Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Don't Pay Me Yet: The Psychology of Sales and Trust

Transcript

Don't Pay Me Yet: The Psychology of Sales and Trust · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the podcast.
• 0:03
  Today I want us to today, I want to give you guys updates on a
• 0:09
  series of trainings that initially was advertised for the
• 0:13
  12th of January until the 23rd of January 2026.
• 0:18
  But the start details got pushed back by one week.
• 0:21
  So we're going to be starting on January the 19th and it's going
• 0:25
  to run until about the 30th or so or 31st, I can't remember.
• 0:30
  It's a 10 day training. So I'm going to give you some
• 0:33
  updates about that. And then most importantly, I'm
• 0:37
  going to give you guys reasons why you shouldn't give money to
• 0:42
  people that you do not trust. Because in talking to people who
• 0:49
  want to be a part of this program, you remember that when
• 0:53
  we're advertising it online and when I started talking about it
• 0:56
  seriously on the podcast, I made a big deal about saying I want
• 1:01
  to be in touch with every single person personally before I
• 1:05
  collect your money. Because yes, I want to make
• 1:08
  money, but I'm not a charlatan. Now, the whole point of the
• 1:11
  interview stage was to make sure that not only do I know who you
• 1:17
  are and what you're trying to achieve with the training, I
• 1:21
  want to be able to be sure and have full confidence that if we
• 1:25
  collected your money, that's me and my partners will be able to
• 1:28
  deliver. And make sure that at the end of
• 1:30
  the day, you will find some business growth, some sales
• 1:34
  growth with the things that we discuss during the training.
• 1:40
  And of course, you know, some of you have been listening to the
• 1:44
  podcast for months, maybe even years.
• 1:47
  I saw some of you trust me, that's not a big deal.
• 1:50
  But then some people who are just discovering me for the
• 1:53
  first time, and for some of them, that trust step was a
• 1:57
  little bit too steep. Now most other sales trainers
• 2:02
  will start giving you techniques and tips and tricks if you're in
• 2:05
  this situation on what to do, on how to get that person to pay
• 2:10
  the money, how to overcome that trust deficit.
• 2:14
  But if you're learning from me, there is no such thing as
• 2:20
  overcoming a trust deficit. When people don't trust you
• 2:25
  because they don't know you, they don't like you, they don't
• 2:27
  trust you, they don't, you know, whatever.
• 2:29
  There is a deficit that has to be dealt with.
• 2:32
  And if you come up with some smooth talking things, you talk
• 2:36
  somebody through you Bamzoo the person, you wind them, you
• 2:39
  collect the money, you'll be creating problems for yourself
• 2:42
  in the future. In the wedding photography
• 2:47
  space. It's a problem that I ran into
• 2:51
  early on and I'm sure some of you can relate to this as well.
• 2:55
  I remember talking to couples and getting this sense in the
• 3:01
  pit of my belly that this girl, she claims that she likes my
• 3:06
  style, but I'm suspecting she likes a different kind of a
• 3:10
  different style of photography. That was this particular babe
• 3:14
  who's based in KD in Kaduna. We finished talking.
• 3:18
  Based on the things she was saying and based on the things
• 3:22
  that she was showing me, I knew that Kai, this girl, thinks she
• 3:27
  likes my style of photography, but actually she prefers
• 3:32
  something else. But back then I was younger and
• 3:37
  I was broke and I was naive. So I collected the money.
• 3:41
  We went to KD, went to Katuna. After everything or more Yawa
• 3:48
  gas, there was quarrel up and down.
• 3:53
  I made a judgement call and I made the wrong call.
• 4:00
  If you've been in this situation before, then you know exactly
• 4:03
  what it is that I'm saying. This is one of the reasons why
• 4:06
  if you're stuck in this kind of situation and it becomes clear
• 4:10
  that really the person doesn't trust you or the person doesn't
• 4:13
  think you can deliver on the results, then it is not by
• 4:17
  force, by fire. It is not do or die.
• 4:20
  My own opinion, don't risk it. Don't collect that money.
• 4:22
  I risk that quarrel. We'll start later on because
• 4:27
  even if there's a shred of doubt, even if the person has
• 4:30
  one small iota of doubt in you, in your capabilities, in what
• 4:36
  you preach, what you teach, and you collect that money, it is
• 4:40
  going to affect outcomes. So there are some people that I
• 4:44
  was talking to that I had to tell them up front that, look,
• 4:46
  you know what? Yeah, I get it.
• 4:52
  They're also smooth talking guys about the Internet.
• 4:54
  You don't know me from Jack. So therefore you're afraid you
• 5:00
  don't have the power with your money.
• 5:01
  It makes perfectly good sense. And my advice to you is don't.
• 5:07
  Don't park with your money because you don't know me.
• 5:10
  You don't trust me. Here's a link to my podcast.
• 5:13
  Keep on listening. The benefit of dealing with me
• 5:16
  is whether you give me money or not, you will always get value
• 5:20
  from me either in the page sessions or either from
• 5:24
  subscribing to the podcast. So I told her, don't.
• 5:28
  Here's a link to the podcast. Relax, just be listening you.
• 5:33
  After a while you feel as if, OK, this guy's legit, we can
• 5:37
  move. If you never get to that point
• 5:40
  where you feel as if this guy's legit, then no problem freed.
• 5:45
  But you can be learning here for free until you find somebody who
• 5:49
  you think is legit. I can help you get to the
• 5:52
  promised land, then you move. So I told her, Nah, don't drop
• 6:02
  that money. In fact, when you're dealing
• 6:04
  with boys online, don't be dropping money.
• 6:08
  If there's anything that is making you feel as if you know
• 6:13
  there might be comma in the future, there might be question
• 6:16
  mark. So don't drop money.
• 6:18
  And this is my advice to you, those of you listening to this
• 6:20
  podcast, you like me, you like what I stand for, you like what
• 6:23
  I represent, you like the frameworks I talk about.
• 6:27
  But if you're talking to me on the phone or we see in person
• 6:31
  and you have at that point where you're thinking, I'm not sure
• 6:35
  about this, I'm not sure about this, let's talk about it, let's
• 6:37
  talk. But if by the time we talk,
• 6:39
  you're not convinced, it's not a problem.
• 6:41
  It's not do or die, just let it go.
• 6:45
  You'll be all right. It's not as if if you don't give
• 6:48
  me money on, I'm not your coach, I'm not your consultant.
• 6:51
  It's not as if you know, you miss out on your divine
• 6:54
  blessing, the one that is your own that will come to you.
• 6:56
  So don't worry, it's no big deal anyway.
• 7:03
  So yes, the program has been delayed by one week and we're
• 7:06
  going to start in two days on Monday the 19th.
• 7:11
  By the time we're done, there's going to be another cohort.
• 7:13
  I'll let you guys know about that as time goes on.
• 7:18
  But I had this really interesting conversation with
• 7:21
  someone else who is a listener of the podcast.
• 7:24
  And he wanted to know if there were any guarantees that if he
• 7:30
  spends money on the training, is he going to get any guaranteed
• 7:32
  returns? If you drop money, is he going
• 7:36
  to make money back and how much? And that's also another
• 7:40
  interesting conversation that I need to had.
• 7:41
  I need to have. Sorry, I needed to have Abby.
• 7:45
  OK, forgive me. Present tense, past tense.
• 7:50
  Oh, but either way, I hope I've been able to stress the first
• 7:52
  point very clear. It's not just me.
• 7:55
  Whoever it is you're dealing with, you don't trust the
• 7:57
  person. Do not drop that money.
• 8:00
  Don't only drop money when you trust the person and you think,
• 8:04
  OK, this guy's legit. And this is the person that will
• 8:08
  help me get to the promised land.
• 8:12
  Speaking of the promised land, I had to tell this guy, Now you
• 8:16
  know what? Yeah, it makes sense.
• 8:19
  They're asking me this question, What are the guarantees?
• 8:21
  But then I had to tell him what I've told every single client
• 8:24
  that I've worked with, particularly people that I
• 8:26
  worked with in 2024-2025, because that's why I started
• 8:30
  getting this guarantee question. I had to tell them, I look, I
• 8:33
  can't guarantee you nothing. I repeat, and I'm saying it with
• 8:38
  my forecast, I cannot guarantee you nothing because whether you
• 8:45
  achieve results or not does not depend on me.
• 8:49
  It depends on you. You who is listening to the
• 8:53
  podcast right now or you who is on the other end of the
• 8:56
  negotiating table, The results will depend on you.
• 9:04
  The best I can do is to tell you, OK, based on all we
• 9:08
  discussed so far, I understand that this is the situation.
• 9:12
  So these are my recommendations of what we need to move forward.
• 9:16
  And I will tell you, it'll be put in writing and then I'll
• 9:20
  chase you. I'll follow you up.
• 9:23
  I'll call you that. I'll send you a message, I'll
• 9:25
  harass you. But if at the end of the day,
• 9:28
  you don't do what it is they're supposed to do, what do you
• 9:31
  expect me to do? You want me to reach into your
• 9:34
  own phone? I start making calls on your own
• 9:37
  behalf. I'll be, I'll drive to your
• 9:40
  customers places. I start negotiating deals on
• 9:42
  your own behalf. That's not how it works.
• 9:48
  And believe me, even if you want me to do that, I'll be
• 9:49
  collecting serious money from you.
• 9:51
  If you want me to be making your own calls, I'll be going for
• 9:53
  your own meetings. No problem.
• 9:55
  I wouldn't like that kind of work.
• 9:57
  Let's negotiate some serious, serious money.
• 10:00
  But whether you are going to get results does not depend on me.
• 10:04
  It depends on you. And listen carefully.
• 10:11
  It doesn't matter who it is you're talking to, even if
• 10:14
  you're talking to by Tracy and Tony Robbins, it doesn't matter
• 10:17
  the wisdom that they spit, if you do not apply, if you do not
• 10:22
  execute, you will not get any returns on it.
• 10:29
  So for those of you who are going to work with me in the
• 10:31
  future, you know, because you listen to the podcast and you
• 10:34
  like my flow, that is going to be the answer to the question.
• 10:41
  Sorry, one moment. OK, I'm back.
• 10:44
  Sorry about that. I had to pause the recording a
• 10:46
  little and then change location. And that's because I'm making
• 10:50
  today's recording at home. For those of you who've been
• 10:53
  listening to the podcast for any length of time, you know, you're
• 10:55
  not surprised because you know that I just record this, I
• 10:59
  record the podcast that on the go Then, of course, this weekend
• 11:02
  and you know, kids are home, wifey is home.
• 11:04
  So I had to change location basically.
• 11:07
  Oh, by the way, my name is Tava Shima Ayedin.
• 11:09
  I'm the host of the podcast. I am a former lawyer turned
• 11:14
  business consultant. And if you like this also things
• 11:18
  that we talk about over here on the show sales marketing ish,
• 11:22
  then subscribe on Spotify, YouTube, Apple, or any player of
• 11:27
  your choice. And if you'd love to connect
• 11:29
  with me, you can call, you can send me a text message or you
• 11:32
  can send me a WhatsApp message. If you have any questions, any
• 11:35
  comments, any queries, or if you'd love for us to collaborate
• 11:38
  on any projects so you can call on 08064662140.
• 11:49
  So before I ran off, I think I'll tell you guys about how
• 11:52
  like there's no guarantee because the guarantee is you.
• 11:56
  The best thing I can do is to ask you questions, try to figure
• 11:59
  out what the problem is, make an informed diagnosis, and then I
• 12:04
  make a prescription. So excuse me and I tell you,
• 12:07
  this is what we need to do next. This is how I think we ought to
• 12:10
  go about it. Whether you do it is entirely up
• 12:13
  to you. So when a certain person asked
• 12:17
  me what are the guarantees, I told him, look, there's no
• 12:20
  guarantees. The guarantees is you.
• 12:21
  But this is what we're going to do.
• 12:24
  I already let you know ahead of time what the curriculum for
• 12:28
  this 10 day training is going to be.
• 12:30
  So let's have a look at it. Let me know the particular
• 12:33
  places where you feel nervous and then collect jointly.
• 12:38
  Let us decide on the areas that we will have to stress so that
• 12:43
  by the time we double down, bring you closer to revenue.
• 12:46
  The guy said OK. I said cool, why are you OK to
• 12:49
  talk? The guy said tomorrow, no
• 12:51
  problem. The time came and then we spoke
• 12:55
  and this is what I had sent the guy in December when we first
• 12:58
  started talking. So of course, I told him that
• 13:00
  this was not a passive webinar because you know, you guys are
• 13:05
  used to webinars, whether paid or free.
• 13:08
  You when you sit down, somebody will bring our PowerPoint.
• 13:10
  People watch PowerPoint and then you end something, then do not
• 13:13
  give all of your certificate. Nah, nothing with me is passive,
• 13:18
  be ready to work. I repeat, nothing with me is
• 13:22
  passive, be ready to work. Let me say it one more time,
• 13:26
  nothing with me is passive, be ready to work.
• 13:30
  You are paid me money. I'll do my best according to my
• 13:33
  conscience. I'll tell you what needs to be
• 13:35
  done and I'll chase you, but at the end of the day, I cannot
• 13:39
  pull the trigger for you. I cannot make the phone call for
• 13:41
  you. I cannot go and visit the chief
• 13:43
  for you. I cannot go and talk to your
• 13:46
  uncle for you. The rest is up to you.
• 13:50
  So the first module that I sent to the guy, what we're going to
• 13:53
  start discussing from the 19th of January up until the 31st is
• 13:58
  we're going to try and remove mental roadblocks, psychological
• 14:02
  roadblocks when it comes to selling because Nigerians have
• 14:04
  too many bad ideas when it comes to sales.
• 14:07
  We believe as if you know, Nigerians are money conscious,
• 14:10
  they do the price. Nigerian people don't like
• 14:12
  value, Nigerian people are disrespectful, Nigerian people
• 14:15
  are rude. Nigeria, they do Niger who they
• 14:17
  do like this and they do like that blah, blah, blah.
• 14:20
  Now the reason why we have to address all these psychological
• 14:23
  roadblocks is because they affected the way that we sell.
• 14:27
  And I've spoken about the sales Rep of my former client who in
• 14:32
  her heart of heart, she believed that 40 million naira is
• 14:37
  expensive and lots of people cannot pay for 40 million naira
• 14:42
  solar installations in their houses.
• 14:45
  Now, whether we like it or not, because yes, 40 million actually
• 14:49
  is quite a good chunk of change, we don't sell.
• 14:53
  From our perspective, it's not about us.
• 14:55
  It's about the other people and it's about what they find
• 14:57
  valuable. And I tried my best, but
• 14:59
  unfortunately I couldn't crack it into her skull and let her
• 15:02
  know that yes, for you, let's call her being paid, that's not
• 15:06
  her real name in order to crack her skull and tell her I've been
• 15:09
  paid for you and for me, yes, 40 M is, is big money because you
• 15:14
  give me 40 M right now. Yes, I will solve one or two
• 15:16
  things in my life. But there are some people that
• 15:20
  40 million is not a problem. They will look at your proposal.
• 15:26
  They'll look at every, every. You have the conversation.
• 15:29
  OK, If I give you this 40 M, you guarantee me 24 hours.
• 15:33
  Hours of light you will carry. You carry AC, you will carry
• 15:36
  iron, you will carry microwave. You will carry this.
• 15:38
  Then they will stroke you a check straight.
• 15:41
  It's not about you. Huh?
• 15:42
  Me. I need to tell her, but she
• 15:45
  never got it. Being paid 40K40M is good money.
• 15:50
  You and I will smile. Well, you did give us 40 M.
• 15:54
  But for some people, 40 M is change or even if the 40 M is
• 15:59
  plenty of money, still it is money that they want to spend
• 16:02
  because they think that it is worth it.
• 16:05
  This is the way I explained it to my wife when me and my when
• 16:09
  we had our first born, we the this thing that used to carry
• 16:14
  baby, this thing used to carry them on your back.
• 16:17
  I don't know what it's called. You know that strap, that slink,
• 16:20
  You know what that thing is called now?
• 16:21
  We bought ours from Mamas and Papas in the UK.
• 16:26
  There are some people in Niger who they, this is rest No, I say
• 16:33
  restaurant also called pharmacy, pharmacy chain H Medics, H
• 16:37
  Medics, They had this sling there that they were selling.
• 16:41
  I think they were selling for like 5K or 75.
• 16:45
  So that's what some people who are buying.
• 16:48
  Then there's some people who they will say hey 75, what am I
• 16:53
  spending 75 for that my mother used wrapper and she backed me.
• 16:57
  I will use wrapper and yes, I've seen it.
• 17:01
  Even in 2026, there are people who still use wrapper to back
• 17:04
  their baby in Abuja, I've seen it maybe in Lagos.
• 17:07
  You know people are more fashion conscious in Lagos so you know
• 17:10
  they won't do that. But in Makudi over the
• 17:13
  Christmas, I saw it and in Abuja I saw it.
• 17:15
  There are not many but the people who still use wrapper to
• 17:19
  back their their children. So this I explained it to my
• 17:24
  wife, for some people to spend that 5K or that 75 to buy
• 17:32
  something to back your baby is on head of it doesn't make sense
• 17:39
  is overpriced is like what are you wasting money for not to Now
• 17:45
  talk of people like me and my wife who bought our own from
• 17:49
  Mamas and Papas in UK and we bought it in pounds.
• 17:54
  I don't want to say how much pounds it is that we spend
• 17:56
  because some of you do the calculation and you now start
• 17:58
  thinking that me and wiki are like 5 and 6 that we wrote.
• 18:02
  No, no, be like that as it was a long time ago.
• 18:04
  Currency rate was different and you know, people value different
• 18:08
  things. We knew that it was expensive,
• 18:11
  but that's what we wanted Mamas and Papas.
• 18:14
  So for our first born, we keep it up nicely.
• 18:16
  Mamas and Papas. We even bought some stuff baby
• 18:19
  gap. You know when you're having your
• 18:21
  first child now the two will be sweeten you.
• 18:23
  So I can't explain when you're there, you understand there's a
• 18:27
  way that your body will just be sweet, sweet, sweet.
• 18:31
  And so you spend on some things. So it's like that I couldn't
• 18:39
  hear being paid to understand and some of us have too many
• 18:41
  hang ups and those hang ups limit the way that we sell.
• 18:44
  So if you're like being paid and you think 40 million is big
• 18:48
  Nigerians don't like quality Nigerians, their two day price,
• 18:52
  it will affect how you sell solar and inverter systems that
• 18:57
  cost 20304050 and above. So we need to get these mental
• 19:05
  things out of the way. So I was telling this guy now,
• 19:08
  OK, you know what, since we're looking at close to revenue,
• 19:11
  let's ignore all this psychological stuff for now.
• 19:13
  So let's leave module one and let's move on to module 2.
• 19:19
  Now module is about lead management.
• 19:22
  For those of you who are regular listeners, you know that a lead
• 19:25
  is somebody who has done something objective, who has
• 19:31
  raised their hand, who has carried out one action or the
• 19:34
  other to show that they might be interested in our products or
• 19:37
  our services. When you see those people,
• 19:40
  follow them, address them, chase them, you're getting close to
• 19:44
  money. So I told this guy, you're
• 19:49
  nervous about making money from this training, right?
• 19:52
  So that means module 2 lead management.
• 19:55
  That is what we need to pay attention to.
• 19:56
  And so I asked the guy, what do you do for leads?
• 20:01
  How do you get leads? How do you get business people?
• 20:04
  Sorry, how do you get potential customers to raise their hands?
• 20:07
  No matter what business it is that you do, you have to do
• 20:09
  something to get people to raise their hands to show that they
• 20:12
  might be interested. So for those of you who run
• 20:14
  Neighborhood Corner Shop, like one of my neighbors, what she
• 20:19
  did was. As she was launching her shop,
• 20:22
  she went to go and print this. You know, these people, POS
• 20:25
  people, those signs that they print they just has in bold in
• 20:29
  red POS here. She went to go and print those
• 20:33
  kind of banners. But for hire was for her shop
• 20:38
  coming soon, launching soon, blah, blah blah stores.
• 20:41
  So, so, so block this, that, that, that, that, that, so, so,
• 20:44
  so, so estate. And she put it at all the
• 20:47
  junctions in the estate. My estate is a small estate, but
• 20:51
  you put it on the junction so that as you are approaching your
• 20:54
  street, as you are turning, you see the signboard.
• 20:56
  You make the next turn, you see the signboard, you make another
• 21:00
  turn, you see the signboard. That's what she did.
• 21:03
  Now, people who see that signboard, some of them will
• 21:07
  drive to the store. She is getting people to do
• 21:14
  something objective, something that you can see, something that
• 21:18
  you can verify, something that is.
• 21:23
  You understand what I'm saying? That is called lead generation.
• 21:27
  Some people will see that signboard but they won't go, but
• 21:30
  they will carry the WhatsApp number on the signboard.
• 21:33
  Then they will send WhatsApp message to the business line.
• 21:37
  That is lead generation. The person has done something on
• 21:43
  their own to show that they might be interested in your
• 21:45
  product, in your service. In this case, in this brand new
• 21:48
  shop that you're opening. We should all be doing lead
• 21:54
  generation for our businesses. So before we even go to the
• 21:58
  whole thing of lead management, lead management just means all
• 22:01
  these people now that have shown their hand, they have come to
• 22:03
  the shop, they have entered your DM, they have sent you WhatsApp,
• 22:07
  they have sent you e-mail or whatever it is.
• 22:12
  How do you start this process? When do you call them up?
• 22:16
  When do you visit them? When do you reply to the e-mail?
• 22:18
  When do you reply to, you know, whatever?
• 22:20
  How do you start the conversation?
• 22:22
  How do you follow up? What's your cadence?
• 22:24
  How you going to follow them? Is he close marking?
• 22:26
  Is he every day? Is he every two, two days?
• 22:28
  Are you going to be giving them space?
• 22:29
  You know, all these questions that we ask ourselves when we
• 22:32
  have customers and we're trying to close the sale.
• 22:38
  So I told the guy before we get to lead management, how do you
• 22:42
  generate leads? The guy said two ways, online
• 22:47
  and offline. By the way, that's pretty good.
• 22:50
  We should all be doing online and offline.
• 22:52
  So me this podcast, what I'm doing, this is offline.
• 22:55
  Well, sorry, not offline, online in a way, let's call this one
• 22:58
  online because the Internet. So I told him Internet, online,
• 23:07
  social media, we won't discuss that now because lead generation
• 23:11
  on social media is medium to long term.
• 23:13
  It's not short term. There's nothing that you post
• 23:16
  today on Monday that will bring you business on Friday or social
• 23:19
  media. No, it takes a long time to
• 23:23
  generate no like and trust on social media.
• 23:25
  However, if you run an advertisement, yes, OK, that's a
• 23:28
  different thing. You can advertise today and
• 23:30
  start getting enquiries tomorrow, but social media on
• 23:33
  its own, organic social media does not work in the short term.
• 23:36
  It is a medium to long term. So in other words, all the good
• 23:39
  plans that you have for your Instagram account for 2026, all
• 23:42
  these wonderful ideas they are trying to do, just give yourself
• 23:47
  like, you know, three months, six months, one year before it
• 23:51
  starts any results. Don't think there's something
• 23:53
  you post on February 1st and then February 7th you're now
• 24:00
  making money. Doesn't work like that.
• 24:02
  So he told me that there are people that he talks to.
• 24:05
  I said good, now for the people that you talk to are going to
• 24:08
  come up with a prospecting list. A prospecting list is just a
• 24:11
  list of people who might be interested in your product or
• 24:14
  service so that you can approach them.
• 24:16
  So I told him where, where's your prospecting list?
• 24:19
  He said, well, he doesn't have a list like that, but he has three
• 24:22
  people. Now he knows that he talks to
• 24:24
  business will come out of it and say good, we have three people.
• 24:27
  But I told him, you know what, in order for this thing to make
• 24:30
  sense, well, we can't do 3. Because the problem with three
• 24:34
  is this. Like Brian Tracy says, not
• 24:37
  everybody wants what you have, not everybody needs what you
• 24:41
  have, not everybody can afford what you have.
• 24:44
  I repeat, not everybody wants what you have.
• 24:47
  Not everybody needs what you have, not everybody can afford
• 24:51
  what you have. If you only have three people on
• 24:53
  that list, it is possible that all three of them, they like it,
• 24:57
  but they no get money. You don't have money, then what
• 25:00
  are we doing? You can't squeeze blood out of a
• 25:03
  stone. You can't or can be that they're
• 25:11
  paid off, seriously paid off. What do you think what you're
• 25:13
  selling? There's no important in that
• 25:18
  case, there is nothing that you can do.
• 25:22
  So that is why at the very least I tell people 10 that list, I
• 25:26
  beg, let us see 10. Let us start with 10 because you
• 25:29
  only have three and then you reach out to three and only
• 25:32
  three click, you now be demoralized and then we're back
• 25:34
  at 0 but have 10. Any which way, at least we
• 25:39
  should get one person who is interested.
• 25:42
  So I told him at least 10. He said no problem.
• 25:47
  Then we started looking at other course modules that we're going
• 25:50
  to do in the training. That's from January 19th or
• 25:56
  Monday. So there's a module on vocal
• 25:59
  authority using your voice over the phone.
• 26:01
  I told him let's ignore our first.
• 26:04
  Then there's part of the module where we're going to do
• 26:06
  discovery. And discovery is how you ask
• 26:13
  people questions, how you handle the conversation.
• 26:16
  So you try and figure out who the person is.
• 26:18
  You try and figure out what the problems are, or you try and
• 26:21
  figure out the visions that they're trying to achieve.
• 26:24
  Because this guy, what he does is he does St. wear.
• 26:27
  And I told him, you don't just show up to somebody and then you
• 26:30
  start trying to sell them Ankara St. wear when you don't know who
• 26:34
  they are, when you don't know what's up.
• 26:36
  Now for me, if you only sell me Ankara St. wear good because I
• 26:40
  like that kind of thing. But then there's some boys like
• 26:44
  why would they be wearing a car? So you need to know who you are
• 26:49
  talking to. What do they want?
• 26:52
  What is their taste? What is their style?
• 26:55
  What are they trying to do? What are they trying to achieve
• 26:57
  with this gamut? Is it father in law's 70th
• 27:03
  birthday anniversary? And so they're trying to show
• 27:06
  up, you know, uncle and everybody look cool or I don't
• 27:14
  know, is he showing you see a content creator and he wants to
• 27:19
  get, you know, edgy St. wear so that he can look correct, you
• 27:22
  know, in his videos or whatever. Anyway, don't mind me.
• 27:27
  I'm just trying to come up with different scenarios, but you get
• 27:29
  the point. You need to know who you're
• 27:31
  talking to, what it is that they like, what it is that they don't
• 27:33
  like, what they're trying to achieve, what they're trying to
• 27:35
  run away from. Before you say Ankara St. wear
• 27:38
  is for you, or before you say cotton St. wear is for you, or
• 27:42
  before you say linen St. wear is for you, or before you say we
• 27:47
  will design it in black and purple or orange and brown.
• 27:53
  So discovery an important part. So for him, we agreed during the
• 28:01
  discovery module, we'll have to pay attention to that because it
• 28:06
  will help you to make an effective presentation or an
• 28:09
  effective proposal. Sometimes, in fact, most of the
• 28:13
  times, the reason why a proposal is not hitting is because you
• 28:15
  did not do discovery. There's somebody that I'm
• 28:19
  talking to based in the East. They sell household electronics
• 28:25
  and there's one of their sales people who believes that
• 28:28
  Thermocool is the best kind of fridge.
• 28:30
  So you come in there, the person will walk up to you, and as far
• 28:33
  as that person is concerned, Thermo Cool is the best fridge
• 28:35
  that will try and sell you Thermo Cool.
• 28:40
  You might make an A very, very beautiful presentation about why
• 28:43
  Thermo Cool is the best fridge to buy.
• 28:46
  But if you need ask the person what is their budget, what they
• 28:50
  want, what they need it for, where they live, do they have
• 28:53
  inverter, a busy generator or is it NEPA or what are they trying
• 28:57
  to achieve? How do you know that you're
• 28:59
  making the right proposal? How do you know that you're
• 29:01
  making the right proposal? That people are hearing you that
• 29:03
  your proposal or your presentation is effective?
• 29:06
  You might think Thermo Cool is the best fridge, but there's
• 29:10
  some people that for them Panasonic is the ultimate.
• 29:13
  In our case, you can waste 45 minutes talking about Thermo
• 29:16
  Cool, but meanwhile it is entering 1 ear and going out the
• 29:20
  other. Because you didn't ask this
• 29:21
  woman from the beginning to even know that what she loves is
• 29:26
  Panasonic. So therefore you should have
• 29:28
  been showing her Panasonic fridge and deep freezer from the
• 29:31
  beginning. You're wasting your time talking
• 29:33
  about the moku. Discovery is key.
• 29:41
  So for this guy, yeah, we agreed.
• 29:43
  We're going to do some discovery work then.
• 29:47
  OK, let's skip all the other modules then.
• 29:49
  The final module is a commitment and control.
• 29:51
  Commitment basically is getting people to commit.
• 29:58
  Sorry, forgive me. My father would have knocked me
• 30:00
  on the head if I was alive because my father told me never
• 30:03
  make a circular definition. And I said, dad, what is the
• 30:06
  circular definition? And he said the circular
• 30:08
  definition is when you try and define a word by using the word
• 30:11
  itself. And in this case, I said
• 30:14
  commitment is when you're trying to get people to commit.
• 30:17
  So forgive me. All right, so commitment.
• 30:21
  Oh, let's say now. OK, that's the stage in the
• 30:24
  business relationship, in the conversation where you're trying
• 30:27
  to get somebody to take the next step, no matter how big or no
• 30:31
  matter how small. Once they take a small step,
• 30:33
  they are committed. So those of us who are married
• 30:37
  now, remember those relationship days.
• 30:40
  Remember one day when I was overwhelmed by love and I told
• 30:45
  my wife that she should marry me?
• 30:46
  She said, oh boy, you're not serious.
• 30:47
  I said, what do you mean you're not serious?
• 30:49
  She said where's the ring? I said which kind of ring, like
• 30:54
  I'm serious, like I'm ready, I want to go and see your people.
• 30:57
  She said when you're serious you get a ring and then you come
• 30:59
  back. No, I got squirrel.
• 31:04
  Because in my own mind, you know, the one that is important
• 31:06
  is let me see your people. When I see your people, then
• 31:08
  yes, I'm making progress. What?
• 31:10
  She said it must be ring anyway, where was I?
• 31:16
  So if you say will you marry me? And she said yes, she don't
• 31:20
  commit just like that or before you get to the level of will you
• 31:27
  marry me? If you say, oh that I'm having
• 31:31
  fun so far, I'd like to hang out with you more.
• 31:33
  I hope you like hanging out with me too.
• 31:36
  If she says yes, I like hanging out with you good.
• 31:39
  She don't commit small. The next step will be OK.
• 31:42
  If you like hanging out with me, how about we go see a movie
• 31:45
  together next week Friday. If she says yes, uh huh, she
• 31:47
  don't commit. So committing small, small,
• 31:50
  small, big commitment at the end is will you marry me?
• 31:52
  She say yes, you know, career keeper for us.
• 31:56
  So that is commitment, getting somebody to take the next step.
• 32:04
  So I told him that this is also a module that we'll have to pay
• 32:08
  attention to because a lot of Nigerian business owners, lots
• 32:12
  of Nigerian salespeople who don't do this well at all.
• 32:15
  If you don't believe me, think about it, think about your stuff
• 32:19
  or think about yourself or think about the last time you are with
• 32:21
  a tailor. You had to go and see a tailor
• 32:24
  and you told the tailor that I want the dress to be oxblood and
• 32:28
  I want you to be peplum and I want you to be backless with
• 32:31
  halter top, halter top V-neck plunge.
• 32:35
  You tell the guy, the guy takes measurement, he measure
• 32:38
  everything and then we say, oh Madam, yeah, B is 60 K.
• 32:42
  And then he would just keep quiet.
• 32:46
  What did you do in that situation?
• 32:48
  In that situation you do, Madam was talking to Taylor.
• 32:50
  What you most likely did was in your head.
• 32:52
  You know, I started doing mathematics, 50K60K, can I
• 32:56
  afford it? Blah.
• 32:58
  And then you said what most Nigerians say, which is let me
• 33:00
  think about it. And of course, the guy said
• 33:02
  sure, no problem Madam, when you're ready.
• 33:05
  And then he will now carry the wrapper and then give it back to
• 33:08
  you. And then you took your wrapper
• 33:09
  and then you left and he ended up doing it with somebody else
• 33:13
  who told you that he could do it for you for 35K.
• 33:17
  And in your mind, you say, oh, correct.
• 33:19
  I saved 15K. Abby, is that 15 or 25?
• 33:23
  Sure, I saved some money. Lots of business owners in
• 33:28
  Nigeria do not know how to get people to commit or how to close
• 33:35
  the deal as a tailor or as a fashion seamstress or whatever.
• 33:42
  Seamstar, Abby. OK, Seamstress is women, men is
• 33:45
  what? Seamstar designer as a Seamstar
• 33:48
  or as a whatever, at that stage I say Madam.
• 33:51
  Yeah, B is 50K or 60K. You need to be able to ask
• 33:56
  questions to gain a commitment. I told you guys the first time
• 34:03
  that somebody pulled his country on me.
• 34:05
  OK, Well, the first time I noticed was to buy a battery.
• 34:08
  Then I must have been like around 18, maybe 18, maybe 20.
• 34:13
  I started driving Monty's car in Lagos and of course the battery
• 34:16
  was flat. So I went to go and do battery.
• 34:18
  So the guy told me how much the B was.
• 34:20
  Then as I was thinking in my head the guy now say Bros where
• 34:25
  your Moto. I said that one.
• 34:27
  He now said Chukudi bring 2 and I said bring what?
• 34:32
  He said no your car but I said no he said bring 2.
• 34:35
  I said relax now we finish pricing.
• 34:38
  So you see how that able guy was using tactic to get me to
• 34:44
  commit. I was in my head, I was
• 34:47
  thinking, I was lost in thought. And he knew that if I leave this
• 34:51
  boy, this boy will now say, let me think about it.
• 34:54
  And what he would do is he would leave my shop, he would drive
• 34:56
  around to the back, he catch on that bridge and he'll go and buy
• 35:00
  from somebody else. So he used a tactic to get me to
• 35:06
  commit. What he did was he used an
• 35:09
  assumptive clothes. That is where you assume that
• 35:11
  the person wants to buy. And so he said, oh boy, we're on
• 35:14
  Moto. And I said that one.
• 35:16
  He now said Chukudi bring 2 by the way, who buys 2 batteries?
• 35:22
  But he just assumed that I will buy and he assumed that I can
• 35:27
  buy 2. So that forced me out of my
• 35:30
  mind. And then we started pricing,
• 35:32
  pricing, pricing. And then we went away with one
• 35:35
  car battery. But you can see that he used
• 35:37
  assumptive closing techniques to get me to commit.
• 35:42
  No matter how small. Where is your car?
• 35:45
  You're getting somebody to commit.
• 35:49
  If the person says this is my car, oh, you're heading in the
• 35:51
  right direction. If I must be any both thing,
• 35:56
  maybe you both treat us. This is how they teach
• 35:57
  themselves because the last time that I changed the tires on my
• 36:03
  car complete, all four of them was the same thing.
• 36:09
  The guy just assumed that we're going ahead.
• 36:10
  The guy said is it back only or front and back?
• 36:18
  There's some other people who say where's your car?
• 36:21
  You say that bangs over there. You'll now say Chukudi bring 4
• 36:27
  but assumptive closing techniques.
• 36:31
  So I told this guy, we need to work on your commitment and
• 36:36
  control how you close the deal. So these are the parts of the
• 36:40
  training that after the general session with people, while you
• 36:46
  and me are chatting in the DMS, we can start paying attention to
• 36:48
  this. But then I told him when I was
• 36:52
  trying to stress all how long that see it depends on you
• 36:56
  because now we haven't started the training, but I'm ready
• 36:59
  giving you value. I'm ready telling you the
• 37:01
  prospecting list when we can start here.
• 37:04
  So I told him the rest is up to you.
• 37:10
  If I tell you prospecting list, give me 10.
• 37:13
  At the end of the day, you don't give me 10.
• 37:15
  What can, what am I supposed to do?
• 37:18
  If I say give me 10, you only give me a list of four.
• 37:20
  What am I supposed to do? You only gave me 4.
• 37:23
  I call you, I harass you, I message you at the end of two
• 37:28
  weeks, you only give me four. Well, we'll work with the four.
• 37:32
  The thing that we see, whatever we see, we see.
• 37:35
  The one that we don't see, we don't see is up to you.
• 37:39
  And that's how I explained it to him, and we're dealing with me.
• 37:46
  It's not by force. So please, anybody who reaches
• 37:50
  out, you take my phone number. Don't be playing all these CD
• 37:53
  games. We're mature people.
• 37:55
  I'm a sales professional and you're a mature person.
• 38:00
  Or you have to just tell me. I don't want to.
• 38:02
  That's all. We're adults.
• 38:06
  Yeah. So I told him that looks as
• 38:09
  simple as that. Take your time.
• 38:12
  As long as you decide before So, so, so, so time tonight.
• 38:15
  It's cool. We can still continue, but if
• 38:18
  you don't feel like it, just let me know.
• 38:22
  So I know. We chasing up and down.
• 38:24
  It's not by force. So that's how we ended that
• 38:32
  conversation. And for those people who have
• 38:34
  gone ahead and paid, these are some of the things that we're
• 38:37
  going to achieve with this program that starts on the 19th
• 38:41
  of January 2026 to run until about the 31st.
• 38:50
  So what was I, what was I even trying to say anyway?
• 38:57
  I guess the main thing that I was trying to say is there are
• 39:00
  lots of scammers out there and lots of fraudsters.
• 39:04
  So, you know, Shiny Eye, it doesn't matter if you're talking
• 39:09
  to me or any other person, at the end of the day, you have a
• 39:14
  singled out, don't drop the money.
• 39:20
  But if you're talking to me and you want to know what guarantees
• 39:24
  I can provide for you, there are no guarantees because it depends
• 39:28
  on you. My role is the doctor.
• 39:31
  I will tell you this, the medicine, if you don't take the
• 39:32
  medicine, it's up to you. So yeah.
• 39:41
  So that's it. And that's all for today.
• 39:42
  This is almost 40 minutes. So let me bring it to a close.
• 39:45
  I'm looking forward to working with those of you who signed up
• 39:48
  for the training this year starting on the 19th of January
• 39:52
  2026. And I'm looking forward to being
• 39:55
  a part of your business growth and your personal growth and
• 39:58
  your success story for 2026. It is my goal that anybody who
• 40:04
  passes through me in the future when they're healing them as a
• 40:09
  big boy, as a big girl, ought to be a part of that success story.
• 40:12
  That they will say, there is this guy Karishima, he was
• 40:17
  responsible for this, this, this, or he opened up my eyes to
• 40:20
  that, that, that I want to be a part of that person's success
• 40:25
  story. And I'll do my best to make
• 40:28
  sure. That when 2026 is coming to a
• 40:31
  close or looking forward to 2027, we'll have good things to
• 40:34
  celebrate. So for those of you who are
• 40:42
  curious and reach out for other engagements, Mahala, I give my
• 40:45
  phone number at the beginning and at the end of every single
• 40:47
  episode you can call, you can send me a text message or a
• 40:51
  WhatsApp message on 08064662140. But always remember, there's no
• 41:01
  pressure. If you're nervous about
• 41:02
  something, let me know where mature individuals who sit down
• 41:05
  and we'll discuss by the end of the day, any single doubt.
• 41:08
  Please don't give me money at all.
• 41:11
  Don't give me one error. If there's a single doubt and
• 41:14
  it's not by force. If you tell me, I know they do.
• 41:16
  I won't follow up. I won't.
• 41:18
  I won't chase you again. I won't chase you again.
• 41:25
  So yeah, that's it. I'll catch you guys some other
• 41:30
  time.