Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Stop Selling "Vibes": Why Emotions Don't Close Deals

Transcript

Stop Selling "Vibes": Why Emotions Don't Close Deals · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Today on the podcast, we are going to continue our
0:05
conversations with the Tech Bro series.
0:08
If this is your first time listening to the podcast, this
0:10
is me running commentary on a video of that I saw a couple of
0:15
weeks ago where a popular personality in the tech space in
0:22
Nigeria was speaking at a tech conference in Lagos.
0:26
And in that particular segment, he was talking to people who
0:29
have a start up idea on who want to take new stuff out into the
0:34
market. He said a couple of things about
0:38
what they have to expect when it comes to sales and marketing.
0:42
And I have been making a series of commentaries on his all essay
0:50
on his presentation. So I've been talking about
0:52
things that he got right, things that he could have phrased a bit
0:56
better, and then giving you guys a much more robust framework or
1:03
robust perspective on what to expect when it comes to sales
1:06
and marketing. And so today what we're going to
1:09
be looking at is, so excuse me, popular ideas around selling or
1:15
popular selling tactics, because he spoke about a couple of
1:19
popular selling tactics. And unfortunately some of the
1:23
tactics that he spoke about are not very helpful.
1:28
But people talk about these things a lot in Nigeria.
1:32
And some of you are running around trying to sell using
1:36
these ideas or using these tactics that are not very
1:39
helpful. And two of them in particular
1:42
are selling by using features. You talk about the feature of a
1:45
thing and then you use that thing to try and convince
1:48
somebody to buy. So back to my the idea that I've
1:53
been caught on for a very long time now, which is the Tesla
1:58
Cybertruck. So you will now be on this whole
2:01
kick about, you know, the features.
2:03
Oh, it's driverless, it's battery, it's this, it's that
2:05
you're using the feature of the thing to try and sell the thing.
2:10
So that is features based selling.
2:12
And then he also spoke a bit about using emotions to sell.
2:15
And there are lots of people who run around and try to use
2:18
emotions to sell. I have noticed in particular
2:22
people who are into the skin care and beauty industry, you
2:25
try and use emotions to sell a lot.
2:30
So yeah, we're going to be looking at popular ideas when it
2:33
comes to selling in Niger, especially feature based selling
2:37
and trying to use emotions to sell.
2:39
So we're going to freestyle on some of these issues now.
2:44
If you love talking about these sorts of things, you like
2:46
listening to these things every day, then subscribe to the
2:48
podcast because this podcast was created specifically for you.
2:53
If you wake up every day and you think, how am I supposed to
2:55
sell? How do I use the features of my
2:57
product or my service to sell? How do I use emotions in my
3:01
selling? How do I get people emotionally
3:03
captivated? How do I dial up my emotions or
3:06
how do I dial down my emotions? Share anything that has to do
3:10
with selling, attracting, marketing, customers,
3:16
stakeholders, partners, investors, whatever.
3:20
These are the sort of things that we talk about over here on
3:22
the podcast. So subscribe on Spotify, YouTube
3:26
or Apple or any player of your choice.
3:28
And if you'd love to connect with me, my name is Tavishima
3:31
Ayede. I'm the host of the podcast.
3:34
You can call, send me a text message or a WhatsApp message on
3:37
0806466 2140. So again today popular ideas
3:47
around sales or popular selling tactics in Niger.
3:52
Now one of them is features. If you have listened to the
3:55
broadcast episode from yesterday or maybe the day before, you
3:58
remember that I said this guy stood up on stage and then he
4:01
gave people a selling challenge, which is not very helpful, which
4:04
was sell me this laptop. Some of you, maybe I've never
4:07
heard that before, but the more popular one is sell me this pen.
4:11
You know, you're networking. Somebody says, well, I'm good at
4:14
sales and say you're good at sales IB, you know, remove your
4:17
pen from your pocket and say, why sell me this pen?
4:20
I think it's a good way to gauge whether somebody's without
4:23
selling or not. Now, if you didn't listen to
4:26
yesterday's episode, what you would like to know whether this
4:30
is a useful exercise to go through when you are teaching
4:33
someone to sell or when you're trying to train your sales team
4:36
to sell or when you're trying to figure out if somebody's good
4:39
enough to sell on your behalf, then please listen to
4:42
yesterday's episode. Let me give you a spoiler.
4:46
It's not a helpful exercise. It is useful under some
4:50
circumstances and usually in the hands of a professional who has
4:55
devoted his time and devoted his life or her life to learning
5:01
these sorts of things. So you learn when it can be
5:04
helpful, when it can be helpful. So yesterday, Abby?
5:11
Yeah. I think yesterday or the day
5:12
before. Yeah.
5:13
So how will I put it? OK, in the review that I did
5:20
yesterday or the day before, that's when I introduced you
5:22
guys to this idea. Sell me this laptop or sell me
5:25
this pen. Now, the version that he did was
5:27
sell me this laptop. And eventually he found somebody
5:31
who was successful at selling a laptop in 20 seconds.
5:35
I think, by the way, this is not realistic because this is
5:39
another thing that you guys need to know when it comes to when
5:45
you're trying to sell something that you are still at talking
5:48
stage or theoretical stage, you can sell anything and somebody
5:51
will say yes. Whether somebody would actually
5:55
drop money, part money, pay for The thing is another thing
6:00
entirely. So yes, in a mock up session,
6:03
you can get somebody in 20 seconds to agree, yes, I'll buy
6:06
that laptop. But whether you can sell a
6:08
laptop in 20 seconds in real life is another matter entirely.
6:14
So please, when you are when you attend any of these sessions and
6:19
you see people pull off some of these exercises and you know,
6:24
they sell a car in one minute or something on stage, just know
6:27
we're still in the realm of fury.
6:31
When we get to the level of practicality, you know, things
6:33
work a little bit different or sure for the sake of it, let's
6:36
just agree that the guy was able to sell the laptop in 20
6:40
seconds. So the conversation followed how
6:44
did you sell the laptop and was very easy.
6:47
The guy said all he had to do was he mentioned that the laptop
6:50
is good for note taking because he noticed that the person that
6:54
he was trying to sell to was taking note with a pen and a
6:57
paper. Then he also said that buying a
7:02
laptop would make more sense because of a cloud computing.
7:06
So because notes can be synced to the cloud, the person
7:10
wouldn't run the risk of losing her diary.
7:14
And so that is how he sold the laptop.
7:17
He sold it using the features that this thing is good at note
7:21
taking and this thing has cloud computing embedded in it.
7:25
Therefore it's a good idea to sell sorry to buy.
7:30
So you can see now the level of theory, it makes sense.
7:32
Abby, it's easy for you to say, Oh yeah, sure, I'll go ahead and
7:36
I'll buy it. But whether in real life at that
7:39
point, because somebody said no taking and cloud computing, you
7:42
would turn over 450,000 and buy the computer, that's something
7:45
else entirely different. Oh, by the way, features.
7:48
Now when we say features, we just mean a part of something.
7:52
So for instance, over here in my living room, I have a Benatone.
7:56
I can't remember what model it is.
7:58
Benatone something something only buy Benatone products.
8:03
Don't ask me why when we're little.
8:05
And then we moved to Lagos because NEPA was really, really
8:08
terrible in Lagos when we moved there back in my teenage years
8:14
back in the military era. So we had been atone stabilizers
8:19
and like been atone electric ions.
8:22
So I just go to the Abdul behind been a torture.
8:24
So there's been atone here in my house and it's one of these
8:29
banner toes that has, you know, like 3 blazing at the back and
8:32
then like 4 small blaze in the front.
8:35
Now that is a feature. I don't know what, you know,
8:39
that feature. So excuse me, I don't know what
8:41
that feature is called, but having multiple blades, you
8:44
know, that's a feature. Then whether your fan is 3
8:47
speed, 4 speed, 5 speed, that's another feature.
8:51
Let's see what else? OK, the different kinds of base,
8:53
somehow circular base, somehow star base, that is also a
8:57
feature. Let's see, what else?
9:00
What else can I think of? Well, you get my point.
9:02
So when we say the feature of a product or a service, you know,
9:05
that's what we mean. The constituent parts of the
9:08
thing that make it up. OK.
9:10
Yeah. OK.
9:10
What's have ATV here? The Panasonic TV.
9:14
It's not a smart TV. That's because at the time,
9:17
because this TV, the TV soldier, I think I bought it when we
9:21
still had like our first born. So this meant TV is old TV.
9:25
Don't try it out. But it's not a smart TV because
9:27
back then I didn't realize what the smart TV was and I didn't
9:30
see the point in buying a smart TV.
9:33
But yeah, this particular Panasonic TV that I have here in
9:38
the house, we can hook up. I think it has like 4 USB slots,
9:44
so you can hook up flash drives. That is a feature.
9:48
The number of USB slots that he has.
9:51
Then it also has a HDMI plug in HDMI slots.
9:57
So you can use HDMI, connect your DSTV, connect your
9:59
computer, connect a bunch of stuff.
10:02
So the number of HDMI cables, that is also a feature.
10:05
Then this technology is old. It's it's a flat screen, but
10:10
it's LED, yes, LED. So that is also a feature,
10:15
whether it's LED or whether it's AMOLED or, you know, all those
10:19
different things. That's a feature because modern
10:21
T VS are I think they're more curved, you know, whether they
10:25
curve inward or the curved outwards.
10:27
So, you know, do you think curves for, you know, 360
10:32
panoramic viewing, blah, blah, blah, you know, all those things
10:34
that TV people say that is the feature.
10:37
So you can see what we mean when we say feature based selling.
10:42
You're trying to sell your product, you're trying to sell
10:44
your service, but you're hinging it on the features.
10:47
So you're talking to somebody you're just pushing Bam bam bam
10:50
feature feature feature the best, the brightest, the
10:54
fastest, the this the that. So if it is TV, you'll be saying
10:59
Bros forget LED this one AMOLED. Check out the corvatures.
11:02
He has the team just called. He has the team fine, blah blah
11:06
blah, megapixel HDTV something something almost see the thing
11:11
now see the number of flash drives that you can put in this
11:13
thing. Come and see HDMI port blah,
11:16
blah, blah, this and this wireless connectivity something
11:20
something uh huh. So when you're toasting somebody
11:22
to buy the TV that is feature based selling and the guy who
11:29
successfully sold a laptop at that event, remember Nathurio is
11:34
just is just now role play. It's not as if it really, really
11:39
happened. What the guy did was feature
11:41
based selling. Now, is feature based selling a
11:48
convincing way to go about selling?
11:51
The answer is it depends. And for those of you who
11:55
listened to yesterday's episode, or maybe the episode the day
11:59
before when I was talking about why these selling exercises are
12:03
not helpful, you remember that I said that the two things you
12:09
need to sell, number one is understanding value #2 is
12:12
communicating value. And that understanding value
12:16
means you're able to figure out what does this person want?
12:20
What does this person think is important?
12:22
Why does this person think it is important?
12:24
What are the goals the person is trying to achieve?
12:27
What is the vision that the person has?
12:29
What, where is this person running from?
12:31
Where are they going to? That is what will determine the
12:35
features that you will play up or that you will play down.
12:42
So feature based selling is not a bad idea in itself.
12:45
But if you don't know what to understand value, you'll be
12:47
wasting your time talking about features that people do not care
12:51
about. So feature based selling in
12:54
itself, you know bad, it's not bad at all, but you need to
12:59
learn how to engage with somebody 1st and listen to
13:02
somebody first so that you know which features that you need to
13:06
play up. So for somebody like me who does
13:10
everything on the phone, you can be talking about AMOLED
13:14
connectivity, something something smart TV, blah, blah,
13:17
blah. Like, you know, me because I
13:19
don't watch TVI don't, I don't. But for somebody who, because
13:26
you know, there's some people like that, like my brother.
13:28
Now for instance, you know my brother, hook up the TV, go
13:32
relax, dim the lights, you know, get some nice Brandy and then be
13:39
streaming the FIFA match live. If it's not available live.
13:44
He has those piracy sites that he goes to so that he can be
13:48
streaming all the match. It doesn't matter who is playing
13:50
or where they're playing. Even if the FIFA match is on the
13:53
moon, my brother will find it, stream it on our TV, dim the
13:58
light, blow AC, have a nice bottle of Brandy, puts on ice
14:02
cubes inside. Now relax himself, if you are
14:05
selling smart TV to someone like my brother, if you understand
14:11
the value that he's going for, you will now be able to lean in
14:15
Features, features, features. So feature based selling, it's
14:23
not bad, but still the paramount skill that you need before you
14:29
start thinking of which feature to talk about is understanding
14:33
value. Who are you talking to?
14:36
What do they like? What do they value?
14:39
What do they want? What do they desire?
14:42
What are they afraid of? Where are they running to?
14:45
What are they running from? What is their problem?
14:50
What is their main issue? What is their desire?
14:56
Future based selling is only possible if you know how to
15:00
understand value. So you can see that all these
15:04
people, all these events that you're attending, they're
15:08
talking about how you should talk about features, features,
15:10
features. You can say they're not helping
15:11
your life because I'm not even telling you the thing that is
15:14
instrumental to the thing that is foundational to before you
15:17
start talking about features. So for those of you who are that
15:23
event and you're impressed that somebody spoke about note taking
15:26
and cloud computing, I used it to sell a computer.
15:29
Because of that, you now think that every single time you want
15:33
to sell a computer, you will talk about note taking and
15:37
cloud, cloud computing. You think that that's the magic
15:41
that will help you sell your computer.
15:43
You find out the hard way that man, it's not necessarily the
15:48
case. So what about emotions now?
15:51
Because we also talk about selling using emotions.
15:55
Now, I admit, emotions are a useful dynamic to have.
16:00
You can use emotions to, you know, make things nice and
16:04
smooth. And also emotions can also kind
16:07
of hinder the thing. But The thing is, whether people
16:13
buy or don't buy, emotions are not causative in themselves.
16:18
It is not the emotion itself that is causing the person to
16:21
buy or emotion that is making the person not to buy.
16:27
It can hasten things or it can slow things down.
16:30
Was not as if that's the primary thing.
16:36
If you are wondering what is the main thing you have to pay
16:40
attention to before you start thinking about engaging emotions
16:43
or not, then you've not been listening to me.
16:46
For those of you who've been listening to me, you already
16:48
know what I'm going to say next. That understanding value is the
16:52
main thing you should be paying attention to. 1 moment.
16:56
Let me turn off my alarm. So I'm really sorry about that.
17:02
OK, 17 minutes only to make sure that this today's podcast
17:05
episode wouldn't last for too long.
17:06
That's why I left. I set the alarm.
17:09
So understanding value, that's the main thing.
17:12
Because only when you understand value, right, that you will know
17:16
which emotions to push. If you try and understand value,
17:23
what do they like, what they don't like?
17:24
This and this and that and that. It is then you now know which
17:28
emotions to push, where to stoke emotions, where to reduce
17:32
emotions. I'm hoping you guys get my
17:35
point. So if there's plenty of fear in
17:39
the situation, then you now start, you now start talking
17:43
about a risk mitigation strategies.
17:46
Risk mitigation strategies are all, I put it, OK, about to buy
17:49
something. And the person is, you know, the
17:54
guided fear to the fear risk mitigation is where you start
17:59
trying to say that oh, Sir, yes or Madam, yes.
18:02
Ordinarily in this situation and this situation, these are the
18:05
kind of damages that can occur. However, with our product and
18:09
our service, we have this feature, this feature that
18:13
feature, this capability, that capability.
18:16
And these are the things that mitigate these kind of things
18:19
happening. And in fact, Sir, the last 100
18:23
people that we've done business with, 98% of them did not have
18:28
any of these problems occur at all.
18:31
So Sir, it is almost virtually guaranteed that if you go ahead
18:34
and buy this thing or go ahead and use it like this, like this,
18:38
like that, you will not have this problem occur.
18:42
So let's say in the solar space, of course, you know, back as a
18:47
young lad, you know why we just moved to Lagos during our
18:50
military era, you know, not be everybody here solar back in the
18:53
day. And of course all those who used
18:55
to have solar, we always used to hear that social and so-called
18:58
solar and then next thing fire, the house burned down.
19:03
So even though it's been a very long time and the technology has
19:08
changed over the last, you know, 20-30 years, there are still
19:12
people who anytime you say solar, you'll say because when
19:16
they hear solar, they think fire that also burned down.
19:21
So you can see that there there's fear in the situation.
19:25
The guy don't they fear because he knows that Al Haji so, so, so
19:29
and so did solar. In 1995, the house burned down.
19:34
Then Hajiya Rukaiat did solar in 1998, her house burned down.
19:42
Then Al Haji Lamido did solar in 2001 and then his house burned
19:49
down. So personally, you're talking to
19:52
the person solar. Every time you mention solar,
19:54
the person hears fire, fire, fire, fire.
19:57
So there's fear. If you are good at understanding
20:03
value, asking some questions, leaning into it, trying to find
20:06
out what happened with the Alhaji Lamido, Haji Arukayat and
20:11
the rest of them, you understand this is a really problem,
20:15
problematic issue. It is.
20:17
Then you can now start talking about.
20:19
The different safety features that modern solar systems have,
20:25
I was I think called the ZDCDC switch.
20:28
I'll be something there's one switch in which are that trips
20:31
off whenever current is supposed to go too high or too low.
20:34
You now start talking about all those features and you're trying
20:38
to use emotions Now you're trying to inspire confidence in
20:42
the situation, but it's only because you're paying attention,
20:46
you're understanding value, you know what it is that they are
20:48
running away from. So you know which emotions
20:51
you're trying to play up in this case or in some other
20:55
situations, the kind of emotions that you are trying to tap down.
21:01
So if the person to the fear will now be doing risk
21:04
mitigation, it was this situation of, you know, pride
21:08
or, you know, formal, then you know that you play off some
21:11
features and, you know, because you're trying to show the status
21:14
of the something. So somebody like my brother.
21:16
Now, by the way, don't try search my brother because, you
21:21
know, his kids are teenagers now.
21:23
Yeah, he's my younger brother. See, this is the benefit of
21:25
starting on time. His benefit of starting on time
21:29
when it comes to marriage and kids.
21:31
I talked to young men. Now they say that that chasing
21:34
the bag. They're chasing the bag.
21:35
I said chasing which bag, Like now is the time.
21:39
Find you a nice girl, propose, get married and start early.
21:45
Because trying to be doing school runs when you're in your
21:49
40s and your 50s is hard. When your 40s and your 50s,
21:54
that's the time when, like my brother, you're supposed to be
21:57
navigating university level. So please or you guys, you are
22:07
afraid, like what are you afraid of?
22:09
Marriage has its difficulties, but the way that the fear that
22:13
people are carrying in your heart is not that big.
22:17
Really. It's not that big, babes.
22:21
People are afraid of losing sovereignty, losing
22:24
independence, but like your fears are too big.
22:27
It's not that deep. It's not that deep.
22:29
And then guys, you don't want to have somebody that's a dependent
22:32
on you or something, something. And what if you make a wrong
22:34
choice? You don't mind the love of your
22:36
life. You are thinking this thing too
22:38
big. It's not that big.
22:40
It's not that deep. You guys should relax and take
22:43
it from me. I'm talking from experience.
22:46
Soon I'll have to wrap this thing up and I'll have to go for
22:49
primary school runs. You know, my brother doesn't
22:51
care. He can relax at home.
22:55
His daughters will take care of themselves because they're
22:58
teenagers. They sort themselves out. 7:30
23:02
in the morning, my brother is working.
23:04
Meanwhile, 7:30 in the morning I'm still stuck in traffic doing
23:07
school rolls. Because by the time you have
23:09
university age kids like waiting concern you.
23:11
You don't want to go for lecture, they will go if they
23:13
don't want to go, it's their problem.
23:18
I was like, so I was just trying to say that don't try and sell
23:22
my brother because you know, university level children.
23:24
So you know, he's not as if money full ground right now, but
23:31
where was I? I have formal and empride.
23:35
So since he's a football guy and TV as an important part of his
23:40
life and enjoyment and flexing schedule, if you're talking to
23:45
somebody like him, if you've been able to do understanding
23:49
value very well, you understand what's important to him when it
23:52
comes to a home entertainment system because at that level you
23:55
don't call it TV. Again, it is home entertainment
23:58
system by the way, it's not just the TV.
24:01
The TV should be connected to the subwoofer, should be
24:04
connected to the speaker, should be connected to the surround
24:06
sound so that when somebody's calls go, the whole house going
24:11
to vibrate with the quality of the rich sound, cinematic
24:16
quality sound. Those of you who sell TV, listen
24:19
up very well. Listen up, listen up.
24:23
So if it's this kind of thing, you know where the person is
24:27
coming from, like it's a thing of pride and for more is
24:30
involved, fear of missing out because you'll be somehow you
24:33
are enjoying your home system, but you go to your friend's
24:38
house, all of them, they have the home system of 20252026.
24:42
You're still using your own from 1998 is somehow now.
24:46
So the emotions in now that you'll now be playing up there
24:50
will now be something of pride and you're a big boy now.
24:55
You don't pass this level. The OK, you can't be using
24:59
system of 1998 when the era of AMOLED when the era of 2025
25:06
already they don't they release 2026 specs.
25:10
Those ones are coming out next year is an Olga.
25:14
You're too big for this. You're a big boy.
25:16
You're playing up the emotion, you're playing up the pride.
25:21
But that only works if you have done a good idea at
25:25
understanding value first, so you even know what you're
25:29
playing up or which emotions you're trying to tap down.
25:35
So as a good rule, if you want to be one of those emotional
25:38
sellers, find out what people are emotionally attached to 1st.
25:44
Then you can now start worrying about how am I going to throw
25:48
emotions into the mix so that I can secure this sale.
25:51
I repeat, if you insist you want to be one of those people who
25:55
like to sell using emotions don't come in all emotional.
26:01
Relax first find out what the person you're talking to is
26:06
emotionally attached to in their everyday life or in the use of
26:10
this product or the service. Then you will know what emotions
26:13
that you're going to play up. Summary, in case you haven't
26:18
gotten it from this podcast episode and he didn't get it
26:22
from last podcast episode. What I'm trying to say is forget
26:26
all these tips and tricks and everything.
26:30
The key thing is understanding value first.
26:33
Forget the tactics. Tactics are secondary.
26:36
Learn how to understand value 1st.
26:39
And if you want to learn how to solve from anyone, forget people
26:42
who stand on stage and who keep talking about this tactic, this
26:45
tactic, that tactic. Talk to people, follow people
26:50
and listen to people who have a systems based approach of
26:54
selling. Only the person is trying to
26:57
tell teach you a system that looks selling is like this.
27:00
There's a philosophy. These are the stages that are
27:03
involved 12345 These are how the stages fit together.
27:07
This is what underpins all the stages.
27:10
These are the contexts where this will work.
27:12
These are the contexts where that is not going to work.
27:14
That is the person you should pay attention to.
27:17
Anybody that is standing and talking about the top five
27:19
gimmicks, the top 6, this, the top 2 trends or 2025, the top 2
27:25
magic words that will help you triple your income in 2026.
27:28
Please pay no attention to that person.
27:35
Yeah, I said I was going to say something to those of you who
27:36
sell skin care and makeup. So my sisters, those of you who
27:41
try and sell skin care, who try and sell makeup, you notice you
27:44
guys are really tired at the end of the day and it's emotionally
27:46
exhausting. This is the reason why, because
27:49
you're trying to sell using emotions.
27:51
You're trying to sell by being happy and being excited and
27:55
quite frankly, you're tired. Who won't be tired?
27:59
You go on, you have 5 to 10 meetings every day and each time
28:01
you're trying to sound excited on every single call.
28:04
Nobody can be excited like that. Now.
28:07
That's the reason why you're always tired.
28:10
You come in, hello, chirpy brights everything.
28:13
You know, I'm not saying that you should frown.
28:15
I'm not saying you should squeeze your face.
28:18
But before you're all chirpy and excited and everything, come in
28:21
first and then understand value. What do they value?
28:25
What are they running from? Where?
28:28
What are they trying to achieve? Ask them questions.
28:34
Oh, Madam, thank you very much for taking today's meeting.
28:36
What were you hoping will be able to achieve?
28:39
OK, that's no problem. I have a couple of samples here
28:41
with the bag. But before we start looking at
28:43
any particular things, can I ask you a couple of questions?
28:47
Oh, I noticed those pictures. Oh, those are your babies.
28:49
Oh, they're older now. OK, but your skin care routine
28:54
when you were pregnant and, you know, before now, was there any
28:56
change? Before, you had oily face, OK,
29:00
Now you have dry skin. OK.
29:02
Like, where is it? Everywhere in particular, then
29:05
you ask them question on their face, their scalp, their money
29:07
routine. You know, every, every, all
29:10
these questions you're asking is not just MTGS.
29:12
You're trying to figure out this woman's skin care history.
29:17
What was her skin like before? What is her skin like now?
29:20
What kind of cream is she currently using?
29:22
The cream that she's using now, what's the problem?
29:25
All this small talk, that is what you're trying to fish out
29:31
this one. I'm talking from experience
29:33
because my wife, she always likes looking for.
29:36
So forgive me, you skin people. I know I'm going to say
29:38
something that is wrong. Is it UPV 36 or something?
29:42
I think UPV 36 is I'll be down on his sunscreen and there's up
29:47
something UP50I know there's 1UP or UV or something that my wife
29:51
likes to buy and that's because she says she has dry skin here.
29:54
I believe she has oily skin here or something like that.
29:59
So don't just come in all excited and you know, in the
30:02
beginning, excuse me, you're, you're trying to come in with
30:05
with, you know, happiness, excitement.
30:08
Talk to the person first. When you now find out that the
30:11
person like my wife is looking for UPV 36, I'll be UPV 60 or
30:15
UX, whatever that thing is. Now you cannot be excited like
30:19
wow. But I have some good news for
30:22
you. What you're looking for, we
30:25
actually have it is UPV blah blah blah.
30:29
I've been able to sell it to 20 people this year and the report
30:33
that I've gotten so far, 19 of them have not have any problems
30:36
with it at all. The only person who had one
30:38
problem is because she tried to combine it with Oroyo.
30:43
Madam, I hope you don't use Oroyo.
30:45
OK? Very good.
30:46
In that case, there's no problem.
30:47
The good thing about this UPV 36 is it is good for people who
30:51
have oily skin or dry skin like your own and the way they use
30:55
it. You combine it like this, you
30:56
combine it like that. So Madam, I'm excited.
30:59
I can really help you today solve this problem.
31:01
In fact, Madam, I can assure you that by the time you finish with
31:04
me today, you will not have to look anywhere else and talk to
31:07
anybody at all for your skin care routine.
31:11
Even if you Japan to Canada, Madam, we can still sort you out
31:14
because I deliver to my clients international Mommy, I know I
31:18
can help you. So before I put my bag and bring
31:21
out these samples we have demo different price ranges from
31:24
between 25K up on to 670 Ki Hope that's within your budget mark.
31:31
Then hear what the person says because some people will say 20
31:35
Ki was thinking 2K5. Now you know that this woman
31:39
just leave. The cheapest thing you have is
31:41
20 K. She says she's thinking 2K5.
31:43
The gap is too much if you say you have between 20K and 670K
31:51
and she was saying now my friend I'd be wrong here.
31:53
She says she bought for 18/5. You can open your bag because
31:57
the gap between 18, five and 20K is not that big.
32:00
You can make something happen. You can get them to go from 18-5
32:04
to 19. So that's how you do it.
32:12
My makeup sisters. And that's the reason why you're
32:14
always tired, because yesterday you had five visits.
32:17
Each visit you came in. Oh wow, excitement, excitement.
32:21
Happy, happy, happy, happy, happy.
32:23
And then she didn't buy. You went to the next place.
32:25
Oh, I'm excited, I'm happy. Acceptment, acceptment.
32:29
She didn't buy. You did that five times.
32:33
That's why you're always tired. So relax.
32:35
It's not about emotions first. Go there, understanding, value.
32:39
Try to understand what's going on with this woman.
32:41
Skin walls, her skin like before.
32:43
How is her skin like now? What is her skin routine like
32:45
now? By the way, some people don't
32:47
even have skin routine like me, I don't have skin routine.
32:50
I just bath and I wear my clothes and I'm out.
32:54
So you need to find out before you recommend something for
32:57
somebody. So yeah, that's it.
33:02
That's all for today. It's already 30 minutes.
33:05
Let me not take this thing any longer.
33:07
So for those of you who would love to connect, you have
33:11
questions, you have comments, you have queries.
33:13
You can call, send me a text message or WhatsApp message on
33:17
0806466 2140. So thank you very much for your
33:24
time and attention. I will catch out the next
33:26
episode. I think we have a few more
33:28
things on this conversations with the tech bro.
33:32
But so far, I hope you guys are feeling the flow and I hope
33:35
you're getting the gist of what I'm saying.
33:39
Excuse me of what I'm saying so far that yes, certain kinds of
33:42
tips and tricks, yes, they are evolved, but there are some
33:45
things that are fundamental to closing the sale.
33:47
There's not everything that you hear somebody talk on the stage
33:52
that this is how you sell. They take it as gospel truth.
33:56
So listen to everybody's experiences when it comes to
33:58
selling, yes, but pay attention to the professionals like us
34:06
because we are the ones who will tell you what really works,
34:09
when, how and under what circumstances.
34:13
So thanks for your time and attention.
34:15
I'll catch you some other time.