and protect yourself.
• 2:23
  Because the truth of this matter is that, you know, these people,
• 2:26
  these lecherous idiots are going to be there no matter what it is
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  that we want. These people will always be
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  there. Let me just put it that way.
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  The best we can do is to make sure that we ourselves are
• 2:36
  sorted and that we ourselves are protected.
• 2:40
  Now before I go into that, in the intro, I was telling you
• 2:43
  guys how you know, if you have any questions, you can ask them
• 2:46
  so you can WhatsApp me. I'm not going to give a shout
• 2:48
  out to people who have actually done so.
• 2:51
  So shout out to Japev or Segali. You have the same name as one of
• 2:55
  my family members because you know I'm married to Anisha
• 2:57
  woman. So Japev or Segali, really cool
• 3:00
  name. I didn't know Nigeria's bare
• 3:02
  names like Japev. He reached out to me on
• 3:05
  LinkedIn. Then there's Maro Okhobia.
• 3:08
  Hope I'm pronouncing your name correctly.
• 3:10
  I know one marrow, but he's a northern shop.
• 3:12
  But your son name Okhobia. Okhobia is like, I don't know,
• 3:15
  is that Ebo? So Mario Okhobia also reached
• 3:18
  out to him on LinkedIn. Then there's Elizabeth David, we
• 3:21
  had a full proper length conversation on LinkedIn.
• 3:24
  And let's see. Then there's Abdul Aziz Mostafa
• 3:28
  who also reached out to me on LinkedIn.
• 3:29
  And then Suleiman Gimbia who reached out to me on WhatsApp.
• 3:35
  They're all listeners of the show.
• 3:36
  They reached out and if you know any of them personally, they
• 3:39
  will testify that they reached out and we didn't have a
• 3:42
  conversation and hopefully I was able to solve one or two
• 3:45
  problems for them. Whether it turned out to be a
• 3:49
  paid consulting engagement or not in the future is besides the
• 3:53
  point. But at the very least, anybody
• 3:54
  who reaches out to me, I try to make sure I can deliver some
• 3:59
  value. Then later on, we can decide
• 4:00
  about whether you become a paid client or not.
• 4:03
  So bottom line, do not be afraid to reach out.
• 4:08
  So like I said today on the show, I'm going to share a
• 4:10
  conversation that I had with a female mentee on how to handle
• 4:13
  the sales process. That's on one side, and then on
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  how to handle when idiots approach you and trying to build
• 4:19
  your career or trying to build your business.
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  Now this is the background. She's a 25 year old, 25 year old
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  sales Rep currently, although she needs that when she was 25.
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  So she's been in this game for a while and I really, really like
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  when women enter into sales early because there are lots of
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  skills that you can learn that are going to tarry well, to
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  ministry, to public service, to entrepreneurship, to whatever.
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  So when women get into this game early, I'm very, very proud of
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  that. Just a pity that some people now
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  think that. Oh, fine girl, small girl, fresh
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  meat. So yes, the 25 year old sales
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  Rep, her background is in oil and gas sales and she's
• 4:59
  currently building a company with a Co founder and they're
• 5:03
  going to use AI. They believe that they've found
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  some benefits for AI and how it can be used in government power
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  status. So she was supposed to have a
• 5:12
  meeting and this is the meeting set up.
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  Basically it's an older gentleman who happens to be a
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  head of department of a ministry.
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  Of course I'm not going to say which ministry it is because and
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  I'm not going to say which ministry it is.
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  So it's an older gentleman who's the head of a ministry, and when
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  she tried to hook up the meeting, her plan for the
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  meeting was to show how this particular AI solution can be
• 5:34
  good for a government Paris data.
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  Now, this is our first mistake, but I'm going to talk about that
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  in later. A lot of you think the first
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  meeting is to show somebody this is my value.
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  No, the first meeting actually is to try and figure out is this
• 5:50
  person even interested in the first place?
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  If this person is interested, if there's a need here that your
• 5:57
  product or service can fulfil, then you can start setting up
• 6:00
  future meetings. But the first meeting should not
• 6:02
  even be a physical meeting. It should be a short something
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  on the phone or on Google Meet on Zoom or whatever.
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  And the whole point is just trying to figure out, is this
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  person interested? Is there a vacuum here that my
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  product or my service can meet? So in fact, that's the only
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  mistake that she made actually in setting up the meeting.
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  Then, OK, they agreed on the meeting date and time.
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  Unfortunately it was agreed out of state because this fellow,
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  you know how senior all I put, you know, our senior public
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  officials, you know how senior public officials can be.
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  So because he's out of state and because of work schedules and
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  stuff like that, meeting fixing a time and it was, was a
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  problem. So they fixed a meeting time,
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  but it was going to be out of state.
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  She was going to go and meet him, but then he started asking
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  her to come later in the day and oh, no problem.
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  If it was late, we can stay over.
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  You know, I'll show you the cities, I'll show you this, I'll
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  show you this, blah, blah, blah, blah.
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  But luckily this my mentee, she's a very sharp girl.
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  So she knew that this idiot, she thinks she has seen fresh meat.
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  And so that's one of the things that we spoke about because she
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  thinks, and I agree with her 100%, the white guys start
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  talking this kind of something. No, no, come now, I just, you
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  know, not only business, you know, we'll see the city.
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  I'll show you one or two places, you know, blah, blah, blah.
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  I even want to know more about you.
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  Some, some tell me more about when the when the conversation
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  starts entering that kind, you know, the guy just trying to be
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  stupid or he's just trying his luck.
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  By the way, I'm not against, you know, like you're single.
• 7:40
  You're a single young man, a salesperson comes you know she's
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  a fine babe yes you're talking business, but then you're also
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  looking for wife material. You know, I'm not saying that
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  these kind of things don't happen, but even at them as men,
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  especially men of a certain age and then in certain relation,
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  certain dynamics, because a salesperson coming to meet you,
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  you know, sorry, 1 moment. OK, sorry about that.
• 8:07
  I'm back. The the boys were fighting and
• 8:09
  then, you know, my older boy gave the younger one the
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  basically he used his knee and jabbed the baby in the head.
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  So, you know, it's one of these things when you have boys now,
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  it's always plenty. There's one thing after another.
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  And for those of you who don't have kids yet, you know, these
• 8:30
  are the very fun things that you have to look forward to, you
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  know, separating fights every now and then.
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  So what was I saying now? So what I was saying is, you
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  know, if you don't have wife and you know, it says girl comes and
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  you know, she's looking kind of fine, I think you might find
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  wifey there. You know, no problem, No
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  problem. I'm all well and good for that.
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  There are lots of relationships that have started that way.
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  In fact, there's one popular Nigerian actor, I can't remember
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  his name, much older Nigerian actor.
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  That's how he and his wife started.
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  She was a salesperson. She came into the office, you
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  know, from their marriage and a wonderful family blossomed.
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  But some of us need to be mindful, those of us who have a
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  certain age and when certain social dynamics that if a young
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  girl is coming, all she's doing, she's looking for a Commission,
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  she's looking for a daily bread. You know, perhaps this is not
• 9:12
  the best time. Perhaps this is not the best
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  situation. Maybe after the deal is
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  concluded and everything is now on a normal, normal objective
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  level, we can now start to be saying that, oh, babe, you know
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  what, I won't license the first time you entered the office.
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  You know, I've been seeing you. You know, I think you're a
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  franker and everything. I doesn't want to say anything
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  so that you know, I won't disturb this business.
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  But now that this business is out of the way, you know, how
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  far can I see you? May I know you?
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  Can I be your friend? You know, all those
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  conversations. So everybody, most, most my
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  wife. But let's let's do so on a on a
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  very mindful level, on a very correct level, on a very clean
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  level, on a very objective level so that anybody that is hearing
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  the gist afterwards like that Nigerian actor, I can't remember
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  if it was Judico soccer. I can't remember anybody who is
• 10:03
  handed this. Later we hear and say, oh, you
• 10:07
  know, endless love, They were meant to be loving story.
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  Not that I do here. And people will now start
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  thinking, ah, how could you she took advantage of her or what
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  were you doing there? And you know, all these stories
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  that come up. So yeah, my opinion, this guy
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  was trying to be opportunistic. Now, this is my own solution to
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  the problem multithreading. Those of you who've been
• 10:31
  listening to this podcast for a while, you know about
• 10:33
  multithreading. But for those of you who are
• 10:35
  listening newly, this is what multithreading means.
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  Multithreading means that when you're trying to break into an
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  account, because remember, this guy is the head of department of
• 10:45
  a public parastatal. When you're trying to crash into
• 10:48
  any accounts, when you're trying to penetrate any kind of
• 10:50
  business. Like let's say I want to go and
• 10:52
  do training now for, I don't know, Zenith Bank.
• 10:56
  If I say I'm going to enter into Zenith Bank and I'm only talking
• 10:58
  into one person, I'm putting myself on a high jump.
• 11:01
  I'm giving myself very long assignment because there's no
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  way that you can break into one business account by doing only
• 11:08
  one person. You might be lucky and
• 11:10
  everything will kick, but through the matter is in order
• 11:14
  to be successful in breaking into account, we need to know
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  many more people. We need to start courting many
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  more stakeholders. So multi threading is a basic
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  tenant whenever we're trying to break into any account.
• 11:25
  So if you're trying to do something with a government
• 11:27
  prior state health in Niger or you're trying to get business
• 11:31
  with Glow or business with MTN or whatever, you can't say you
• 11:34
  only know one person or they're only pursuing one person.
• 11:38
  Nowadays people call that account based marketing ABM.
• 11:41
  That's the initial. So you can go and do some
• 11:43
  research, although traditionally you know all that people who
• 11:45
  just know it as sales because that is good sales.
• 11:48
  So my solution to how I look, OK, we have jammed and idiots.
• 11:52
  Now there's nothing we can do. Now we've jammed an idiot.
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  It's just one of those things. So we have to start looking for
• 11:58
  other stakeholders in the account that we can sell to
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  basic. If we go and one door is closed
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  because the person happens to be an idiot, we have to go and look
• 12:09
  for other doors to open. And by the way, if you try to
• 12:11
  open other doors and it looks like the whole department is
• 12:13
  full of idiots. And one of those people who
• 12:15
  firmly believes that, look, if this whole department is full of
• 12:18
  idiots, just walk up us. Just go free it.
• 12:21
  Nobody's holding your destiny. If you don't do business with
• 12:25
  this department, then like something shot will click.
• 12:32
  If this door closes, no problem. Another door will open
• 12:34
  somewhere. But sure, we should be multi
• 12:38
  threading. We shouldn't be looking only at
• 12:40
  one person. We're looking only at one
• 12:42
  person. We're subject to key man risk.
• 12:44
  The normal key man risk is this, that the person will lose their
• 12:46
  job and then that's it. You don't have the connection
• 12:49
  inside that organization. Again, the person might be
• 12:51
  transferred. You could be talking to the guy
• 12:53
  and you know he's not an idiot, but you know, they transfer him
• 12:56
  to put a court and they transfer him to another civil service and
• 12:59
  then that's it. You don't know anybody.
• 13:01
  Again, sometimes it's deaf. Sometimes you're talking to
• 13:04
  somebody. The person is your guy, but then
• 13:06
  the person dies. And then sometimes it's changing
• 13:09
  personal circumstances. The person might be there still
• 13:12
  in the organization, still holding the position, but they
• 13:16
  just think that personal priorities or, or organizational
• 13:19
  priorities or business priorities are different.
• 13:21
  So that's the usual key man risk.
• 13:24
  It's just a pity that in this case the key man she faces that
• 13:26
  the guy happened to be an idiot and the guy is opportunistic.
• 13:30
  The guy is looking for is looking for fresh meat.
• 13:33
  Is it good? So we now identified other
• 13:37
  stakeholders within the organization.
• 13:41
  So there's a framework where you look at different kinds of users
• 13:45
  for your product or your ServiceNow.
• 13:49
  The names are many and depending on who is talking or what
• 13:51
  framework, they will use different terms.
• 13:53
  But let me just use one of the terms that I can remember now
• 13:55
  off the top of my head. Of course, by the way, if we're
• 13:57
  having a paid consulting session, you know, I will
• 13:59
  actually will try and remember everything and you know, we'll
• 14:01
  map it out. I'll figure out, you know, the,
• 14:03
  the stakeholders we should be targeting.
• 14:05
  So this category of people that are called management users, a
• 14:10
  management user is the person who is going to take the
• 14:12
  decision and say, Oh yeah, boys, girls, go ahead with this is
• 14:16
  what we're using. So if I'm trying to get into
• 14:18
  Zenith Bank now, you know, the more orgasm I know the better.
• 14:22
  If I know MD, branch manager, CEO, if I know all of them, you
• 14:27
  know, the chances that one of them will say, well, this is
• 14:30
  what we're doing, go ahead. The chances, the chances will
• 14:33
  increase. That is the management user,
• 14:36
  then the financial user is the person who is going to authorize
• 14:38
  the payment. So if I know somebody in
• 14:41
  accounts, if I know somebody in procurement, you know, you'll be
• 14:44
  good. It will help.
• 14:45
  Because sometimes our guy says, well, let's go ahead is what
• 14:48
  we're doing. But I may be on the way in.
• 14:50
  You quarreled with the head of accounting or with the head of
• 14:54
  procurement, you know down his problem because our guy will say
• 14:56
  let's go ahead, but because the head of finance doesn't like you
• 15:00
  or maybe he has his own person if he will now start causing
• 15:03
  some small hiccup. So we need to know people who
• 15:07
  are financial users. Then there's also the technical
• 15:11
  user. The technical user is the desk
• 15:13
  officer or the person who actually has to use your product
• 15:15
  or your service. And in this case, they're trying
• 15:18
  to see how AI can be used to improve government power status
• 15:22
  in Nigeria. So they definitely need to know
• 15:24
  people who are IT, especially since the application that
• 15:29
  they're working on has to be integrated into the government
• 15:31
  software. So they definitely you
• 15:33
  definitely have to know somebody in IT department.
• 15:36
  So this is an example about how some of you when you're trying
• 15:40
  to break into an organization, you're not quite thinking
• 15:42
  clearly. You know somebody there who is
• 15:44
  your Popsy's friend or your mumsy's classmates, or you will
• 15:47
  go to church together or you were in the same mosque.
• 15:50
  And because that you think you have an insight into the
• 15:52
  organization, you know, you don't really have an insight
• 15:55
  into the organization yet, you will face serious scheme and
• 15:59
  risk. We need to multi thread, we need
• 16:02
  to look for other stakeholders related to this scenario,
• 16:08
  related to this product. So in her own case, DG's office,
• 16:12
  you suppose get connection inside there.
• 16:14
  It doesn't mean you have DG's phone number direct, but at
• 16:17
  least if you're able to know a desk officer in DG's office,
• 16:20
  maybe able to figure out who DG's PA is or something.
• 16:25
  That kind of connection, you know, you know, go bad.
• 16:27
  It will be good. IT department if you know one or
• 16:31
  two people will be good procurement and finance.
• 16:34
  If you get one or two connections, you know, no go
• 16:36
  bad. So that is where you're supposed
• 16:39
  to be thinking about these things and you don't just get
• 16:41
  trapped talking to only HOD. Then also, since we are trying
• 16:49
  to target a government parastatal and the government
• 16:53
  parastatal has regulatory oversight over private citizens,
• 16:58
  then if also you have some people, some citizens, you're
• 17:02
  connected to some and people who have used your product and they
• 17:05
  have testimonials, that will also be good because you'll be
• 17:07
  good. If you're going to Ministry of
• 17:09
  Finance, this is your fancy idea, this is your fancy idea,
• 17:11
  This is how this kind of thing will work.
• 17:13
  And by the way, we did pilot program for 20 communities in
• 17:19
  Abuja Municipal Council and another 5 communities on Lagos
• 17:23
  mainland and these were the results.
• 17:24
  You know that kind of thing can help your sales process.
• 17:28
  So these are the kind of things you should be thinking about.
• 17:30
  But please do not wake up one day and find out that you are
• 17:33
  stuck talking to only one person.
• 17:37
  It's a recipe for disaster. But like I said, it can work.
• 17:41
  There are people who they came into the organization, they only
• 17:44
  know one person and they worked out with a millionaire contract.
• 17:48
  It does happen, but increase your odds.
• 17:50
  Make sure that you're talking to multiple people now between me
• 17:54
  and my mentee, this is what we actually decided by the time we
• 17:56
  looked at the level of work. I was supposed to go into this
• 17:59
  thing especially on the IT side because she said ah, these
• 18:03
  people IT department in in public power status.
• 18:09
  I guess it be those places are just messy.
• 18:12
  People are just like a Daisy cow, as in people are just
• 18:15
  anyhow. Anyhow, so we decided and it
• 18:19
  made more sense that there are some private institutions that
• 18:23
  deal in these sorts of things. So it will be easier to enter
• 18:26
  private institutions instead of entering ministry.
• 18:29
  And for me, it made perfect sense.
• 18:31
  It made perfect sense, especially since number one with
• 18:34
  my sidestep the idiot, because I'm never comfortable when any
• 18:39
  of my people have to go in for a meeting with an idiot with a
• 18:42
  Leech who is thinking that he has seen fresh meat.
• 18:46
  Funny enough, whenever I'm talking with young girls,
• 18:48
  they're always very confident that, oh, it's normal, you know,
• 18:51
  I can handle it, you know, blah, blah, blah.
• 18:54
  Well, it's good to be anyway for me, Sha.
• 19:01
  For me, it's not something I'm I'm comfortable with.
• 19:04
  You know, if you have a choice between meeting with an idiot
• 19:06
  and no meeting, no opinion, Sha, I'd rather no meeting with the
• 19:09
  idiot, you know, move on. So even though we figured it
• 19:13
  would be better to go into private institutions, we still
• 19:16
  had to discuss this meeting with the unethical departmental head
• 19:20
  because the meeting has been fixed.
• 19:22
  The session was going to discuss with the business partner.
• 19:24
  And, you know, with our business partner, they will know whether
• 19:27
  they will now go ahead. And I said, OK, no problem.
• 19:28
  But as you're deliberating, these are some things that you
• 19:30
  have to be thinking about. And I tried to give her my
• 19:32
  strongest recommendations and strongest guard rails just in
• 19:36
  case they're going to be going in for this meeting.
• 19:40
  So First off, I had to tell my man T that look, realize that
• 19:42
  you're no longer a small girl because she thinks of herself as
• 19:44
  a small girl. So I had to tell her you're a
• 19:47
  woman now. You cannot afford to think of
• 19:50
  yourself as a small girl. And I'm talking to women here.
• 19:53
  Please. I'm not being harsh on women.
• 19:54
  There are times when I abuse boys and I tell them what needs
• 19:57
  to be heard. I'm now telling young girls, no,
• 20:00
  you're 18192025. You've always thought of
• 20:02
  yourself as daddy's Princess. You know, you're a small girl.
• 20:05
  You're cutie, you're demure, you're.
• 20:07
  No, no, no. All of that crap has to stop.
• 20:10
  You're not a small girl, a small girl anymore.
• 20:12
  You are a woman now. You are a grown woman.
• 20:16
  You need to think of yourself as a woman because when you think
• 20:18
  of yourself as a small girl, these men, they'll treat you as
• 20:22
  a small girl. Maybe I shouldn't be talking
• 20:24
  like this on the podcast. I'm just being frank here
• 20:27
  because you'll have friends, we'll have Co workers, you know,
• 20:29
  we, I'm just saying it as it is. If you see yourself as a small
• 20:34
  girl, these men, they'll treat you as a small girl.
• 20:37
  You know that you're a grown woman.
• 20:42
  Think of yourself as as a grown woman.
• 20:44
  Walk into spaces knowing that you're a ground you're a grown
• 20:48
  woman. You're not a small girl anymore.
• 20:50
  You're not a Princess. You're not cutsie, you're not
• 20:52
  nothing. You're a woman.
• 20:54
  Know it on it. It affects the way that you
• 21:00
  carry your. Please, nobody should send me a
• 21:02
  message. I say I'm doing victim blaming.
• 21:03
  I'm not doing victim blaming here.
• 21:05
  I'm just talking to you as if you're my sister, as if you're
• 21:10
  my daughter. I'm not saying you are doing
• 21:11
  something wrong that is causing men to treat you somehow.
• 21:14
  No, I'm just being real here. It's like me, if I head into a
• 21:20
  situation, a meeting, feeling as if, or I mean, nobody or nobody
• 21:28
  knows my family. Oh, I'm thief.
• 21:31
  My tribe is not really quite known.
• 21:32
  Oh, my surname, my son name, no carry weight.
• 21:35
  Oh, I don't have backing. It will affect the way that I'm
• 21:38
  handling myself in meetings. But luckily I grew up with a
• 21:43
  proud man as my father and a proud woman as my mother.
• 21:48
  So I grew up thinking that my name meant something.
• 21:50
  I want to step into a place. And I say, oh, Mr. Yeti for so
• 21:53
  so so so I'm here for the 12:00. I say it like my name means
• 21:58
  something because I grew up with proud parents.
• 21:59
  And quite honestly, I thought we was something when we're little
• 22:03
  was long till I grew up. And I started saying that, oh,
• 22:05
  OK, OK, my parents are proud. But it's not as if we, you
• 22:09
  understand, it's not as if we gather, it's not as if we have
• 22:12
  money. So it's the same for guys and
• 22:15
  for girls. I say my name like it means
• 22:18
  something because I watched my mom and my dad say their name
• 22:23
  like it meant something. So it's also the same thing.
• 22:25
  You're not a small girl. Nobody should accuse me of
• 22:27
  victim shaming, please. And even if you accuse me of
• 22:31
  victim shaming, I don't care for my younger sisters and my
• 22:36
  cousins. And if God will bless us and I
• 22:38
  have a daughter, I will talk to her like I'm saying it now #2 I
• 22:44
  told her, talk openly. We do not handle these things in
• 22:48
  the quiet when we're handling these things in the quiet.
• 22:51
  Secret, secret. It is there that mistakes
• 22:53
  happened and it is there that we've come overpowered.
• 22:55
  We talk about these things openly.
• 22:57
  So just as you and me are talking, go and be talking with
• 22:59
  your big aunties. Talk to mumsy, talk to family
• 23:03
  members. Since this guy has not said
• 23:06
  anything, it's difficult for you to now use your mouth and say
• 23:09
  something, because after all, the guy has not really said
• 23:12
  anything or done anything. But you can start having small,
• 23:15
  small conversations. Oh, Auntie, oh, admire your
• 23:18
  career in the civil service, in the whatever, whatever,
• 23:20
  whatever. Auntie, I'm just curious, did
• 23:22
  you ever have to face one or two kind of situations?
• 23:25
  How did you deal with this thing in your career and in business?
• 23:28
  And then just put it out there and hear what she has to say.
• 23:32
  Unfortunately, like I told my mentee, you hear some women that
• 23:34
  won't have anything helpful to say.
• 23:36
  I'm really, really sorry. It is just a it's just a feature
• 23:41
  of the the environment that we we've we've grown up in because
• 23:45
  even for us, like boys there, some of us, not me, but all my
• 23:50
  classmates, you know, who are abused when we were when we're
• 23:54
  little. And by the time they spoke about
• 23:56
  it, you know, some people will say that you're lucky that you
• 24:01
  are there and you are this virgin by this woman, by this
• 24:03
  woman. You are lucky.
• 24:07
  Yeah. So you're just a pity in this
• 24:08
  part of the world. We don't have an understanding
• 24:10
  that just like girls are subject to sexual abuse and emotional
• 24:16
  abuse and all forms of abuse, that boy is also subject to that
• 24:19
  thing as well in this part of the world, sometimes
• 24:20
  unfortunately seen as Rep. Now if you're a 10 year old boy
• 24:25
  and a 15 year old girl called you aside and I said, hey, come
• 24:28
  here. You know, it's a thing of Rep
• 24:29
  that I see the babe self that you you're lucky anyway.
• 24:33
  So you might have some things that are not not palatable.
• 24:40
  I'm sorry, but still we have to talk about these things.
• 24:43
  Eventually you will talk to someone who will say, my dear,
• 24:47
  is something going on, Tell me what is going on and then she'll
• 24:51
  give you advice. Or even if she doesn't ask, she
• 24:54
  might tell you about how she dealt with these sorts of things
• 24:56
  and it'll be advice for how you're supposed to go.
• 24:59
  Go on going forward. Then pepper spray.
• 25:03
  Unfortunately in Niger, at least in Abuja, I know some sales
• 25:07
  associates, especially in real estate space, you know they have
• 25:11
  it sometimes. I'm sorry, it's just the world
• 25:14
  we live in. Female salespeople, you just
• 25:18
  have your pepper spray because we're meeting strangers all the
• 25:20
  time. It applies both boys and girls,
• 25:24
  but you know our own for boys, the you know, the dangers are
• 25:28
  different. Like I know somebody who was
• 25:29
  doing both business and I noticed that under his car he
• 25:34
  kept this, this iron I used to change tire.
• 25:37
  I said why do you leave this thing here supposed to be in the
• 25:39
  boot. He said, my brother, if I tell
• 25:41
  you the things that we see in this Abuja, that you won't
• 25:43
  believe that I need this thing here because there are some mad
• 25:46
  people and I need to defend myself.
• 25:47
  I said are you serious? He said yes.
• 25:50
  He started giving me gist, kind of gist that I cannot repeat
• 25:53
  here on the podcast, you know, but whether it's the iron that
• 25:59
  used to change tire or whether it's pepper spray, you guys have
• 26:02
  something because I'm meeting strangers all the time.
• 26:05
  Then I also told her no meetings in private residences, office or
• 26:11
  public areas, especially for the first meeting.
• 26:14
  Eventually I go to people's houses.
• 26:17
  It's rare for people to come to my own house.
• 26:19
  But you know, by the time I'm going to your house, you know,
• 26:20
  you and me, we're cool. We've related for a while.
• 26:26
  So that first meeting, office, public place, not in private
• 26:32
  residences. Then I also spoke about a set of
• 26:36
  language. This is this whole thing about
• 26:38
  me saying that, you know, a small girl again, because
• 26:40
  there's a way that a small girl will handle the situation where
• 26:45
  somebody is trying to say something or somebody's trying
• 26:49
  to be informal. If I can put it that way,
• 26:55
  there's a way that a small girl will handle it.
• 26:57
  There's a way that the grown woman will handle it.
• 26:59
  So assertive language, whenever you feel that your judgment is
• 27:03
  triggered, assertive language. So by talking to your aunties
• 27:11
  and talking to other people, you'll be able to come up with
• 27:13
  words and phrases that suit you. But for me, I have no problem
• 27:19
  with saying things like I'm uncomfortable with this, this,
• 27:21
  this. We have to be assertive about
• 27:24
  some of these things. I remember, I think I was maybe
• 27:29
  like 2-3 years into my wedding photography career and then
• 27:32
  somebody came up. I was like, oh, this thing is
• 27:34
  going down, it's going to be Hilton Hotel, my office is doing
• 27:38
  this thing, blah, blah, blah. The person was like the national
• 27:40
  marketing manager and of course I was, I was happy.
• 27:42
  I was like, hey, cool, I'm down. So how much are we talking here?
• 27:48
  And the guys, OK, no problem. This is how much it is, but this
• 27:51
  is how much you will put on the invoice and this is how much
• 27:54
  we'll give you. I know how to tell the guy that,
• 27:56
  look, I'm honored and you know, I, I love this.
• 27:59
  I respect you. Thank you.
• 28:00
  You're my guy for bringing this up.
• 28:02
  But I am uncomfortable with because for me what I put on the
• 28:07
  invoice is what I put on the invoice.
• 28:09
  I don't get into all those arranged, all those arrangements
• 28:12
  that what I should put on the invoice is, you know, 1.2, but
• 28:17
  what will be disposed is 5.2 or something like that.
• 28:20
  Yeah, I don't play those games. My own is I'll try and be above
• 28:25
  board as possible and I'll put what it is and I'm going to put,
• 28:29
  if you're saying that me, I should square you something, no
• 28:32
  problem. That's between you and me, but
• 28:35
  I'm not going to go on record and start putting things on
• 28:37
  paper that you know. So me, I say, you know, straight
• 28:41
  up, I say I am uncomfortable with, I say this is against my
• 28:46
  personal ethics or I say my business partners and I prefer
• 28:50
  to conduct business on the on the different terms.
• 28:53
  Then I was in partnership with my brother before then I was in
• 28:56
  partnership with my brother-in-law.
• 28:57
  So sometimes let's use them as excuse, you know, if I didn't
• 29:00
  want to come out and say, you know, it's me, I will now lie
• 29:03
  and says, you know, it's my brother, or this is unethical
• 29:08
  behavior or, you know, this is a blessing and professional
• 29:14
  standards or whatever. See, look, use your own words.
• 29:17
  But the main thing shy is we have to use assertive language
• 29:20
  when these things come up, when somebody's trying to get
• 29:22
  familiar or ask for young men, when somebody's trying to get
• 29:26
  you to write a on the invoice. But the real situation is, you
• 29:31
  know, is actually B + 3 if you can read in between the lines,
• 29:35
  reading between the lines and the code word is I'm trying to
• 29:37
  say. So we have to be assertive.
• 29:42
  One of the reasons why we have to be assertive is because we
• 29:44
  can't think. We can't keep letting things be
• 29:46
  insinuated because like this, you know, right now this guy has
• 29:48
  not said anything. But if we use assertive
• 29:51
  language, Sir, I am not comfortable with or it is
• 29:54
  against my personal ethics or my business partner and I conduct
• 29:58
  business differently or whatever, at least we'll come
• 30:00
  out into open. If there was a confusion, let
• 30:02
  the guy now say, oh, I'm sorry, I didn't realize you are taking
• 30:05
  things that way. Well, I'm really, really, really
• 30:07
  strongly sorry. I met no insult.
• 30:10
  I meant no whatever. At least let the thing come out.
• 30:14
  I know sometimes it's difficult to talk about these things
• 30:16
  because you now come and look like a fool.
• 30:18
  I've been in that situation where although this was
• 30:20
  university levels, you know, I thought, I thought the baby was
• 30:23
  feeling me. I thought we were feeling each
• 30:25
  other. And you know, apparently I spoke
• 30:28
  too soon. Next thing she was going on
• 30:29
  telling people that I'm immature, I'm not a big boy, I'm
• 30:32
  not a grown man and this and this and that and that.
• 30:34
  So I understand sometimes you talk too soon and you now look
• 30:36
  like an idiot. But in this situation,
• 30:40
  considering the risk that we are facing, if you are in the room
• 30:44
  with a possible beach, let let these things come out into open.
• 30:49
  Let it not be. He said, they said somebody's
• 30:52
  insinuating, you know, come out and say something politely,
• 30:55
  respectively, respectfully and assertively.
• 30:59
  Let him now come out clearly and said, oh, you misunderstood.
• 31:01
  If you misunderstood now, OK, you to apologize and then you
• 31:05
  can, you can propose terms for working together that will not
• 31:08
  lead to any confusion. Then also recommended attend the
• 31:13
  meeting with your friend. You tell that friend that is
• 31:17
  sorry. You tell this person that you're
• 31:19
  coming for the meeting with a business associate.
• 31:21
  That's why you tell them. You will tell them I'm coming
• 31:23
  with my friend for security. You just say I'm coming with a
• 31:26
  business associate. The reason why I should come
• 31:28
  with a business associate is because there's security in
• 31:31
  numbers. It is only very skilled
• 31:34
  predators who will look at you. Maybe you came with your friend.
• 31:37
  It's only a very skilled predator who say ah correct 2
• 31:40
  babes mom Bush meets. The average predator is not when
• 31:45
  you try and tackle 2 of you at the same time.
• 31:47
  So there's security in numbers. Then I also now said OK good,
• 31:54
  the meeting has been decided. So what we are going to do is
• 31:56
  we're going to have a pre meeting call, a pre meeting
• 31:59
  conference, a pre meeting group call, a pre meeting WhatsApp
• 32:03
  call, pre meeting, Zoom call, pre meeting, something with your
• 32:07
  business partner in the loop. When you do this kind of thing,
• 32:13
  everything now is beginning to seem official, is now beginning
• 32:16
  to seem in the open. In the open.
• 32:17
  This is not you, is no longer him talking with you in
• 32:24
  questionable circumstances is now coming out, out, out.
• 32:28
  And then for the pre meeting call.
• 32:32
  This was the basic framework that I recommended to her, the
• 32:35
  same framework that I recommend to all of you guys listening.
• 32:38
  It's always starts out with greeting, then you state your
• 32:41
  intention, then you ask some questions, then you make a
• 32:47
  proposal, and then you close. That is, you get the person to
• 32:50
  take action again. The simple framework is you
• 32:54
  start with the appropriate greeting, after that you state
• 32:57
  your intentions, then you ask some questions, then you give
• 33:01
  your proposal and then you close.
• 33:05
  So for the greeting, ask my mentee now when you're talking
• 33:08
  to this guy, what do you say? She said I call him Sir and I
• 33:11
  said very good. Why do you call him Sir?
• 33:13
  She said to remind him no. I said hey, very good.
• 33:17
  You call him Sir. You have to politely remain
• 33:19
  remind this idiot this good. You have to remind him of his
• 33:22
  station in life. Unfortunately, not everybody
• 33:25
  takes the hint. It was one of my friends in
• 33:28
  university who for house a very big contract with the school,
• 33:33
  she used to supply samples. What do you call these samples?
• 33:36
  Like when you make skeletons and things like that?
• 33:38
  Because her father was a former zoologist or something, I can't
• 33:42
  remember that profession. And they used to create a
• 33:46
  samples and sell to sell to schools.
• 33:52
  So she went for a meeting, everything was cool, everything
• 33:55
  was OK. And they were laughing.
• 33:57
  Everybody was feeling cool. And then the mouse went up to
• 33:59
  get something and then she had the door lock back and she was
• 34:03
  giving me this story. She said she doesn't know what
• 34:05
  over overcame her, fell on her knees and started crying and
• 34:08
  weeping immediately. And she said, Sir, think of me
• 34:11
  as your daughter, Sir, that I am a child to you, Sir.
• 34:16
  You are a daddy to us, Sir. I'm just a small girl trying to
• 34:21
  help me and my family, Sir. And she said by the time she was
• 34:24
  done, that he was thoroughly embarrassed.
• 34:26
  He locked the door, He unlocked the door.
• 34:28
  He apologized. The the deal went on as.
• 34:32
  And you know, from then on there was no laughing, no joking, no
• 34:34
  nothing, nothing, nothing, No hanky panky.
• 34:39
  So yes, greeting you. Will call him Sir.
• 34:42
  You will politely remind him of his station.
• 34:46
  Let him let it get into his. Head that he should stop this
• 34:49
  goat like behaviour. You don't be a goat, you don't
• 34:51
  just eat anything then intention.
• 34:57
  So good afternoon Sir. Remember this is a pre meeting
• 35:01
  call. Good afternoon Sir.
• 35:03
  The reason why I'm calling is concerning our meeting for XYZ
• 35:07
  date. I want us to discuss a few
• 35:10
  things beforehand so that when I come over there, we can have a
• 35:13
  productive conversation for us and our organization.
• 35:16
  Sir, is it OK if I ask you some questions?
• 35:20
  Of course you will say yes. If he's trying to weave it, then
• 35:24
  he's looking more like he's the idiot that I suspect he is.
• 35:30
  Sorry. Well, those of you.
• 35:31
  Who are public officials or who are related to public officials?
• 35:34
  I'm not saying every single head of department is an idiot.
• 35:38
  I'm just saying this particular guy who he looks like he's
• 35:41
  trying to eat fresh meat, I'm just saying him in particular
• 35:44
  he's an idiot. So I'm not saying all Hods are
• 35:46
  idiots, so please don't miscoat me.
• 35:50
  Then. The questions that you now ask
• 35:51
  when he says is OK is you now tell him I am coming with XYZ,
• 35:55
  my business associate. So I forgot to tell you before
• 35:59
  now, are you OK with that? And hear what he has to say If
• 36:04
  he's beginning to forge on this thing, we now know that.
• 36:07
  OK, maybe this cause for alarm. You will also ask him.
• 36:12
  Sir, will you be inviting anyone else from your own organization?
• 36:18
  Because of course, we'll be nice to know.
• 36:20
  And then he also is a hint, you know, as well, you know, the
• 36:23
  nature of this meeting that you're going for, you know, as
• 36:25
  if you're a small girl who is going in for a meeting that
• 36:29
  might overrun. And no, no, no.
• 36:32
  Well, we're going to be grown as women in this situation.
• 36:36
  We're going to be grown. I handle this thing very very
• 36:38
  assertively. In my own opinion, if the.
• 36:41
  Guy is trying to avoid some of these things.
• 36:44
  You know, he's not calling anybody else.
• 36:45
  You, why are you bringing somebody else?
• 36:47
  Don't you have the authority to negotiate on your own behalf?
• 36:49
  I thought you were a grown woman.
• 36:50
  And we can talk about this. By the time all these things
• 36:52
  start entering, you know, I'm thinking that or more.
• 36:55
  Something's not adding up. Then you'll also ask another
• 36:58
  question. When we have this meeting, if
• 37:01
  we're able to achieve XYZ, do you think it will be reasonable
• 37:05
  for you to introduce me to other stakeholders so we can explore
• 37:08
  this solution? The more please use your own
• 37:11
  words by the way. And you also ask which other
• 37:15
  people should those be? Because remember what I said at
• 37:18
  the beginning, right now we are single threading and it's a
• 37:20
  problem. We need to multi thread.
• 37:23
  We need to start getting a sense of which other stakeholders need
• 37:26
  to be on board so that we can close this deal also because the
• 37:29
  security numbers. He's going to introduce me to 5.
• 37:34
  Or six other people, you know the security numbers.
• 37:36
  But like I said, if it turns out that all the people that
• 37:38
  introduce you introduce you to our goats as well, please leave
• 37:42
  of this situation. Because nobody is in charge.
• 37:46
  Of your destiny. I repeat please.
• 37:49
  Young ladies, nobody is in charge of your destiny.
• 37:53
  If it turns out that this organization is full of goats,
• 37:55
  full of idiots, please leave. You will survive somehow.
• 38:01
  I'm currently working on something now.
• 38:02
  The lady is a former model. She left the modeling industry
• 38:06
  precisely because of all these problems.
• 38:08
  At some point she was like what the hell, I cannot stay in this
• 38:11
  industry anymore and she left. I'm not saying that this is what
• 38:15
  all models have to deal with. I'm just saying that the only
• 38:18
  model that I know who tried and gave the career some push, that
• 38:22
  was her own experience and she said I am done and she left.
• 38:28
  And she has been able to make a. Living, doing other things.
• 38:31
  She currently has an NGO that is devoted to all these sorts of
• 38:35
  issues. Say no, Say no to rape, you
• 38:38
  know, all these sorts of things. That's her thing, precisely
• 38:41
  because of what she has lived. And her and her husband they.
• 38:45
  Are fine. Her children are currently in
• 38:47
  university. They have been good and God,
• 38:51
  God, and their effort has carried them through the decades
• 38:54
  since when she tried our supermodelling career up until
• 38:56
  now. Funny enough, her.
• 39:00
  Baby daughter also wants to be a model.
• 39:01
  But anyway, that's a conversation for another, you
• 39:03
  know, they come from a very fine family, all of them tall skin,
• 39:06
  like a balum or slim, you know, and mainly that's the
• 39:11
  conversation that do sort out themselves.
• 39:13
  So I'm just trying to say that look, nobody owns your destiny.
• 39:15
  Please, young ladies, nobody is holding your destiny.
• 39:18
  Don't feel as if if you don't get this deal that you are, you
• 39:21
  are done for. Then after asking all these.
• 39:25
  Questions you will the proposal stage now.
• 39:28
  So OK if you're good at everything.
• 39:29
  So we'll see at XYZ for ABC time.
• 39:33
  Once you're agreed, you will now say OK.
• 39:35
  Sir, I will ping you a reminder when me and my associate are on
• 39:40
  the way. Let him know me and my business
• 39:44
  associate will be on the way then.
• 39:47
  You go for that meeting, although left to me, Shah.
• 39:51
  Like I said, if you think we're dealing with an idiot, I rather
• 39:55
  you not take that meeting. That is just me.
• 39:57
  So I'm talking to my small cousins, this kind of thing.
• 40:01
  My honest opinion is, you know, just free this thing.
• 40:04
  It's not by force. Then the last tip I give to.
• 40:08
  Her is this and this one I'm going to give to all of you when
• 40:12
  you're approaching this kind of conversation, regardless of
• 40:15
  whether they're idiots or not. You.
• 40:19
  Have to come correct and you have to start.
• 40:25
  How I put it, you have to. Demonstrate value or start
• 40:28
  showing value before the meeting.
• 40:30
  And in this case, one way that you could have done that was to
• 40:33
  have led with. Other Nigerian parastate.
• 40:37
  Parastatals have started using similar AI solutions because
• 40:42
  yes, it is currently happening. I just want to get into details
• 40:44
  and say exactly what is that they're working on in this case.
• 40:47
  Get reports, get newspaper printing, get case studies, get
• 40:51
  whatever to show because it's possible that you're trying to
• 40:54
  talk that she's talking to this organization, but this
• 40:57
  organization has not seriously considered whether AI can work
• 41:01
  in this particular government parastatal.
• 41:04
  I know some of you are listening to the podcast.
• 41:05
  You're laughing now you're saying that me, I'm living in a
• 41:08
  dream cloud and that my mentee is living in a dream cloud that
• 41:11
  we think Nigerian parastatals are going to be integrating AI
• 41:14
  in any meaningful fashion. Well, I.
• 41:19
  Have bad. News for you, I'll be good news
• 41:21
  for you. There are some organizations,
• 41:23
  there are some parastatals that have started using these things
• 41:26
  in different sectors. So it's.
• 41:28
  Just a matter of getting. All these things, I'm bringing
• 41:31
  them there. It will help to challenge the
• 41:34
  paradigm in case these people in this particular government
• 41:37
  parastatal have not started thinking how can we use AI.
• 41:41
  Apart from that, they are specific government regulators
• 41:43
  that have started pushing for policies for adopting AI in
• 41:47
  different kinds of contexts in Nigeria.
• 41:49
  So the conversation is happening.
• 41:51
  So you're going to be able to have, you'll be able to have a
• 41:53
  stronger meeting if you can get there.
• 41:55
  Saying that your sister agencies, I think you say your
• 42:03
  sister agencies. So like if you're talking to
• 42:05
  somebody in Ministry of Finance and somebody in Ministry of
• 42:08
  Commerce has done something, you know, you can say those are
• 42:10
  sister agencies. You can say look your sister
• 42:13
  agency is already using tools such as XYZ.
• 42:17
  In your own department. Does it feel like this is a
• 42:20
  priority right now? And then keep quiet and you have
• 42:21
  what it is. You hear what it is that they
• 42:23
  have to say. But either way, you're coming
• 42:27
  and. You're.
• 42:28
  Challenging the paradigm that they have, you're trying to wake
• 42:32
  them up. You're showing yourself to be a
• 42:34
  valuable resource and that you're educated.
• 42:37
  But anyway, the overall big. Mistake basically is never book
• 42:42
  a meeting to show someone the value of your solution.
• 42:45
  No, don't say you're fixing a meeting to show somebody.
• 42:49
  This is why my thing is good. The first interaction should be
• 42:55
  on the phone or should be on Zoom or should be on WhatsApp.
• 42:59
  And the goal of that first interaction is to see whether
• 43:01
  these people are facing any problem that your product or
• 43:05
  your service can help with. If they are interested now, by
• 43:10
  the time you mentioned a price range, they are not scared, then
• 43:13
  go ahead and schedule a meeting when we'll talk about that in
• 43:17
  other episodes. Or you can just check all the
• 43:20
  episodes that I did around qualification and discovery.
• 43:27
  Just search my podcast on YouTube.
• 43:30
  Just type in Tavi Shima podcast qualification discovery,
• 43:37
  conversation framework, you know, stuff like that.
• 43:40
  Type it on YouTube. I have over 1100 episodes and
• 43:45
  the episodes that I have made should come up and you learn
• 43:48
  some more about that. Oh, sorry, one moment.
• 43:50
  Let me just check the boys. Let me sure that nobody has drop
• 43:53
  kick another person. OK, I'm back and I have.
• 43:58
  Confirmed my boys have not killed themselves yet.
• 44:02
  So that's it today on the show. That's all.
• 44:05
  Remember, if you have any sales and marketing questions, then
• 44:07
  bring them to me. You can call, you can SMS or
• 44:10
  WhatsApp me on 08064662140. Thank you very much for your
• 44:16
  time and attention. I'll catch you, dear listener,
• 44:17
  at the next episode. And apologies if you know I used
• 44:21
  language that was too colorful or inappropriate.
• 44:25
  It's just that this is serious matter and I'm trying to treat
• 44:28
  this matter realistically and give it the level of, I don't
• 44:34
  know what would I say, attention or frankness or whatever that it
• 44:38
  deserves. Because for those of us who are
• 44:40
  customer facing, we're always chasing one or two deals.
• 44:44
  You know, there's a couple of things we face, you know,
• 44:46
  particularly women who are facing certain kinds of
• 44:49
  vulnerabilities. So please, let's keep educating
• 44:52
  ourselves. Let's learn how to protect
• 44:54
  ourselves and let's learn how to handle these things well,
• 44:57
  because there will always be idiots, you know, our own choice
• 45:00
  to make sure that we can protect ourselves.
• 45:02
  And then for those of us men who happen to be in positions of all
• 45:09
  I put in now, you know, somebody's chasing something and
• 45:12
  you're the one that seems to be holding the keys.
• 45:15
  You know, I didn't say you should not find wife or they
• 45:17
  shouldn't have side chick or they shouldn't find baby.
• 45:20
  But let's realize that there's ways that we can handle this
• 45:25
  thing nicely and professionally and everybody will be happy.
• 45:29
  So just like I can't remember if he's Judico so call, but whoever
• 45:32
  it is the the Nigerian actor who does how he met his wife that
• 45:36
  was a sales was a sales girl. You know, there are some people
• 45:40
  too that they are looking for husband and they actually think
• 45:43
  you're cute and actually think, you know, everything is pure.
• 45:47
  So that's some people that are ready and that's some people
• 45:49
  that are willing. You know, it doesn't always have
• 45:51
  to be that you're trying to pull something up on someone or just
• 45:55
  trying to strong arm someone. Let's keep everything nice,
• 45:58
  official professional, you know, and then afterwards you shoot
• 46:02
  your shot. If she thinks you're cute, no
• 46:04
  problem, all is well and good. You will be enjoying yourself.
• 46:08
  No, if she doesn't think. You're OK and Oh well, on to the
• 46:15
  next one. You know, for first you don't
• 46:16
  succeed, you know, you dust yourself off and try again.
• 46:18
  And that's what Aliyah said now. So oh, OK, bad.
• 46:21
  Example because. R Kelly actually was.
• 46:25
  Anyway, let me just end it here so I'll catch you guys in the
• 46:27
  next episode.