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Inside Man Mishap: Why Our Double Date with Deals Didn't Work · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. Today's
• 0:04
  episode is going to be a debrief. It's
• 0:06
  a conversation that I had with someone, a former
• 0:09
  classmate who's now a management consultant, was
• 0:11
  supposed to have done some work together. We
• 0:14
  put out two bids, it didn't work and I figured
• 0:16
  I'd jump on the show real quick and share with you
• 0:19
  guys why it didn't work so that those of you who are
• 0:22
  in similar situations can take some learnings from it
• 0:25
  and then improve the quality of outreach that
• 0:28
  you do if you're looking for business. So
• 0:31
  like I said me and this guy we went to school
• 0:34
  together law school maybe close to two decades ago
• 0:40
  or more than law school and the fellow is now a
• 0:43
  management consultant you know networking on LinkedIn
• 0:46
  we find each other the conversation resumes this is
• 0:49
  what you do this is what I do it looks like there's
• 0:52
  you know room for partnership you know we can
• 0:55
  prospect together look for some business and so we
• 0:58
  decide to get things on the road now there are
• 1:01
  some people who say that at this stage before you
• 1:04
  decide doing business with someone you guys should sit
• 1:06
  down draw up a partnership agreement you know blah
• 1:09
  blah blah stuff like that ideally I guess that is
• 1:12
  something that you should do but let's face it
• 1:15
  you're going to be talking to other stakeholders
• 1:18
  potential business partners you know dozens of time in
• 1:22
  a year so to sit down and to draw a partnership
• 1:24
  agreements every single time and stuff like that might
• 1:27
  be unnecessarily informal and it also might be
• 1:30
  unnecessarily cumbersome might not be workable let
• 1:34
  me just put it that way so my own attitude on
• 1:37
  these sorts of things is actually you know somebody
• 1:39
  comes person says hey what's up we can do some
• 1:41
  work together my dad my attitude is oh yeah sure
• 1:44
  no problem let's see this room here and then if it
• 1:47
  looks like there's room and you guys are doing some
• 1:49
  stuff and you can say hey look oh boy or girl or
• 1:52
  whatever you know you know it's been cool looks like
• 1:55
  this thing is serious it looks like there might be
• 1:57
  room for some growth here you know why don't we sit
• 1:59
  down and hash out a few things about how we're
• 2:01
  going to do partnerships in the future so that's my
• 2:04
  own way of looking at it it's not what I am
• 2:06
  recommending I'm just saying it's a possibility because
• 2:11
  I want to validate that things can work in the
• 2:12
  first place instead of every single time I run
• 2:15
  into an old classmate or a potential business partner
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  you know every single time if I meet let's say 20
• 2:22
  people this year that I might do business with then
• 2:24
  every single time I'm sitting down and drawing
• 2:25
  our partnership agreements and stuff like that so I
• 2:28
  prefer to validate first see if there's some life
• 2:30
  see if we even flow everything is even juicy
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  you know if we're vibing and then can't worry about
• 2:37
  all those things later so no partnership agreement
• 2:40
  between us then let's see okay so we had two
• 2:44
  potential prospects to work on the fellow had two
• 2:47
  companies in his sights one was a mobile phone company
• 2:52
  I'm not going to go into specifics so tech and
• 2:55
  mobile phone company and then the other was a real
• 2:59
  estate company now this person like I said is a
• 3:03
  management consultant who offers trainings on all
• 3:07
  sorts of things you know human resources company
• 3:09
  culture things like that and of course he runs into
• 3:13
  companies where sometimes the problem goes beyond the
• 3:16
  management training beyond human resource training you
• 3:19
  know they definitely have a sales problem so that's the
• 3:22
  reason why we were both keen on having a chat
• 3:25
  together and see how this thing can work so for the
• 3:29
  phone company the my friend my former classmate had an
• 3:34
  inside man and the inside man was kind of the one
• 3:36
  who was telegraphing how things would go now I was
• 3:39
  uncomfortable about that for a couple of reasons why
• 3:43
  didn't tell him at the time because this is the
• 3:45
  way that I looked at it now I am the sales
• 3:48
  specialist and so I should be the one giving advice
• 3:52
  about you know the best way to sell and go about
• 3:54
  these sorts of things but I do recognize one thing
• 3:57
  now for both of these opportunities my former
• 3:59
  classmate my friend has inside people in both
• 4:02
  organizations so it seemed more realistic or practical
• 4:06
  at the time to just take dressing from the guy as
• 4:09
  in let him lead and then do my best to support the
• 4:12
  bid and if it worked then I'll be like okay this
• 4:17
  dude has his own way of selling let's just roll but
• 4:20
  if it didn't work then I figured we'd have the
• 4:21
  conversation about how I think we can improve our
• 4:24
  joint selling process and that is how that
• 4:29
  conversation came about and I'm now sharing it with
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  you guys because for the phone company and for the
• 4:33
  real estate company neither of the bids worked and I
• 4:38
  wrote proposals on both of them for those of you
• 4:40
  who've been listening to my podcast for any length of
• 4:42
  time you know that I am not a proposal person I
• 4:45
  believe in following your process you know before you
• 4:47
  write a proposal you need to be sure that people
• 4:49
  even want what you're looking for in the first
• 4:51
  place before you write a proposal because writing
• 4:53
  proposals takes a lot of time you know three hours
• 4:57
  four hours you know that's time that you can spend do
• 4:59
  other things so instead of me writing three four
• 5:01
  proposals every week I prefer having phone
• 5:04
  conversations first figure out who the viable people
• 5:08
  that I may end up working with then that is what
• 5:10
  will determine who I'm writing a proposal with or
• 5:13
  a presentation or a what -have -you so for the phone
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  company one of the things that made me uncomfortable
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  and one of the reasons why I think it didn't work is
• 5:21
  because we were single -threaded now single -threaded
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  means that you only know one person in the company
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  and that's always a problem because things happen the
• 5:31
  person in the company can get moved the person in
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  the company can get sacked the person in the company
• 5:36
  might not be telling you the truth or the person in
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  the company might be honest and honest but maybe the
• 5:43
  person doesn't have a good read on what the priorities
• 5:45
  are of the company so it always helps if you're
• 5:48
  trying to sell into a company that you have
• 5:49
  multiple people on the inside that you're talking
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  to and I've done lots of episodes about how in the
• 5:55
  complex sale you have to be looking out for
• 5:57
  different kinds of decision -makers so you're talking to
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  the auger at the top or at least you know the PA
• 6:03
  of the auger at the top maybe you know somebody in
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  procurement maybe you know somebody in accounts maybe
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  you know somebody in legal or maybe you know somebody
• 6:12
  there that's your friend that you went to school
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  with when you're taking a multiple -threaded approach
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  and you're talking to different people like that
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  you now have a better chance of winning because
• 6:23
  there are lots of people there who are rooting for
• 6:25
  you who want this deal to go through and you'll be
• 6:27
  able to get a better sense of what the company's
• 6:29
  priorities are so that if one or two people are
• 6:31
  ghosting you there somebody you can call to say hey
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  Kule how far now remember that deal I was talking to
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  you about man it's like these people are ghosting
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  me what's up what's happening and you might
• 6:41
  find to get some good intel you might find out
• 6:42
  like the MD managing director is not interested
• 6:46
  and you know now it's nice to know you now know that
• 6:49
  you don't have to keep passing this company anymore
• 6:52
  because I got the top MD or CEO or whatever is not
• 6:57
  it's not interested or you might find out okay the
• 7:00
  guy no longer works in the company anymore and then in
• 7:03
  that case it makes sense he's moved on to another
• 7:05
  company he's embarrassed because he promised you
• 7:08
  that you're my guy who see this thing through but he's
• 7:10
  not there anymore so he doesn't know how to tell
• 7:12
  you so it's obvious why the guy is ghosting you so
• 7:14
  you have more support and you have multiple ways of
• 7:18
  getting intel about what is going on so don't single
• 7:21
  -thread and for me I thought that that was a
• 7:23
  bad that I was a bad sign it also was a bad sign
• 7:27
  because well first off I am I figured if it's
• 7:31
  something really really interesting eventually you're
• 7:33
  going to be able to talk to the head honcho in
• 7:34
  charge so you can have a conversation about how the
• 7:37
  bad the problem is or you be able to talk to other
• 7:39
  people of the food chain but not only were we
• 7:42
  single -threaded this guy I got the sense like he
• 7:46
  didn't want us talking to anybody else it's not a
• 7:48
  good sign you know when people are trying to do
• 7:51
  that well that's a podcast for another episode but
• 7:55
  summaries don't single -thread multiple -thread
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  you're trying to get into there talk to a couple of
• 8:00
  people so receptionist be cool with the receptionist
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  or guard the top be cool with or guard the top's PA
• 8:06
  one or two other people in the organization you know
• 8:09
  knew everybody so that the different ways that you can
• 8:15
  pursue pursue this thing and follow up so if you're
• 8:17
  single -threaded this key man risk if your key man
• 8:20
  risk misbehaves gets act or is no longer interested
• 8:24
  then there's a problem then also another thing I took
• 8:28
  to be a bad sign was because while my guy was
• 8:31
  trying to sort out the person on the inside of
• 8:33
  the company I figured let me just reach out to one
• 8:36
  of the branch managers anyway and have a
• 8:38
  conversation with them to try and figure out what
• 8:39
  their sales challenges are because after all people
• 8:42
  walk into stores all the time anonymously to talk to
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  the manager it's not a problem but the thing was
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  even though I came from the angle of a mr. manager
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  how you doing now I got your number from so -so so
• 8:55
  -and -so we think you can make you guys more money
• 8:57
  help you move more merchandise in your in your
• 9:00
  branch you know are you open for a meeting would
• 9:02
  you like to talk even though that was the scope
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  I was taking okay branch manager would say yes but
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  okay branch manager was not returning phone calls or
• 9:11
  willing to show up for meetings and I just figured
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  you know it's not really that much of a problem
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  because really somebody who doesn't have a problem is
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  not going to take action on anything so if you try
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  to approach someone and the scope is a bro I can help
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  you guys make more money and the person is like oh
• 9:28
  really let me hear what's up you know there's room
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  but if you say guys I can help you guys make more
• 9:33
  money and the person is not interested then yeah
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  they don't have a problem a money problem or they
• 9:39
  have bigger problems to fry and the bigger problems are
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  XYZ so I didn't think that was going to work was
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  single -threaded and then the boys on ground branch
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  manager people in the store you know the one bothered
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  then let's see what else on the phone do okay so
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  we didn't was single -threaded we didn't have a
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  good sense of the decision -making unit now decision
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  -making unit is something that boys in the
• 10:03
  construction boys and girls in construction engineering
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  space is a concept that that they really champion
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  when somebody is trying to win a bid for construction
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  and things like that they try to get a sense of the
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  DMU decision making unit who are the top people
• 10:17
  that you should be consulting with to get this
• 10:19
  deal to seal through because if you want to do
• 10:22
  something let's say for dangote let's say dangote
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  they want to get security guards for their factories
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  or something like that for a kind of thing you need
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  to have a sense of okay who should I be talking to
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  who is the decision -making unit obviously talking to
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  dango to himself to hire security guards for all the
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  whatever I mean that's a bit much down get it as
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  much more important things to do down to decide who
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  has security guards so you're going out to you
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  need to get a sense of which department is in
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  charge of hiring for security guards you know is
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  it personnel is it personnel or human resources
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  is it payroll is it factory operations is it so
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  you have to start thinking in those terms okay who
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  are the key departments who should I be talking to and
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  then you map it out on paper that okay guys girls
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  this is the decision -making unit these are the four
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  five six people who need to talk to to make this
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  deal go through and then you don't know how to
• 11:18
  pursue it this kind of thinking is not just
• 11:21
  limited to corporate situations I was talking
• 11:24
  about it again time and time on the podcast about
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  how I started off as a wedding photographer and in
• 11:29
  my own experience and I realized that this whole
• 11:31
  thing of relying on the bride was a mistake because
• 11:34
  you talk to the bride she's good she loves it
• 11:37
  she wants to go ahead but then actually it is her
• 11:41
  mom that is paying for the photography meanwhile you
• 11:44
  spent three months talking to the bride only for you
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  to meet mom see after three months and her mom
• 11:48
  sees like nope I already have my own photographer
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  now the thing is if mom see was such a key
• 11:54
  decision maker it is nice to know that at the
• 11:57
  beginning of the journey instead of wasting three
• 11:59
  months talking to the bride so it's the same sort of
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  concept with decision -making unit and then there's
• 12:05
  sometimes that you're cool with the bride you're cool
• 12:08
  with mom see but then they come from a culture where
• 12:11
  it is actually the parents of the groom who pays for
• 12:14
  wedding photography and video and yes I have
• 12:17
  wasted three weeks with the bride and her family only
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  for at the end of the day they now try to pass me
• 12:23
  off to the groom's family because in their own
• 12:25
  culture is the groom the groom's family who pays you
• 12:28
  can see how that is a like that's a problem and
• 12:31
  now of course by the time I introduced I was
• 12:33
  introduced to the groom at that stage he had already
• 12:35
  been making his own plans running concurrently so this
• 12:41
  whole thing of decision -making unit who are the
• 12:43
  people you need to be consulting with it cuts
• 12:46
  across the board for simple commodities like if you're
• 12:49
  going to the market to go and buy Yam or Iguci
• 12:51
  decision -making unit yeah you don't need to know
• 12:54
  that but the more complex you get you're selling a
• 12:58
  house it's not just about because he's the man who
• 13:01
  came I met you then he's only the man you're talking
• 13:03
  to at some point you ask the guy hey bro so far
• 13:05
  now you know at some point when again wants to buy
• 13:08
  the house you know at some point madam comes for an
• 13:10
  inspection you know how far now we haven't seen madam
• 13:11
  you know you put it out there and you will hear
• 13:14
  whether anyway just put it out there if it's usually
• 13:19
  husband and wife that show up but you've only seen
• 13:22
  one party put it out there ask it's part of the
• 13:25
  decision -making unit it helps to get your deal go
• 13:28
  through so was single threaded for the phone
• 13:30
  company we didn't know the DMU so that was a problem
• 13:33
  then okay I already mentioned that one hundred
• 13:37
  to sort out if there was a need that's the training
• 13:41
  that we're offering if there was a need for that
• 13:43
  if there was a priority I don't think was a priority
• 13:46
  because usually you know the store manager who is
• 13:49
  normally compensated on sales as per he has a
• 13:53
  salary but then if the team does well like the
• 13:57
  sales people on the floor will make more money you
• 13:59
  know things like that so like if they're not
• 14:01
  bothered about increasing the number of phones and
• 14:04
  computers and routers and everything that they're
• 14:05
  selling and it probably is not a priority so those
• 14:08
  are the reasons why I don't think the phone deal
• 14:10
  went through and yeah that was the the the basis of
• 14:14
  our conversation that's me and my guy my classmate
• 14:17
  now for the real estate company similar things
• 14:21
  single threaded all the one inside man we don't know
• 14:25
  the DMU the decision -making unit and we have no idea
• 14:28
  about what their business priorities are and I think
• 14:32
  those are the reasons why it didn't go through in
• 14:35
  either case what happened was I mean surprise
• 14:37
  surprise inside person started ghosting so you
• 14:40
  receive the proposal and then ghost no answering
• 14:43
  phone calls not replying to emails now these are things
• 14:46
  I could have told my friend ahead of time but I
• 14:49
  didn't because I was trying to show some goodwill now
• 14:52
  okay if my guy thinks this is how we're going to sell
• 14:54
  this thing then no I'll let me roll it might work
• 14:57
  if it works a cool then I know that on some kinds of
• 15:00
  deals where my friend says I know somebody at the
• 15:04
  inside so I'm running points you know no I'll
• 15:06
  let the guy do it I mean after all who doesn't like
• 15:08
  the smell of good money so if he does it money comes
• 15:11
  up so good but now that the thing didn't work my
• 15:16
  had a meeting with him and I just want to clarify a
• 15:18
  couple of things give some suggestions about how we're
• 15:21
  going to handle future prospects and these are
• 15:24
  some insights on learnings that I hope you guys don't
• 15:26
  learn from as well now since my guy is a letter
• 15:30
  of introduction person proposal person inside man
• 15:33
  person I said okay no problem we can incorporate
• 15:36
  that sorry he's a proposal person we can incorporate
• 15:39
  that but instead of the first document that we sent
• 15:42
  to them being the proposal my recommendation was let
• 15:45
  our first proposed our first document that we send
• 15:48
  it let that be a letter of introduction this is who
• 15:52
  we are this is what we do these are the sorts of
• 15:54
  problems that we solve in the letter who hint at the
• 15:57
  kind of priorities and challenges that people in
• 15:59
  that industry might be facing and then of course
• 16:02
  we'll ask if they are facing any of these
• 16:05
  challenges of they'll be interested in having a
• 16:08
  meeting later on so that we can figure out if
• 16:11
  there's room for us to work together so that's the
• 16:14
  approach that I recommended so you can see it
• 16:17
  satisfies both ends for me I want to be sure we're
• 16:20
  dealing with the right people can only do that if
• 16:23
  we have a meeting to figure out who are you
• 16:25
  people and what's going on my friend who likes to
• 16:27
  drop proposals well it's still some sort of
• 16:30
  documentation it's not a full -fledged proposal but
• 16:33
  it is a document of some sort that says this is us
• 16:35
  this is what we do these are challenges I suspect
• 16:39
  you people are having it's having meeting to try and
• 16:41
  figure it out if people say sure we're down for
• 16:44
  the meeting you can see that it's a step in the
• 16:46
  right direction they might have a problem and the
• 16:49
  cool thing is at that meeting you're going to see
• 16:51
  one or two other faces this is how you're now
• 16:54
  broadening your sphere of influence within the company
• 16:58
  so it's no longer just your inside man but let's
• 17:01
  say the inside man is there sales manager is
• 17:03
  there and maybe the store manager is there you've now
• 17:06
  seen three faces there's nothing wrong that says
• 17:08
  after that meeting you say by the way let me collect
• 17:12
  your phone numbers you know so I can follow up with
• 17:14
  you guys later on no it's absolutely no problem with
• 17:17
  that but of course be looking at your key man
• 17:18
  because there's some key men who don't want you to
• 17:21
  have the phone numbers of anybody in the company but
• 17:23
  that's a topic for another day so that's what I
• 17:26
  recommended that of introduction in the
• 17:30
  introduction states on priorities and challenges
• 17:31
  request for a meeting if you get a meeting then you
• 17:37
  figure out what their business needs are and then
• 17:39
  I can now call for a second meeting where we
• 17:43
  will now do the almighty presentation on the proposal
• 17:45
  the PowerPoint the everything and after that
• 17:50
  second presentation or proposal we now ask for a
• 17:53
  time bound decision so you start off the meeting
• 17:56
  saying that okay based on what we understand from the
• 18:00
  last meeting we think our problems are so so so and
• 18:02
  so based on if our understanding is correct
• 18:06
  then this is what I think this is what we think we
• 18:09
  should do to help you make more money in your business
• 18:12
  and then you walk through the whole thing blah blah
• 18:14
  blah blah so now that we're done with this we
• 18:17
  expect that we should have a decision within XYZ time
• 18:22
  frame or most of our happiest clients at this
• 18:24
  stage usually are ready to make a decision within XYZ
• 18:27
  time frame and then you ask them is there anything
• 18:31
  that has gone on so far that would stop that from
• 18:34
  happening and then you keep quiet and then you listen
• 18:36
  and they will get back to you they will say
• 18:38
  ordinarily that sounds okay but we have to con we
• 18:43
  have to have a meeting with MD first you say okay
• 18:47
  fine no problem that makes sense you guys can't just
• 18:49
  be paying money without talking to managing director
• 18:51
  and then you ask them okay how long do you think
• 18:53
  meeting with MD will take and it's okay MD traveled
• 18:57
  home for his mom's burial or she traveled home for
• 19:00
  her granddaughter's christening so she's going
• 19:03
  to be back in three weeks you can see now you're now
• 19:05
  getting a sense of their timelines you now know that
• 19:07
  follow up time is you getting in touch in three
• 19:10
  weeks instead of you leaving this meeting now
• 19:12
  calling them tomorrow calling them in four days
• 19:15
  calling them in 10 days then in 12 and then you
• 19:17
  know just being in nuisance you now know that you're
• 19:21
  calling a follow up in two or three weeks time when
• 19:25
  MD or CEO or whoever is back so yeah ask for a
• 19:34
  decision ask for a time bound decision try and
• 19:36
  figure out timelines that's what's going to determine
• 19:38
  your your your follow up processes and then I also
• 19:43
  recommended to my classmate that we should be taking
• 19:45
  these things two at a time as per we started off with
• 19:48
  two phone company real estate this is what I'm
• 19:51
  proposing about how we should tackle these sorts
• 19:53
  of challenges so let's just drop with a list of two
• 19:55
  more prospects I'll see how we're going to tackle them
• 19:57
  and then after the two we'll review and then make
• 20:01
  amendments so I figured with this failed attempt
• 20:07
  failed attempts and with the issues that were raised
• 20:09
  I thought it'd be a good idea to share it with you
• 20:11
  guys over here on the podcast because a bunch of
• 20:13
  you listening to these things you know you're
• 20:16
  pursuing your trade you're trying to hook up these
• 20:18
  deals you're wondering why some of them are not
• 20:20
  working these are some of the possible reasons why
• 20:23
  your deals might not be working through you might
• 20:25
  be single -threaded you only know one man or one woman
• 20:28
  inside the organization no try and spread it you
• 20:30
  don't know how they make decisions and who the
• 20:33
  decision -making unit is you don't even know if these
• 20:35
  people even have a need for the things that you
• 20:39
  offer these are the sorts of things that you should
• 20:41
  be looking at and in a general sense if you must
• 20:44
  if you are these kind of people that like to submit
• 20:46
  letter of proposal to start of the process delay letter
• 20:50
  of proposal let it be letter of introduction state
• 20:53
  some key challenges that they may be facing and
• 20:56
  then ask if they're open for a meeting to try and
• 20:58
  figure out their business need if they say yes it's
• 21:00
  a meeting it's a good sign if they say no to the
• 21:04
  meeting it's also a good sign it might mean that
• 21:06
  they don't have this problem or they have the
• 21:10
  problem but that they have a way to figure it out I
• 21:12
  mean you never know at the meeting have conversations
• 21:15
  with everybody try and figure out their business
• 21:17
  priorities try and figure out their problems and also
• 21:21
  try and get contact details of other people and then
• 21:24
  try and what's the word network love up become
• 21:29
  friends so that the other people that you can call
• 21:31
  to follow through on your proposal and then always
• 21:36
  ask for next clear steps let everything be time
• 21:39
  bound we finish this normally it takes about
• 21:41
  three weeks for this to be approved is there any
• 21:44
  reason why it might take you guys longer and then
• 21:46
  you leave it like that or even if you don't want to
• 21:49
  be that bold and you're kind of on the timid side
• 21:51
  you can say okay now we're done we've given the
• 21:54
  presentation so what would you guys like to do next
• 21:57
  if they say let us think about it no problem and
• 22:02
  then push for a timeline okay how long would you
• 22:05
  guys need to think about it and it will say two or
• 22:08
  three weeks look at your calendar and then you make
• 22:11
  it specific again you say two or three weeks so is
• 22:13
  it okay if I call you back on March 31st 2024 or
• 22:19
  2020 whatever and the person will say okay yes
• 22:23
  it's okay fine no problem putting it down in my
• 22:25
  diary right now so uh Mr. Tunde
• 22:28
  I will call you March 31st to find out how far but
• 22:31
  in case I can't reach Mr. Tunde
• 22:32
  is it okay if I call Madam Alice Madam Alice you
• 22:36
  say yeah sure no problem if you can't reach Tunde
• 22:38
  you can call me so no problem and then you mark
• 22:40
  it down there you can see that now it is very
• 22:42
  specific you're calling Tunde or Alice on March
• 22:48
  the 21st 2024 to figure out how far with the
• 22:52
  proposal so these are some of the ways that you can
• 22:55
  keep things on track so thank you very much for
• 22:57
  listening to the show I remember to connect with me
• 23:00
  on WhatsApp the phone number 080 64662140 country
• 23:07
  code is lost 234 for those of you who are not
• 23:09
  Nigerian and you can find me on LinkedIn or other
• 23:11
  socials my name is Tavishima Ayede I'm the
• 23:14
  host of the show you can confirm my spelling sorry
• 23:17
  the spelling of my name rather from the link where
• 23:20
  listening to this episode so thanks for your time
• 23:22
  and attention I'll catch you guys on the next
• 23:23
  episode okay yes that was the alarm that it's 20
• 23:30
  minutes so I'm glad I wrapped it up right now
• 23:32
  all right so catch you guys next time