Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Closing Deals: Urgency & The Direct Ask

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Closing Deals: Urgency & The Direct Ask · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Hello and welcome to the show. Today's episode is going to be a
0:04
noisy 1 because I'm not an audio booth.
0:06
In fact, I listened to the last episode and I could hear my
0:09
children making noise in the background.
0:11
So I just want to play with you guys.
0:12
I beg no Vex. It's just one of these things.
0:16
If I wait until you know, I set up the booth or the half is
0:20
empty, then I'm not going to be able to make these episodes
0:23
consistently. So I beg you guys, just manage
0:26
for now. Eventually the kids will grow
0:28
up. My son should be in secondary
0:30
school soon. You know, things will change and
0:33
then the quality of the podcast should improve.
0:37
However, I am still dedicated to giving you guys the best.
0:45
How will I put it? Even if the production quality
0:49
on this episode is not on the podcast episode is not going to
0:52
be top notch. I always make sure that I try to
0:55
address questions that are central and pivotal to your
0:59
business journey. So even though you might hear
1:01
one or two chickens in the background, you know when I'm
1:04
out and about in town or if I'm at home, you know, you hear my
1:08
kid, my kids scribbling in the background.
1:10
I'm always going to make sure that I try to deliver to you
1:14
guys the most actionable and most practicable.
1:20
I'll be practicable. I'll be practical, most
1:23
practical steps needed to diagnose your problems and move
1:28
your business forward. So just begging, especially for
1:32
those of you who are audiophiles and who like nice and clean
1:34
audio. Please just manage with me for
1:36
now. So let's see, yes.
1:41
So today we're going to be continuing exploring themes from
1:45
the book Sell Like a Spy, the Art of Persuasion from the world
1:49
of espionage. And it's written by Jeremy
1:52
Hurowitz in August 2024. Now, this is your first time
1:58
I've listened to the podcast. The reason why we're listening
2:00
to this, why we're exploring themes in this book is because
2:04
the author is a journalist. Jeremy, our guy.
2:08
Jeremy, what he's saying is that people who are in the world of
2:12
international espionage and diplomacy, you know, diplomats,
2:15
spies, Secret Service people, you know, these sorts of things
2:20
that they need certain skills to be able to do their job
2:22
effectively. And some of those skills are
2:25
things that we also need in the business world as well.
2:28
So this is your first time of listening to the show.
2:30
After you're done listening to this episode, just skip a couple
2:33
of episodes back. It won't pass like one week.
2:36
So just skip back like one week. You start from the beginning,
2:39
you get caught up to speed. Really interesting stuff.
2:43
But if you listen to yesterday's episode, remember that I said it
2:47
is best if you read this book for yourself.
2:50
And I spoke about how you guys might be able to find copies of
2:53
the book because what I'm doing is not a book review.
2:57
So I'm now going through a chapter by chapter, word by
2:59
word. I tell you exactly what our guy
3:01
Jeremy has said. I'm just exploring key themes
3:05
that he raises. And then I now look at things
3:07
from a sales and business development perspective.
3:11
So that. Yeah, so that we can.
3:15
I'll put it, just rub mine sha and move ahead and put it that
3:19
way. So today we're going to be
3:21
looking at chapter 4, which is titled the negotiation game.
3:27
Now, OK, No, no, no, Chapter 4 is the next chapter because
3:32
today we did next chapter 3. So Chapter 4 is the negotiation
3:35
game, but I am going to completely ignore Chapter 4.
3:40
And the reason why is because negotiation is not my specialty.
3:44
I talk about negotiation from time to time, but I always keep
3:49
giving you guys much more credible resources because the
3:53
little I know about negotiation is just the kind of negotiations
3:58
that sales people do, which is not hardcore, which is not high
4:03
stakes. So I'm going to ignore
4:07
negotiation when it comes to negotiation podcasts.
4:09
There are lots of negotiations podcasts and websites and things
4:13
like that out there. In fact, Harvard, Harvard
4:18
University still releases free material on negotiation all the
4:22
time. So all you have to do is to
4:23
check Harvard's, Harvard's website.
4:26
I don't know if they have a podcast on that.
4:29
Unfortunately, I have not been able to find a Nigerian podcast
4:33
that is dedicated exclusively to negotiation.
4:36
So just, you know, try a look, also check, check how what I
4:40
hear that their their stuff is their stuff is good then.
4:46
OK. One thing I want to point out
4:47
though, is that if you listen to yesterday's episode on
4:49
elicitation or previous episodes that I've made on qualification
4:53
and discovery, if this is your first time listening to the
4:55
podcast, don't worry. Don't fret after you don't
4:58
listen to this episode, listen to the one that came immediately
5:01
prior. That's why we talked about
5:02
elicitation. Then when you're done, you can
5:05
use the search function within Spotify or within YouTube.
5:09
Just if it's YouTube, type my name, Tavishima, and then type
5:13
qualification or type discovery or type conversation.
5:16
And then you'll see all the episodes I've made where I deal
5:21
with these sorts of things. How do you engage in
5:23
conversations with potential customers and clients?
5:26
How do you tease out valuable information that will help you
5:29
be effective at the job and also to be able to deliver an
5:35
accurate and a convincing proposal?
5:37
So where was I? The point I was trying to say
5:42
was basically, if you listen to yesterday's episode on
5:45
elicitation, elicitation is going to give you all the
5:48
information that you need to negotiate effectively.
5:52
Because remember that elicitation was about getting
5:54
people to talk freely, get people to talk casually, get
5:57
people to talk calmly, to be cool, to be relaxed so that you
6:02
guys are just vibing one-on-one. Now you catch somebody in our
6:06
mindset, of course they're going to be able to say things that
6:12
you can use in an effective negotiation.
6:14
So even though we're not going to look at negotiation Chapter 4
6:18
today, just know that stuff we said yesterday from Chapter 3
6:23
also applies. Now before we continue and move
6:26
on to Chapter 5, I'd like to give the shout outs again.
6:30
The shout outs are really, really piling up because it's
6:33
like more and more people are discovering the show.
6:35
So I'm really glad. The problem is, is that now I
6:38
have lots of shout outs to get to, especially those of you who
6:43
actually do send messages. So let's head straight into it.
6:45
So today's first shout out is to Iifua Timothy over pronounce
6:49
your name correctly. He is a student in Uniben.
6:54
That's another home of cultists, Uniben and uniports.
6:58
I'm not saying that I 4 as a cultist.
6:59
I'm just saying that this is one of those schools where cultism
7:03
is rampant. You don't know a strong man.
7:04
Don't go to uni Ben or else. So at least we know that I 4
7:09
Timothy is a very strong man because he can survive in uni
7:11
Ben if you're not strong. So he is a student of medicine
7:16
and he's also a published author.
7:17
The name of his book is Physics Demystified.
7:20
So, Timothy, thank you very much for listening to the show.
7:24
He reached out to me on LinkedIn.
7:27
Now, the next set of people I'm going to call, I'll call them in
7:31
quick succession, are people who have listened to the podcast on
7:33
Spotify and who have reached out to me on Spotify.
7:36
There's somebody who I'm going to call Muya, because I'm not
7:40
sure if his name is Muya or her name.
7:43
I only know one female Muya, and that's because the person's
7:47
handle is MUR 333 WA under score.
7:51
I mean, you guys really pick the wildest names honestly.
7:57
So let me just say it's Muya. Muya says the podcast is
8:00
relatable and so good. So thank you very much for the
8:02
kind words. Then there's a KTS who compared
8:05
the podcast to how to win friends and influence people.
8:08
Thank you very much for the high praise.
8:10
I really would love to be in that kind of company.
8:12
I mean, for people to listen to my podcast and say that it's a
8:15
classic, like one of the greats. Then also shout out to Miss Oma
8:19
Aguchuku. At this point she's come
8:22
commenting like almost every week now.
8:24
So Miss Oma is pretty much family.
8:26
Oh, by the way, Miss Oma as well.
8:27
Listening to this episode, I finally came across someone who
8:31
has your name and in in all places was when I was at home in
8:35
Makudi in for the Christmas rack.
8:37
I was really, really shocked to hear this as a man called her
8:42
daughter and said I miss Oma. I was like, oh, OK, I guess
8:45
there are people who bear that name.
8:46
But until I met Yusha, you are the first minister I've ever
8:51
heard of. Then Melki, shout out to you
8:54
says the podcast is always on point.
8:55
I appreciate the praise. Then there's also a shout out to
8:59
say Fulla he that is SAEFULLAH EE.
9:05
He or she I guess is a babe. From the way that the person is
9:09
typing. If it turns out to be a guy, you
9:10
know, sorry, you type like a woman so safely.
9:13
He, he or she says the podcast is spontaneous and practical.
9:16
Thank you very much. Then Brown Naya.
9:19
I'm assuming that that has to be a girl.
9:23
Anyway, let me stop before I get in trouble.
9:24
Anyway, Brown Naya says thanks for the podcast.
9:27
And yeah, I thanks for the thanks and thank you very much.
9:30
You guys that keep on listening. If at any point you've reached
9:34
out to me in the past, you haven't heard any shout outs,
9:36
then just, you know, ping me a message, you know, just let me
9:38
know. Hey boss, you didn't shout me
9:40
out and I will be more than happy to because I really love
9:43
you guys. Thank you very much for the
9:44
support and please keep listening to the show now.
9:50
OK, Chapter 4 we first you chapter 4.
9:53
Let's move on to chapter 5. Chapter 5 is the close.
9:57
That is the one that everybody wants to know, especially when
10:00
we talk talk about sales, selling, marketing, everybody
10:05
wants to know how to close, how to close.
10:08
I hope if you've been listening to this podcast for any length
10:10
of time, hope you guys realize that the close is not the main
10:13
thing. Now we all have to close.
10:16
But The thing is the reason why the close is hard is because
10:19
lots of people open the business conversation the wrong way.
10:24
If you start right, you will close well.
10:28
If you open right, you will close well.
10:32
So I will go into this chapter on the close, but please know
10:38
the main thing is the opening. Open it well and you will close
10:43
well. It's like romance trying to
10:47
toast. If your flow is weak from the
10:50
beginning, the close is going to be onshore.
10:54
But if you make sure that you have strong flows from the
10:56
beginning, then the close at the end is likely to follow.
11:00
So it is the same thing as relationships.
11:04
So also win business. If you open it well, you will
11:08
close well. So the author recommends a
11:14
couple of tactics, or should we say philosophies or strategies
11:18
or whatever for closing. One of them is to use urgency,
11:22
another one is to summarize benefits, another one is asking
11:26
for the sale, and then another one is building long term
11:29
relationships. I have said plenty, plenty
11:31
plenty about long term relationships in the last 2-3
11:35
weeks. So we're just going to ignore
11:37
that one so that we can keep keep the time.
11:44
Let me see. Oh, sorry.
11:47
Something that I wanted to mention earlier.
11:49
I haven't made a music recommendation in a very long
11:50
time, but I had this one today and it was just mad.
11:53
That's why I said I should let you guys know.
11:55
I'm listening to the band now called the Becker, the Brecker
11:59
Brothers BRECKER on Spotify. And if you know, for those of us
12:07
who you know, Popsy and Momsy used to wear bell bottoms and
12:10
they had afros and things like that, or maybe a Popsy was a
12:13
care guy when he was a university.
12:14
This is the group that you have to listen to because it is
12:18
correct. Jazz as in like jazz funk, like
12:21
some kind of fusion, like really, really impressed.
12:24
But his horns music. So it's, you know, trombone,
12:28
saxophone, you know, all those sorts of things.
12:30
So if you like fella, you should also like this kind of music as
12:33
well, but it's mostly instrumental stuff.
12:36
So for those of you who are music heads, I beg go and look
12:39
for breakout brothers on Spotify.
12:41
That's correct, correct music. Nice one, real nice music.
12:46
All right, so the chapter on the close.
12:50
So the author recommends what the author recommends, urgency,
12:55
summarize benefits, ask for the sale, building long term
12:58
relationships or when if I see that that last one.
13:01
So let's go straight to definitions.
13:03
Now what does the clothes mean self?
13:05
Because when people say clothes, we're not always talking about
13:09
the same thing because most people, especially in Niger,
13:12
when people say close this deal, what they mean is collect the
13:15
money, collect your money. That's what people mean when
13:18
they say close the deal. Now that definition of clothes,
13:21
it's all right, it's OK, it's not bad, but it's not the only
13:26
definition of closing the deal. Ultimately, when we close the
13:31
deal, we want to collect our money.
13:33
So yes, you are correct that if you're quoting 5 M, close means
13:38
collect that five M But a richer definition of close just means
13:43
get the person to take the next step.
13:45
The reason why this is a better definition of closing is because
13:50
if you're dealing with a simple sale scenario, the example that
13:52
I give is buying a goose in the market.
13:54
You can't close one time. It's a matter of Luke Bros, Are
13:57
you buying or not? I told you that One Cup of a
13:59
Gucci is 4-5. Are you going to buy or not?
14:03
If you're buying, how many cups? If you're not buying, please
14:07
leave so that somebody else can come out open market.
14:11
You see, for simple sales, you can close aggressively and you
14:14
can do it one time. When it comes to the complex
14:17
sale, however, trying to collect your money one time is not, is
14:22
not realistic because you're talking about something that is
14:24
complex, something that is expensive and that requires some
14:27
relation building. So back to the wedding
14:30
photography example, you want somebody see, I'm not in the
14:34
field again, so I don't know how much it costs.
14:36
So let me just say 400 K. That's because back when I was
14:39
in in the deal, that's how that's how we use the price
14:43
ratio. You know, if you got a wedding
14:45
for three, 5400, it was all right.
14:47
If you got like 800, you are doing good.
14:50
If you're one of those people that was able to close, you
14:52
know, like that kind of 1.21.5, you're a superstar.
14:55
But I don't know how much it costs right now.
14:57
So during my time, let's say you're charging 400K back then
15:03
400K was money was serious money.
15:07
You can't just say you're going to roll up on somebody.
15:09
You're just meeting the person today and then you just collect
15:13
400K like that. How?
15:16
So the way to look at closing when you're talking about
15:19
complex sales scenarios is it has to be one step, one step,
15:22
one step. If you meet the person today,
15:25
you have one agenda. Today they take action, today
15:28
you have closed, you leave another one for the next day.
15:32
The example that I always give on the podcast is you meet the
15:34
person at the bridal show. If you collect their phone
15:36
number, you have closed. Then you call the person up,
15:41
you're trying to arrange a meeting.
15:42
If they agree for the meeting, you have closed.
15:46
They now come for the meeting. You wanted them to look at
15:48
samples. They look at samples.
15:50
They decide on an album style that they like you have closed.
15:54
The next step is to send over a proposal.
15:56
If you send over a proposal and you send over gold package,
16:03
jubilee package, silver package and if they if you get them to
16:09
pick one package you have closed, next thing now is to get
16:13
them to pay depository. So you now start following them
16:16
up, sending e-mail, making a phone call because you want them
16:20
to pay deposit the day that you pay deposit you have closed.
16:23
So you see how the thing works small, small, small, small.
16:26
Eventually you'll get to collect all your 400K.
16:29
But this whole thing of collect my money now it doesn't work
16:34
when it comes to complex sales scenarios.
16:38
Unfortunately, most of you listen to this podcast, you are
16:41
in the complex sales scenario. That's the reason why I say this
16:44
whole thing of close closing, meaning collect my money.
16:49
Well, let's let's calm down. Yes, ultimately you'll collect
16:53
your 5M complete. All right, now when we hear
16:57
close, let's just think of taking the next step.
17:01
So that's the only thing I want to rearrange your minds on
17:05
listening to this podcast. Now closing is a step by step
17:08
thing. Look, see, like I even said the
17:11
same as relationships. So in business, it's the same
17:13
thing. You don't just walk up to a
17:15
chick and say, babe, marry me. It's not like that.
17:20
You approach her the first time and OK, well, I was not much of
17:24
A toaster when I was still in the field.
17:26
So let me not show my lack of creativity.
17:30
But basically, you don't just roll up on a chick or roll up on
17:32
a guy and say marry me. In fact, there was one big that
17:40
me and I was supposed to have done a collaboration, you know,
17:42
long time ago and she was giving testimony.
17:44
She's a Christian giving testimony about how she rolled
17:47
up on one guy and she said, God told me that you're my husband.
17:49
Guess what happened? The guy faded fast.
17:54
I mean, how do you just roll up on somebody and say God told you
17:56
you're my husband. Of course the guy disappeared
17:58
now ended up marrying somebody else.
18:01
So it's the same thing. You don't just roll up on
18:03
somebody and say God told you you're my husband.
18:07
First you roll up on saying, oh, I don't know, how do girls to
18:12
yourself? You know, I never was toasted.
18:18
OK, well only one girl toasted me anyway.
18:20
But any the manner she toasted is not fit for the broadcast.
18:23
So let me not go there anyway. However it is that you girls
18:26
toast. You know how you're supposed to
18:27
toast. You don't just roll up on
18:28
somebody and say God told you you're my husband.
18:30
You say that the boy will fade. You say this boy's crazy and
18:34
it's the same thing. Sorry, yes, you say the boy said
18:37
this girl's crazy and it's the same thing the other way around.
18:40
If you roll up, I say babe, marry me or babe, sleep with me,
18:45
she's off, she will fade. So it's the same thing in
18:49
business as in relationships, before you close the deal,
18:52
everything is small, small, small.
18:53
One step after another after another.
18:55
Eventually you'll collect the thing that you're looking for.
19:00
So, yeah. So some of the things that the
19:02
author recommended urgency. Now, when it comes to urgency,
19:07
how do you define urgency? Now, urgency just means, how
19:13
would I define urgency? Urgency just means any tactic or
19:17
any skill, anything that you're trying to do just to make the
19:21
person to move sharp, sharp, to move quickly.
19:25
Yeah, let's define urgency, sharp, sharp.
19:26
So you're trying to get the person to move sharply.
19:29
Now on this podcast, I have spoke, I talk about this thing a
19:33
lot and so on to bring it to you guys.
19:36
Notice here, there's this thing about manufactured urgency and
19:40
there's this thing about inherent urgency, manufactured
19:44
urgency. That is what everybody talks
19:46
about on the Internet. So if you go and check urgency
19:48
now on YouTube or LinkedIn or on Instagram, people will be
19:51
talking about use discount as an urgency, as an urgency trick.
19:55
So you tell the person that look, blah, blah, blah, blah,
19:58
because I like you and for a limited time only, we're
20:01
offering a 20% discount now if you buy today.
20:05
So you see you're trying to manufacture urgent manufacture
20:07
urgency by telling the person that if they move now you will
20:10
give them 20%, but if they wait till next week then they'll have
20:14
to pay full price. That is manufacturing urgency.
20:18
Some people also use quantity to get a sense of urgency that OK,
20:23
well. You know, if you buy now, you
20:28
buy it at this price, but instead of buying one, if you
20:32
buy three, we'll give it to you for the price of whatever, you
20:36
know, buy, buy 2, get more free and all those kind of things.
20:39
That's also another way of getting urgency.
20:41
If I don't used to work on me back when I was in the UK
20:43
because I like I like yogurt. There's this yogurt that I like
20:47
Muler yogurt and I know that they used to do this discount.
20:52
You know when the stock is also I always wait when the stock is
20:55
now old, they'll now say buy, buy 2 get one free.
20:59
That's when I'll buy. In fact, the day I come and they
21:02
say is 1 LB for three. That's when I want chatter
21:05
everything and then I'll go home and then I'll just quickly rush
21:09
everything because you know when the discount had reached that
21:12
level, you know that The thing is going to expire in like 2
21:14
weeks or something, you know and my baby won't even eat my wife
21:18
now anyway. Then was my girlfriend.
21:20
If Ioffer her, she would say no, that this thing is quarter to
21:22
expire. There's not me and you.
21:24
So yeah, some people do that. Buy one, get one free.
21:27
Your manufacturing urgency, you're trying to get the person
21:29
to move shop, shop, buy 2, get one free.
21:32
People will now rush it. So that's the whole idea.
21:35
Then let's see what else another taxi people use is this sort of
21:40
thing of time. And like this black Black Friday
21:43
that is raining in Niger now. What does Black Friday even
21:48
mean? So I have absolutely no idea.
21:51
But anyway, they do it a lot. You just hear Black Friday,
21:53
Black Friday, all of a sudden everybody is, is just rushing,
21:57
you know, because the discount is only going to be available
22:00
from this day to this day. And after that, the discount
22:02
will appear. And then if you're trying to buy
22:04
anything in any shop in Abuja, it will be impossible to get
22:06
through. If you want to buy something on
22:09
Jumia, Jumia is not even loading because all of Nigeria is trying
22:12
to shop because it's Black Friday, Black Friday, you know,
22:15
so that's another urgency. So these tactics that I've
22:18
mentioned here is when you're trying to get people to move
22:20
shop, shop by saying if you buy them now, you will get one free.
22:23
There's a discount or the discount is limited between
22:26
December 25th and December 27th. So all that is manufactured
22:29
agency and all of that works. Yes, it works and you should be
22:33
doing that. I guess to be honest, I'm not a
22:36
fan of discounts. But anyway, I've spoken about
22:39
that in older podcast episodes and maybe I'll talk about that
22:41
in the future. However, I think the best thing
22:45
for us to do, especially for those of us who are selling
22:47
services or we're not selling products because you notice if
22:51
you're a medical doctor, you can't say buy 2 get more free.
22:54
You can't do that if somebody's there for a knee replacement.
22:57
You can't say do 2 knee replacements for the price of
22:59
one. If there's only one knee that is
23:01
broken, there's only one knee that is broken.
23:03
And then I am a business consultant.
23:06
I can't tell you buy 2, get more free as in buy 2 what exactly?
23:13
You know, you call up a consultant like me, you're only
23:15
going to solve the problem that needs to be solved.
23:16
So there's no buy to get one free.
23:20
OK, well, maybe if you have employees, you know, train one
23:23
employee, get one free. OK, let me write that down in my
23:27
mind. Try that.
23:28
So what I recommend is use the urgency that is inherent in the
23:34
situation. Use the urgency that is already
23:37
there. Go and listen to the episode
23:40
that I made yesterday about elicitation and you will see the
23:42
urgency that I was talking about.
23:45
Jackie Chan, not real Jackie Chan as in the guy based in
23:48
Lagos who's into interior decor, who yesterday was trying to
23:51
solve his problem. Jackie Chan, when he was talking
23:54
to the guy, he got a sense of urgency.
23:57
This person said I must enter into 2025 on a high note.
24:01
Therefore, this project must be finished in December.
24:06
In that case, there already is a sense of urgency that you can
24:09
use to move the deal forward. And that is the reason why for
24:12
Jackie Chan, yesterday I proposed that he closed the deal
24:15
the way that I said in the podcast later.
24:19
OK Bros forced to enter 2025 on a high note.
24:23
This job must be completed December 23rd for this job to
24:28
consider finished December 23rd is a two week job.
24:31
We must have started this thing by December 9th.
24:35
For us to start this thing by December 9th, I must have paid
24:38
for materials a week before. So therefore I must have placed
24:41
the order by December 2nd for me to place that order.
24:47
Oh sorry. The reason why I have to place
24:48
it by December 2nd is because some materials is going to be
24:51
from Lagos, some materials is going to be from Onager.
24:55
If I'm going to place this order by December 2nd, then the money
25:00
gas be in my account latest by November 25th and Bros right now
25:06
we are talking it is November 3rd.
25:10
So how far can you mobilize the 400 K deposit before so, so, so
25:18
and so. You see in this case how you are
25:20
using urgency to close, but you are not manufacturing the
25:22
urgency. It is by having a conversation
25:25
with the person and eliciting some information, you have
25:28
discovered that there is already urgency built into the situation
25:33
and then you take advantage of that to close the sale.
25:37
Auger. It must be done by so, so, so,
25:39
and so. For that to happen, we have to
25:40
do 123. If we must do 123, then the next
25:44
step is for us to do 456. Bros, Are you ready?
25:47
And then you keep quiet and that's how you close.
25:50
Or Madam, you want this dress to be ready for your sister's
25:54
wedding. Your sister's wedding is
25:56
November 15th. To make this kind of peplum
25:59
dress, we actually need like 9 days to get the thing done.
26:03
And for the embroidery that you want, it will take like one week
26:07
for all of that to happen. Mommy, I'll need to collect the
26:10
money at least 48 hours before. So Ma, honestly, if you want
26:16
this dress to be ready, we actually need to decide in like
26:19
the next three or four days if we're going to do this thing.
26:22
So Ma, I've already given you the bill.
26:24
The dress is going to be 40K. Is this something you can do?
26:27
And then you keep quiet and they leave it out to her.
26:30
In this case, the urgency is already built in.
26:34
So my own philosophy, what I'm begging you guys, is all this
26:38
whole thing of buy one, get one free discount ending this date,
26:42
this date, that date. Yeah, sure, do all those
26:44
tactics, but for to remain profitable over the long term.
26:50
Because the problem with discounting is this.
26:52
Now I'm not good at mathematics, but it's something that has been
26:56
studied mathematically. Depending on your product or
26:58
your service, Let's say your goal is to make one M at the end
27:01
of the year and you start discounting 222 or three 3%.
27:04
You now have to sell more units or get more customers in able to
27:12
meet that goal. So the problem with discounting
27:14
is that discounting actually sets you back.
27:16
And that's why I'm not a fan. But anyway, and that's that's
27:21
podcast episode for another day. Sha, when to discount and how?
27:25
So you're better off trying to look, I'm trying to use the
27:29
urgency that is already inherent.
27:32
Maybe I'll talk about that some more in the future episode, but
27:34
right now just get the distinction that is urgency that
27:38
you manufacture, buy one, get one free 20% discount.
27:42
And then there's the urgency that is already inherent in this
27:45
thing. What are the critical deadlines?
27:48
What are we working with? When is this thing supposed to
27:50
roll out? And once you have all that
27:52
information, you now use that to probe, to move the sale forward.
28:00
Now you have that, you have discovered the urgency in the
28:02
situation, then let's see, let's see, let's see.
28:08
So asking for the sale now this one is common sense, but lots of
28:16
people don't do it. You're not going to get the sale
28:19
unless you ask. Lots of you don't ask for the
28:21
sale. And that's the problem.
28:24
So please let us learn to start asking for the sale.
28:28
Don't just send the person APDF and say, OK, Sir, I sent you the
28:31
proposal. Have a good night.
28:35
I mean, what is that you say, Sir, I sent you the proposal.
28:38
Good night. Sir, you've not asked for the
28:40
sale. Sir, I've sent you the proposal.
28:42
When do you think you'll be ready to make a decision?
28:45
Or Sir, I've sent you the proposal.
28:47
Is everything else in order? OK, so if everything is else is
28:50
in order, then the next step is you need to pay a deposit of 50%
28:54
so that we can start the work but ask for the sale.
28:58
You guys stop this thing of you tell the person the price and
29:02
then you just keep quiet. If you tell the person the price
29:04
and keep quiet or send a proposal and keep quiet, the
29:06
person was here. Thank you very much.
29:09
This looks really, really good. Wonderful proposal, really
29:12
beautiful. Let me talk to my wife, I'll get
29:14
back to you. That's what you were here.
29:16
Or let me talk to my husband. I'll get back to you.
29:18
OK. Oh, I need to close up my
29:20
pastor. Let me get back to you.
29:21
Oh, yes. Wonderful proposal.
29:23
I like it. Like it.
29:23
Very, very good. Very good.
29:25
You know what? On Monday, come and drop it with
29:26
my secretary. I'll get back to you.
29:28
That is why you're going. People are ghosting you.
29:30
Ask for the sale. We'll talk about that some more
29:33
in some future episodes because we're already at 30 minutes.
29:37
So yeah, some of the ideas that you're going to get if you read
29:41
a book on closing or if you read that particular chapter, Chapter
29:45
5, I think there's A5 chapter book.
29:47
I have to look at it and then we'll know what's up.
29:50
But anyway, by tomorrow I'll let you guys know what is that we're
29:52
going to be talking about. But let's bring today's episode
29:54
to a close. If you'd like to connect with
29:56
me, the phone number is 08064662140 and the country code
30:02
is +234. For those of you who are not
30:04
Nigerian, connect with me on socials.
30:06
The name to look for is Tavishima IED.
30:08
I'm on LinkedIn, I'm also on YouTube, same name and you get
30:13
all the podcast episodes there as well.
30:14
So thank you very much for your time and attention.
30:17
Also, thank you very much again to I4 Timothy MO, you are a KTS
30:22
Miss Omar family member because they're commenting every week
30:25
now, Melki Seifullah and Brown Nya.
30:29
So for the rest of you, I will catch you guys tomorrow.
30:31
And remember, if I haven't shouted you out yet and we've
30:34
been in touch, just send me a message and I will do that
30:37
because I want to acknowledge as many of you possible who make it
30:41
worth my while and who appreciate the effort that goes
30:43
into producing the podcast. So you all have a good night and
30:47
we'll catch you at the next episode.