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Transcript

Right Information, Right Time: Turning "Send Me Info" into Actionable Sales Opportunities · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:02
  Hello and welcome to the show. Today.
• 0:04
  We are still on how to handle the typical sales objections,
• 0:09
  business objections that we get when we're trying to, when we're
• 0:13
  having conversations with people, we're trying to close
• 0:15
  the deal. And an objection for those of
• 0:18
  you who are just tuning into the show is any reason that someone
• 0:21
  gives you, your potential customer gives for not wanting
• 0:24
  to go ahead with the, with the agenda, with the transaction,
• 0:29
  with the relationship. So if they say you're too
• 0:32
  expensive, that is an objection. If they say Chikody down the
• 0:38
  road is cheaper, OK, well, Chikody down the road is
• 0:40
  cheaper. That's also another variation of
• 0:43
  you're too expensive. But bottom line, you get the
• 0:46
  juice. Whatever reason they give for
• 0:47
  not wanting to take the next step, that is an objection.
• 0:51
  So today we're going to be exploring another objection.
• 0:54
  Oh, by the way, for those of you who are newbies listening to the
• 0:56
  show, we've already run through those other objections, like
• 1:00
  Chikudi is cheaper, you're too expensive.
• 1:05
  Let's see what else you know, all those kinds of objections.
• 1:09
  I can't go with you because, you know, the last time I trusted
• 1:13
  somebody, this happened. That's happened.
• 1:15
  So we've done a couple of episodes before this one.
• 1:18
  So once you're done listening to the episode, just keep hopping
• 1:20
  back one more episode and you get caught up to speed with all
• 1:24
  the other objections that we've handled so far.
• 1:27
  Now today we're going to handle the objection when people say,
• 1:31
  can you send me some more information?
• 1:34
  Now of course there are other variations because not everybody
• 1:37
  is going to say, can you send me some more, some more
• 1:40
  information. Some people are going to say,
• 1:42
  oh, do you have a flyer or do you have some promo material?
• 1:45
  If they say that that is a variation of can you send me
• 1:48
  some more information or excuse me, then some people are going
• 1:51
  to say, oh cool, this sounds interesting, can you e-mail my
• 1:55
  secretary with blah blah blah blah blah?
• 1:57
  Or can you drop off some Flyers with my PA on Monday?
• 2:03
  Or can you come by the office next week Tuesday and then drop
• 2:06
  your brochure with my office assistant?
• 2:09
  You know, all those sorts of things.
• 2:10
  So this, these are different variations of can you send me
• 2:13
  some more information Now the reason why people say these
• 2:17
  sorts of things, drop it with my PA e-mail me a flyer, can you
• 2:22
  send me some more information? Blah blah blah.
• 2:24
  The reason why people do say these sorts of things are for a
• 2:28
  number of reasons, varied reasons of course, just like
• 2:31
  we've been I'm looking at with other objections.
• 2:36
  So sometimes it's because the prospects, the potential
• 2:39
  customer, the potential clients, the person that you're talking
• 2:41
  to, sometimes they genuinely need more information or the
• 2:45
  information that you've given them so far is incomplete.
• 2:49
  So they have an incomplete understanding of your product or
• 2:52
  your service. Now this can come up in
• 2:56
  financial services and it's something that I saw quite a bit
• 2:58
  when I tried selling some financial products, you know,
• 3:00
  like insurance. So you're talking to someone, a
• 3:05
  potential customer, the person is you know getting ready to
• 3:09
  leave the civil service and you have some insurance products
• 3:14
  that you're trying to sell, annuities and program
• 3:19
  withdrawals, defined contribution pension schemes,
• 3:21
  although those are not things that are sold under insurance.
• 3:25
  But these are different products that have been designed by
• 3:28
  employers and by government regulators to make sure that
• 3:35
  after people leave their service, you know, after you
• 3:37
  stop working with Unilag or you stop working with Ministry of
• 3:41
  Finance or you stop, you retire as a head teacher or something.
• 3:44
  These are schemes that are designed to make sure that you
• 3:46
  receive some sort of money to cater for yourself in, you know,
• 3:51
  in your old age. Because, of course, after you
• 3:53
  leave work, you still have to pay bills, buy medicine, pay
• 3:58
  house rent, you know, take care of yourself.
• 4:00
  And some of these products, especially for people who are
• 4:04
  not, what will I say, are not financially savvy.
• 4:09
  Some of these things are hard to understand.
• 4:11
  So you're talking to someone about an annuity and an annuity,
• 4:14
  the way that I like to describe it for people is sort of like a
• 4:18
  salary for life. And then there's something
• 4:20
  called a programmed withdrawal. The program withdrawal means
• 4:24
  that you're receiving a set, some.
• 4:26
  It's not a salary for life, but there's some advantages of going
• 4:28
  one way over another. So for some people it's
• 4:31
  confusing when you start talking annuity versus programmed
• 4:36
  withdrawal, or you're talking to somebody who has not yet
• 4:39
  retired, and his organization is one of those organizations where
• 4:42
  you can have a defined contribution pension scheme.
• 4:45
  I won't go into what that is. And maybe you're trying to toast
• 4:49
  the person to see how they can opt out of it and then go with
• 4:51
  your own firm instead. So with these sorts of things,
• 4:55
  the average person who is selling financial products is
• 4:58
  trying to close on the first time on the first visit.
• 5:03
  And that's a problem because this person hasn't started
• 5:07
  considering their retirement yet, really because you know,
• 5:10
  retirement is something that happens in the future.
• 5:12
  So if you're talking to somebody now and the person is going to
• 5:15
  retire next year, they might think, you know, what I still
• 5:18
  have to do is let me handle, let me handle this, let me get to
• 5:20
  that thing later. So you're talking to someone who
• 5:24
  hasn't really started the process of considering what
• 5:26
  retirement life is going to look like, and then you start
• 5:28
  bombarding them with these things, annuity program,
• 5:31
  withdrawal, defined contribution, blah blah blah.
• 5:34
  This advantage, that advantage, of course, is going to seem
• 5:37
  overwhelming to some people. They might understand one, not
• 5:42
  understand another. They might not get a sense of
• 5:44
  how everything works together. So in those situations, people
• 5:48
  genuinely need some more information or they have an
• 5:50
  incomplete understanding. And that's a situation where if
• 5:54
  you're talking to someone who is, what's it called?
• 5:58
  What's that level? Director.
• 6:00
  Maybe like director level. He can say, OK, you know what?
• 6:02
  Thank you very much. Nice meeting.
• 6:04
  I'm glad you helped me shed some light on blah, blah, blah, blah,
• 6:06
  blah. But you know what?
• 6:07
  How? How about you come over to the
• 6:09
  office on Monday and then drop some Flyers with Baku?
• 6:13
  Baku is my assistant. And so drop it with him and I'll
• 6:16
  get back to you. So that's the.
• 6:17
  Can you send me some more information?
• 6:21
  Objection. And that's because in this case
• 6:24
  the, you know, the director has heard you, he has listened, but
• 6:29
  he has an incomplete understanding of what it is that
• 6:31
  you're talking about because he has been hearing people say
• 6:34
  annuity, annuity. But this is the first time he
• 6:36
  has sat down to have an in depth conversation with someone about
• 6:39
  it. And it's just all a bit much.
• 6:41
  It's in there's overwhelming information or incomplete
• 6:44
  information. So he says county office on
• 6:47
  Monday, drop a flyer with my office assistant because he
• 6:51
  actually wants to sit down and read the whole thing and then
• 6:54
  try and make up his mind. And then of course another
• 6:57
  reason why is when people have confusion over futures and
• 7:00
  benefits. It also ties into, you know,
• 7:03
  this scenario that I've been talking about right here because
• 7:06
  somebody's trying to consider what do I really need?
• 7:09
  OK, annuity is salary, salary for life, but program withdrawal
• 7:12
  is not salary for life. But if I die, I want to be able
• 7:15
  to leave some money to my children.
• 7:17
  So which package is going to help me maximize the amount of
• 7:20
  money that I'm going to leave to my children?
• 7:22
  Or which one is going to maximize the amount of money
• 7:24
  that I'm going to have for paying house rent and paying
• 7:26
  medicine? And so people are trying to
• 7:29
  juggle these sorts of things, and then it causes some
• 7:31
  confusions. So what are the features of
• 7:33
  annuity? How much will I be getting every
• 7:35
  month? What are the features of program
• 7:37
  withdrawal, or will I be getting every month?
• 7:39
  If I die before the program is supposed to stop, how much am I
• 7:42
  going to be able to leave to my children if I live beyond when
• 7:45
  the program is supposed to stop? What does that mean for me?
• 7:49
  So all sorts of features, all sorts of benefits, They're
• 7:51
  asking themselves what do I really need?
• 7:53
  And so of course they say, please send me some more
• 7:57
  information, Drop your flag with my with my secretary, here's my
• 8:03
  e-mail address. e-mail me some more things.
• 8:04
  Let me have a look at. Now sometimes people say, can
• 8:07
  you send me more information because they're trying to do
• 8:10
  some comparison shopping and getting quotes, trying to do
• 8:13
  quote matching. So like back in this insurance
• 8:17
  case, so let's say the person genuinely understands, the
• 8:20
  person understands, he knows what anonymity is.
• 8:23
  He or she knows what the program withdrawal is.
• 8:25
  The person already knows what it is that they need and what
• 8:28
  they'll be going for. But now they are trying to get
• 8:32
  the best rate. So you come, you're from Axis
• 8:36
  Bank because now they have their own pension schemes.
• 8:39
  And yes, so your Axis Bank and they say, OK, no problem, drop
• 8:44
  me some material and then you leave.
• 8:46
  And then somebody else comes from lead way insurance and then
• 8:49
  say, oh, can you drop me some insurance, some material and
• 8:51
  then they leave. And then somebody else comes
• 8:54
  from, let's see which other organization is there.
• 8:57
  Nikon, Nikon insurance. And they say, can you drop me
• 8:59
  some material and then they leave.
• 9:01
  Now the reason why they're doing this is because they want to
• 9:06
  compare the quotes. They want to sit down on
• 9:08
  Saturday or Sunday, get a nice bottle of wine or a glass of
• 9:12
  beer or whatever, and then sit down and start saying, OK,
• 9:14
  Access Bank, They offer this Nikon insurance, they offer
• 9:18
  this, you know, lead way, they offer this so it is better here
• 9:23
  or better there. So now some of you might be
• 9:25
  offended at this point, but please, we are big boys and
• 9:28
  we're big girls, so don't be offended.
• 9:31
  It's just business. Let's stop being naive.
• 9:34
  Stop assuming that because you're talking to Alhaji right
• 9:39
  now that he's not talking to anybody else.
• 9:42
  So let's not be naive. I run into people who get
• 9:44
  offended by the whole thing and they say that customers are
• 9:49
  dubious. The customers are shifty.
• 9:51
  They're not being shifty. They're just trying to maximize
• 9:53
  their self-interest. So and The thing is, you know,
• 9:57
  you listening to the podcast, you do it too.
• 9:59
  You tell the plumber to come to the house.
• 10:01
  The plumber gives you a quote and the quote at the end of the
• 10:05
  day is, you know, 55K and you're like 55 Watt and you're like,
• 10:08
  let me think about it. And then he leaves and then you
• 10:11
  call another plumber. And then the plumber comes and
• 10:13
  gives a quote and the person comes in at 45 and then you
• 10:16
  compare, OK, 55K45K, let me go for the 45.
• 10:19
  So we all do it. So let's stop getting offended
• 10:22
  when you find out that you are talking to someone you thought
• 10:25
  you were having a good relationship and then you found
• 10:26
  out that they're talking to the competition, they're talking to
• 10:28
  somebody else. It's just business.
• 10:30
  Everybody does comparison shopping, quote matching, you
• 10:32
  know, whatever it is that we want to call it.
• 10:34
  So those are some of the reasons why people say, can you send me
• 10:37
  more information? They want to get information
• 10:39
  from everybody. Then they'll sit down and kind
• 10:43
  of make up their mind on what they think is the best.
• 10:46
  Sometimes people ask, can you send me more information?
• 10:49
  Because they have internal discussions that they need to
• 10:53
  have. So you need to discuss with
• 10:56
  another stakeholder or somebody else who is important to the
• 10:58
  decision and they just want to have something.
• 11:00
  A folder, a flyer, APDF is something that they can show the
• 11:05
  other person to say, I had a meeting with this guy or with
• 11:08
  this girl, this thing is making sense.
• 11:10
  What do you think? How should we go about it?
• 11:12
  Then? Let's see what else, What other
• 11:16
  reason can people give for? Can you send me more
• 11:19
  information? Oh yes, I have.
• 11:21
  Sometimes there's an internal buying process and it's just
• 11:24
  official policy that everybody who comes and wants to do
• 11:27
  business with this organization, the person has to drop some
• 11:29
  documents, the person has to drop company profile or letter
• 11:33
  of introduction or project scope or hardbound proposal or
• 11:37
  whatever. So sometimes it's just the
• 11:40
  internal policy. Yes, the person feels you.
• 11:42
  Yes, the person likes you. Yes, the person wants to go with
• 11:45
  you and your quote. But it's just official policy.
• 11:49
  Everybody has to drop something. And then of course there's
• 11:53
  nothing of some people are not ready to commit.
• 11:55
  And like I say, Nigerians are very, very polite people.
• 11:58
  So they're trying to stall and they're trying to brush you off
• 12:02
  without being rude. So they just say, can you send
• 12:04
  me some information? You send it the next time you
• 12:06
  call, they won't pick up your phone.
• 12:08
  You know, you start entering a voicemail.
• 12:11
  So that was just it. You know that Nigerians are just
• 12:13
  being nice. They don't want to tell you,
• 12:14
  look, young man, you're wasting your time, young lady, you're
• 12:16
  wasting your time. Don't come here.
• 12:18
  I'm not interested. And then sometimes the problem
• 12:22
  is that you haven't done a good job of qualifying the person
• 12:27
  that you're talking to. And The thing is just a matter
• 12:31
  of low priority and there is no urgency.
• 12:34
  So sometimes that's just how it works.
• 12:37
  So we've done over 10 minutes of looking at how these sorts of
• 12:41
  things come up in the 1st place. So let's quickly go through how
• 12:44
  we can deal with this objection. Now, if you've been listening to
• 12:49
  the episodes that we've done before this, it's no surprise
• 12:52
  that the first step is to acknowledge, empathize, show
• 12:56
  some understanding Because nobody wants to feel like
• 12:59
  they're full or nobody wants to be accused of lying.
• 13:02
  Even when they're trying to be polite, they're not going to do
• 13:05
  business with you, and they actually are lying.
• 13:06
  You know, nobody wants to be called out for being a liar.
• 13:09
  So empathize like, Oh yes, I understand it sounds pretty
• 13:14
  confusing. I totally understand.
• 13:15
  When my Pop C was about to retire was the same thing we
• 13:19
  know when they were telling him about annuity program
• 13:21
  withdrawal, blah, blah, blah. In fact, he even called me to
• 13:23
  ask that. Oh, OK, my son, this is your
• 13:26
  line of business. So what do you think?
• 13:27
  So I understand it's, it can be confusing.
• 13:31
  So when the person says give me a flyer, you know that's you're
• 13:34
  going through that whole spiel. But when you do all of that,
• 13:39
  you're actually trying to gain permission to start asking
• 13:42
  clarifying questions. Because before you drop Flyers,
• 13:45
  because it's easy to drop a flyer, you need to know exactly
• 13:49
  which kind of flyer or PDF or report or proposal or
• 13:52
  presentation or whatever it is you need to know which kind,
• 13:57
  what kind of information that they need.
• 13:59
  So you should ask them the question.
• 14:01
  Oh, OK, so I understand this all seems confusing and everything,
• 14:04
  but what kind of information? What kind of information do you
• 14:08
  need exactly? Because if you're going to drop
• 14:12
  a general brochure, it is not going to help if this person
• 14:16
  you're talking to, you're an insurance person and he
• 14:23
  understands, OK, no, let me move past the insurance.
• 14:29
  Let me see. OK, I don't have to come up with
• 14:31
  a particular example here. I'm sure you guys are getting
• 14:33
  the gist. So if this person understands
• 14:39
  one product or one set of features but doesn't understand
• 14:42
  the other, but then you drop a general, what's it called?
• 14:47
  OK, sorry about the banging that is coming over from the window.
• 14:50
  My neighbour runs a commercial kitchen so his staff are they're
• 14:54
  out there, you know, doing stop pounding.
• 14:56
  Yeah more pounding. Whatever.
• 14:59
  OK so was I. So if the person has understands
• 15:03
  one set of features very well but has confusion over features
• 15:07
  BC and D and you drop a general brochure, it's not going to be
• 15:10
  helpful. But if you ask him the question,
• 15:12
  what info exactly do you need or do the other people in the
• 15:16
  office need or whatever? And he says, oh, we're good on
• 15:18
  ABC, but we have questions about Ed and F Then you know that the
• 15:23
  material that you have to send are things that are related to
• 15:26
  options, Ed and F So you need to ask specifically what they're
• 15:32
  unclear about, what specific information that they need so
• 15:35
  that you know which kind of material that you're going to
• 15:40
  drop off with the PA or drop at the office that explains
• 15:45
  different features or different pricings or showing case studies
• 15:48
  or other kinds of reports. Then you also have to ask more
• 15:52
  questions around their needs, their priorities, the
• 15:55
  difficulties that they're facing with the proposal that you put
• 15:58
  so far, where things seem obscure, what is it that they
• 16:01
  don't understand properly? So that way you're going to be
• 16:04
  able to send tailored documents or come up with a new proposal
• 16:07
  or something else. Because if you're going to go
• 16:09
  and drop some material with Tahir, let's say Tahir is the
• 16:14
  the office PA. If you're going to drop some
• 16:16
  material with Tahir, at the very least you want to be sure that
• 16:19
  what you're dropping with Tahir is tailored and relevant so that
• 16:24
  when Oga or when Madam sits down to have a look at it, it'll be
• 16:27
  able to answer the questions that they had the last time that
• 16:33
  you guys had a meeting. So the main thing to consider
• 16:38
  here is that whatever content you're going to be dropping with
• 16:42
  the PA, with the secretary, or that you're going to e-mail or
• 16:45
  you're going to drop out the house, you want to make sure
• 16:47
  that the content is relevant. Now, another thing that we have
• 16:51
  to bear in mind is nowadays we have different formats and
• 16:55
  people have different learning styles and preferences.
• 16:57
  So you should also ask these sorts of questions.
• 17:00
  There are some people who refuse to do e-mail.
• 17:04
  I don't know why, but they exist.
• 17:06
  There are some people who even if you send the e-mail, they
• 17:08
  will tell the secretary, print out the e-mail, put it on my
• 17:11
  desk, then they will read the e-mail and then make whatever
• 17:15
  replies or annotations, then give it to the secretary or to
• 17:18
  some general member of staff who will now type it and then send
• 17:22
  the reply back to you. So ask what format does Madam
• 17:27
  need? Should I print it out or should
• 17:29
  it be an e-mail? Some people might not mind video
• 17:33
  resources because it might be more convincing, especially if
• 17:37
  there's someone who's in front of the camera.
• 17:38
  It might be more convincing for you to say, to record a video
• 17:41
  when you get back to the office. Just a small video on your phone
• 17:44
  saying, Mr. Coley, thank you very much for the meeting.
• 17:48
  I really appreciate, blah blah, blah, blah blah.
• 17:49
  At the last meeting that we had on Friday the 12th of May,
• 17:53
  something, something, something we discussed this, this and
• 17:55
  that. And if I remember correctly, you
• 17:57
  seem to have some difficulties with this aspect of the proposal
• 18:01
  and the aspect of the proposal. So that's the reason why I'm
• 18:03
  making this video to explain everything to you.
• 18:05
  So Mr. Cooney, this is how it works.
• 18:07
  First of all, we're going to tackle this, this, this, and
• 18:09
  we're going to do this and we're going to do that.
• 18:11
  And for the questions that you had around this part of the
• 18:14
  proposal and this part of the project, this is how we intend
• 18:17
  to do it. We're going to blah, blah, blah,
• 18:18
  blah, blah. So if you're smooth on video,
• 18:20
  that might not be a bad idea then.
• 18:25
  Yeah. So like I said, the different
• 18:26
  formats, some people might not mind audio.
• 18:31
  I think I've only done that once sent sent an audio summary once,
• 18:34
  but ask you never know. And then the spirits.
• 18:40
  What we're aiming for here is we're trying to maintain the
• 18:43
  conversation. When someone says drop it.
• 18:47
  With Tahir, my PA, we're trying to maintain the conversation.
• 18:50
  We're still trying to remain in the loop of things.
• 18:54
  So here we should be aiming for an advancement and we should be
• 18:59
  wary of continuations. Now this is your first time I'm
• 19:02
  listening to the podcast in sales and business development.
• 19:05
  When we see an advancement, it means that you've had a
• 19:08
  conversation with someone and you guys have very clear
• 19:12
  indications of whether you're moving forward or not.
• 19:16
  You know what the next step is, is going to be you know what it
• 19:20
  is that you guys need to do to move things to the next step.
• 19:23
  That is an advancement. When you meet someone, you have
• 19:27
  a good meeting, you laugh and you know there's plenty of vibes
• 19:29
  and you go away, but you're not sure is this business moving
• 19:33
  forward or not. What is the next stage When
• 19:37
  you're unclear of all those things, you're in the
• 19:38
  continuation. So continuation is just when
• 19:40
  you're having meetings for the sake of meetings, follow up for
• 19:43
  the sake of follow-ups. So you're meeting, you're having
• 19:46
  a good time, everybody's vibing, but you don't know whether
• 19:48
  they're moving forward or not. So if you want to maintain, to
• 19:53
  get advancements here, what we have to do is when the person
• 19:56
  says drop it with Tahir on Monday, you have to be able to
• 20:00
  schedule a mutually agreed follow up meeting or call and it
• 20:05
  has to be very specific. He said OK, no problem man, I'll
• 20:07
  drop it off with Tahir on Monday just like you requested.
• 20:11
  Typically when we drop off proposals with our clients
• 20:14
  usually takes them about a week to consider all the information
• 20:17
  that is there. So, Madam, do you think it we
• 20:19
  could be OK for you to consider the proposal?
• 20:21
  And she will say, yeah, I'm traveling, but I'll be back by
• 20:24
  Wednesday, so sure, no problem. I would have read it.
• 20:27
  OK. So Ma, then would it be OK for
• 20:29
  me to call you on Friday so that we can have another meeting and
• 20:33
  she will say fine, it's OK, no problem.
• 20:35
  Thank you very much, Ma. And then she's off on her way
• 20:37
  and you're off on your way. At least you have some sort of
• 20:40
  commitment that you guys are talking on Friday.
• 20:43
  But would even be better if, let's rewind you say, oh, Madam,
• 20:46
  typically when we drop off proposal with clients, usually
• 20:48
  takes them about a week to consider.
• 20:50
  She says, oh, sure, no problem. A week.
• 20:52
  Yeah, that's good. And then you say, oh, Madam, so
• 20:54
  in that case, can I come back to the office Monday next week so
• 20:58
  that we can discuss next steps And then she will say, OK, yeah,
• 21:02
  yeah, sure, no problem, Monday next week.
• 21:04
  And then you give a range of times.
• 21:06
  OK, Madam, I'll be in central area between 8:00 and 10:00.
• 21:10
  So which time works for you? You can see that we're getting
• 21:13
  more narrow, more specific. So this is what we mean when we
• 21:18
  say advancements. Both of you will leave the
• 21:21
  meeting and she is clear and you are clear that you guys have a
• 21:25
  date again for next week, Monday.
• 21:27
  So it's not a matter of dropping off the proposal with Tahir and
• 21:30
  then ghosting. But of course, we also should
• 21:34
  try to identify where there is hesitation because if there is
• 21:37
  some sort of hesitation, if it's like, well, you know, I'll be
• 21:41
  back on Wednesday a week, OK, a week should be fine.
• 21:46
  But you know what? Just just give it to just give
• 21:49
  it to to here. I'll call you, I'll call you.
• 21:52
  If there's that kind of hesitation, then there might be
• 21:54
  a deeper objection there. Maybe they're not interested,
• 21:59
  you know, stuff like that. And there'll be no point in
• 22:03
  going into how to deal with these sorts of things because
• 22:05
  with all, with the prior episodes that we've done so far,
• 22:08
  we've gone over, you know, every conceivable hidden objection
• 22:14
  that might be might be there because you might say drop it
• 22:16
  with Tahir because she's not interested.
• 22:18
  She might say drop it with Tahir because it's too expensive and
• 22:20
  she doesn't want to tell you. But we should be able to figure
• 22:24
  out if there's hesitation. And of course it's always the
• 22:27
  same, asking more questions to try and get to the root of the
• 22:30
  issue. But assuming there's no
• 22:32
  hesitation, don't make the mistake of just dropping it off
• 22:35
  with Tahir, the PA, or with the chingery, the secretary.
• 22:40
  And then you just leave things like that.
• 22:42
  You're going to enter into voicemail, you're going to end
• 22:45
  up being ghosted, secure advancements.
• 22:47
  So oh, no problem, I will drop it off with chinnery by Tuesday.
• 22:52
  So, Madam, would it be OK if I call you the Monday, the week
• 22:56
  after so we can have another meeting to see whether we can
• 23:00
  move ahead with option A, option B, or option C?
• 23:03
  So anyway, you get the spirit. An advancement means me
• 23:09
  initiating the meeting, the other person receiving the
• 23:12
  meeting. I mean, both of us in the
• 23:13
  conversation, we have very clear ideas about what the next step
• 23:18
  is going to be. And we have agreed now that this
• 23:21
  is going to be the next step. So, OK, 20 minutes.
• 23:25
  So let me bring it to a close. Thank you very much for
• 23:29
  listening to the podcast. I think I think we've dealt with
• 23:33
  enough objections so we'll be able to move on to what the next
• 23:36
  question is going to be for the show.
• 23:38
  I'll have a look at my rough sheet, my list of handy
• 23:41
  questions, and then I will take it from there.
• 23:44
  So please connect with me on LinkedIn.
• 23:46
  It's always nice to hear from you guys.
• 23:47
  My name is Tavishima Ayede. I'm the host of the show.
• 23:50
  You can confirm the spelling of my name and my e-mail address
• 23:53
  from the link we're currently listening to this episode.
• 23:55
  Also, connect with me on WhatsApp.
• 23:57
  The phone number is 08064662140. The country code is +234 for
• 24:05
  those of you who are not Nigerian, so thank you very much
• 24:08
  for your time and attention. I'll catch you at the next
• 24:10
  episode.