Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Ask Nigerian ‘Big Boys’ for Investments The Smart Way: The 5-Step Script

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Ask Nigerian ‘Big Boys’ for Investments The Smart Way: The 5-Step Script · 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 explore what to do when
• 0:06
  reaching out to tech Bros because you want to ask them for
• 0:09
  investments in your company. Now, if you've been listening to
• 0:12
  the podcast for the last 2-3 weeks, then of course this is
• 0:16
  the continuation of the series. You know the conversations with
• 0:21
  the tech pro, which was an event in Lagos, Nigeria where one of
• 0:29
  the bigger bosses in Nigeria gave a talk about what people
• 0:37
  should expect, what people should expect those who are
• 0:41
  entering into the Niger startup space newly.
• 0:45
  So he gave he gave a lecture about what to expect from a
• 0:50
  sales and marketing perspective. And I'm running some
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  commentaries about what he got right, what he could have said
• 0:58
  better. And also to flesh out in more
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  detail what to do if you're in a tech space, you're coming up
• 1:08
  with a start up and you've been listening to some tech bro or
• 1:12
  tech system on stage who said do this, do that.
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  Like for instance, they talk about networking, but they don't
• 1:19
  ever tell you how to network. Or they say build relationships,
• 1:23
  but they don't tell you that this is how you go about
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  building relationships. So this is me fleshing out some
• 1:27
  of some things in details. So today, how to reach out to a
• 1:32
  tech bro to ask for investments. Now, if you love these sorts of
• 1:37
  things, then subscribe to the podcast because these are the
• 1:40
  kind of things we talk about every single day.
• 1:43
  Well, every other day. So subscribe on Spotify, on
• 1:46
  YouTube, Apple, or any player of your choice.
• 1:50
  And if you'd love to connect with me, my name is Tavishima
• 1:52
  Ayede. I'm the host of the podcast and
• 1:55
  you can call, send me a text message or a WhatsApp message on
• 1:58
  08064662140. So again today reaching out to
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  tech Bros asking for investments.
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  So the tech bro now, by the way, I'm not going to disclose his
• 2:14
  name and I'm not going to say the name of the event.
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  So the tech bro was on stage now and he told people that because
• 2:22
  he has a personal website, lots of people just assume that the
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  guy has plenty money and people reach out to him for investment
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  opportunities. I repeat, the guy has a personal
• 2:35
  website. Of course, you know, he has
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  successfully launched, you know, one or two companies.
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  So the guy profiled on the increase his profile is, you
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  know, he's enlarging. God has enlarged his cost.
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  So when people see the guy online, you see the website, you
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  see the skin, you see his face guy, they look fresh.
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  They just assume that he has plenty of money.
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  And so people reach out to say how far you get one investment
• 3:02
  opportunity, blah, blah, blah, blah, blah, and they start
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  flooding his inbox. In fact, there's something I can
• 3:07
  relate to because as the podcast grows, because, you know, I've
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  been saying for the last month that we have 3500 subscribers on
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  Spotify. I checked it today.
• 3:18
  It's actually now up to 3007. And yeah, so for those of you
• 3:23
  who joined, the 200 or so subscribers who joined in the
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  last couple of weeks, welcome on board.
• 3:29
  Unfortunately, there's no way for me to verify how many
• 3:32
  subscribers I have on Apple and on other platforms.
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  That's just because I host my podcast through Spotify.
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  So what this guy is complaining about now, this tech bro, I'm
• 3:44
  feeling it first hand because me too, as my profile don't
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  increase, small people are coming out of the woodworks.
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  People assume I have money, financial assistance, investment
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  opportunity, blah, blah, blah, things like that.
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  And to be honest, I don't mind people reaching out to me.
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  That's why I give my phone number at the beginning and at
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  the end of every single podcast episode.
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  And I love to talk to people who have questions, comments,
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  queries, or people who want to collaborate on something.
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  So yeah, if there's anything and money can come out of it, sure,
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  no problem, hit me up. Let's talk.
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  But sure, I understand what this Bros is going through.
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  People assume that he has money, so they reach out to him.
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  Now, it's not a good thing. That is what I want us to
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  consider. Is that good?
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  In a way it's good because at least if you're looking for
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  investment opportunities, you're looking for people to drop money
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  for your app, for your business opportunity, it is good.
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  They're not just sitting at home and doing nothing.
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  It's good they're reaching out to people.
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  But there's something I've said on the podcast that I want to
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  repeat again, the problem with this kind of strategy.
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  Oh, OK, this guy is outside. This woman is outside.
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  Therefore, let me approach her. The problem with that is people
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  like that, they're, they're swamped.
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  All of you have the same assumptions and you never really
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  bother to check whether this person might be perfectly suited
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  for this, your investment opportunity, and for this, your
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  business. So in a way, it's good that
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  you're not just sitting down doing nothing or the problem is
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  the way you're picking your prospects, the way you're
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  picking your targets is not a very good idea.
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  Don't wait until you see somebody with a public profile
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  and say, let me try this guy. No, that's not what guarantees
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  whether you get good investment opportunities or not.
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  It's not based on who is public, OK, the babe, the public, the
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  guy profile is on a high level. Therefore, let me approach him.
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  No, it's not like that. Quite frankly, I think for those
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  of you who are looking for people to drop money for
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  investment opportunities, I think you're better off looking
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  for targeted introductions for people who are in your space or
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  people who are in your field. So you're on the tech space.
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  You're better off asking around in networks.
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  This is my idea. This is my idea.
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  This is what I'm trying to do. I'm looking for investments.
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  Boss, I beg who do you think I should talk to?
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  And then they call one or two names.
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  Now even though the names that you hear they don't have public
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  profile is not big. I really think you stand a
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  better chance this way because you might be getting some
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  targeted introductions. So it's not always that when you
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  see somebody's profile outside, you now shoot your shot.
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  Everybody is shooting their shot precisely because this guy or
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  this girl has a public profile, but they may not be best suited
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  to be an investor in your opportunity, in your app, in
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  your business idea. Then the tech bro also said that
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  people assume that he wants to invest or they assume that he
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  knows how to invest. I hope you guys can now hear the
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  Coco of what I'm trying to say because somebody's profile is
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  outside. You see that people are writing
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  about her a lot. Her Instagram profile is big.
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  Or maybe you see how on NTN news or you see how on DSTV you say,
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  OK, let me try and raise investment for her.
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  You're assuming that he or she wants to invest or that they
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  know how to invest. Now for this tech bro, that is
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  not the case. Yes, the guys build some
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  companies and yes, the guy's profile is on the increase right
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  now. He doesn't want to drop money on
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  nothing because he doesn't even know how to drop money on
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  anything. He built a successful company
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  does not mean he knows how to invest in companies.
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  It's not the case. And now for those of you who've
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  been listening for a while, I hope you see the rationale
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  behind what I teach, which is when you approach people,
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  instead of assuming, how about asking First, ask some
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  questions. Ask so that if the person is
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  interested, good, Continue to yarn.
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  If the person is not, exit yourself.
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  In fact, I had to put that in practice today.
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  Did some outreach, wanted to know if the person wanted to
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  have a chat about how they could improve their sales and
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  marketing efforts. The person responded with two
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  letters. NO, guess what I did?
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  I didn't try to convince them. I responded immediately.
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  I said thank you very much for your honesty.
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  I understand perfectly. I will remove you from my
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  contact list and I'm not going to be in touch again.
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  Enjoy the rest of your day and have a wonderful weekend.
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  Bam, just like that. And then she responds thank you,
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  see everything done. As in, I'm not giving myself
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  stress, She's not going to Ding me, she's not going to block me,
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  she's not going to spam me. So deliverability for my future
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  campaigns is not going to All I put it, the effectiveness of my
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  future campaigns is not going to go down.
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  So that's how you do it. Question first.
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  If they're interested, we move. If they're not interested, you
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  turn straight. If there's no chance, just move,
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  leave. But instead of assuming, be
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  asking people. So when you're reaching out to
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  tech brothers or tech sisters because you want them to drop
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  money for your app, for your fintech, for your business idea,
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  for your whatever, don't assume. Ask them.
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  Now, for those of you who have been listening to the podcast
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  for a long time, you already know the simple conversation
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  outline that I talk about a lot. And today you see how and why I
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  said that this simple conversation outline is, is not
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  as if it's perfect, but it can't work in it can't work in any,
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  any context, any scenario. And this is 1 case.
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  And that's why I keep talking about it over and over and over
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  again. And by the way, it's not
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  original. I think it's something I heard
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  from Grant Cardone, but I can't remember.
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  I think it's Uncle G Yeah. So first greeting you will give
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  appropriate greeting #2 intention.
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  You will state your intention #3 you will ask questions because
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  questions will give you the information that you use for the
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  next stage which is proposal. Proposal is when you suggest
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  something then after that you will 5 close.
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  Close is when you get the other person to take action on what it
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  is that you have proposed. Again, the simple conversation
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  framework that I tell people is OK, it's fine.
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  You can use it to help you in anything.
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  I mean, so long. I mean, how do I put it like
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  you're brand new, you don't know anything.
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  Again, this simple conversation outline is good greeting,
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  appropriate greeting intention. State your intention question.
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  You don't ask one or two questions.
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  Clarify your assumption, know who this person is, understand
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  what's going on. From there, you will now make
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  proposal. If they agree, close.
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  And so you get them to take a step to take action.
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  So let's explore in this case, greeting.
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  Let's just say greeting is high. So greeting is high.
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  Hello, good morning, good afternoon, whatever.
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  So, so, so, so from there you slide into intention.
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  The reason why I'm reaching out to you is because of your
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  expertise in blah, blah, blah, blah, blah matters.
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  And because of that, I'm assuming that you would be
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  interested in seeking investment opportunities in a BCXYZ.
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  You understand, see that's now that's greeting into intention.
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  Hello. Hi, good morning, Sir, Good
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  afternoon. Whatever the reason why I'm
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  reaching out is because of your expertise in these, these, these
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  and because of that, I assumed you would be interested in or
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  keeping an eye out for investment opportunities in so,
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  so, so and so sectors. But that is it greeting and
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  intention. Then from there, you will slide
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  into question because what a lot of you do now is you will after
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  greeting and intention, you don't start making your pitch.
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  I'm doing a so, so and so app. The app is coming into the so,
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  so, so, so space. The time, the total addressable
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  market in Nigeria is 550 billion naira.
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  If we can capture 2% of that market base, that will mean that
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  we're looking at the total market size that is equal to so,
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  so, so, so, so, and so as you've already started pitching, begin
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  the pitch, pitch, pitch, pitch. Like why are you pitching?
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  Do you know whether this person is interested or not?
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  If you don't believe me because I'm saying it and you're on the
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  text space here, your tech bro, this is one of your tech Bros
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  saying it on stage. Excuse me, that because people
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  see him that the skin day fresh, they just assume that he has
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  money. And so people are sending him
• 13:55
  messages, sending him DM, sending him e-mail comma invest,
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  comma invest, comma invest. And your tech bro has said it on
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  stage that all of you are assuming that he wants to invest
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  or that he knows how to invest. And it is not the case, which is
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  why Step 3 after greeting and intention, we'll move straight
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  into questions. Ask them now, you've already
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  stated that you're reaching out because of the expertise in this
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  field, in this line of work, in this, you know, sector, in this,
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  whatever. Ask them are they interested or
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  are they looking for investing opportunities in the XYZ sector?
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  Ask, then wait and hear what that person has to say.
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  Now if in my own case the person responds with that NO, then U
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  tone, stop, revise. There's no room for progress
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  there. Do the same thing I did, which
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  is thank you very much for your honesty.
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  What did I say? Again, thank you very much for
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  your honesty. I understand perfectly well.
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  I'll take you off my contact list.
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  Enjoy the rest of your day and have a wonderful weekend.
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  The reason why I put that have a wonderful weekend is because you
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  know my outreach, I did this today, Friday, tomorrow night,
• 15:13
  weekend. So it's OK to say have a
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  wonderful weekend and just free it.
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  If they say yes, they're interested, OK, there's room.
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  You ask more questions. Some people will say it depends.
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  Good. You will still ask more
• 15:28
  questions, but Sha, instead of assuming, you will ask whether
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  they're interested in investing in XYZ opportunities or
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  investments in the so, so, so and so sector.
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  From there, you will ask them questions about their investment
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  history. You want to know the kind of
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  things that they have dropped money for before.
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  You will ask them questions about the investment portfolio.
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  You want to know what they currently have money in now or
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  what they are interested in investing in now.
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  You will also ask them questions about the kind of returns that
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  they want or the investments that they hold.
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  All these kinds of questions that you're asking them, you
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  will serve 2 purposes. OK, two or three.
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  Number one, you're getting all the information to know whether
• 16:25
  this is a good, truly what you have is a good investment
• 16:28
  opportunity or not. Because based on the answers
• 16:31
  that they will give you, you will now know whether this thing
• 16:34
  is a fit or not. It is they be able to say, oh,
• 16:36
  if you know what, based on what we've spoken about so far, I
• 16:39
  really don't think it's going to be a good investment
• 16:42
  opportunity. And I don't want to take up your
• 16:44
  time anymore because you've been investing in these kinds of
• 16:47
  sectors. Your portfolio is made-up of
• 16:49
  this and you're seeking these kinds of returns.
• 16:51
  But Chief, you know, what I have in mind actually is this kind of
• 16:55
  sector and I don't think we can match the kind of returns that
• 16:58
  you're looking for, at least not in the near term.
• 17:02
  And trust me, if you're talking to a tech bro or a tech sister,
• 17:05
  they will appreciate that level of sincerity and that level of
• 17:08
  maturity. They are not wasting their time.
• 17:13
  So that is one of the reasons why you will ask these
• 17:15
  questions, whether they're interested.
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  You talk a little bit about their history, talk about their
• 17:20
  portfolio, talk about the kind of returns that they're looking
• 17:23
  for, amongst other things. Another reason some of you don't
• 17:29
  know, don't appreciate this, another reason why you'll be
• 17:32
  asking them question is one way that we can build rapport when
• 17:35
  we're talking with people is when we get them to talk about
• 17:38
  themselves. You're talking with somebody,
• 17:41
  the other person is talking about themselves.
• 17:43
  They will feel as if you are a very mature somebody, as if
• 17:45
  you're a very good conversationalist.
• 17:51
  You come across as a reasonable somebody, anybody who shows up
• 17:54
  to a conversation and starts talking me, me, me, me, me.
• 17:57
  People who think you are immature, they'll think you're a
• 18:00
  small boy, that you don't know what's up, that yourself
• 18:02
  absorbed. So you show up for this meeting,
• 18:07
  for this phone call or in this e-mail and then you're saying
• 18:10
  me, me, me. I've graduated from Harvard, me
• 18:12
  and my Co founder. This, this, this, this is our
• 18:15
  vision. The total addressable market is
• 18:17
  this blah blah blah. Seeking for three as in you,
• 18:20
  you, you, you, you, you, you, you.
• 18:21
  You're not building rapport, but you show up and you're
• 18:25
  interested in the other person. You are building rapport,
• 18:30
  whether in business or in personal relationship.
• 18:32
  That's the dynamic. So we're asking questions for
• 18:38
  two reasons. Number one, who let us know
• 18:40
  whether it is a perfect fit #2 you will help us to build some
• 18:45
  rapport. The people who feel as if this
• 18:50
  is a mature somebody that I'm talking to.
• 18:56
  In fact, as the more people talk, they start dropping.
• 19:00
  Oh, sorry about that. I set the alarm on my watch.
• 19:05
  That's the beeping noise. So this episode doesn't last too
• 19:08
  long because it's already 20 minutes.
• 19:11
  So where was I? So the more you ask them
• 19:15
  questions about themselves, some personal details will come out
• 19:17
  and that is where you'll be able to now build rapport by dropping
• 19:23
  some commonalities that both of you have.
• 19:26
  So on this podcast, I say it a lot.
• 19:29
  So you guys already know that. For me, it's like my default.
• 19:33
  I always use name and I use university.
• 19:35
  I use name because this is Nigeria.
• 19:37
  We all have interesting names. Our names mean something.
• 19:42
  So I always ask about people's names always.
• 19:46
  That's an interesting name. What does that mean or which
• 19:50
  tribe are you from? As in we just get talking like
• 19:53
  that. I always use names and I always
• 19:54
  use school. So from asking somebody about
• 19:58
  the investing history, the portfolio, the returns, you
• 20:01
  know, asking questions like that, eventually the person will
• 20:06
  mention something about, oh, when I finish uni, is there our
• 20:09
  chipping or which school do you go to say I went to unit like is
• 20:13
  so I used to respect you, but this one that I say you went to
• 20:15
  unit like. So what do you mean?
• 20:17
  So no, I, I went to the greatest university in, in Africa.
• 20:21
  I went to a bathroom at Wallowa University because actually
• 20:24
  that's where I graduated from. You know, that whole OAU UNILAG
• 20:28
  thing, you know, never fails. Nice friendly banter.
• 20:34
  You see you and her connecting your buildings from Mabur.
• 20:37
  It is because you're asking somebody questions about himself
• 20:40
  or about herself that personal nogets can drop.
• 20:44
  And then you can now say things like that too, like, oh really?
• 20:49
  My wife also likes to watch Real Housewives of Atlanta.
• 20:53
  And people are bonding on high level.
• 20:58
  So questions, questions. After that is proposal, assuming
• 21:06
  you had the right kind of things at the questioning stage,
• 21:10
  assuming number one, you're able to build rapport #2 the
• 21:13
  investment history, it kind of makes sense.
• 21:16
  The portfolio you see where you can slotting the returns is
• 21:21
  something that you can work with.
• 21:22
  It is now you can now make a proposal, which in this case
• 21:26
  would be also that if you'd like to hear some more, my Co
• 21:31
  founders and I are willing to come to your office on Lagos
• 21:35
  Island, or we set up a Zoom meeting or we set up a phone
• 21:39
  call or this, or you know, whatever it is.
• 21:42
  That is the next step You will now propose that, Sir, I think
• 21:45
  is what we should do next. Abby, how do you see it now?
• 21:51
  If Chief says yes or if Madame says yes, good.
• 21:54
  That is where you now try to close.
• 21:57
  Closing in this case, is getting them to take action.
• 22:00
  In other words, you're trying to put down a date on the calendar,
• 22:04
  a date for the Zoom meeting and a date for the time, a date for
• 22:06
  the whatever. Now, of course, you know, Niger
• 22:10
  factor, some of you be like, ah, I don't want to be too forward.
• 22:13
  I don't want to be too rude because I'm talking to a bigger
• 22:17
  somebody. I'm talking to a big boy, I'm
• 22:18
  talking to a big girl. I can't be too forward.
• 22:21
  I understand perfectly well. So what I do is whenever I'm
• 22:25
  talking to a big somebody, as in the person is bigger than me.
• 22:29
  By the way, whenever I talk like this, you know, I'm not saying
• 22:32
  that some people are more important than others because we
• 22:37
  are all equal. We all have equal dignity, and
• 22:40
  we're all children of God. So everybody has equal dignity.
• 22:44
  Whether you have one couple or whether you have 1 billion, all
• 22:47
  of us were equal. We're all the same.
• 22:50
  I'm just recognizing that there are, you know, power dynamics
• 22:56
  and status dynamics is just a normal part of human life.
• 22:58
  So we have to navigate these things, but I'm not saying that
• 23:02
  the person that has 1 billion naira is greater than the person
• 23:05
  that has two Coburn. I'm not saying that.
• 23:09
  So when I'm dealing with somebody who has a bigger
• 23:11
  stature, I mean, it's not a problem.
• 23:15
  Chief has said he's OK, that he's ready to move forward.
• 23:19
  My proposal always is, oh, that's fantastic.
• 23:22
  So can I get Cami's phone number in this case?
• 23:27
  You know, Chemi's the PA and the PA is sitting right there and
• 23:31
  they say, OK, in that case, can I get Kemi's phone number so we
• 23:35
  can have a chat about your calendar and see the best time
• 23:38
  to hook up a meeting in that kind of situation?
• 23:41
  Or guy will say, Oh yeah, sure, no problem.
• 23:45
  So maybe there are other ways, but for me, that's how I deal
• 23:47
  with it. The person has the bigger
• 23:49
  stature is not a problem. You don't want to be too forward
• 23:52
  and start pressing him for a time next week.
• 23:55
  It's not a problem. Collect the PS number.
• 23:59
  Whenever I'm dealing with big men in court, I always collect
• 24:02
  the PA's number. Always, always because that's
• 24:06
  how we close mark the situation. Because you can agree with Chief
• 24:11
  for Monday at 2:30. And of course, because Chief has
• 24:18
  big stature, it's nice if you can be, you know, buzzing him.
• 24:22
  Anyhow, that Chief, I hope you haven't forgotten and they now
• 24:25
  call him again. That Chief, I'm on my way they
• 24:28
  now calling we can achieve. I'm at the gate, you know
• 24:30
  somehow because you know, it's a bigger Bros.
• 24:35
  So you understand how it is in Nigeria now.
• 24:37
  So that's the reason why I collect PS number because PA is
• 24:40
  the kind of person that you can chat with like that.
• 24:43
  So if you guys agree Wednesday next week, 2:30 in the
• 24:48
  afternoon, you've collected chemist number chemist the PA or
• 24:51
  cooler cooler is the PA. That's not a problem on Monday
• 24:55
  your boss currently say what's up?
• 24:57
  Are you there? The guy that was at the meeting
• 25:00
  with Chief, you know, say Oh my God, how you doing now?
• 25:03
  Nothing much. I'm good.
• 25:04
  I'll work now, you know, just shoot the breeze like that.
• 25:09
  I say I just I remind you, you know, that is Wednesday next
• 25:11
  week. I'll be sure, sure, no problem.
• 25:14
  So at the office, I'll be cool then as you got the call.
• 25:19
  Then Tuesday we send him a reminder according what's up
• 25:25
  show us a long course tomorrow 2:30 because it's possible that
• 25:31
  maybe chief got one or join call maybe to Nobu call chief that he
• 25:35
  should report to us Rock it is then that cameo Kunle replied
• 25:40
  that oh sorry, oh this came up you will now be rescheduling
• 25:44
  with the PA. So how did I get to this PA?
• 25:52
  Things of closing. So closing basically is you just
• 25:56
  try to get them to take action to commit, to put something down
• 25:59
  on the calendar. If you're worried about being
• 26:02
  too forward because Madame is a big woman, you know, she's a
• 26:05
  minister or she's a perm sex is whatever.
• 26:07
  You don't want to be too forward.
• 26:09
  No problem. Collect the PA's phone number.
• 26:11
  So is the PA that you'd be following up, you know, Bah Bah,
• 26:15
  Bah to make sure that meetings are on track.
• 26:19
  So this is how you should reach out to tech Bros or tech
• 26:25
  sisters. They ask for investments in your
• 26:28
  app, in your fintech, in your business idea, in your whatever.
• 26:32
  Stop assuming that everybody who has a big profile is a suitable
• 26:36
  target. In my own opinion, try and look
• 26:39
  for targeted introductions so that people will introduce you
• 26:42
  to somebody who is an ideal fit, whether the person has a visible
• 26:47
  public profile or not. Then when you reach out to
• 26:52
  people, instead of assuming that they know how to invest, that
• 26:55
  they want to invest, that they are ready to invest, ask them
• 26:58
  some questions. The simple conversation outline,
• 27:02
  I think from Grant Cardone, I can't remember because look,
• 27:05
  this has been many years been I've been using this for over a
• 27:08
  decade. A simple conversation outlined
• 27:11
  is greeting. After the greeting states your
• 27:14
  intention. After that, ask questions.
• 27:19
  After the questions, you will get information that you need to
• 27:23
  make a proposal. After you propose, get them to
• 27:26
  close, which is to take action. This is a simple outline and it
• 27:31
  has never failed me. Oh, by the way, because I listed
• 27:35
  it out like this, it doesn't mean that's how it always flows
• 27:37
  up. Sometimes some things go up,
• 27:40
  sometimes some things go down. Sometimes you want to do
• 27:42
  appropriate greeting, but then some people cut you short.
• 27:45
  They're like, look, young man, why are you calling me?
• 27:49
  In that case, greeting has, you know, gone down.
• 27:54
  You're now starting at intention somewhere during the phone call,
• 27:59
  of course, the guy will ask you some questions about yourself or
• 28:01
  you talk about yourself. You see that intentional started
• 28:04
  first greeting now went down. So the fact that I put it like
• 28:08
  this, greeting, intention, question, proposal close does
• 28:14
  not mean it will always happen in that order.
• 28:16
  But sure, always have that thing in your mind that these are the
• 28:21
  stages we must be flowing through. 1 stage that is non
• 28:27
  negotiable is close. close. Try and get them to agree to
• 28:34
  some next step. If The thing is making sense.
• 28:37
  Don't end this meeting by either of you, you or the other person
• 28:44
  saying I'll be in touch. I'll be in touch is the easiest
• 28:48
  way to enter into ghosting. I'll be in touch.
• 28:51
  What else? Let me think about it.
• 28:54
  Let me discuss with Madam, Let me discuss with Olga.
• 28:58
  You know all those kind of responses.
• 29:00
  From there you enter into ghosting so close that one is
• 29:04
  non negotiable. What is the next step?
• 29:10
  What is the next meeting? What is the next?
• 29:13
  Whatever. Don't end this meeting without
• 29:19
  attempting to secure the next step, without attempting to
• 29:24
  close. In complex sales scenarios, we
• 29:28
  call this advancements. That is how business deals are,
• 29:31
  closed advancements. One step at a time.
• 29:34
  OK, it's been 30 minutes, so let me bring this to a close.
• 29:37
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• 30:00
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• 30:09
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• 30:12
  that confuse you, Abby, you tried something and you hook and
• 30:16
  you said ah. But this is what Tavish Shima
• 30:17
  said. I want clarification.
• 30:19
  Call me, send me a text message, send me a WhatsApp message on
• 30:23
  08064662140. So that's it.
• 30:30
  Thanks for your time and attention.
• 30:31
  I'll catch you all some other time.