Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Why Are They Ignoring Me? Understanding Client Silence

Transcript

Why Are They Ignoring Me? Understanding Client Silence · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello, and welcome to the show. I'm coming to you guys live and
• 0:03
  on the move, so expect to hear some interruptions in the
• 0:06
  background. Now, before we begin, I'd like
• 0:09
  to shout out Bolu Tunji. She discovered the podcast
• 0:15
  recently and has been listening. She left a comment on Spotify
• 0:19
  and she's a career person. She's been involved in human
• 0:23
  resources for a while, and she would like for me to make an
• 0:26
  episode around hats and fascinators, you know how to get
• 0:31
  into that business. So yeah, that's the comment that
• 0:35
  she left on Spotify. So I responded.
• 0:37
  And just in case you're listening, Balu, Yeah, sure, I'd
• 0:40
  love to do that. But then send me a WhatsApp
• 0:42
  message on 08064662140, country code +234, just in case you're
• 0:51
  one of those folks listening in from Diaspora.
• 0:55
  So send me a message so that we can chat some more.
• 0:58
  Let me know some more about your particular context.
• 1:02
  You know, so that would help with the podcast episode.
• 1:07
  So shout out to Balu Trinji. Thank you very much for
• 1:10
  listening to the show. And yeah, reach out to me and
• 1:14
  let's see how we can make that podcast episode happen.
• 1:17
  But anyway, for those of you who are in Balu situation, you're
• 1:21
  thinking of starting a business, it'll be helpful to note that
• 1:24
  yesterday's podcast recording was essentially a framework or a
• 1:29
  template for how you can get involved in whatever business
• 1:32
  that you want to, so long as you can answer 3 main questions.
• 1:36
  Number one, select the right idea for the business #2 what
• 1:43
  was number 2 again? Number one, select the right
• 1:46
  idea #2 yes. Is the market feasible?
• 1:50
  Want to make sure that the market is feasible, It's
• 1:52
  something that is profitable, that there is actually demand,
• 1:55
  that you can achieve product market fits, that you can get
• 1:58
  market validation. You know all those things.
• 2:01
  Because if there's no demand and if the market thinks your idea
• 2:05
  is terrible, then there's no how you're going to be successful in
• 2:08
  that business. And then #3 can we build a
• 2:10
  selling framework around the idea?
• 2:12
  So Bolu Trunji, reach out to me. We'll still have that
• 2:16
  conversation anyway. But essentially, this is the
• 2:19
  thought process. We want to make sure that it is
• 2:22
  the right idea #2 we want to make sure that the idea is
• 2:27
  feasible, that the idea is profitable, and that there's
• 2:30
  market demand. And then #3 we want to see if we
• 2:33
  can build a selling framework around it.
• 2:35
  It's only when those three things line up that then we have
• 2:38
  the green light and then we can go ahead.
• 2:40
  Then after that, we can worry about business name registering,
• 2:46
  getting TIN number, what else should we get studio location
• 2:53
  for making the hats or whatever. So yeah, that's it.
• 2:57
  Shout out to Balu. Now for today's episode, I'd
• 3:01
  like to respond to something that I saw on Instagram.
• 3:05
  Now, I've already made some, some podcast episodes in the
• 3:10
  past talking about how those of us who are service providers,
• 3:13
  you know, when we go online, I will start bashing our clients.
• 3:16
  It really doesn't serve any useful purpose because first of
• 3:19
  all, I don't think our clients are there listening to what we
• 3:21
  have to say anyway. But even if they are, it makes
• 3:26
  us come across as unprofessional.
• 3:30
  So no matter what the issue is, we need to take, we need to own
• 3:34
  up that, you know, what big boys, what big girls, what sales
• 3:37
  professionals here, no matter what business you're involved
• 3:39
  in. So we need to take
• 3:41
  responsibility for the situation and try to see how we can make
• 3:44
  things better rather than throwing the blame on other
• 3:46
  people. It just doesn't make us look
• 3:47
  good. So in this Instagram video in
• 3:50
  particular, the title of the video was real estate aid.
• 3:55
  Sorry, real estate clients stop doing this.
• 3:58
  That is what got me interested. Like, oh, OK, so now Realtors
• 4:01
  are trying to scold their clients over on the Internet.
• 4:05
  So OK, now hello, let me watch that video.
• 4:07
  So it's titled real estate clients stop doing this.
• 4:12
  So it was a warning that was given by a Nigerian realtor and
• 4:18
  she was talking about situations where the prospect initiates
• 4:21
  contact. You know, the prospect is
• 4:23
  someone who might need your product or service.
• 4:26
  You know, you guys are still talking is toasting phase.
• 4:29
  Well, you don't know whether things are serious yet or not.
• 4:32
  So the prospect initiates contact and then they show up
• 4:35
  for physical inspection. They go and inspect the land,
• 4:37
  they go and inspect the house, they go and inspect whatever.
• 4:40
  And then after the inspection is done and the realtor calls them
• 4:44
  to, you know, find out how far the prospect or the client will
• 4:48
  now either go to them or block them.
• 4:53
  Now the lady's take this video was that when clients do this,
• 4:58
  now the problem is with the clients.
• 5:00
  Now the clients are being immature because there's no
• 5:03
  point in ghosting and blocking because instead of blocking the
• 5:06
  client, you just come straight out and say that look, this is a
• 5:09
  problem, or I don't want to go with you, or I want to delay the
• 5:13
  project or whatever. So the realtor who made this
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  video was of your opinion that the problem is with the client
• 5:19
  and that potential client should behave better.
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  So that was the whole point of the video.
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  But remember what I said this washing our dirty linen in
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  public, it serves us no good. And for and for potential
• 5:35
  clients who are watching this thing, I don't think it really
• 5:37
  inspires confidence in US. So I really think service
• 5:40
  professionals, we should stop doing this.
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  You know, accountants coming online to school to their
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  clients, real estate agents, lawyers, business consultants,
• 5:52
  you know, whatever really should stop doing this.
• 5:55
  Well, anyway, that was the crux of the whole video, that if you,
• 5:57
  the client, are the one who reached out first and he went
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  for physical inspection, don't ghost, don't block, be polite
• 6:03
  and behave better. So is the problem really that
• 6:08
  our potential client should behave better?
• 6:10
  In a sense, maybe because we all could learn how to be polite, we
• 6:15
  all could do better and learn how to be cautious, and we all
• 6:18
  could do better and learn how to be civil.
• 6:22
  Well, the problem is not really with the clients at the end of
• 6:26
  the day. The problem is that a lot of
• 6:29
  Realtors have faulty sales processes.
• 6:35
  There are lots of sales. There are lots of Realtors who
• 6:37
  don't even know that you should have a sales process.
• 6:41
  When you have a sales process and a sales framework, it guides
• 6:45
  you through all the possible interaction points and all the
• 6:49
  possible problems that might occur, and it gives you a sense
• 6:52
  about how to solve these things, how to diagnose what the problem
• 6:55
  is. So for someone who has a sales
• 6:57
  process, being ghosted or being blocked is not a problem.
• 7:04
  Now when the prospect initiates a contact, if we want to, OK,
• 7:07
  let me just pick your framework. Now, Tom Hopkins, old school
• 7:13
  sales trainer in America, is even good at using Tom Hopkins.
• 7:16
  So because Tom Hopkins is a real estate person, so those of you
• 7:20
  who are listening to this thing now and you've never heard of
• 7:22
  Tom Hopkins before and you're a realtor in Niger, you're a
• 7:26
  housing agent in Niger, you're a whatever you call yourself in
• 7:30
  Niger, go to YouTube or go to Amazon or go to Google and type
• 7:37
  in Tom Hopkins. He is one of you.
• 7:40
  Then download his material, buy his material, pirate his
• 7:44
  material, whatever, and go and learn it.
• 7:47
  He is one of you. Now, Tom Hopkins talks about
• 7:53
  sales involving 2 stages #1 is buyer resistance and then buyer
• 8:02
  acceptance. Buyer resistance is a stage
• 8:05
  where people are kind of uptight.
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  They don't want to loosen up. They don't want to let you know
• 8:08
  how far. They don't want to say anything
• 8:10
  because they're afraid of being taken advantage of.
• 8:12
  That one is normal. And then buyer acceptance is
• 8:16
  when everything is loose, we're all cool, we're all vibing,
• 8:19
  we're all flowing. We're now trying to just get
• 8:21
  them know that look, this problem that you have, I can
• 8:23
  help you solve it. And this is how.
• 8:26
  So Tom Hopkins says that the very first thing we should be
• 8:29
  doing when we meet people is we need to get people to calm down.
• 8:32
  We need to get rid of buyer resistance first and foremost.
• 8:37
  A lot of you Realtors, because the person is one that reached
• 8:40
  out to you first, you just assume that oh, OK, the original
• 8:43
  what's up, You know, go and arrange housing site inspection.
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  Like who told you everything is cool?
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  You just assumed that everything is cool and that's the reason
• 8:52
  why you're angry that the person is goes to you and blocked you.
• 8:56
  There's still some things on the person's mind, but you don't
• 8:59
  have a process and a framework for trying to uncover what the
• 9:02
  problem is. And because of that, you're
• 9:06
  calling to follow up in a way that is not adding value and
• 9:09
  you're difficult to talk to. So the average Nigerian doesn't
• 9:12
  want to be rude to tell you get away.
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  I'm not buying. That's the reason why they're
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  blocking you and that's the reason why they're fading and
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  that's the reason why they're ghosting.
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  You need to come up with the sales framework, with the sales
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  process, something that is well tested and trusted and that can
• 9:27
  help you problem solve all things.
• 9:31
  Go and look for Tom Hopkins material.
• 9:33
  He's also a real estate agent. You guys will learn a lot.
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  So for Tom Hopkins, there's four processes that are involved in
• 9:41
  sales. Oh, sorry.
• 9:44
  Yeah, 4 processes basically or other 4 dynamics that are
• 9:47
  involved in sales. There is trust, there is need,
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  there is help, and there is hurry.
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  Let me repeat for Tom Hopkins. There is trust, there is need,
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  there is help, and there is hurry.
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  There's some of you Realtors who have been doing real estate for
• 10:03
  10 years. You people have never heard of
• 10:05
  this thing today. Today is the first time you're
• 10:07
  hearing this thing. In fact, some of you are not
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  even aware that any kind of frameworks exist at all.
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  So let me repeat for Tom Hopkins, the dynamics involved
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  Trust, need help and hurry. In other words, the person that
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  is approaching you, the person who wants to buy a house, the
• 10:25
  person who wants to rent house, the person who wants to buy
• 10:28
  land, the person who wants to sell land has to be able to
• 10:30
  trust you. Then you have to be able to
• 10:34
  decipher the needs of the person who wants to sell land, buy
• 10:37
  land, rent house, sell house. You have to be able to determine
• 10:42
  the person's need. Then eventually you have to be
• 10:47
  able to show that you can help the person to buy land, sell
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  land, rent house, buy house or otherwise dispose of the house
• 10:59
  and then hurry. Hurry is where you get the
• 11:02
  person to take action and you try and inject some sense of
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  urgency to move things along. So again, for Tom Hopkins, a
• 11:11
  realtor, a real estate agent, real estate sales, Nigerian
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  Realtors, go on Google, go on Amazon, go on, go on YouTube, go
• 11:21
  on pirate, go on download. Tom Hopkins, you should be
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  paying attention to trust, to need to help and to hurry.
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  Tom Hopkins recommends that you follow that process in that
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  order. Now, when somebody shows first
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  in your front or in your shop, the first thing is we need to
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  settle trust. After we get them to trust us,
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  then we're going to need. After we're going to need, then
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  we're going to help. After we're going to help, then
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  we'll help. We'll move into hurry.
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  And then if we run into any problem in the sales process, it
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  means we have not done a good, a good enough job with steps one
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  and two, which is trust and need.
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  So whenever there's a problem, we go back to trust and we go
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  back to need is either they don't trust us or we have
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  diagnosed their needs wrongly. For those of you who have had
• 12:23
  difficulty dealing with Nigerian doctors, you understand what I'm
• 12:25
  saying. You go to a doctor, you feel as
• 12:27
  if the doctor is not paying your attention.
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  You don't like what the doctor is saying.
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  What do you do? You go and ask your friends for
• 12:34
  recommendation and you go to another hospital.
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  It's the same thing. It's the same dynamic.
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  Now, remember what I said, that Tom Hopkins divides the process
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  into two, which is sales resistance and then sales
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  acceptance. The first two trust and need.
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  If you get them to trust you and you diagnose their needs well,
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  Tom Hopkins says that their resistance will go down.
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  They will now be calm and they'll now start talking to you
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  and they'll now start telling you the truth.
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  That is the stage where somebody will be honestly that look
• 13:05
  gross. To be honest.
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  My budget is my budget won't pass 35 or won't pass 3.5.
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  I won't lie you 3.5. That's all I have.
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  Until you get to that stage of obliterating trust and need,
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  most people are not going to let you give you a fair sense of
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  what the budget is. And if they see something that
• 13:26
  is too expensive, rather than tell you it's too expensive,
• 13:29
  they will fade, they will block, they will ghost, they will
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  ignore, they will do whatever. So trust and need.
• 13:39
  Now, Tom Hopkins says that for this situation where the
• 13:41
  prospect is the one that comes to you first, you're not the one
• 13:45
  that ran after the prospect. What you do is you pay attention
• 13:49
  to need first before you move into trust.
• 13:56
  So in case you guys haven't figured out, whenever I talk
• 14:00
  about qualification and discovery on the podcast, which
• 14:02
  is you're talking about the person, the problem, the
• 14:05
  opportunity, the vision, you can see how it doesn't matter who
• 14:10
  you follow, whether you listen to me or they listen to Tom
• 14:13
  Hopkins, you're going to end up doing some version of these
• 14:16
  sorts of things. So when the prospect comes to
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  you first, you go straight into need.
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  Who is this person? What is the problem?
• 14:26
  What is the opportunity? What is the vision?
• 14:28
  So for you Realtors, you try and get a sense of the person.
• 14:33
  You try and fill them out, try to understand their stage in
• 14:36
  life. Because if somebody like me
• 14:40
  wants to buy land, it's not quite the same thing as if my
• 14:42
  mom wants to buy land. You know, my mom is 65.
• 14:46
  If she's buying land, she's probably thinking of buying land
• 14:49
  as something that might be a good, what's it called?
• 14:53
  I can't remember something that is a legacy.
• 14:56
  My mom's probably, if she wants to buy land now at 65, she's
• 14:59
  probably thinking legacy, something I can bequeath to my
• 15:03
  grandkids. It's not the same thing as me
• 15:05
  who's trying to buy land now because I'm trying to buy land
• 15:08
  now. I'm probably thinking of buying
• 15:10
  land so I can sell it sharply so that, you know, I can have maybe
• 15:17
  10 M on hand so that I know that maybe for the next three or four
• 15:20
  years, you know, school fees is taken care of or something like
• 15:22
  that. So should be asking questions
• 15:26
  about them, the problems they're facing, the opportunity or the
• 15:31
  vision that they're looking towards.
• 15:33
  Are they, is it home ownership that they have in mind?
• 15:36
  Some people want to buy land so that they can build house or is
• 15:39
  investment opportunity. Some people want to buy land so
• 15:42
  that they can flip, as in buy it now, maybe fence it and maybe do
• 15:47
  interlocking tiles. OK, the land is now looking much
• 15:49
  more valuable now sell it, that kind of thing.
• 15:54
  If it's an investment portfolio, we need to be asking questions
• 15:57
  about, you know, their timelines, about risk profiles.
• 16:01
  We need to even know what kind of investment vehicles they
• 16:03
  prefer because some people prefer rent.
• 16:05
  Let me buy and rent this thing out, or let me rent and then let
• 16:09
  me sublet, or let me buy at 5:00 AM and then let me flip.
• 16:15
  Buy it at 5:00 AM, wait for a while or maybe fix it up and
• 16:18
  then sell it at 7:00 AM and I'll put 2:00 AM in my pocket.
• 16:22
  He has some questions about their investment history, about
• 16:25
  their track record, about the locations that they have in
• 16:27
  mind. While you are having this
• 16:29
  conversation, in trying to figure out their need, can you
• 16:35
  see that their trust in you will be going up?
• 16:38
  Because you sound like a reasonable somebody who knows
• 16:41
  what's up. If somebody just comes and says
• 16:45
  I want to buy land in Maitama, my budget is 30 to 50 million.
• 16:51
  And you say, OK, no problem, Ma, we have land in Maitama between
• 16:55
  the budget of 30 to 50 million. How soon are you available?
• 16:59
  And then the woman says Monday morning, 8:00, it's OK, Monday
• 17:01
  morning, 8:00, Ma, I will take you.
• 17:03
  Then you go and you show her five plots of land.
• 17:06
  And then Wednesday, you call her.
• 17:08
  She says, let me think about it. Friday, you notice that she has
• 17:11
  blocked you. I mean, like, why won't she
• 17:14
  block you? Have you said or done anything
• 17:17
  that has given her a reason to trust you or to even get a feel
• 17:21
  of who you are as another human being?
• 17:24
  But if when she called up first and you went straight into need,
• 17:28
  remember, Tom Hopkins says that it is trust.
• 17:31
  Need help and hurry? Again, trust.
• 17:36
  Need help and hurry? Except when the person comes to
• 17:40
  you first, like the woman who comes as his own to buy land in
• 17:43
  Maitama. You start first with need and
• 17:46
  then we worry about trust dynamics before we enter into
• 17:49
  help and hurry. So when she comes and you say,
• 17:53
  oh Hajj, OK, sure, no problem. Yes, we have properties that
• 17:57
  suit that time, that meet that criteria.
• 17:59
  And then you now start asking questions about who she is,
• 18:04
  about the problem. Remember, we're talking about
• 18:06
  investment criteria. If you ask, oh, Madam, by the
• 18:09
  way, this land that you want to buy, is it because you want to
• 18:13
  use it as investment or is it something that you want to build
• 18:16
  on? By the way, the answers that she
• 18:20
  gives you will determine if you say she buys, that she's buying.
• 18:24
  She wants to buy because it's something she wants to build.
• 18:27
  You now know that. OK, those parts of Metama that
• 18:29
  are kind of almost close to the Bush that you can't even call
• 18:33
  them a Tama anymore. Perhaps those are not the kind
• 18:36
  of places that you're going to show her.
• 18:39
  Maybe you show her places that are more central, closer.
• 18:47
  And but what I'm trying to make is this by time, start asking
• 18:49
  her questions. Oh, Madam, is it for ownership
• 18:51
  or investment? Always investment.
• 18:54
  OK. What timelines do you have?
• 18:56
  Are you looking at something that you buy now and you're
• 18:58
  hoping that it will appreciate maybe in the next two or three
• 19:01
  years or something? Like, you know, you real estate
• 19:04
  agents, you know the questions you're supposed to ask.
• 19:06
  Engage this person in the conversation and ask all these
• 19:09
  questions as you're engaging in conversation.
• 19:11
  You're trying to figure out the timeline.
• 19:13
  You're trying to figure out the risk profile.
• 19:15
  You're trying to figure out their preferred investment
• 19:18
  vehicle. Also, ask them about their
• 19:21
  investing history. Oh Madam, have you bought land
• 19:23
  before? I figure out what their track
• 19:28
  record has been. Which locations have they bought
• 19:30
  in? By the time you're having these
• 19:33
  conversations, you're getting to know more about them.
• 19:36
  The person is beginning to trust you because they feel listened
• 19:39
  to. They feel seen, heard and
• 19:42
  validated. And by the way, when you ask all
• 19:45
  these questions, it is then that if you take her to five
• 19:47
  properties, the five properties that you show her are most
• 19:51
  likely going to hit the spot. If somebody calls on Sunday and
• 19:55
  says, are you available, I want to look at properties on Monday,
• 19:58
  and you say yes, what is your budget?
• 19:59
  That's the only question you ask when you're showing her places
• 20:02
  is hit and miss. You don't know what it is that
• 20:04
  she likes. You don't know.
• 20:09
  But at least if you sit somebody down, OK, well the person called
• 20:12
  if you calm the conversation down, I start asking a bunch of
• 20:14
  questions over the phone. You will now know I told you
• 20:18
  guys about when I was looking for a house.
• 20:20
  We've already moved now. And the realtor that asked me
• 20:23
  questions, there was one place I wanted to see.
• 20:25
  And he he kept telling me that boss, that place, you won't like
• 20:28
  it. I said shall let me see because
• 20:31
  it was within my budget. But then by the time I went
• 20:36
  there, as we were driving there, truly, truly I did not like it.
• 20:40
  The house was beautiful, it was wonderful, but for me the
• 20:42
  location was off. The reason why that guy could
• 20:45
  tell me straight up that Luke brush don't bother about this
• 20:47
  house. It looks very clean, it's brand
• 20:50
  new. It is nice, it is
• 20:51
  state-of-the-art is everything, but you won't like it is because
• 20:54
  me and him had been flowing and he would get a sense of who I
• 20:57
  am, who my wife is. Yeah, come around.
• 21:02
  And he had seen the kids. And so he just kind of knew
• 21:05
  that, OK, for this kind of person, this thing will work.
• 21:07
  Even though this house is below the guys budget and the house is
• 21:11
  state-of-the-art. If you show up and you show
• 21:16
  somebody a bunch of houses and none of them look sweet or none
• 21:20
  of them meet the person's criteria, of course they're not
• 21:22
  going to pick up your, your, your, your phone call.
• 21:25
  And of course, they will block you or they will ignore you
• 21:28
  because you didn't show them anything that was that was sweet
• 21:30
  to them. The only way you will know what
• 21:32
  is Sweeting the the person is if you're engaged this person in
• 21:35
  conversation. So back to Tom Hawkins.
• 21:39
  When they reach out to you first, the very first thing to
• 21:42
  do is need you go straight into need analysis and engage them in
• 21:46
  conversation. It's not a matter of OK, Ma, we
• 21:48
  have things that match your budget.
• 21:50
  Are you free Tuesday morning? Let's go and start looking at
• 21:54
  property. Apart from all these questions,
• 22:00
  that's what we need analysis around, whether it is investment
• 22:03
  or home ownership and then trying to figure out other
• 22:05
  things. We also need to have the budget
• 22:07
  and the bracketing conversations.
• 22:10
  I need to ask them upfront and do some trial closes.
• 22:17
  Oh Madam, properties or land that match XYZ criteria usually
• 22:23
  have an asking price of between ABC and DEF.
• 22:27
  Is that an investment that you're willing to make?
• 22:30
  You ask and then you hear this is giving you a sense of how
• 22:35
  serious or how urgent is giving is giving you a sense of intent.
• 22:43
  If you do some trial closes now. OK, Madam, if I understand you
• 22:46
  correctly, you're looking for ABZ and you're looking for it at
• 22:49
  XYZ price and it meets DEF criteria.
• 22:54
  If I can show you three that we have next week Wednesday, like
• 22:59
  how soon do you think you'll be ready to take action?
• 23:01
  That's your trial close and then you ask.
• 23:05
  It is also giving you a sense of the final age, which is sorry,
• 23:10
  the final to help and hurry. So you should also be using some
• 23:15
  trial Closings. Now, the rationale of all this
• 23:17
  grammar that I'm saying is if you do not understand the needs
• 23:23
  of whoever it is that has come to meet you, that they want to
• 23:25
  buy land, they want to buy a house, they want to sell, they
• 23:27
  want to rent, they want to whatever.
• 23:29
  If you don't understand their needs, if you don't understand
• 23:33
  their buying criteria, if you haven't established a budget and
• 23:36
  you don't have a sense of a timeline, the risk of them
• 23:39
  ghosting you is high. I'm telling you here for free,
• 23:43
  you Realtors. I think the, the, the, the
• 23:45
  client is the problem. The client is not the problem.
• 23:47
  You don't have a process for understanding their needs, for
• 23:50
  figuring out their buying criteria, for establishing a
• 23:53
  budget, and for figuring out their timeline, because you
• 23:57
  don't have the problem with that process.
• 23:59
  A lot of this stuff that you're showing them is crap.
• 24:04
  Remember, when we talk about values from the client's point
• 24:06
  of view, you might think all of these things are valuable, but
• 24:08
  as far as the client is concerned, they saw crap and
• 24:11
  you're not adding value. That's why they ignore you and
• 24:13
  they're ghosting you. So slow things down, keep
• 24:17
  listening to my podcast. It doesn't even have to be me.
• 24:19
  Go and follow anybody you like in the podcast world or on
• 24:24
  YouTube. Although for Realtors,
• 24:27
  especially those of you who keep going online to complain, I
• 24:29
  would recommend that you go and do Tom Hopkins.
• 24:34
  Some of you say it's old. Look, there's no matter of old
• 24:36
  here. So yes, the man has been doing
• 24:38
  it from 60 something to 70 something, but it doesn't
• 24:41
  matter. The framework is tried, is
• 24:43
  tested, is trusted. It's yeah, it's not sexy.
• 24:47
  But The thing is, it's it works. Somebody comes to you.
• 24:55
  It's very simple. What stage are we at?
• 24:56
  Sales resistance or sales acceptance?
• 24:59
  Why sales resistance? OK, the first thing to do is to
• 25:01
  calm this person down. When the person is calm and the
• 25:03
  person is loose, the person is relaxed.
• 25:05
  We have vibing, we have rapport, then we'll be able to get the
• 25:08
  sale moving. So I need to get them to trust
• 25:11
  me. I need to figure out what their
• 25:12
  need is. If it is a first time caller,
• 25:14
  the person is now calling in. OK, I need to go.
• 25:17
  Let me not waste time. Go straight into need analysis.
• 25:19
  While we're doing need analysis, the trust dynamics to sort
• 25:22
  themselves out. After that, we can move into,
• 25:24
  OK, how can I help you? Then you make a proposal and
• 25:27
  then we try and hurry this thing along.
• 25:30
  Please Realtors be using trial closes along the way.
• 25:34
  We'll let you know because if you do a trial close where you
• 25:39
  say, OK, Madam, if I understand you correctly, we're looking for
• 25:42
  this at this price, meeting this criteria.
• 25:44
  If I can show you 3 next week, how soon are we ready to take
• 25:46
  action at that stage? Madam, can I say, Oh my dear, is
• 25:51
  not is, is not dreaming like that too?
• 25:54
  I just wanted to find out just in case because I'm thinking I
• 25:59
  should be retiring soon. So maybe like next year or maybe
• 26:02
  like 2-3 years. You know, I'm just asking just
• 26:06
  in case, at least now, you know, and that kind of person, after
• 26:10
  you show her places on Monday, you know that you're not going
• 26:13
  to start blowing up her phone Wednesday through to Friday
• 26:17
  because she's not reasonably close to making any decision
• 26:20
  anytime soon. This is why trial closes are
• 26:22
  going to help you. So that is one framework.
• 26:29
  Tom Hopkins, I came across Brian Tracy 1st and Brian Tracy one in
• 26:35
  his old stuff. I was spoken about how when
• 26:40
  you're interacting with people, you need to try and figure out
• 26:43
  need, want, afford and urgency. Need want, afford and urgency.
• 26:52
  Because if you're able to establish what people need or
• 26:55
  what they want, what they can afford, and you're dealing with
• 26:58
  people who have a sense of urgency, then the chance of you
• 27:02
  ending up with people who ghost you is low.
• 27:08
  See, I can keep on going on and on and on and on and on.
• 27:10
  You know, it will take forever. That's the reason why I'm saying
• 27:13
  that just anything that sounds reasonable to you, just take it
• 27:16
  and start applying it. But bottom line is get a
• 27:19
  framework. What very, very, I say to thee,
• 27:21
  if somebody's ghosting you, it's probably because as a realtor,
• 27:25
  the things you showed them that we're not interested in it, The
• 27:28
  things that seems a little maybe semi interesting, they don't
• 27:32
  really need it. They don't really want it.
• 27:34
  And you show them a bunch of stuff that they can't afford.
• 27:37
  Even if they need it, they want it, they afford it and they have
• 27:40
  some interest. Maybe there's no sense of
• 27:41
  urgency. The problem, please, is not with
• 27:48
  the potential customers. Yes, we could all be nicer and
• 27:51
  yes, we could all stop being rude, but The thing is, you as
• 27:56
  the professional take responsibility for moving your
• 27:58
  business forward and stop waiting on other people to start
• 28:02
  acting mature. If you're going to wait for
• 28:04
  other people to act mature before your business will
• 28:06
  progress, then I'm I'm sorry for you because there are lots of
• 28:09
  idiots out there in the market. So ignore the idiots, you just
• 28:12
  come up with your own guidelines, your own processes,
• 28:14
  your own frameworks and take responsibility for moving your
• 28:17
  business forward. Anyway, that's the end of my
• 28:21
  rants today. But please, service
• 28:24
  professionals, I'm begging all of you, especially Nigerian
• 28:28
  service professionals, wedding photographers who make videos
• 28:31
  abusing brides, real estate agents are making videos abusing
• 28:35
  clients. Like when will this madness
• 28:36
  stop? Can we be professional please?
• 28:38
  We're not inspiring confidence. We're not inspiring trust, we're
• 28:43
  not inspiring a sense of professionalism from our
• 28:45
  potential customers. And you wonder why they look at
• 28:48
  us anyhow. And they talk to us anyhow when
• 28:52
  we we don't even show some regard for ourselves.
• 28:55
  Please, people, stop making these kind of videos.
• 28:59
  I understand the frustration, but stop making these kind of
• 29:02
  videos. You're not helping.
• 29:04
  Take responsibility for moving your business forward.
• 29:06
  You'll be OK if you're a real estate person.
• 29:09
  Tom Hopkins yes, Don't worry that The thing is from 1976.
• 29:14
  Don't just go and listen and trust me, the thing makes sense.
• 29:17
  Listen, write down a bunch of stuff and then apply and you'll
• 29:20
  be all right. So if you'd love to connect just
• 29:23
  like Balu Tunji, then connect with me on WhatsApp.
• 29:27
  The number is 08064662140, country code +234.
• 29:33
  So do that if you want me to answer some questions, if you
• 29:36
  want a business audit or a strategy session, you can also
• 29:39
  connect with me on LinkedIn. The name to look for is
• 29:41
  Tavishima IED and then have a YouTube channel the same name,
• 29:45
  Tavishima IED where you can find all the videos.
• 29:48
  If I, if you do that, if I, if you go to YouTube, self
• 29:52
  subscribe to my channel and then search Tavishima and then search
• 29:55
  Tom Hopkins. Just put it as one search.
• 29:57
  You will see the videos that I have made commenting in detail
• 30:02
  on Tom Hopkins processes. If you want to do that as an
• 30:05
  introduction first, just to soften you up before you now
• 30:09
  start consuming Tom Hopkins. You know the man himself because
• 30:13
  since he's talking to sales professionals, maybe if you're a
• 30:15
  beginner and that's the first time you're listening to it,
• 30:17
  maybe it might be too heavy for you to consume.
• 30:22
  Anyway, that's all for today. I'll catch you guys in the next
• 30:25
  episode.