Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Unlock the Sale: Simple Closing Secrets That Get Results

Transcript

Unlock the Sale: Simple Closing Secrets That Get Results · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. Making today's recording outside
• 0:05
  of the National Hospital in Abuja.
• 0:09
  So I expect to hear some interruptions in the background
• 0:11
  and of course, I'm in the car park.
• 0:12
  So, you know, people talking here and there and then stuff
• 0:14
  like that. Now, if this is your first time
• 0:17
  of tuning into the podcast, the goal of this show is free
• 0:19
  business education. I'm not here to talk about the
• 0:22
  state of hospitals in Abuja or in Nigeria.
• 0:25
  So don't worry, you're in the right place.
• 0:26
  If you're concerned about learning how to sell, learning
• 0:29
  how to market and learning a bunch of business stuff, you're
• 0:31
  in the right place. So when you're done with the
• 0:33
  episode, please share, promote and talk about the podcast so
• 0:36
  that your friends and family members in Nigeria and abroad
• 0:39
  can benefit from the questions that we tackle.
• 0:42
  They can do that by subscribing on Spotify, YouTube, Apple, or
• 0:45
  any player of their choice. And if you in particular, dear
• 0:49
  listener, have any sales and marketing questions, bring them
• 0:52
  to me. You can call SMS or WhatsApp me
• 0:54
  on 08064662140. Now before we go into the top
• 1:00
  pick for today, we're going to continue on closing techniques.
• 1:03
  Some of you might be worrying like National Hospital bowel,
• 1:06
  like what's happening. Well, it's not me just came out
• 1:09
  to come and greet somebody who is about to have surgery.
• 1:13
  And well, anyway, she's doing OK.
• 1:17
  But from time to time, let's just remember to pray for people
• 1:23
  who are going through serious health challenges because it's
• 1:27
  hard enough to try and, you know, raise a family, do a
• 1:30
  business, you know, stuff like that when you're having
• 1:33
  significant health challenges. But then, you know, with the
• 1:36
  state of the economy now and then how much people have to pay
• 1:38
  for health, I can be an absolute downer.
• 1:41
  So please, prayers for the person that I came to visit
• 1:48
  today. So I just let me just make this
• 1:50
  recording real quick before I hit the road because I don't
• 1:53
  want to forget and then leave this thing not closed.
• 1:57
  So today on the show, we're going to be doing closing
• 1:58
  techniques. Yesterday we defined closing
• 2:02
  techniques, if I remember correctly, and how why we should
• 2:07
  think of closing as just moving things forward one step at a
• 2:11
  time, getting people to take the next step and just trying to get
• 2:14
  things to move along. Then let's see, we also looked
• 2:17
  at trial closes. Trial closes are just what you
• 2:19
  do to confirm that you guys are on the same page that you guys
• 2:23
  are moving, you guys are on the right, you know, on the right
• 2:26
  level. And one example that I gave for
• 2:30
  instance, was OK, well, this was a more personal note.
• 2:34
  For instance, I was talking to who was I talking to?
• 2:38
  Hey, one of ladies in Benin and she also understanding this
• 2:40
  trial closing and I thought I look, you know what, remember
• 2:42
  how you're with your boyfriend and you now ask him that look,
• 2:47
  what are we doing here, blah, blah, blah.
• 2:48
  You know, what are we? You know all those questions
• 2:51
  that you know, babes like to ask when as a young man you've been
• 2:53
  hanging around and you haven't said anything.
• 2:55
  Now that is an example of a trial close or you know,
• 2:59
  feedback questions because it gets you to understand.
• 3:02
  OK, are you guys on the same page or not?
• 3:04
  Because that will now determine the next step.
• 3:06
  So if the person says, if the boy says no, he's just from the
• 3:09
  benefits, then there's no point in going for the clothes because
• 3:11
  you know nothing. They're there.
• 3:13
  But if you guys like, what do you mean you'd be my girlfriend
• 3:16
  from tea, you now know that OK, you guys are on the right course
• 3:19
  and you can proceed. So it's the same thing in the
• 3:22
  business context. Is this what you're looking for?
• 3:24
  Does this suit your needs? Is this something you see
• 3:26
  yourself using between option this and option this, Which one
• 3:29
  works for you? How do you feel about this?
• 3:30
  You know those small, small questions, it will let you know
• 3:32
  whether the conversation between you and the potential customer,
• 3:35
  the potential clients, whether you guys are on point.
• 3:38
  Now, the goal is this. If you guys are on point, if
• 3:42
  your understanding is not the same, if they're not feeling
• 3:45
  what you're saying, if they're not picking up what it is that
• 3:47
  you're putting down, you now know that you have to go back to
• 3:50
  need analysis and make sure that you understand the nature of the
• 3:53
  problem, understand what it is that they're looking for before
• 3:56
  you make a proposal and you try to close again.
• 3:59
  Because if you guys are not on the same page and you're trying
• 4:02
  to close, there is no way that this thing will close.
• 4:06
  So let's say you sell cars and you're talking to somebody who
• 4:10
  is a Benz kind of guy and you show him every single Toyota in
• 4:13
  the parking lot and you try to close.
• 4:15
  The thing is, if you've not had that need analysis conversation
• 4:18
  and you've not figured out that this guy is a Benz kind of guy,
• 4:21
  that deal is not closing. A Benz guy is not going to buy
• 4:23
  Toyota. Like for what?
• 4:26
  And then there's some of us who are Toyota boys who are probably
• 4:28
  not going to buy a Benz, you know, for what?
• 4:31
  And who knows, maybe when my financial situation improves,
• 4:34
  you might, you guys might see me driving around in a nice class
• 4:36
  or something. So these are the things, these
• 4:41
  are the we all, I put it the laying, the foundation, the
• 4:45
  preamble that makes closing possible.
• 4:49
  So that's one thing I wanted to stress yesterday and I'm going
• 4:52
  to stress again. Don't focus too much on closing
• 4:54
  techniques. Focus on all the things that
• 4:56
  come before, how you open the sale, how you do need analysis,
• 5:00
  excuse me, how you check to be sure that both of you are on the
• 5:04
  same page, you understand what it is that they need.
• 5:06
  They like all the options that you you have put before them.
• 5:09
  It is only when you are at that stage that you can start trying
• 5:12
  to do any of these closing techniques.
• 5:15
  Then I also remember from yesterday's episode that I said
• 5:18
  the closing techniques that we are going to consider are going
• 5:22
  to be closing techniques that will work in a particular kind
• 5:25
  of situation. Because this is what I was
• 5:27
  recommending to the sales associates of my former client
• 5:30
  who has a, a store, a physical location where they sell tech
• 5:37
  gadgets, you know, lifestyle computer stuff, you know, things
• 5:40
  like that. You want your PlayStation, you
• 5:42
  go there. You want a gaming table, gaming
• 5:44
  chair, you go there. You want brand new phones, you
• 5:46
  go there. You want laptops, you go there.
• 5:49
  You want Bluetooth speakers, you go there, you know, that kind of
• 5:51
  store. So these are supposed to be the
• 5:52
  kind of closing techniques that would work in that situation
• 5:57
  where you have a physical store, you have been doing lots of,
• 6:01
  excuse me, advertising and inbound to get people to to come
• 6:06
  to the shop. So yeah, these are clothes that
• 6:10
  should work in that kind of situation.
• 6:12
  So please, I said it yesterday and I'm going to say again
• 6:15
  today, do not assume that every single thing that we will
• 6:18
  discuss in this episode regarding closing is going to
• 6:21
  work for every single circumstance or every single
• 6:25
  context, okay? Then also remember that there
• 6:30
  are many, many, many, many kinds of closing techniques, closing
• 6:35
  tactics. So this is not an exhaustive
• 6:37
  list. This is just a list of some
• 6:39
  stuff that I think that they should know.
• 6:42
  And of course, when you're in sales, you take the
• 6:44
  responsibility for educating yourself.
• 6:46
  So like I told them, I've told you people a couple of stuff,
• 6:49
  but keep paying attention to YouTube, to podcasts and things
• 6:52
  like that. Also pay attention to Orga.
• 6:54
  When Orga is selling or when you're going to different
• 6:57
  selling environments, you're going to different shops, you're
• 6:59
  going to different business establishments.
• 7:02
  Pay attention to what other sales people are doing and then
• 7:05
  you will learn other closing techniques as well.
• 7:08
  All right, so let's get straight into it.
• 7:11
  I believe. Let me look at my notes.
• 7:13
  The things that I said we'll discuss today are OK, assumptive
• 7:16
  closes, direct close, benefits close, alternative choice close,
• 7:21
  urgency or scarcity close and then the take away close.
• 7:24
  All right, so let's go to some details now.
• 7:27
  Now assumptive closes, this is my default.
• 7:29
  Assumptive close just means you're going on as if this thing
• 7:32
  is going to close and just continue the conversation like
• 7:36
  that. Just continue on the casual note
• 7:38
  as if you know, you don't be like we're going to, we're going
• 7:41
  to do this business. So one example and this one I
• 7:47
  learned from hanging around evil boys in Lagos because evil boys
• 7:51
  do this one a lot. This has something close.
• 7:54
  If you notice evil boys, they like, they just assume that this
• 7:58
  thing is going to close. So as the conversation is going
• 8:00
  now, they just ask, OK, so how many are you taking?
• 8:04
  See, that's an assumptive close. You have assumed that I'm going
• 8:07
  to buy. So the only thing now is are you
• 8:11
  buying 3 or 5 or 10 or 12? So that's something that able
• 8:16
  boys do. How many are you taking?
• 8:18
  That's an assumptive clothes. Then another assumptive clothes.
• 8:23
  Came across this one a lot in the UK.
• 8:25
  Oh, do you like this in black or in blue?
• 8:28
  So the sales associate, the baby that's talking to you, she has
• 8:30
  assumed that the jacket that you've seen that you like it.
• 8:34
  And so she just asks, would you like this in black or in blue?
• 8:38
  If you say blue should go and bring the blue one and you'll
• 8:40
  say, OK, can I take this to detail for you?
• 8:42
  Let's get this wrapped up. See the baby just assuming that
• 8:45
  this deal is a done deal. So that is my own default.
• 8:50
  So these are someptive closes. You just assume the person is
• 8:52
  going to buy anyway. I think you ask some small
• 8:55
  questions just to prod them in the right direction.
• 8:58
  So how many are you taking? Do you want this in black or in
• 9:00
  blue? Should we wrap this thing for
• 9:02
  you or is it for you or is it a gift for Madam?
• 9:06
  Do you like this thing to be gift wrapped?
• 9:07
  You know, all these kind of questions for those of you who
• 9:09
  schooled in the UK, you should be familiar with those optic
• 9:11
  closes because in the retail space the users optic closes all
• 9:16
  the time. So that is my default.
• 9:17
  I'd always just assume that the deal is going to close and so I
• 9:21
  continue with questions in that regard.
• 9:24
  Now the direct close and the reason why I brought this up was
• 9:29
  because it's one of the sales associates for this my former
• 9:31
  client had been in the baby is very direct and I need to
• 9:35
  caution them like you know, direct closing is good, but only
• 9:38
  if you have built good rapport with the customer, good flow
• 9:44
  with the customer and if you have read the customer cues
• 9:47
  correctly or else you might run the risk of insulting somebody
• 9:51
  when you try direct close. So direct close, you just want
• 9:55
  to ask out, right? Look, are you buying today or
• 9:57
  not? Are you ready to buy today or
• 10:00
  not? Are you going to be paying for
• 10:02
  this now? Should I start processing your
• 10:05
  order? Should I start wrapping this up
• 10:07
  as it is very direct so well, it's not bad.
• 10:14
  But for those of you who are newbies, you haven't quite
• 10:19
  gotten a sense of what your selling style is.
• 10:22
  Reserve the direct, all these direct closes for when you have
• 10:26
  more experience because like for instance, Are you ready to buy
• 10:30
  today? That kind of thing can take
• 10:32
  people off. And I've been in that situation.
• 10:35
  Remember my wife were where we what I think we're study Plaza
• 10:39
  when it's one of these stores just looking at some stuff and
• 10:43
  you know, for those of you who are married, you know how it is
• 10:44
  now, but I'm going to select like 5 or 6 things.
• 10:49
  This won't be good for this. This won't be good for this
• 10:51
  daughter. This won't be good for my son.
• 10:52
  This won't be good for this good for that should be asking you
• 10:55
  questions. You put some back, maybe they'll
• 10:56
  bring another 5 or 7. You know, you know, the normal
• 10:59
  something and then the baby's like, you know, Are you ready to
• 11:03
  buy today or not? And that thing just ticked me
• 11:06
  off and I just told my wife like, let's, let's get out of
• 11:08
  here. That is absolute rubbish.
• 11:10
  And we left. I want to go and buy somewhere
• 11:12
  else. So you see, there are closes.
• 11:15
  Like it's alright. It's a nice way to get the
• 11:16
  conversation moving. And I understand that for you,
• 11:18
  some of you might be frustrating.
• 11:20
  That woman is there and she's trying.
• 11:23
  She's taking some clothes. She has put some back.
• 11:25
  She has asked for this, She has put some back in that kind of
• 11:28
  situation. Now this is what you do.
• 11:29
  You don't say, Madam, are you buying today or not?
• 11:31
  No, that's not the right attitude.
• 11:32
  The right attitude is like, oh, Madam, looks like you need some
• 11:35
  help with selecting items and of course, the mummy.
• 11:41
  OK, Well, in my own case, I wasn't being very helpful
• 11:44
  because how I put it, my sense of fashion is not very good.
• 11:49
  So I wasn't being very helpful. So in that case, the more useful
• 11:52
  thing for the girl to have done was, oh, Madam, looks like you
• 11:54
  need some help. My would have said yes, and he's
• 11:56
  asking some questions. How old are your children?
• 11:58
  Oh, OK, boy and a girl. OK, how old?
• 12:01
  What does the girl like? What does the boy like?
• 12:03
  Blah, blah, blah. This is this is it for house or
• 12:07
  is it for growing out or is it a gift for one of your nephews?
• 12:11
  You know, you ask all those kinds of questions.
• 12:13
  And if I'm asking questions, I'm bringing more things, you start
• 12:16
  narrowing down on some suitable, some suitable options.
• 12:21
  And that is how you get the person to the stage where
• 12:24
  they're you narrow things down. And then you can also get to the
• 12:30
  point of trying out the direct close instead of, you know,
• 12:34
  because you're frustrated because people are taking some
• 12:37
  things and then putting it down, Take another thing, put it down,
• 12:40
  and then you go straight to look.
• 12:41
  Are you buying today or not? You know, that's, you know,
• 12:43
  that's a little bit. What's the word?
• 12:46
  And you understand what I'm trying to say.
• 12:48
  So those are direct closes. Are you buying today or not?
• 12:50
  Are you ready to buy today? Should I start processing your
• 12:52
  order? You know, things like that.
• 12:56
  Then there's the benefits closed.
• 12:57
  Benefits closed is where you start toasting the person by
• 13:01
  saying the benefits of something and using that as a reason why
• 13:03
  they should buy. So oh Sir, that's a wonderful
• 13:06
  choice. The benefit of XYZ is this is
• 13:09
  and da, da, da, da, da. So if you're fine, if you're
• 13:12
  absolutely fine with that and it makes a lot of sense, you know,
• 13:14
  don't you think we should just go over to detail and get this
• 13:17
  sorted for you? You know, that kind of thing
• 13:20
  when you give the benefits. So an example that one of the
• 13:24
  sales associates came up with was as a particular, what's it
• 13:29
  called, power bank that the sales associate likes.
• 13:32
  And I would like if it makes sense, it's a power bank, but if
• 13:34
  it has torchlight, I didn't know the thing has torchlight.
• 13:37
  The thing also has the cables inside, you know, prebuilt, so
• 13:40
  you just pull it out and charge what you want to charge and then
• 13:42
  the thing goes back in and then the IT has multiple heads.
• 13:46
  So USBC the head is there Usba the head is there ancient of
• 13:52
  this USB the head is there and I think she looks pretty.
• 13:57
  It's like a pretty nice device. So for her, whenever she's
• 14:01
  trying to sell that particular one, she always goes to the
• 14:03
  benefits clothes that look broke.
• 14:05
  This is the one for you. Check out the light, whatever,
• 14:08
  check out the retractable cable. The benefit of going with this
• 14:11
  one is if you buy this one, you never have to buy cable again.
• 14:14
  Check it, look at the cable, it's very strong, blah, blah
• 14:16
  blah. Any other flash drive, Sorry, I
• 14:18
  say flash drive. Any other power bank.
• 14:20
  If you buy the power bank, you still have to buy extension
• 14:22
  cable of 3/5 or whatever. But see, this one has four, five
• 14:28
  extension cables inbuilt, you know, blah blah, blah, blah.
• 14:31
  So bro, you know how you see them, You know, for her, that's
• 14:35
  the way that she was closing. So that's the benefit close.
• 14:38
  And then at the end of it she threw in some feedback, you
• 14:40
  know, so blah, blah, blah, blah, blah.
• 14:42
  How you see her. Oh, by the way, we are trying to
• 14:45
  close. In case I haven't figured it
• 14:46
  out. It doesn't always have to be in
• 14:49
  English. In Queens English, there was a
• 14:51
  lady that I spoke to a while back.
• 14:55
  This was sometime last year. And when I told her, she hadn't
• 14:58
  heard it before because she's able.
• 15:00
  And I told her, look, you know, it doesn't always have to be
• 15:02
  English because sometimes you start talking and you feel as if
• 15:06
  you know because you're an able person.
• 15:07
  You feel as if this person is my sister.
• 15:09
  You might switch into, you know, language and it might make it
• 15:13
  easier to close the sale. And she wasn't too convinced
• 15:16
  until she tried it and she saw that the thing yields results.
• 15:20
  Now the reason why I know that first time is because I don't
• 15:25
  speak any Nigerian language. You're by I understand small
• 15:29
  IBO. You can tell me in IBO my
• 15:32
  language teeth. Of course I understand whatever
• 15:35
  is being said in teeth even though I don't speak because
• 15:37
  when I speak my language, you know, my relatives laugh at me.
• 15:40
  In fact, my mom says I speak teeth as if I'm a needle my
• 15:43
  person. So I I'd rather not, but the my
• 15:48
  guy that we used to do video together, I should go.
• 15:51
  He was always very good at, you know, switching into that whole
• 15:54
  Yoruba thing, you know, so like we'll be talking to somebody.
• 15:56
  He's a oh, my lorry and I just noticed that.
• 16:01
  So he makes some conversations smooth.
• 16:04
  So I might start off with a client, like particularly older
• 16:07
  clients. Let's say we're discussing
• 16:09
  wedding photography and video and I'm talking to Mumsy and I'm
• 16:11
  all English proper and everything.
• 16:14
  But then by the time Shagu moves into the conversation,
• 16:19
  conversation. Oh, Omar Yorubani, yes, Ma Benny
• 16:23
  this batting, batting Batty, prostate on the floor, stand up.
• 16:27
  And then before you know, they're laughing and talking,
• 16:29
  batting, batting Batty. And you know, it makes it easy
• 16:31
  to close the sail. Oh, sorry, those of you who are
• 16:33
  Yoruba, Yoruba people have been saying Batty a lot.
• 16:36
  Anyway, you understand, I can be irreverent sometimes.
• 16:40
  So all these closing that we're talking about now you don't have
• 16:44
  to do all these techniques in English, you can do it in
• 16:46
  pigeon, you can do it in Igbo, you can do it in Yoruba, you can
• 16:49
  do it in. However, the determining factors
• 16:52
  are this, who are you talking to?
• 16:54
  What's the context? What is the nature of the
• 16:56
  relationship? So you know, it depends.
• 16:58
  So if let's say I'm selling insurance and I'm talking to a
• 17:01
  bank MD, you know, perhaps I'm not going to slip into pigeon.
• 17:05
  So you know, it depends, you look at the context.
• 17:08
  So yeah, that's it with the benefit close.
• 17:10
  So like the sales associate, like the way she said it, this
• 17:15
  is a 6000 MH whatever. So if you're charging this kind
• 17:20
  of phone, that's 12 hours worth of battery.
• 17:22
  The flashlight is here and you have these cables.
• 17:26
  You don't have to buy extra cables or how you see them.
• 17:28
  And you know, that's our way of doing things how you see them,
• 17:30
  you know, but it makes sense. Then alternative choice, close
• 17:34
  or the either or close. So what were we discussing
• 17:40
  again? OK, for that particular one
• 17:42
  we're discussing what's it called?
• 17:46
  PlayStation the the pad, the pad for PlayStation.
• 17:50
  I don't know if they call it pad now or whatever, but you know
• 17:53
  the thing you hold on your hand to play.
• 17:55
  So alternative choices. Oh, OK, we have this particular
• 17:59
  part. We have the standard UK pad or
• 18:01
  we have the enhanced grip pad that is made in Canada.
• 18:05
  So which of these do you prefer? You can say that this is
• 18:08
  alternative choice. You're giving the person A,
• 18:11
  you're giving the person B. If the person says A, you're on
• 18:14
  the right track, you're heading somewhere.
• 18:16
  If the person says B, you're on the right track, you're heading
• 18:18
  somewhere. If the person says neither, you
• 18:21
  now have to go back to need analysis and now figure out.
• 18:25
  So excuse me now figure out what kind of gamer is this guy?
• 18:29
  What kind of games does he play? What kind of techniques does he
• 18:34
  like to use? You know, because it's possible
• 18:36
  that you guys are looking for controllers for PS or whatever
• 18:43
  game that the guy has come to buy.
• 18:45
  But you know, not everybody's a pad.
• 18:47
  Somebody. Some people are joystick people
• 18:50
  and then some people are mouse people.
• 18:52
  So I'm playing the game, but I don't want to use pad.
• 18:54
  I want to use mouse. I don't want to use pad.
• 18:56
  I want to use a joystick. Yeah.
• 19:00
  So you need to have all these conversations.
• 19:02
  Now, you see how when I say if you open this thing wrong,
• 19:06
  there's no way you will close this deal.
• 19:09
  If somebody is more of a joystick kind of person and
• 19:11
  you're showing the person pad, pad, pad.
• 19:13
  And you're talking about this part is UK, this part is Japan,
• 19:17
  this part is this this part. There is no way this thing will
• 19:20
  close because my guy is a joystick person and you're
• 19:22
  showing him pad. So if you open up the
• 19:26
  conversation the right way, figure out the kind of games
• 19:29
  that the person plays, you figure out the kind of
• 19:31
  techniques you know that he likes to use when he's playing.
• 19:35
  And if he's beginning to sound as if joystick is 1 or makes
• 19:38
  sense, pass then be showing the guy joysticks then the
• 19:42
  opportunity, your chances of closing the deal will not be
• 19:44
  high because you have started the deal, you have opened the
• 19:49
  conversation in the right way. So that's the alternative
• 19:52
  choice. close or the either or close.
• 19:55
  Yeah. Do you want this thing in black
• 19:56
  or do you want this thing in white?
• 19:57
  We have standard grip. We have enhanced grip.
• 19:59
  We have this option. We have the option.
• 20:01
  Which of them do you prefer? If the person picks either one
• 20:04
  is all right. It means that you guys are
• 20:06
  making progress and there's urgency and scarcely clothes.
• 20:10
  This one that everybody in Nigeria knows is our Bros.
• 20:13
  Look, we have a few units left in this in in the shop.
• 20:17
  In fact, this is the last iPhone 16 that we have now.
• 20:20
  So if you want to buy this thing for your girlfriend's birthday.
• 20:24
  Bro, you have to pay for this thing now 'cause if you say you
• 20:26
  want to think about it and you go and come back, I cannot
• 20:29
  guarantee that by the time you come back, this iPhone 25 Pro
• 20:32
  Max will still be left. By the way, I don't know whether
• 20:34
  we're at iPhone 25 now. So whatever iPhone it is.
• 20:37
  So that is the urgency close or the scarcity close.
• 20:40
  You're trying to get somebody to take action now.
• 20:43
  And this whole thing of few units, we do this in Nigeria a
• 20:46
  lot. So Bros, you like this car, this
• 20:49
  Toyota Corolla 2023 version, in fact you know that is the latest
• 20:53
  in town. You don't see it in Abuja roads
• 20:55
  at all. And if I go around check anybody
• 20:59
  in Abuja, you will see that I'm the only one that has this
• 21:01
  model. This is 2025.
• 21:03
  I'm the only person that has 2023 model in Abuja.
• 21:06
  Go and ask you will see and you can see this my car, my car lot,
• 21:10
  I only have 3 left of these three that are remaining, two
• 21:14
  people are asking me for my bank account to drop deposit.
• 21:17
  So Bros, if you're serious about this Toyota Corolla 2023, you
• 21:23
  suppose at least drop deposit off like that kind 12 M Let me
• 21:26
  hold it for you if you're serious.
• 21:29
  See, that's the urgency of scarcity close.
• 21:30
  You're getting somebody to take action now because you have few
• 21:34
  units left or you are low in stock on something or there's a
• 21:42
  promo and the promo is ending on XYZ date.
• 21:46
  So like for people in inverter and battery sales, you know,
• 21:49
  that's something that I've seen them do.
• 21:51
  So manufacturer is now giving us, manufacturer is giving us
• 21:56
  25% discount for the month of Christmas.
• 21:59
  So instead of buying your battery now at 425 K, you know,
• 22:04
  if you pay now, you'll be able to get it for 375 K, you know,
• 22:07
  something like that. So that is urgency and scarcity
• 22:10
  close. So in Niger, we do that a lot.
• 22:11
  So you can try that in your business.
• 22:13
  Helps to move the conversation along.
• 22:15
  Then there's the take away clothes.
• 22:17
  So, so 1 moment, OK, 22 minutes. OK, let me wrap up then.
• 22:22
  This is take away clothes. Now like I told the ladies,
• 22:27
  especially the one that likes to be very very direct.
• 22:29
  I told that look be careful with this very direct ones because
• 22:32
  take away clothes can backfire. So take away clothes is
• 22:36
  basically it's where you try and take the option away.
• 22:39
  If the person is interesting, the person will say calm down.
• 22:42
  Now why you taking this thing to not finish talking?
• 22:44
  That's the take away clothes. But you think I'm backfire.
• 22:47
  So those are situations where somebody says something like it
• 22:50
  seems you're not really interested in XYZ and then you
• 22:52
  take the thing away from the counter, you start taking it
• 22:54
  back to the shop to go and put it up there.
• 22:57
  If the person is interested, the person that I calm down, they
• 22:59
  know they price again, bring it now put this thing here.
• 23:01
  We haven't finished talking. That's take away clothes.
• 23:04
  By doing by trying to take it away, the person has now
• 23:08
  signified that no, they're still interested that they're still
• 23:10
  talking like we're still pricing.
• 23:12
  So you now know that OK, we're still, we're still on course,
• 23:17
  but the take away clothes can backfire.
• 23:20
  If you say, oh, you're not really interested in blah, blah,
• 23:22
  blah, you start taking it away. Or you don't see anything, you
• 23:25
  start taking it away. Some people, they can't backfire
• 23:29
  as you take it away. The person can say, oh, OK, have
• 23:31
  a nice day. And then the person leaves and
• 23:33
  then that's it. You've lost your opportunity for
• 23:35
  a sale. Or the person cannot be insulted
• 23:38
  or slighted, like, what the hell?
• 23:40
  And yeah, they they also admitted that something has
• 23:43
  happened. Like, what the hell?
• 23:44
  Who is this small girl? She thinks.
• 23:46
  I mean, I don't have money because of what?
• 23:48
  So these things can backfire. But take away clothes.
• 23:50
  Yeah, that's where you take away the option if the person is
• 23:53
  interested. They're the ones I would say.
• 23:54
  I know. Take why you taking it away now?
• 23:56
  And relax. Should be with the price, Like,
• 23:58
  calm down. Just leave the thing here.
• 24:00
  We're still, we're still talking.
• 24:01
  I'm still looking at it. I'm still examining it.
• 24:03
  Like, wait, where you taking it to now?
• 24:04
  I want my wife to see it now. Just wait.
• 24:07
  My wife is in the car. When she comes, she'll look at
• 24:08
  it. So that's how the take away
• 24:12
  clothes works. And so be careful.
• 24:15
  So come back fire. So that's why I say it seems
• 24:18
  you're not really interested in blah, blah, blah, or you know,
• 24:22
  anyway, so that's it. Now the take away clothes then
• 24:25
  let me just stop here. So like I said, these things can
• 24:29
  go on and on and on and on and on and on and on.
• 24:32
  It depends on whether you're in a simple sales scenario or a
• 24:35
  complex sales scenario. That depends.
• 24:37
  That will determine the kind of closing techniques that you will
• 24:39
  do. So which one should you do for
• 24:41
  the business? You know, it depends.
• 24:42
  I'd have to have a chat with you to know what's up.
• 24:45
  But for this particular context, for a physical store, for a
• 24:50
  location, physical location in Benin City where people are
• 24:53
  coming in to come and pick up stuff, any of these kinds of
• 24:56
  closing tactics or techniques would work well.
• 25:03
  The more direct closes, in my own opinion, wait until you've
• 25:07
  built up small experience before you start doing this.
• 25:10
  Assumptive techniques, that's not a bad way to start because
• 25:15
  assumptive techniques are just very easy.
• 25:17
  Like for instance, that EBO close off.
• 25:19
  How many are you taking? You know, it's not how I put it.
• 25:25
  You can't risk insulting anybody.
• 25:27
  The most that can happen is that somebody will laugh and say how
• 25:30
  many in this economy we haven't finished oneself in asking me
• 25:33
  how many. And you guys laugh it off and
• 25:35
  then you build some rapport. It's always good, you know, when
• 25:37
  somebody laughs and smiles and then you guys continue the
• 25:40
  conversation. That's always good.
• 25:42
  So assumptive techniques, not bad, easy to start.
• 25:44
  In fact, for me, that's like my my own default anyway.
• 25:48
  So let me see what else? What else, What else?
• 25:52
  OK, I've already made podcast episodes about what a simple
• 25:55
  sales scenario is, what a complex sales scenario is.
• 25:57
  So if you want to learn some more about that and how it
• 25:59
  determines what kind of closing that you do, all you have to do
• 26:02
  is go to YouTube and just search Tavishima podcast simple sale,
• 26:07
  Tavishima podcast complex sale or all I see or maybe Tavishima
• 26:12
  podcast closing techniques, you know, so any podcast episode
• 26:17
  that I've made around those particular issues and on
• 26:20
  YouTube, we have over 1100 and something episodes available
• 26:26
  now. So yeah, that's it.
• 26:29
  So Oh yes, one last thing I forgot to mention, please don't
• 26:34
  be like our people that just keep researching, researching,
• 26:36
  researching forever when it comes to closing techniques.
• 26:40
  These are things that the theory will never stop.
• 26:43
  There will always be new techniques or new adaptations on
• 26:46
  old techniques. So what you do is you go and you
• 26:49
  research small. From the ones that you research,
• 26:52
  you will hear some things that make sense to you.
• 26:55
  The ones that make sense to you, select like two or three.
• 26:57
  Start practicing those two or three.
• 27:01
  That's the way forward. Don't keep learning endlessly.
• 27:05
  Go and do small. Research the ones that make
• 27:08
  sense. Write them down.
• 27:09
  The two or three that you think fit your personality, fit your
• 27:12
  style, fit your flow, you know, fit your cultural context, fit
• 27:17
  your business context. Just start implementing those
• 27:22
  two or three. Over time, you get a sense of
• 27:24
  your closing style, what works best for you, what works best
• 27:27
  for your customer base. So don't keep learning these
• 27:30
  things in perpetuity. Don't just don't be a learner
• 27:32
  for learning sake. So that's all folks.
• 27:35
  Remember, if you have any sales and marketing questions, bring
• 27:37
  them to me. You can call, you can SMS or
• 27:39
  WhatsApp me on 08064662140. Thank you very much for your
• 27:44
  time and attention. I'll catch you, dear listener,
• 27:46
  at the at the next episode. And Please remember, let us pray
• 27:50
  for my fellow countrymen and women who are just trying to
• 27:55
  make an honest living like we are, but who unfortunately have
• 27:59
  significant health challenges. You know, we pray for good
• 28:02
  health for us all and for God's blessings upon the work of our
• 28:07
  hands so that we shall get good fruit in whatever it is that
• 28:10
  we've put our hands to. So I'll catch you guys in the
• 28:13
  next episode.