Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Sell by Showing the Profit

Transcript

How to Sell by Showing the Profit · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:00
Hello and welcome to the High Table.
0:03
This is the Oracle's Chamber, the inner sanctuary, the
0:07
conclave of the elders, where we talk about sales, marketing,
0:11
money tactics, strategy, business growth, and solving
0:16
business problems. Today I want us to talk about
0:19
how to sell by using ROIROI just means return on investment.
0:26
You're trying to convince somebody to buy your product or
0:29
to buy your service because you're making an argument that
0:32
if you spend XYZ amount of money, the money is going to
0:36
yield you a certain amount of return now or in the future.
0:41
So that is return on investment. The money that I am investing,
0:45
what am I getting back? When am I going to get it back?
0:50
This is one of those situations when you're trying to sell a
0:52
product or you're trying to sell the service and the benefits are
0:58
quantifiable. Let me put it that way.
1:00
You can put the benefits in NAIRA and COBOL.
1:03
You can put the benefits in dollars and cents.
1:06
You can put the benefits in pounds and EUR.
1:09
So, yeah, those are the kind of situations that we're going to
1:13
be talking about. Now, one very good framework or
1:16
one very good tool for selling this way is spin selling.
1:21
Now, Spin Selling is something I've spoken about on the podcast
1:24
before, and it's a tool that was created by Neil Rackham.
1:29
The fellow is a consultant. He's been in this game for a
1:32
long time. The guy, Dante, he's been doing
1:34
this since before I was born. Now he has a book, I think from
1:37
1976. I think if he's 76, then asked
1:40
before I was born, if it's 86, then that was after I was born.
1:43
So I can't remember if he was 76 or 86.
1:45
But like I said, this guy has been in the game for quite a
1:48
while. And that game was titled Spin
1:51
Selling. SPIN is an acronym SP IN.
1:56
Again, I've already talking spoken about different
1:59
frameworks in the podcast earlier, and you will notice
2:03
that I have a thing for these frameworks that have only four
2:05
letters. It is not as if the frameworks
2:08
that have 4 letters are the best.
2:10
It's just that 4 is easy to remember, and it's easy to do so
2:13
once you understand what these things mean.
2:16
Even if you don't write it down, so long as you internalize it,
2:19
you should be able to do SPIN roughly in your head because
2:23
you'll be asking yourself S situation questions or situation
2:27
statements. Have I made a situation
2:29
statement? Do I understand the situation
2:32
correctly? Excuse me P problem questions,
2:36
problem statements. Have I made a problem statement
2:38
or have I asked enough questions from the potential customer to
2:43
show that I understand the problem?
2:45
Now this is where spin becomes brilliant.
2:48
I and NI is implication. Implication just means have I
2:52
asked enough questions to uncover the implication because
2:54
you want to tell the potential customer that look, we have
2:57
already uncovered a problem. So whether you go with me or you
3:01
don't do anything like if you don't take action now, this not
3:04
the implication. This is what you will be
3:06
suffering then N is need payoff. Need payoff just means, Sir,
3:12
Madam, dearest committee, if we go ahead, this is not the team
3:17
where you will enjoy when we go front.
3:20
Need payoff. All right, the payoff, the
3:25
benefit that you will get at the end. 9 BDS.
3:28
So you can see that spin selling is a way to sell on ROI, return
3:33
on investment. Now, the reason why we're
3:37
looking at this today is because I had a conversation with one of
3:41
my students earlier, and it's precisely this sort of thing.
3:46
She sells solar. Let's just say her name is
3:49
Cinderella. That's not her real name, of
3:51
course, but her real name starts with AC.
3:52
So in case Cinderella, you're listening, yes, this is you.
3:57
So we'll say Cinderella and the company she sells for, let's say
4:01
the company's Linkin Park Solar. Of course, that's not the real
4:05
name of the company. The company's real name actually
4:07
is also the name of her rock group.
4:10
But I think it's a progressive rock group, you know, a very old
4:12
one. I've mentioned them before, but
4:14
The thing is, I don't want to mention their name right now.
4:17
So that's the scenario. And this is based on the real
4:20
life session that I just had with my students, a few my
4:23
students a few hours ago was just her in the session.
4:26
So Cinderella sells for Linkin Park Solar.
4:31
She has a meeting that she's planning for, which is going to
4:33
make a presentation and she's going to make the presentation
4:36
to let's just call it a, let's say it's Banana Estate.
4:39
It's an estate based in Lagos, an upscale estate.
4:43
You know, one of those estates that has, what do you call it?
4:46
You know, you pay for everything.
4:47
And so the estate is responsible for power, responsible for
4:50
water, responsible for everything.
4:52
So one of those type of estates. So let's just call it Banana
4:54
Estate. And that's not the real name of
4:56
the estate, by the way, so. Cinderella, again not her real
5:06
name, has done a good job of talking to our guys and also
5:10
talking to the facility manager of the estate.
5:13
So because of that, she has gotten some information.
5:16
Now the information that she's gotten is going to come in very
5:19
handy for us to make a case for ROI, return on investment and
5:24
also to make a case for I and N implication.
5:29
I need payoff. Remember, we want to go into
5:31
these kinds of presentations. Being able to say this is my
5:35
current understanding of my situation.
5:37
Is this correct? That is S If my understanding is
5:41
correct, these and these and these are the key problems which
5:44
people are facing, that is P If these are the problems you will
5:49
are facing, then if we delay this, not the implication, this
5:54
is what you'll be suffering. That is implication.
5:57
I then need pay off. Dear committee, the reason why
6:02
we must take action is because if we move now this now, the
6:06
benefit, we will go enjoy in front.
6:09
And remember, this is a situation where return on
6:12
investment, we're talking about things where you can quantify
6:14
the value. You can put it in figures.
6:19
So Cinderella, she's working on the presentation deck because
6:26
salespeople have different styles.
6:27
I don't use any presentation. Nothing, nothing.
6:31
I know what it is that I want to say.
6:32
I know the structure of what it is I'm trying to say.
6:34
I'm trying to engage people in a conversation and pull people
6:37
into a conversation. So I just show up like that with
6:40
a few notes. I have my diary and I've made a
6:43
few notes and I'm good. However, do look sell like
6:49
yourself. Don't try and sell like anybody
6:50
else. If you try and do it like me,
6:52
but you're a different personality type, you will
6:54
fumble. If I try to sell like
6:58
Cinderella, I'm going with the PowerPoint and we fumble because
7:01
you have been listening to my podcast, you know, my style is
7:04
easy, it's freewheeling and I'm quick.
7:07
I'm able to make connections between, you know who is here
7:10
and you know, stuff like that. If I have something like
7:12
PowerPoint presentation or more, the thing will slow me down.
7:16
The thing will shackle me. So it's not in my favor.
7:20
So I'm not saying PowerPoint is good or is bad.
7:23
I'm just saying know thyself. If you're like Cinderella, good,
7:27
make sure you prepare your PowerPoint well and go for this
7:32
meeting. If you're like me, you know,
7:35
prepare yourself, gather your thoughts, get your diary,
7:38
scribble down a few things that you need to talk to specific.
7:41
You need to talk about specific questions you want to ask
7:44
specific people, and then you'll be fine.
7:46
So she's prepared. Now going in for this meeting, I
7:49
wanted us to do a few things. I asked Cinderella a few
7:52
questions. See success right when it comes
7:56
to the presentation, when it comes to making the proposal,
8:01
success begins before we enter the room.
8:05
So first of all, I will clap for Cinderella because because of
8:09
the kind questions where she don't ask, we have some solid
8:12
figures, facts and figures going into this thing.
8:15
Remember banana estates, they want to do solar.
8:22
All right, she did a good job. She was able to ascertain how
8:29
much they are spending every single month in fuel and she was
8:33
able to get exact figures for how much they spent in the last
8:37
10 months. How she did that, I have no idea
8:39
because I wasn't with her in the meeting.
8:40
But should I clap for her? Because if we're going into this
8:43
meeting and we're already armed with facts and figures, you
8:47
know, things are ready in our favor.
8:49
We can make a rational argument for ROI, meaning the money that
8:54
you drop now that you invest, you will get returns, ROI,
8:58
return on investment. So she did a good job.
9:01
We have some facts and figures now.
9:03
The only thing we remain now stakeholders.
9:06
I asked her who else would be in the meeting and she said she is
9:10
not sure. So I said OK, who are your
9:13
contact people? The auger of the solar company
9:19
that's Linkin Park Solar. Again, not a real company.
9:22
He is one that knows one or two people.
9:23
She she has only been in touch with the facilities person.
9:26
She says she will call or got to find out.
9:28
I say call or got to find out is OK.
9:31
It's not a bad idea but is what we'll do you.
9:35
And since you are a facilities manager for Banana Estates,
9:38
since you people are in touch one-on-one.
9:41
The guy that answered your call, Abby, yes you go call him
9:43
one-on-one then you will ask him.
9:49
This is the scope you will tell him the manager.
9:54
I haven't forgot to know this meeting.
9:55
We will suppose, you know, I'm making the proposal now, now,
9:59
now as we talk, but I just wanted to know this meeting
10:03
itself when we get there, like who are the people that are
10:06
going to be? Who are the people that are
10:07
going to be there? That is one scope who will be
10:10
there at the meeting? Facilities manager will talk,
10:14
although the angle that she says she will come from me, she's
10:16
going to ask that hand this project self or the facilities
10:19
manager. Now, who do you pay?
10:22
Is it the estate association, RB?
10:25
Is it, you know, estate, how will I put it?
10:27
Now, like in Abuja, estates have their own association, all the
10:31
tenants who come together, everybody has their own
10:32
association. So Cinderella said it's the same
10:36
in Lagos. So as the facilities manager
10:40
now, like Google Pay, is it the estate association, RB, is it
10:43
the business that manages banana estates that will pay for this
10:47
project? So she said that's the angle
10:49
that she's going to come from. Now, whether you call from the
10:54
angle of who'll be there at this meeting or whether you call from
10:57
the angle of now who they pay for this project, We're trying
11:00
to figure out a few things. We're trying to figure out
11:02
authority making structure, because we want to make sure
11:05
that the people who are responsible for deciding on that
11:08
meeting are in the room. Because if you go and give a
11:10
beautiful, a solid presentation, but the people who are supposed
11:14
to, I agree, the people are supposed to sign the check, the
11:16
people who have the power to say yes, if they are not there, the
11:19
best that will happen is facilities manager will say, no
11:21
problem, let me get back to you. I'm supposed to talk to so, so,
11:26
so, and so now we want to preempt, we want to forestall
11:30
that this thing happens. So because of that will come in
11:33
prepared. So remember, I say for some of
11:36
these things, success is from the preparation, you know, from
11:39
the hard work. What we don't do before part of
11:41
this hard work is stakeholder identification.
11:43
We go identify the stakeholders ahead of time so that we can do
11:47
what is within our own power to make sure that they show for
11:50
this meeting. Because we don't want to go and
11:53
then come back because go and come back is this long story.
11:58
We want to go make sure we talk to the right people and then we
12:00
take a step forward in the right direction.
12:02
No, go, come, go, come. Let me get back to you.
12:05
Oh, supposed to talk to the board or is looking as if
12:08
Chairman Chukudi should have been in on this meeting within
12:11
getting all those things can cause complication.
12:13
So ahead of time. Stakeholder identification.
12:16
Now who supposed the for this meeting?
12:19
That's the main thing. Now she could have asked Olga.
12:23
Yeah, but you know, when we're selling and we have contacts in
12:27
the other person's company, it's not a problem.
12:30
You know, call them up now. Let them be getting used to you,
12:34
make them hear your voice, you know, make them see your face.
12:36
You know, you guys get familiar, you understand it's good for
12:41
business. So once you have somebody inside
12:43
there directly, what you can do is in fact you can do both.
12:47
Call facilities manager last with the facilities manager.
12:50
Then after that you will now call your organ and say, Olga, I
12:53
spoke to Facilities Manager concerning this meeting that is
12:55
happening on Monday. This is what Facilities Manager
12:58
said. Olga, I'll be how you see him
13:01
then, Your Honor guy, you can also brainstorm as well ahead of
13:04
the meeting. Yeah.
13:05
So in this case, do both. But if you're going to listen to
13:08
me, I'll say call facilities manager first because it has
13:12
benefits. So we're trying to make sure
13:16
that we have the decision makers on that meeting.
13:18
Is it the residents of the estate, the estate ECO?
13:22
I'll be. Is it the management company of
13:24
Banana Estate? Now I said that Cinderella did a
13:27
good job because she got me some facts and figures because
13:31
remember when we're talking about spin selling, remember, do
13:34
I understand the situation correctly?
13:37
Is this the problem people are facing?
13:39
If it's like this and you don't do anything, this is the
13:42
implication. Now you will stay here.
13:45
So therefore this is my proposal.
13:47
I will do. I'm like this.
13:48
If you do it like this, this is what will be, this is what you
13:50
benefit that's been selling. Now all these kind games, all
13:54
these ROI game return on investment, if you can quantify
13:57
it, Naira and Kobo is good to be saying we will achieve around
14:01
achieve around the moment you can attach figures to small
14:05
distance is good. Now, of course, this is not
14:08
going to apply to a whole lot of you listening to this podcast
14:10
because not everybody is in this kind of situation where you can
14:12
say buy my product, buy my service.
14:15
Because if you do this, you are going to be able to save So so,
14:19
so and so or you will make profit of so, so so and so.
14:23
So excuse me, so Cinderella got some, some figures #1 the figure
14:29
she got was she figured out the goal that they were trying to
14:33
do. What they're trying to do is
14:34
they're trying to save 30% in their energy costs.
14:38
Because if I had no idea, is this expensive to manage estate
14:43
because the estate, banana estate, how much they spent in
14:47
the last 10 months? Are you guys ready?
14:50
They spent 135 million naira on diesel.
14:54
Just rounding up. There's an exact figure.
14:56
But you know, for me, I like to just round up figures.
15:01
You know, people are different. You might want to call the exact
15:03
figure, but I just like to round up because that will be easy to
15:05
remember. I don't remember.
15:06
That was 139.46 something, something, something.
15:11
Because remember, I don't look at slides.
15:12
I'm just talking. Normally if I round it up, it's
15:14
a figure I can't remember. So the last 10 months you've
15:20
already spent 135 million. We also did small research the
15:24
cost of diesel now. And of course, you also know
15:28
that Donald Trump is currently bombing Iran anyhow.
15:30
So the cost of diesel, cost of petrol, cost of every every
15:33
steady rise. So that's something we can even
15:36
say that Loco should be between these last 10 months already
15:41
spent 135 million, year never finished.
15:43
You already spent 135 million. You can see that we can start
15:49
making a case for implication, the I in spin SPIN implication
15:56
if we don't do anything now. So you could have born money,
16:00
money just they born just they born just they born diesel,
16:03
diesel, diesel, that's the implication 135 million.
16:09
Now they're aiming to save 30% reduction.
16:14
So they're looking for, sorry, let me just rely on the figures
16:19
that I got from Cinderella. Assuming her figures are
16:22
correct, they're aiming for roughly 8.9 billion naira
16:26
savings and I'm going to be able to save above 100 million naira
16:32
annually. Whether the cost of diesel go
16:35
up, you go down any which, which are best case, worst case
16:38
scenario, you know, over 100 million naira annually.
16:43
So you can see we're getting the figures to make a return on
16:47
investments now by the time we ran all the figures, by the time
16:51
I did the calculation, if I was correct and I'm not a numbers
16:53
person. Luckily Cinderella is a numbers
16:55
person, so she will clarify. It looks as if our plan will
16:58
even help them save 40% reduction in diesel costs 40%.
17:05
So you can see how you can make a good impression on going into
17:07
a meeting saying, ladies and gentlemen, the reason why we're
17:10
here is because this is the problem you will are facing and
17:14
we're currently trying to achieve 30% reduction.
17:17
Ladies and gentlemen, I'm here and I'm can proudly tell you can
17:21
beat my chest firmly that we have 3 proposals on ground.
17:25
Each of them will help you achieve at least 40% reduction
17:29
in your energy costs. We've done the math, I'm here, I
17:32
guaranteed 40%. You can see that that's a
17:37
different way to start a presentation.
17:39
So I told her not to make the mistake that most people do.
17:42
If I have predecessor, the person who used to sell before
17:46
high is a mistake the guys to make.
17:47
The guys would like to show up to presentations and say that we
17:50
are Lincoln Park Solar. We are something something
17:54
sustainable energy, blah blah blah.
17:56
Quality great, But you know you're wasting time.
18:01
People have things that they're supposed to do and you know
18:04
everything. Let's cut straight to the chase.
18:06
You can boast about your company later.
18:10
You start the meeting off powerfully.
18:11
Ladies and gentlemen, the reason why we're gathered here, I think
18:13
this is the problem, am I correct?
18:15
Oh, good, Fantastic. And then you said that this is
18:17
what you want to achieve. OK, good.
18:19
If that is the case, I have 3 proposals now.
18:22
Each one, we're going to do 10% more than what you wanted to to
18:27
achieve. And ladies and gentlemen, this
18:30
is how we're going to do it. For those of you who are
18:32
PowerPoint people, you now open PowerPoint.
18:34
Begin the guide and begin the guide.
18:36
Begin the guide you now show working how you arrived at your
18:39
figures. So boasting about your company.
18:43
All that one is later, later, later, not now.
18:46
You can round up the presentation by boasting about
18:49
your company, but don't start. Slide 1 is not this is our
18:52
company. This is our board of directors
18:54
and this is the reason why we like alternative energy.
18:57
No, you can't all of that at the end.
18:59
Start this meeting strong, ladies and gentlemen, we're
19:03
gathered here to achieve this. By the time we're done, I hope
19:07
to confuse you without any measure of doubt that you know
19:11
our proposals can achieve this and this and that and that.
19:13
Simple. So from the conversation that
19:19
Cinderella and I had when she chairs this meeting.
19:22
Now, by the way, you see the reason why I say that sales is a
19:26
beautiful profession, especially for women.
19:31
Let me repeat, this is the reason why I say sales is a
19:34
beautiful profession, especially for women.
19:39
Whether you remain in it or not, these are the kinds of
19:43
conversations you'll be having you because she, you know, she's
19:48
not too old. You know, she never, she never
19:51
restarted. Young girl, you will stand in
19:55
front of the room, you'll be commanding people, your, your
19:58
elders will sit down. They'll be listening to you.
20:02
Whether you succeed or you flop. But The thing is, these are
20:04
wonderful, beautiful experiences to have.
20:07
You start like this, small, small, small, young, in sales as
20:11
a woman. Later on, let's say you give up
20:14
the sales carrier. But then later on, you now
20:15
become senator. You now become minister.
20:17
You now become pastor. You now become whatever.
20:19
Come on. There is no room you cannot
20:22
handle. None.
20:24
Because when you are small, you've been doing it.
20:26
Excuse me, when you are 2530 you've been doing it.
20:31
Now that you're a 50 year old woman, should it be a problem?
20:33
No, because you don't get the experience.
20:36
So please young ladies, I'm begging you, all of you should
20:40
try and taste sales. Even if it's just small.
20:44
Just taste it and see. If it's too hard for you, run
20:46
away. No problem.
20:47
But you will not regret at least testing.
20:52
You will taste and you will see there.
20:54
OK, now, so maybe even that testing, you will learn one or
20:57
two things. So it pains me that most of the
21:01
listeners of this podcast are men, 70 something percent.
21:06
I wish you had more women listening.
21:07
But anyway, so females, any lady who is listening right now, I'm
21:12
talking about a female seller. Please share this podcast with
21:17
other ladies in your group, other ladies in your network,
21:20
other ladies in your, you know, share it.
21:22
I beg because it's a gospel that women need to hear.
21:28
So based on the figures now that Cinderella has what we're going
21:30
to do when we go there. So we're going to argue this,
21:32
look, this project that we're doing is 200 and something
21:35
million. Well, we check these numbers now
21:38
you will see that, look, these are my figures.
21:41
Now, of course, you will show working by the time we reach 3
21:44
1/2 years, you will achieve payback.
21:47
So yes, you're spending 200 and something million on this, on
21:50
all these solar, on all these machine.
21:53
But by the time we reach 3 1/2 years, you don't achieve parity,
21:56
you don't achieve payback. You has the system, the system
22:00
has paid for itself. So going forward, all those
22:05
extra money they used to pay before, it is now money that can
22:08
be applied to the company's top line, to the company's profits,
22:14
or it is money that can be used for infrastructure within the
22:17
estate. I told her that, you know, I
22:20
have to pay attention because the way we're seeing this
22:22
meeting is as if company ownership don't be there, then
22:26
estate, estate association, they'll be there.
22:30
So you know, we'll have to show the benefit for the 2.
22:33
The company people when they hear that excess profits, 135
22:38
million, 135,000,000 at the end of the year, we can be adding it
22:40
back. They'll be happy.
22:42
These other people, they'll be hearing that.
22:43
Oh, OK, all the pothole in the estate, there's money now to be
22:46
fixing pothole. So that's the scope.
22:50
But remember, quantifying everything, these are the
22:53
figures we show working. Payback period is 3 1/2 years.
23:01
Then Sherry created, Cinderella already created the document
23:06
outlining how she was going to do the proposal.
23:09
But I told her that, well, the proposal was fine as it is, But
23:12
I told her that there's no need to change the proposal per SE,
23:15
but mentally, as you are guiding, people need to just be
23:18
using spin selling, Spin selling.
23:21
That's the framework you should be doing.
23:24
If you must change the proposal, just, you know, move it around
23:28
so that it will blend with sin. Say sin.
23:31
Sorry, forgive me. Spin, please.
23:34
OK, I was about to say I'm a holy man anyway, nobody's holy,
23:38
but I didn't mean to say sin. So spin, spin selling.
23:42
So I told her, when you get there, when you step on stage,
23:45
the first thing you do is you will confirm the situation.
23:49
S spin, ladies and gentlemen, thank you very much for showing
23:52
up here. This is my understanding.
23:54
This is the situation we're currently dealing with.
23:56
We're spending so, so, so in monthly spending, so, so, so in
23:59
yearly spending, blah, blah, blah.
24:00
These are the current costs. Facilities manager, am I correct
24:04
that this is the situation? Oh, oh, yes, you're correct.
24:07
OK. Am I also correct that we're
24:09
trying to save 30% savings? Oh, yes, yes, yes, yes.
24:12
That's what we're trying to achieve.
24:14
Good. Facilities manager has used his
24:16
own mouth in the presence of everybody to say we're trying to
24:18
achieve 30% saves. Remember the numbers that we
24:22
have crunched, if my own calculation was correct and
24:26
anyway the numbers we have crunched shows that we're going
24:29
to be saving them 40 percent, 40%.
24:34
So as facilities manager now has opened his mouth to say 30 later
24:38
on when we start talking about 40%, can you not see that we
24:41
have good, good grounds to be emphasizing that?
24:44
Look, we were aiming for 30 in the beginning, but our proposal
24:48
123, any which one we go achieve 40%.
24:55
This is our ROI. Selling is you see it's
24:57
quantifiable. You said 30, we have done 10
25:01
more. This is how it works.
25:02
Return on investments quantifiable, put it in number.
25:10
Then problem questions or problem statements.
25:15
So from the high table or from the high chair should also be
25:20
emphasizing, you know, Donald Trump.
25:22
Then they bomb Iran and so the cost of diesel just they go just
25:26
they go the team, they volatile Today diesel like this tomorrow
25:28
diesel like that. Say facilities manager.
25:31
It's hard to even plan like this, Abby, you can't even be
25:33
planning facilities manager. Of course, Will will admit now
25:36
that it's not easy. Even for myself, for my own
25:39
small jalopy, it's not easy. The last time I bought fuel, I
25:44
bought it for 1200 and something.
25:47
So I pulled into an MPC now to buy fuel and also 1390.
25:51
I say, I say kilo day. Like from where to where now was
25:56
known last week about 1002 they say.
25:57
And now this morning we change up.
25:59
Now this morning, No, no, no, no, no, we change up.
26:02
So like that from 1/2 to 1/4. I think it's so frustrating.
26:08
You go there, you pay, you know, 6070 thousand.
26:11
You can't even fool your car one more.
26:14
Anyway, I see why people Jack behind, leave this country any
26:18
not to be a downer. Where are we?
26:21
Where are we? Sorry, I lost my train of
26:22
thought. So the problem statement now
26:25
this does go up. Those go down, you know,
26:27
volatility. Then from there we'll now move
26:28
into implication. Then this is where we're going
26:31
to stress the cost of inaction. Now look, this is the situation.
26:35
So whether people take action or not, this is a situation that
26:39
you're going to that you're living with.
26:42
Then we did some small number crunching and we realized that
26:45
if also above that a set an alarm so that I know we're
26:49
reaching 30 minutes. That's what that noise is.
26:51
OK, 26 minutes. OK, let me round up quickly.
26:54
So that's where we even came with a figure on that.
26:56
Look, if they delay this project by 6 months, additional 50
27:02
million, like OK, we're having this conversation, you're
27:06
talking to us and we know you're talking to other people.
27:08
Good. If you delay six months, you
27:10
don't do anything. 50 million, you've had a 50 million like
27:14
that, Easy. You just wasted 50M, then need
27:19
payoff. Yes, this is a pricey project.
27:22
This is over 200 million, blah, blah, blah, but there are long
27:25
term benefits with the figures that I've shown you.
27:29
Again, you point to your PowerPoint presentation.
27:31
For those of you who do PowerPoint with these figures
27:33
that I've shown you, members of the board, ladies and gentlemen,
27:38
we can see that payback is 3 1/2 years.
27:42
This project will pay for itself.
27:45
And then these figures that we're looking at in the last
27:48
case in the last 10 months now 135 million or assuming fuel
27:53
diesel costs drop down to so before Donald Trump started
27:58
bombing Iran. So we are looking at saving on
28:01
average 100 million at the very least for each 12 month period.
28:10
You see, that's how it works. ROI, return on investment,
28:16
quantifiable facts and figures. We're making this enormous
28:20
thing. You quantify it like this so
28:23
that the other people that are coming after you to make
28:25
presentation, if they say, Oh yes, we've been able to achieve
28:28
a 30% reduction, they can say 30% reduction.
28:33
The people that came before you, they said that they have
28:35
achieved 40% reduction for for us.
28:38
So how far now you see the conversation that will happen
28:42
afterwards will be very interesting because you have
28:45
quantify everything. Also, this is also another
28:49
reason why I talk about multi threading, having multiple
28:52
contacts within the organization and it's something I mentioned
28:55
to her facilities manager, the guy they pick your call good.
28:59
Do you know no one or two people, no small networking by
29:03
the time you finish this meeting, collect one or two
29:06
business card, connect one or two phone number.
29:08
You know, it would be nice to have 3 or 4 phone numbers that
29:11
you can call. That is how you can be following
29:15
up well, and that's how you can gauge when there's a problem
29:18
because for sure these people are talking to two or two or
29:21
three other people. So it's nice to call some of
29:24
later. I'll say ah, that chief
29:25
identity. I thank you very much for
29:28
showing up for that meeting or I hope I was on point when I said
29:31
this, when I said that they can just ask.
29:33
So, Chief, how does this one compare to the other people that
29:36
you're talking to? Chief will laugh and say, who
29:38
told you that? We're talking to other people's
29:39
Chief. Now, we've been in this game for
29:42
a long time. I know that we're not the only
29:45
we're not the only people. So, Chief, where do we stand?
29:49
You know, you can be having those kind of conversations with
29:50
people. Then let's see what else.
29:59
OK, So we're talking about how to structure the presentation
30:01
according to Spin. Let's see what else?
30:06
What else, What else? I'm just looking through my
30:07
notes. I think that was just like the
30:10
major thing that I wanted to discuss with you all because of
30:15
course, during that meeting that I had with her, we discussed a
30:18
couple of other things relating to the company, relating to
30:23
Linkin Park Solar, but as internal affairs that we don't
30:26
have to bring up here today. But I guess the main thing that
30:28
I just wanted to let you all know is this, for those of you
30:32
who are in situations where you can quantify your value, all
30:35
right, you can go into the sales pitch trying to argue ROI, which
30:38
is return on investment. If you want to do that return on
30:41
investment, a simple framework to use is spin selling.
30:44
You just go in there, you confirm this is the situation,
30:47
Abby. They will say yes.
30:48
OK, so now, so the problem, be happy you say yes, it's OK.
30:53
If my understanding is correct, then the implication is if we
30:56
don't do anything now, this is where this is where we'll stay.
30:59
This is how you'd be suffering. You're trying to get them to be
31:05
conscious of it that inaction has a cost because some people,
31:09
some customers think oh, if we don't do anything, it's not a
31:11
problem, but it is a problem. Inaction has a cost.
31:14
We're trying to let them know we're not doing anything.
31:17
That's what we go today, we'll be in this situation then need
31:21
pay off. So therefore with this my three
31:24
proposal anyone is fine, but any which one that you do 3 1/2
31:28
years pay back after that all these million million that we're
31:33
talking 135,000,000 whether is 135,000,000, whether is hundred
31:36
100 million, all of this money back into the balance sheet back
31:40
into the balance sheet. It is good for the company, the
31:43
company with smile, it is good for the estate residents to
31:46
smile because estate residents will now know that there's money
31:48
that they can use to be fixing pothole or to be fixing water
31:53
pump. So that's the approach.
31:55
And then my final call. I know some of you who say why
32:00
do you always talk about these sorts of things?
32:02
I talk about these sorts of things because I was raised by a
32:04
single mom from the age of 13. Now everybody wants to be a baby
32:07
girl. But to be honest, when life gets
32:09
tough, baby girl, baby girl no the help at all at all at all at
32:13
all at all. Sometimes life can get rough.
32:17
So if you don't stand from small, you don't learn one or
32:21
two things relating to sales and all these kind of things.
32:24
And as a young girl, 2530, you don't practice, you don't.
32:29
They learn how to control rooms. You know, you're in front of the
32:33
room, all eyes on you. Are you there in charge is a
32:36
good thing. So please, female listeners,
32:39
share this particular episode with other people.
32:45
All right, so that's it. Thank you very much for
32:47
listening. You would love to connect with
32:48
me. You can call me, send me a text
32:50
message on WhatsApp, message on 08064662140 if you'd like to
32:56
join my WhatsApp channel or I just want to say hello, that's
32:59
not a problem. 08064662140. Thank you very much for your
33:05
time and attention. I'll catch you all at the next
33:07
episode.