Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Presenting Your Best Self: Sales Attire, Trust Building, and Risk Mitigation

Transcript

Presenting Your Best Self: Sales Attire, Trust Building, and Risk Mitigation · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to the show. Today's episode is definitely
• 0:03
  going to be a noisy 1 because I'm currently at the tire
• 0:06
  dealers. So just trying to get all the
• 0:08
  tires on. The car changed because the
• 0:11
  tires were in the real disreputable state.
• 0:14
  So I figured, you know, now that there's some spare cash, let me
• 0:16
  just put brand new tires on it. So even if you're driving the
• 0:19
  jalopy, at least you should, you know, look respectable somehow.
• 0:23
  Anyway, so I expect to hear some interruptions in the background.
• 0:27
  Now for today's episode, I just realized that there's something
• 0:30
  I forgot to mention. That's for those of you who
• 0:32
  listen to the episode that I made about my conversation with
• 0:35
  Martins and Victor. So remember, Martins and Victor
• 0:38
  were the callers who called into my radio show.
• 0:42
  That is, you know, not the podcast.
• 0:43
  I mean, this is your first time listening.
• 0:44
  I have a radio show that is focused on business education
• 0:48
  and it's on Radio Maria, 91.3 FM.
• 0:51
  So there are two callers who called in on the 25th of March,
• 0:55
  right? Yes, on the 25th of March, OK.
• 0:59
  No, no, not the 25th. They called the week before that
• 1:03
  and their names are Martins and the Victor.
• 1:05
  Now one of them wanted to raise finance for his NIN and SIM
• 1:09
  registration business, you know SIM like mobile SIM for your
• 1:12
  phone and then NIN as in national identity number.
• 1:16
  Yeah, NIN registration that everyone in Nigeria has to do.
• 1:20
  So, yeah, one individual trying to raise finance for same and
• 1:25
  lien registration and then the other individual who wanted to
• 1:27
  raise finance for the car fleet business, he wanted to run the
• 1:30
  car fleet business, you know, so they can use for Bolt and Uber
• 1:34
  and all that. And so they had come up with
• 1:38
  business plans. I wanted to look at their
• 1:39
  business plans. So they got in touch with me
• 1:41
  after the show was up and then we had a conference call to
• 1:44
  troubleshoot a couple of things. So if you had listened to the
• 1:47
  prior episode, I had spoken about how they needed to change,
• 1:50
  or rather they need to make some additions to the business plan
• 1:53
  needed to include a funding request so that the people that
• 1:57
  they're trying to raise money from, whether it's institutional
• 2:01
  people like banks, Oregon microfinance, or whether it's
• 2:06
  private people who want to put some equity investment.
• 2:08
  You know, maybe like you want to talk to your rich uncle or
• 2:10
  something like that, or your rich auntie to invest money in
• 2:13
  the business. You need to put the funding
• 2:15
  request so they can let the person know, this is exactly how
• 2:17
  much I'm trying to raise from you.
• 2:19
  This is what I'm going to use the money for.
• 2:21
  This is how much money we're going to make on top of it.
• 2:23
  And this is how I expect to pay you back.
• 2:26
  So those were the sections that I had.
• 2:31
  I had them working on basically to add to the business plan.
• 2:34
  So I already made a podcast episode maybe 3 or 4 days ago
• 2:38
  about all of that. So no point in repeating it
• 2:40
  here. But the reason why I'm making
• 2:43
  today's episode is because I remember that there's something
• 2:46
  I forgot to mention because of my conversation with these
• 2:49
  shops, Martins and Victor, a couple of things came out.
• 2:54
  The usual things that people think about when it comes to
• 2:56
  sale sales. So a couple of miss.
• 3:02
  I'm sorry about that. Like I said, you know, I'm at
• 3:05
  the tire dealer, so that's going to happen a lot, you know,
• 3:07
  people walking by and having conversations and all that.
• 3:10
  OK, so where was I now? So I'm saying so by talking to
• 3:18
  Martins and Victors now, Victor, I realized that they had a
• 3:21
  couple of misconceptions about sales.
• 3:23
  You know, there are some things that they thought about sales
• 3:27
  that were correct and some things that were not.
• 3:28
  And so I just want to address some of those things, reinforce
• 3:31
  the things that they got right, and then dispel the myths about
• 3:34
  the things that they got wrong. Because I was trying to impress
• 3:37
  upon them that when you're trying to raise finance for a
• 3:39
  business, it is also a sale. So just like you're trying to
• 3:44
  sell. OK, Yeah.
• 3:46
  Like, so I'm at the car dealers now.
• 3:48
  If you sell tyres, that is a sale.
• 3:50
  You're always trying to convince somebody that this tyre is the
• 3:53
  best, you know, fit for your car, this tyre is the best
• 3:55
  quality, This tyre is the best value for money, you know, on
• 3:58
  and on. So it's a sale.
• 3:59
  If you're an entire business, you know, you're selling.
• 4:02
  But then people don't also realize that if you're trying to
• 4:04
  raise finance and you're talking to a microfinance bank, you're
• 4:07
  trying to sell yourself. You're trying to sell the
• 4:08
  business idea, you're trying to sell the opportunity because the
• 4:12
  microfinance bank does not want to lose money.
• 4:14
  They want to give money out and they want to get good money back
• 4:16
  in return. So you're trying to sell
• 4:18
  yourself and the opportunity that this is good business.
• 4:21
  And if you're going to talk to your rich uncle or your rich
• 4:23
  auntie or, you know, maybe Popsy has some money, you know,
• 4:27
  although to be honest, at the end of the day, Pops, you
• 4:29
  forgive you and just let the thing go like that.
• 4:30
  I mean, you know, it's nature. That's just the way it is.
• 4:34
  But if you're talking to anybody else and there's nothing like
• 4:36
  write off, you really have to sell yourself that look, I'm
• 4:39
  capable that I can pull this thing off.
• 4:41
  This business idea is a solid idea.
• 4:43
  This is the amount of money that can be made.
• 4:45
  This is the time frame which you can make it.
• 4:47
  And this is how I want to be able to pay you back.
• 4:48
  So you actually are trying to sell yourself, sell the idea,
• 4:51
  sell the opportunity and sell the upside.
• 4:54
  So it's a sale. So we did have those
• 4:56
  conversations and then that's where some misconceptions around
• 4:59
  sales came up. So for Victor in particular, the
• 5:02
  fellow who wants to do the mean registration, his own opinion of
• 5:07
  selling began with looking presentable.
• 5:10
  And in that sense, I will agree that yes, you have to look
• 5:14
  presentable before you can sell. And it's a, it's a traditional
• 5:19
  kernel of sales that we must always look appropriate when you
• 5:24
  are selling. Now the reason why I like that
• 5:26
  term appropriate is because lots of people believe in packaging
• 5:31
  when it comes to selling. But it's not just a matter of
• 5:34
  packaging for packaging sake or packaging for all times, but
• 5:37
  rather you should be focused on being dressed appropriately to
• 5:40
  the circumstance, to the situation, to the context and to
• 5:43
  the client. Because there are some
• 5:46
  situations where, let's say if you're going to meet Dangote,
• 5:49
  the appropriate thing to do if you're trying to raise finance
• 5:51
  that from him would be maybe to dress in a suit or maybe to
• 5:54
  dress in in in trad. But then again, if maybe you're
• 6:01
  selling tractors and you're going to meet farmers in the
• 6:04
  village, maybe you're trying to sell tractors in natural state
• 6:06
  or something, it might be out of place for you to show up in a
• 6:10
  suit. And maybe even if you show up in
• 6:13
  Triad, it might be out of place for you to show up in Flowing
• 6:15
  Abada if you guys are going to be talking in the rural
• 6:18
  community. So I hope you guys get the juice
• 6:20
  of what it is I'm trying to say here because some people just
• 6:23
  assume now, OK, because we're selling, we should always be
• 6:27
  dressed fly. We should always be packaging,
• 6:29
  you know, yes, package the best that you can, but remember it is
• 6:32
  always, it always has to be appropriate and relevant to the
• 6:36
  circumstance, to the context, to the person that you're talking
• 6:39
  to. So it depends.
• 6:41
  So there are some situations where if you want to be
• 6:44
  effective at selling you gas package yourself well, suit and
• 6:46
  tie. But then there are some
• 6:48
  situations where if you want to sell well, the context might be
• 6:52
  jeans and T-shirt. I know some of you might be
• 6:54
  shocked to say, how can I be telling you to wear jeans and
• 6:56
  T-shirt? But like I said, it is
• 6:58
  contextual. It depends.
• 7:00
  So back in my event days, wedding and photography days, it
• 7:05
  is not unusual for a wedding planner who maybe is doing a
• 7:08
  follow up consultation with the client at the house on the
• 7:10
  weekend. It's not unusual for you to show
• 7:12
  out in, you know, correct jeans, you know, good quality jeans.
• 7:15
  I don't know what good quality jeans are by the way, but
• 7:18
  there's some people that can just look at.
• 7:19
  So this is good quality jeans. Like my mom sees like that.
• 7:21
  My mom, you say I don't wear that again, this thing is cheap
• 7:24
  or my wife would say you're disgracing me.
• 7:26
  I're wearing cheap jeans, wear this one instead.
• 7:29
  So there are some circumstances where it's OK.
• 7:33
  It's a follow up consultation. You can show up in jeans and
• 7:35
  T-shirt and that's still OK. So it depends.
• 7:40
  So I won't say you always have to wear a suit and tie.
• 7:42
  But yes, dressing properly, looking presentable, yes that is
• 7:46
  the beginning. But now how much gadging up
• 7:51
  should we do? How much packaging should we do
• 7:56
  traditionally in sales? The idea is you want to dress at
• 7:59
  the level of your prospect. I repeat, you want to dress at
• 8:02
  the level of your prospect. So if you're going to see down
• 8:05
  with A to raise funds and let's say down with a normally wears
• 8:07
  suit and tie, then that's what you should do, suit and tie.
• 8:11
  Or if down with a normally wears trad, then that's what you do
• 8:14
  trad. So you have that dress at the
• 8:18
  same level as your prospect or you dress one level up.
• 8:22
  So in other words, if you're going to raise finance from down
• 8:25
  with it, unless a down with it normally wears a brother.
• 8:28
  So I tried it might be somehow if the trade that he normally
• 8:32
  wears is what do you call this thing?
• 8:35
  Forgive me, I'm not stylish. So I don't know these terms.
• 8:37
  The normal trad, just basic, normal, simple trad.
• 8:43
  It will be somewhere. If you now show up to that
• 8:44
  meeting when full flowing, a brother will be somehow, you
• 8:48
  know the prospect is there and and you're trying to dress like
• 8:51
  two or three steps above. It's pass across the wrong
• 8:55
  message. You're overdoing it.
• 8:58
  So either dress at the same level of the prospect.
• 9:00
  Remember, relative to the context, the context will
• 9:03
  determine, but dress at the same level or maybe just one level
• 9:08
  up. There are some people who try to
• 9:10
  dress one level down, but no more.
• 9:13
  So like let's say damp. It is a suit and tie kind of
• 9:15
  person, but maybe you're trying to appear casual and then you
• 9:18
  show up in the suit, but then you remove the tie because
• 9:21
  you're trying to appear casual. Yeah, that one is a is a tricky
• 9:25
  thing to do. That's trying to be differential
• 9:27
  in your dressing. That one is kind of tricky.
• 9:29
  So in my own opinion, don't explore that yet.
• 9:31
  Just try and dress at the same level or try and dress one level
• 9:36
  up. Then let's see.
• 9:39
  OK then. Victor also spoke about being
• 9:41
  passionate as the fellow who wants to do the car fleet.
• 9:43
  And yes, passion is important, but a lot of people
• 9:46
  misunderstand what is going on here.
• 9:48
  People think that it is the passion that is doing the
• 9:50
  selling, but no, it is not the passion that is doing the
• 9:53
  selling. For those of you who are
• 9:55
  listening to the podcast and who are flowing with what I'm saying
• 9:57
  is not because of the level of passion that I'm using that is
• 10:01
  making you to understand the main thing.
• 10:05
  The main dynamic is, well, first of all, there are two things
• 10:08
  that are involved when we're having sales conversations.
• 10:10
  There is understanding value and then there is communicating
• 10:13
  value. Understanding value is knowing
• 10:16
  what is important to the other person, what the other person
• 10:19
  finds desirable, what the other person wants to achieve.
• 10:21
  Understanding value is all about the other person.
• 10:24
  Communicating value is when you now understand what the other
• 10:28
  person is about and you can make a convincing proposal, you know,
• 10:32
  by saying this product will help you like this.
• 10:34
  This service will help you like that.
• 10:36
  It will help you solve this problem.
• 10:37
  It will this, it will this, it will that.
• 10:39
  So instead of focusing on things like passion and authenticity,
• 10:44
  it's one of the reasons why I hate authenticity because all of
• 10:46
  you are running around trying to be authentic.
• 10:48
  I wonder why you're not closing deals.
• 10:50
  It's because you're paying attention to the wrong thing.
• 10:51
  Passion and authenticity have absolutely nothing to do with
• 10:54
  it. They're just byproducts.
• 10:56
  Focus on understanding value or communicating value.
• 10:58
  First of all. Go there and be sure that you
• 11:00
  understand. You understand the person's
• 11:03
  context, their needs, their problems, what they're trying to
• 11:05
  achieve, you know, their vision, whatever it is.
• 11:09
  It is when you understand that, that you can now make a
• 11:12
  compelling proposal. And then of course, when you're
• 11:14
  making a compelling proposal or presentation and you're talking
• 11:17
  about their needs and how you can help them solve their
• 11:19
  problems and things like that, of course, your passion will now
• 11:23
  shine through. So that's how it works.
• 11:25
  So like I said, I'm here at the tire dealers.
• 11:29
  It's not about making a passionate plea, excuse me,
• 11:32
  about which tire is the best. It's about, first of all,
• 11:34
  understanding this guy. Who is this guy?
• 11:36
  Was this person was their budget about does he want second hand
• 11:39
  tires or does he want brand new tires?
• 11:41
  If he wants brand new tires, is he looking for the kind of thing
• 11:43
  that can last three years or five years?
• 11:46
  So he's only when you have figured out all these sorts of
• 11:48
  things. Who is this person?
• 11:50
  How often does he drive? Does he drive to Benway a lot or
• 11:53
  is he going to be using the car within the city?
• 11:55
  Is it just for school runs or is the person the contractor, he's
• 11:58
  always driving to the Bush? You know, you ask all these
• 12:00
  questions, then you'll be able to tell the person that, look,
• 12:02
  Bros, I know you're looking at this tire because of the money.
• 12:06
  But look, let me be honest with you.
• 12:08
  You say you've been driving to the Bush a lot and this and this
• 12:10
  and that and that. If you buy this particular one,
• 12:12
  I can't guarantee you that this thing is going to last one year.
• 12:16
  So in my professional opinion, use this, use this or consider
• 12:19
  this, or maybe you can start like this or you can do
• 12:21
  something else. So simple, simple.
• 12:27
  So those are the things that determine, those are the things
• 12:31
  that those are the things that are influential, that really are
• 12:37
  influential when it comes to closing the sale.
• 12:40
  So it's not about your authenticity and it is not about
• 12:45
  your passion. It's not authenticity, it's not
• 12:48
  passion. It's not of all that fluffy
• 12:50
  stuff. It's about understanding value
• 12:51
  and it's about communicating value.
• 12:54
  So if you're one of these individuals like Victor and you
• 12:56
  think that passion is what it is that is making it easy for you
• 13:00
  to sell, then sorry, one moment I have to attend to the dealer.
• 13:08
  OK, I'm sorry about that. I'm back.
• 13:10
  I need to attend to the the fellow who is working on the
• 13:14
  car. In fact, it's the perfect
• 13:15
  examples of because the reason why the guy needed my attention
• 13:18
  is he pointed out that the the Hobcaps, No, not the Hobcaps.
• 13:22
  The what are they called now, the Hobbs, that the Hobbs are
• 13:26
  rusty. And so we're discussing how it
• 13:29
  is that we can deal with that. So he was talking about how you
• 13:31
  can sandpaper the Hobbs and after you sign paper the hubs,
• 13:34
  you can do anti rust spray and then after that treatment you
• 13:40
  can now fix the task back and then you're good to go so that
• 13:42
  the hubs will not now be rusty. Now if there are some of you
• 13:46
  listening to this podcast now who think that passion is the
• 13:49
  main thing, you think that the fellow who is talking about this
• 13:52
  thing has to be passionate and has to make a passionate plea.
• 13:56
  But no, it's not. What the young man did, first of
• 13:59
  all, was to point out that there is rust and he wanted to know if
• 14:04
  it's something that I want to do about it.
• 14:07
  It is only after figuring out that I'm interested because
• 14:10
  there's some people who don't give a hoot as far as they're
• 14:12
  concerned, like, and The thing is rusty.
• 14:13
  So The thing is rusty. That was my own.
• 14:15
  As long as the car is moving, no problem.
• 14:18
  So it was only after figuring out that I'm interested in the
• 14:20
  sort of thing that we now started looking at options for
• 14:25
  how we can deal with this thing permanently.
• 14:28
  So you can see that it's about understanding value first and
• 14:31
  then the whole thing of passion, authenticity and communicating
• 14:35
  value like all of that will flow.
• 14:37
  But don't enter into sales situations thinking that it is
• 14:39
  your passion and it is your enthusiasm and it is your
• 14:44
  authenticity. I know what not that is closing
• 14:46
  the deal. The dynamic there is
• 14:49
  understanding value and then communicating value.
• 14:52
  Then the final thing that I want to mention is in the
• 14:54
  conversation with the victim, he mentioned that when talking with
• 14:57
  car dealers because he's trying to raise finance by talking to
• 15:02
  car dealers who have idle inventory sitting around because
• 15:04
  you know, it happens in Abuja. Now you have all these places,
• 15:07
  people have a car lot, maybe there's like 75 cars there and
• 15:11
  the cars are just sitting there doing nothing.
• 15:14
  And so that's his whole shtick. He goes around, he talks to
• 15:17
  these people and his plan is that, look, you have 75 cars
• 15:20
  just sitting around here doing nothing.
• 15:22
  But if we can enter into an agreement and I can take 20 of
• 15:25
  these cars, this is how we take care of them.
• 15:27
  This is how we're going to use them.
• 15:29
  This is how much money we should be able to make.
• 15:31
  And this is how much money I'm going to be able to give you at
• 15:33
  the end of the day. So.
• 15:38
  So where was I? So I lost my train of thought.
• 15:46
  Yeah. So.
• 15:48
  So he's going to these car dealers now and then, but he
• 15:51
  doesn't. It's not everybody that is
• 15:53
  convinced. And he got the impression that,
• 15:56
  you know, some people have been, how do I put it, like somebody
• 16:01
  has done them strong thing before because these kind of
• 16:03
  things happen. You're trying to do business
• 16:04
  with someone, you give them your cars and next thing you know,
• 16:08
  one or two, one or two of the cars get involved in an accident
• 16:11
  or maybe somebody steals a car or something like that.
• 16:13
  So these things happen. People do strong thing in
• 16:15
  business generally. So he was of the opinion that
• 16:19
  some people don't want to listen to him because because they're
• 16:23
  scared. And so I told him that, OK, now
• 16:25
  this is what we do. People get scared to get
• 16:28
  involved in businesses all the time.
• 16:30
  So from a sales and business development perspective, there
• 16:33
  are these things that we call risk mitigation strategies or
• 16:36
  risk reversal strategies. The idea behind risk mitigation
• 16:40
  or risk reversal is this is to call it how that look, you know
• 16:43
  what, as we turn into this business, 12345 are the risks
• 16:47
  that are normally involved, but this is how we plan to take care
• 16:52
  of these sorts of things. So what do you think?
• 16:55
  You call it out? You ask the person straight up.
• 16:58
  Because The thing is, it's already at the back of the
• 16:59
  person's mind. How will I know that this person
• 17:01
  will steal my car? How will I know that the person
• 17:03
  will damage my car? How will I know that the person
• 17:06
  will harvest my car for parts? You know, all kinds of things at
• 17:08
  the back of the person's mind. So, so we started exploring some
• 17:15
  risk mitigation strategies. Well, and by the way, when we're
• 17:18
  having these conversations, if I'm having a coaching session
• 17:20
  with you, I'm not the one who's going to come up with the
• 17:22
  answers. It has to be you because you are
• 17:24
  the specialist in your business. I'm the specialist in the
• 17:28
  selling process and selling frameworks, but I don't know
• 17:30
  your business. So you're the one who's going to
• 17:32
  come up with the answers. So some of the things that we
• 17:35
  brainstorm together and some of the solutions that he came up
• 17:37
  with is this, he mentioned insurance and that is part of
• 17:41
  him doing business that he always insures the cars.
• 17:44
  So whatever insurance it is that you you have on it, you know,
• 17:47
  that's your own business. But him when he collects a car
• 17:49
  and he adds it to his fleet, he's going to take out specific
• 17:52
  kinds of insurance that will cover him in the running of the
• 17:56
  business and cover the vehicle. So that last last, if anything
• 18:00
  happens that is any brigade is any quarter insurance is there
• 18:03
  to make sure that the original owner of the car gets their
• 18:05
  money back. So that's one thing, insurance
• 18:09
  #2 whatever security feature you have on the car, that's up to
• 18:14
  you. But for him, when he collects
• 18:16
  your vehicle, he always ensures car tracking on it so that they
• 18:19
  can know anywhere where the car is in West Africa.
• 18:23
  If the car is in Nigeria and is in Abuja, they will know it was
• 18:26
  in Lagos, they will know. If it's in Benin Republic, they
• 18:28
  will know. That is something that he does
• 18:31
  for all the cars that he collects.
• 18:33
  You see that's another way of making, making somebody feel
• 18:36
  comfortable like OK, this is what this guy is doing to
• 18:39
  prevent theft or misuse. Because if you give your car to
• 18:43
  somebody for both to be used only in Abuja and then from car
• 18:47
  tracking, you can see that the car is in Benin Republic.
• 18:49
  You know, it raises the question like what are you doing driving
• 18:52
  my car across international borders?
• 18:54
  So car tracking, that's something that he does.
• 18:56
  Then he also has a system where the drivers of the cars collect
• 19:00
  deposits so that that is sort of as a security for the owner so
• 19:05
  that the owner gets paid. He tried explaining the driver
• 19:08
  deposit thing to me and to be honest, I think I understand
• 19:10
  because me, if I'm a bull driver, there's no how me, I'm
• 19:12
  dropping a deposit before I take the car because for me, the way
• 19:16
  I look at it, I'm supposed to be using the car to make money.
• 19:19
  But this one that you're collecting money from me
• 19:20
  upfront. But anyway, maybe it's the
• 19:22
  tradition. And you see, that's the reason
• 19:25
  why I say you have to come up with the ideas because I don't
• 19:27
  know the car fleet industry. I don't know the traditions.
• 19:29
  And to me that one doesn't make sense.
• 19:31
  But if it's a practice, it's a practice.
• 19:33
  So the driver deposits are now securities to make sure that any
• 19:37
  which way the person who owns the original car is going to get
• 19:40
  paid. And then finally, he also does
• 19:43
  sensitization programs with the VIO, that's the vehicle
• 19:47
  Inspection office. Then NURTW, that's the National
• 19:50
  Union of Rd. Transport Workers, then the
• 19:53
  police and the Federal Rd. Safety Corps.
• 19:56
  He does sensitization programs with them and all his drivers.
• 19:59
  Now that is also me. Quite frankly, from all the
• 20:01
  things you said so far, that's the one that even give me the
• 20:03
  most peace now, OK, this guy that I'm handing over the car
• 20:06
  to, you know, he, he's in good, excuse me, he's in good standing
• 20:12
  with police and road safety. In fact, for me, that's the only
• 20:14
  one that would give me security. You know, I would like to show
• 20:17
  up for that kind of sensitization.
• 20:18
  I even collect the police officers number so that tomorrow
• 20:20
  if there's any problem I know a specific police officer.
• 20:23
  And I'm going to go and call and just say, look there, your guy,
• 20:26
  you know, you know, I don't guess so.
• 20:30
  Oh, yeah, police over to you. So what?
• 20:33
  You can see now that sometimes you're trying to have sales
• 20:38
  conversations with people, and people are not entirely bought
• 20:40
  in. And sometimes it's because of
• 20:42
  significant fears that they have before going into business with
• 20:46
  you. And you're not going to achieve
• 20:48
  anything if you just keep quiet and pretend that these fears
• 20:50
  don't exist. Use risk mitigation strategies
• 20:54
  or risk reversal strategies. Call the thing out and have this
• 20:57
  conversation. So in this case, having these
• 21:00
  conversations, because even though Martins knew about these
• 21:04
  things and does them, it wasn't an essential part of your
• 21:07
  selling process. And it should be if you're in
• 21:09
  this kind of business, you should have that kind of
• 21:11
  conversation. OK, look, bro, yes, there are
• 21:14
  risking this business. This can happen, this can
• 21:16
  happen. But these are the things that
• 21:19
  I've already that I do for my own business to make sure that
• 21:21
  there's no quarrel. All the cars are insured.
• 21:24
  This is the class of insurance that I do.
• 21:26
  So even if tomorrow we take your car, there's accident with the
• 21:29
  car, don't worry, you will get the full 11,000,000, which is
• 21:32
  the cost that the amount you used to buy the car.
• 21:35
  We also put in car tracking so we know where the cars are at
• 21:38
  all the time while collecting driver deposit.
• 21:40
  So you'll be funded at least up to two weeks.
• 21:44
  Then we also have connections with Vio Rd.
• 21:47
  Transport Police, Rd. Safety.
• 21:49
  You have that conversation. That's the kind of thing that
• 21:51
  makes somebody's mind just calm down, OK?
• 21:53
  You know what, this guy is legit or this guy has talked through,
• 21:56
  has thought through, you know, one or two things.
• 21:59
  So those are just some of the comments that I wanted to make.
• 22:04
  Yeah, those are just some of the comments that I wanted to make
• 22:06
  after my interaction with them. But I think the most important
• 22:10
  thing to carry away from here would be, I'll say the risk
• 22:14
  reversal, because lots of you are running into business and
• 22:17
  you do not, you do not address the fact that people are scared
• 22:22
  of doing business with you and that there are some risks that
• 22:25
  some people might have to undertake to do business with
• 22:27
  you. So don't ignore the risk.
• 22:29
  Acknowledge, excuse me, acknowledge that these things
• 22:32
  can happen and then call it out and discuss the, discuss the
• 22:39
  plans, you know, the steps, the frameworks, the protocols, the
• 22:42
  procedures, the whatever that you already put in place to make
• 22:45
  sure that when those risks materialize, if they happen,
• 22:48
  that you have got them sorted. So that's all for today.
• 22:51
  Let me head back to my car and see what the work is going on
• 22:54
  like. So thank you very much for your
• 22:56
  time and attention. If you want a, if you want to
• 22:59
  connect with me for a strategy session or for a business audit,
• 23:02
  the number to hit me up on is 0806466 2140.
• 23:08
  The country code is +234. For those of you who are not
• 23:12
  Nigerian, then you can connect with me on LinkedIn.
• 23:15
  The name to look for establishing my IED.
• 23:18
  That's the name of my YouTube channel as well.
• 23:20
  Or just search the name of the podcast sales for the Nigerian
• 23:23
  business person. You'll find all my material on
• 23:25
  YouTube. So thank you very much for your
• 23:27
  time and attention. I'll catch you guys at the next
• 23:29
  episode.