Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Pivot from Small Talk to Sales Without Being Awkward

Transcript

How to Pivot from Small Talk to Sales Without Being Awkward · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Apologies before we begin, because today's podcast episode
• 0:04
  is going to be a very noisy one. I'm making today's recording at
• 0:08
  home in the villa. The whole family is around.
• 0:11
  I can't find a quiet place to record in the house and the kids
• 0:13
  are watching TV. So there's going to be noise in
• 0:16
  the background. And then plus, you know, there
• 0:18
  hasn't been light. So generators just all over the
• 0:20
  place. All right, now what we're going
• 0:24
  to look at the on the podcast today is when to transition from
• 0:30
  how's the family to this is what I do.
• 0:35
  I repeat, whenever we're having a conversation with a potential
• 0:39
  customer, with a partner, with a stakeholder, with a, you know,
• 0:43
  whoever, typically in the Nigerian context, you know, we
• 0:47
  start off with some small talk like how's the family?
• 0:49
  How is this? How is that, you know, Yoruba
• 0:51
  people, Ekujoko Baoni this, Baoni that.
• 0:55
  You know how some people. Yeah, yeah, this.
• 0:57
  Yeah, yeah, that. Yeah, yeah.
• 0:58
  You know, whatever. Oh, boy, Wedding day now.
• 1:01
  Long time. How's the family?
• 1:02
  How's the kids? How's the wife?
• 1:04
  You know, all that kind of talk. So when we're in a social
• 1:08
  situation, how do we trans transition from how's the
• 1:12
  family? Then next thing you know, enter.
• 1:15
  This is what I do. Buy my product, buy my service.
• 1:18
  Join my this. Join my that now.
• 1:23
  If you've been listening to the podcast for the last week, you
• 1:25
  will see that it's kind of like a follow up question from some
• 1:28
  of the stuff we have already been discussing.
• 1:31
  And it's a very valid question to ask because for some of us
• 1:37
  who have, you know, you have something that you're selling
• 1:42
  and you're talking to someone, you know, we're keen to be able
• 1:45
  to get to the point quickly because we don't want to waste
• 1:48
  the other person's time. And of course, we don't want to
• 1:51
  waste our own time as well. So for some of us trying to sell
• 1:54
  in the Nigerian context, we're trying to build rapport, but we
• 1:57
  are also acutely aware of the fact that, you know, it's time
• 2:03
  to eventually we have to, you know, move on and start talking
• 2:07
  about business, you know, sharp, Sharp.
• 2:11
  By the way, if you love this topic or these kinds of issues
• 2:15
  around selling, persuading, then subscribe to the podcast on
• 2:19
  spotifying Apple. What else?
• 2:23
  YouTube or any player of your choice.
• 2:27
  Then if you'd love to connect, my name is Tavishima Ayede.
• 2:30
  I am the host of the show. I'm a former lawyer turned
• 2:33
  business consultant and I'm the host of this podcast, which is
• 2:37
  Africa's most prolific business podcast.
• 2:40
  So this is your first time of listening.
• 2:42
  Stay subscribed because I can assure you, we talk about
• 2:45
  really, really juicy relevant stuff here for Nigerian business
• 2:50
  people every other day. I can't promise you that I'm
• 2:53
  going to be here every single day.
• 2:54
  But so far, over the last five years or 5 1/2 years, I've been
• 2:59
  doing about maybe 3-4 episodes a week.
• 3:04
  So I'm here quite a lot. In fact, I was chatting with
• 3:09
  someone much earlier today who was travelling from what I can't
• 3:14
  remember, was it from Lagos to Benin or some other journey like
• 3:18
  that. Anyway, the journey lasted 5
• 3:20
  hours and he was able to listen to my podcast all throughout the
• 3:24
  trip. He was able to do some personal
• 3:26
  development, you know, some business development and he was
• 3:30
  able to do that because over the last 5 1/2 years, I have
• 3:33
  garnered over 1300 episodes. So this is your first time
• 3:37
  listening to the podcast. This is a treasure trove.
• 3:40
  Stay subscribed. All right, now back to the
• 3:43
  question. You're chatting with someone.
• 3:45
  How do you transition? How do you move?
• 3:49
  How do you change gear? How do you slide from how's the
• 3:54
  family? The next thing you're saying,
• 3:56
  buy my product, buy my thing, subscribe to my whatever, join
• 4:03
  my this, this, this, download my, that, that, that.
• 4:07
  How do you make the transition? So like I said at the top of the
• 4:11
  podcast, all this how how's the family and what not, It's just
• 4:15
  normal small talk in the Nigerian context.
• 4:19
  And the goal of it is we're trying to achieve some
• 4:22
  commonality. Now the exact phrase, sorry,
• 4:25
  commonality, How will I explain it now?
• 4:27
  OK. Commonality is when two people
• 4:29
  are having a conversation, two people are engaged in a
• 4:31
  relationship and they feel like I understand you, They feel like
• 4:36
  I know you. They feel like I like you, They
• 4:41
  feel like you're a reasonable somebody.
• 4:44
  They feel like I can give this person a chance.
• 4:48
  So when we're chatting with people, how's the family?
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  Ya ya ya ya ya this, ya ya this bow on it, that's bow on in
• 4:56
  call. This one, this one, that one,
• 4:57
  all that kind of talk. That's what we're trying to do.
• 5:00
  We're trying to achieve rapport, We're trying to achieve
• 5:03
  commonality. Now that exact expression, how's
• 5:06
  the family? Typically it applies to people
• 5:09
  of a certain age. So for me, I've been married for
• 5:11
  a while, 15 years. I've got a few kids.
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  So someone like me, I can roll in and say, you know, what's the
• 5:17
  family? Sorry, how's the family?
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  Now some of you, you know, 17252830, you know, probably not
• 5:27
  married, so maybe you can't say how's the family, but that's not
• 5:30
  a problem. At the end of the podcast
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  episode, I've made a list of a couple of things that you can
• 5:36
  say, but either way, you're so going to have to work through
• 5:39
  the problem of this question that you're starting off with to
• 5:43
  build rapport and then how you now transition to buy my stuff.
• 5:49
  But I just wanted to let you know that how's the family
• 5:52
  normal small talk, the goal, build rapport, establish
• 5:58
  commonality. Now, I've said on the podcast
• 6:01
  before, and I want to say it again for those of you who are
• 6:03
  listening for the first time, when it's time to establish
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  rapport, establish rapport, establish commonality quickly,
• 6:11
  and then move on, some of you dwell.
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  I made a podcast episode where someone established rapport, but
• 6:19
  then she dwelt on it too long and it spent 45 minutes talking
• 6:23
  about family, talking about kids, talking about career
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  frustrations, talking about all kinds of things.
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  And the guy said, you know what? I think I can secure a meeting
• 6:32
  for next week. And you know, they never did
• 6:34
  secure the meeting. It could be down to any possible
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  number of reasons, but one of them was the adult on the whole
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  rapport thing. Too long.
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  And if you stay in that phase, you don't quite move things
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  along. It's kind of like a confused
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  business stage where you know, like, I like this person.
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  We got on well, We chatted about family for one hour or we
• 6:58
  chatted about chatted about Arsenal United or Manchester
• 7:03
  United or Bolton Wanderers or whatever, or we chatted about
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  the government for one hour and this guy is a cool guy or this
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  is a cool girl, but you don't quite move on to the business
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  agenda. So when it comes to rapport or
• 7:17
  commonality is to establish it sharp, sharp and then move.
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  So back to this house, the family, you say, how's the
• 7:24
  family? The goal is to establish some
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  commonality around spouse and kids.
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  So I say how's the family? I say, ah, my brother, we do
• 7:32
  already. You can see that we've
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  established something like me. I'm a young man with a family.
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  You, Ma, you're a young man with a family.
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  From there you guys can talk about a couple of things, Kids,
• 7:44
  schooling, because eventually number of kids will come up for
• 7:48
  me. I have a few, not too many.
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  There's some people who have like 5 or 6.
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  And then of course, we move into the obvious six children.
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  How do you cope in this economy? You say my brother.
• 8:01
  And then you guys continue to talk.
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  You see commonality. Eventually we might talk about
• 8:06
  spouse, career, What of Madam? How is she?
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  What does she do? How's our work hours, our
• 8:12
  business, you know, blah, blah, blah.
• 8:13
  But once we establish these main things, have a family.
• 8:17
  You have a family, I've got kids, you've got kids.
• 8:21
  How's the spouse? You guys are coping, Abby?
• 8:24
  Everybody's in good health. Once you establish that, bam,
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  move on. If you can establish it in 5
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  minutes, move on. You can establish it in 12
• 8:31
  minutes, move on. Hi, if you are taking, I don't
• 8:35
  know, maybe like 30 minutes, 45 minutes, my own opinion like
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  you're dwelling, you're confusing the lines.
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  You know, we're not here to make friends.
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  I don't feel bad because the other person that you're having
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  a conversation with is perfectly aware that you are here to talk
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  business. So when you transition, as long
• 8:55
  as if they'll be like from where to where we're talking family,
• 8:59
  next thing you're saying buy my stuff.
• 9:01
  So it's not as if the guy is going to be offended.
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  The person knows. I mean, come on, we all know why
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  we're here. We already have enough friends.
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  We already have enough family members.
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  So somebody's running up to you in the club and you know, you
• 9:17
  guys are talking and everything like there's some agenda.
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  There is an agenda. In fact, I think the average
• 9:24
  person is even kind of waiting to see like, wow, what's going
• 9:28
  on? Like when will this guy show his
• 9:31
  hand about, you know, why he's rolling up on me or why she's
• 9:36
  rolling up on me, why we're existing, why we're talking.
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  So don't worry, don't be afraid. Establish commonality, Bah, Bah,
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  Bah, and then move. So transition.
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  That's why some of you are afraid.
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  How do you go from how's the family?
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  Next you say buy my stuff. Now there are different rules.
• 9:55
  Sorry, not rules. How will I put it?
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  Let me say guidelines, because when it comes to sales, we can't
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  talk about rules per SE. We can talk about guidelines.
• 10:02
  We can talk about principles that have to be applied in
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  different contexts. So one of them is Zig Ziglar's
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  Pogo. Of course, we all know who Zig
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  Ziglar Ziglar is. No need to explain who the guy
• 10:15
  is. Or for those of you who are here
• 10:18
  in the name for the first time, Zig Ziglar was a was an American
• 10:24
  sales trainer. Now he had this tool or this
• 10:27
  conceptual framework which he called Pogo.
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  It's an acronym Pogo and that stands for Person, Organization,
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  Goals and Obstacles. So again, Pogo stands for
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  Person, Organization Goals and then Obstacles.
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  And this was Zig Ziglar Frameworks.
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  Now, if you'd like to hear some more about this, you know, just
• 10:55
  go and check Zig Ziglar YouTube. You can just go to YouTube and
• 10:57
  type in Zig Ziglar Pogo. And then you see some more
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  material on that because you know, this is me now trying to
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  summarize Zig Ziglar's framework, but you know, it'll
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  be best if you hear a direct live from the horse's mouth
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  himself. All right now a person that is
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  what you ask questions about the person's background, the
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  person's role, you know, things like that.
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  We've already touched on some of this where you're trying to
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  build rapport and where you're trying to establish a
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  connection. So that is this whole.
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  How is the family bounding car or your own car.
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  Mommy uncle, Daddy, uncle. Yeah, yeah, yeah, this yeah,
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  yeah. That, you know, on all those
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  other things, but we're how far now we're in the, you know,
• 11:43
  happy new year, blah, blah, blah, you know, go, go do it for
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  us, you know, new year, new days, new.
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  So you understand. So that's what you do in that
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  person's stage. Ask questions about the person's
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  background, ask questions about the person's job role, ask
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  questions about the person's personal life, you know, all
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  kinds of things. The goal is rapport.
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  And remember, don't dwell at this rapport stage.
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  Don't spend 30 minutes talking about the person's life, how
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  both of you went to the same school, how both of you have
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  married to similar women and how like just look, you're not here
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  to make friends. The person that you're talking
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  to, the person who wants to make money, the person who wants to
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  solve their own problems. So the quicker you even
• 12:24
  transition to business of the better.
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  So 2 of you know what's up. By the way, this also applies,
• 12:30
  you know, whether you're male or female.
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  Then next is an organization. So whether the person is an
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  employee or the person has a business of their own, they're
• 12:42
  an entrepreneur, ask some questions about the company, ask
• 12:45
  some questions about the person's role within the
• 12:47
  company, ask some questions about the nature of the
• 12:50
  business, ask some questions about the kind of customers that
• 12:52
  they try to target, you know, stuff like that.
• 12:55
  You know, you go from person and then you slide into some
• 12:58
  business oriented conversations, but you start talking about the
• 13:01
  person's business first or the person's career first, not about
• 13:07
  you. So I repeat, you start person.
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  When it comes to person, it's not about you.
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  You're talking about the other person's background, their role,
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  their, this, their, that, their, that.
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  Then from there you slide into business or career, but from the
• 13:22
  level of the other person. Also, you're an entrepreneur.
• 13:28
  How long have you been in business?
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  Oh, blah blah blah, or used to be based in Lagos, you're
• 13:32
  currently in Abuja. Or how come why they switch and
• 13:35
  they continue to ask questions or what niche or customers do
• 13:38
  you serve, you know, blah, blah, blah, blah, blah.
• 13:40
  Then eventually you start talking about the other person's
• 13:43
  goals. Remember Zig Ziglar said Pogo,
• 13:46
  that is Pogo person, organization, goals and then
• 13:52
  obstacles. So the goals, now you're trying
• 13:55
  to figure out what the person is trying to accomplish, you know,
• 13:57
  personally or what the person is trying to accomplish business
• 14:00
  wise. This is where you transition
• 14:03
  after the person has spoken about what he's trying to
• 14:06
  accomplish personally or trying to accomplish in business.
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  That is where you know, moving to obstacles.
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  Obstacles are you talk about the pain points, the frustrations,
• 14:17
  the friction, the blockage, the impediments, the, you know,
• 14:22
  whatever, whatever that the person is facing, you're trying
• 14:24
  to achieve their goals. And this is where you now slide
• 14:28
  in. Once the person has spoken about
• 14:30
  their obstacles, they beat. This is the stage where you now
• 14:33
  say of Voila or some of us like you say in Nigeria, Viola.
• 14:38
  So whether you say Viola or voila, that's the stage right
• 14:41
  now. Say OK, now me, what I do is
• 14:44
  XYZ. How about next week you and I
• 14:48
  hook up so that we can discuss how my XYZ can help you achieve
• 14:52
  ABC. You can see that now the
• 14:54
  transition is smooth. You know a bit about the person,
• 14:57
  you know about the person's business, about the person's
• 15:00
  organizations. You know what they're trying to
• 15:01
  achieve, and you know their frustration.
• 15:04
  You guys have now been talking for 45 minutes.
• 15:06
  All you're just saying is, OK, cool.
• 15:08
  If this is a significant enough problem and if ioffer ABC, how
• 15:12
  about I boss you next week, Abby, I'll go to your office
• 15:15
  next week or you come to my studio next week or after
• 15:19
  church, let's just hang out and then we'll discuss and see how
• 15:22
  my blah blah blah solution can help you achieve this and this
• 15:26
  and this and that and that. That's it.
• 15:28
  Or you say, oh, OK, since you're facing blah blah blah, I know
• 15:34
  someone who does XYZ. And then the goal is to try and
• 15:38
  make a referral. And then like most Nigerians do,
• 15:40
  you try and collect your 10%. By the way, I'm not saying it's
• 15:45
  by force that you collect 10%, but I'm just trying to say is
• 15:48
  that for those of you who feel as if you must collect
• 15:50
  something, you know, don't feel bad.
• 15:53
  You're trying to make it worth your while, but just be careful.
• 15:57
  Sure, because there's one guy who hooked me up to a high net
• 16:00
  worth individual a very long time ago when I was new in
• 16:03
  business. And what we agreed on was 20%.
• 16:07
  Now, I quarrel for the guy that looked at 20%, man, he's high.
• 16:12
  But the first person he introduced me to, what we ended
• 16:14
  up doing was about 500 K. So I thought, you know, it's all
• 16:19
  right because I was still keeping close to 400 and I gave
• 16:25
  the guy 100 something, you know? But I was like, well, you know,
• 16:30
  it's OK. But I told the guy that look,
• 16:31
  guy, I love your clients, but I'm only so 20% man, he's high.
• 16:38
  But the guy didn't listen, and I don't think you like the fact
• 16:42
  that I complained. He tried to work with other
• 16:44
  people and Shah, it didn't work out.
• 16:46
  But when it comes to this percentage thing, you know,
• 16:49
  let's be realistic here. If you're collecting 20 percent,
• 16:51
  30%, you know, how much is somebody going to keep at the
• 16:53
  end of the day? So these are some of the things
• 16:56
  that determine whether referral partnerships can be successful
• 16:58
  or not. And also because sometimes if
• 17:01
  you're charging people 20 or 30%, they try to now mark up
• 17:04
  their own prices so that at the end of the day, they'll keep the
• 17:07
  one that they normally they would have wanted to keep from
• 17:11
  the beginning. And then of course, you know, it
• 17:13
  makes the sale an uncompetitive one because everybody shops for
• 17:18
  prices. So if the potential buyer, if
• 17:22
  the potential customer, the person that you're referring to
• 17:25
  already knows that in the open market is normally like 500 K
• 17:29
  and then you send somebody that way and then the person is
• 17:32
  saying 600 or 650, you know, you're already making it
• 17:36
  difficult for the other person. So if you're going to introduce
• 17:40
  someone and then put something on top, just, you know, look
• 17:44
  around, check your industry and then do something reasonable.
• 17:47
  So my professional background, like I said, was in law.
• 17:50
  And so for lawyers, you know, 10% is like a traditional or
• 17:53
  something, you know, I introduce you to the buyer of the land,
• 17:57
  you know, blah, blah, blah, facilitate one or two things.
• 17:59
  And at the end of the day, the person transfers 70 million to
• 18:02
  you and you just be a nice person and you transfer me a 10%
• 18:06
  and we call it even. We're good.
• 18:09
  And I continue to send you people and I don't chase you and
• 18:13
  you continue to send me 10%. By the way, I'm not saying
• 18:16
  anybody paid me 10% or 70 million.
• 18:18
  You know, that would be nice if anybody wants to.
• 18:22
  That's why I give my phone number at the beginning and at
• 18:24
  the end of every episode, end of every episode, so that if
• 18:28
  there's anything good that comes up, you know, I like your boy
• 18:31
  because I'm going to make some money as well.
• 18:34
  OK, so where was I? OK, so at the beginning I
• 18:39
  mentioned that not everybody has a family.
• 18:42
  So not everybody's going to be able to start off with that
• 18:44
  whole how's the family? How's the wife?
• 18:47
  How's the kids? How's this?
• 18:48
  How's that? So what we can do instead is the
• 18:54
  different things that you can say, you know, if you don't have
• 18:56
  a family, the different talk tracks that you can use, but
• 18:59
  pick whatever talk track applies to you.
• 19:01
  One of them is traffic, another one is weather.
• 19:04
  So for those of us who schooled in the UK already used to the
• 19:07
  weather thing because the weather in the UK, you know,
• 19:10
  can't be terrible. So I was in Aberdeen, in
• 19:12
  Aberdeen it rained all the time. And then I had some family in
• 19:15
  London and in London, you know, weather can be bright today and
• 19:19
  it can be gloomy tomorrow. So weather is a big deal for
• 19:22
  them then. Currently right now I'm in
• 19:24
  Makudi in Villa for Halls and the weather here is terrible is
• 19:31
  40 something degrees centigrade as almost close to boiling
• 19:36
  point. So everybody that we're meeting
• 19:38
  up with anybody that calls us that's exactly what we say is
• 19:41
  how oh boy, I saw an NTA. They say weather there is is
• 19:46
  4141 how they cope and you know, you just so weather is 1 traffic
• 19:54
  is another those of you who live in Lagos, I'm sure you guys, I'm
• 19:58
  sure you guys, you know, get to talk about that a lot like or
• 20:01
  more presidency day town. You see the traffic go slow this
• 20:08
  that that that that. So so traffic, weather that's
• 20:13
  sort of stuff you can use to build some commonality.
• 20:16
  If you don't have a family. Then there's also industry gist.
• 20:20
  Like I was talking to one of my former classmates today and he
• 20:24
  currently he's a partnership with some people and they
• 20:27
  organize the. Nigerian Energy Investment
• 20:30
  Summit or something like that. So if you are in that space, for
• 20:35
  instance, and you're talking to someone, you guys can be talking
• 20:38
  about, you know, all those sorts of things like, hey, what's up,
• 20:40
  blah, blah, blah. Federal government says they're
• 20:42
  introducing this sort of policy, that sort of policy to, and I
• 20:48
  put it now, you know, to incentivize the production of
• 20:51
  solar, solar cells in Nigeria instead of importing, you know,
• 20:56
  so that's kind of small talk that you can use.
• 20:58
  It's a industry gist that you can use in your own, in your own
• 21:05
  industry, assuming you don't have a family.
• 21:07
  Then there's also sports and culture.
• 21:11
  People do that a lot as well, you know, Manchester United,
• 21:16
  Bolton Wanderers, Arsenal up, Gunners, you know, blah blah,
• 21:20
  blah, all that sort of stuff. And then just popular gist going
• 21:23
  around. Like I mentioned, I'm currently
• 21:27
  at home and it turns out that one of the senior politicians in
• 21:34
  Benue state, I won't call the guy's name, although we all know
• 21:36
  who he is. Apparently he's about to enter
• 21:39
  into his fourth marriage with a woman who has been married like
• 21:44
  5 times. And anyway, let's just say he's
• 21:47
  been making some interesting gist, you know, when you come
• 21:49
  across some people. So for those of us who have
• 21:52
  families, you know, how's your family?
• 21:54
  You can use that commonality small talk, you don't have a
• 21:57
  family, there's traffic, there's weather, there's industry gist,
• 22:00
  there's sports and culture, there's popular gist, there's
• 22:02
  all kinds of things that you can use to build some commonality.
• 22:09
  But just remember when you start off with how's the family or
• 22:13
  guy, this traffic is mad. Or did you hear presidency said
• 22:18
  so so so and so or up Gunners up Man U or they say 2 face, 2 face
• 22:28
  and in wife the non scatter. Whatever it is, you have to be
• 22:33
  able to transition. And one transition tool that was
• 22:36
  spoken about is Zig Ziglar's Pogo.
• 22:38
  And remember Pogo is person, organization, goals and then
• 22:44
  obstacles. You start off with the person,
• 22:47
  talk about their background, their role, their whatever.
• 22:50
  Then you move on to organization.
• 22:52
  Sorry, one moment. OK, I'm back.
• 22:55
  Sorry about that. I had to attend to something
• 22:58
  quickly over here. OK, so if I remember correctly,
• 23:02
  I think I was talking about how, OK, so if you don't have a
• 23:05
  family, we explored some options that you can use, but eventually
• 23:10
  you have to transition. And if you want to transition,
• 23:12
  just remember Zig Ziglar and remember Pogo person,
• 23:17
  organization, goals, obstacles. And remember, I've said this in
• 23:22
  the podcast lots of times before.
• 23:26
  A lot of these frameworks that I introduced to you guys over here
• 23:29
  on the podcast, I'm not introducing it because it's the
• 23:31
  best. You can go somewhere else and
• 23:34
  you will find other frameworks that are going to help you
• 23:36
  transition. But I pick these ones just
• 23:39
  because they're simple, you know, 33 concepts, 33 words, 3-4
• 23:44
  concepts, you know, once the thing begin to enter like
• 23:46
  568101215. And believe me, there are really
• 23:52
  complicated frameworks out there.
• 23:53
  They are hard to remember and they'll be hard to do.
• 23:57
  And my focus on this podcast is to be practical and tactical.
• 24:01
  I want you to have something that is easy to remember because
• 24:04
  easy to remember means easy to apply.
• 24:07
  See this Pogo something now, Pogo.
• 24:10
  Trust me, you can't forget Pogo. You're in a networking session,
• 24:14
  Pogo. You're in church, Pogo.
• 24:17
  You're in the office Pogo. You jam somebody in a taxi,
• 24:22
  Pogo. You jam your old classmates
• 24:24
  during school reunion Pogo. People are drinking at a beer
• 24:29
  bar, Pogo. Wherever you are, Pogo.
• 24:32
  Easy to remember Zig ziglars Pogo.
• 24:34
  Zig ziglars Pogo. Person organization.
• 24:37
  Goal, obstacle. Anyhow, anyhow, you remember
• 24:40
  personal organization, even if you remember those two from
• 24:44
  there show you good a freestyle, but you know, eventually you
• 24:47
  land a plane. Easy to remember, it's easy to
• 24:49
  do. So if you find something much
• 24:53
  more sophisticated that you like, sure, no problem.
• 24:56
  Just make sure it's something that is easy to remember and
• 24:58
  easy to do. So.
• 25:00
  That is one tool that you can use to transition.
• 25:03
  Just remember that when you are applying Zig, Ziglar's, Pogo or
• 25:06
  any other similar framework like this, it is always from the
• 25:09
  other person's perspective. So when it's person, the other
• 25:13
  person, the other person's background, the other person's
• 25:17
  role, organization, the other person's company, the other
• 25:20
  person's department, the other person's business, the other
• 25:22
  person's customers goals, what is the other person trying to
• 25:26
  accomplish? Obstacles.
• 25:28
  What is blocking the other person's progress?
• 25:32
  What do they need to move their own ministry forward?
• 25:34
  It is only when you have established this, they can now
• 25:37
  say, guy, this is a problem that is facing a small thing.
• 25:41
  Now my own company, we do blah, blah, blah, blah, blah, blah,
• 25:44
  blah. In fact, next week, just come to
• 25:47
  the office, me and project manager, we'll sit down with you
• 25:49
  15 minutes. We should be able to sort you
• 25:51
  out. Sharp, sharp, sharp.
• 25:52
  So that's how you make the transition.
• 25:55
  So thank you very much for listening.
• 25:58
  Remember, if you'd love to connect, my name is Tavishima
• 26:00
  IED. You can find me on LinkedIn.
• 26:04
  You can connect there or you can also send me a text message, a
• 26:08
  WhatsApp message, or call me on 080646621.
• 26:15
  Sorry about that. That's the alarm.
• 26:18
  Just wanted to make sure we didn't go across 30 minutes.
• 26:21
  So again, the phone number 08064662140.
• 26:28
  Also remember I'm still talking to candidates for the training
• 26:32
  that were my partners are now organizing next year from the
• 26:35
  12th to the 23rd of January 2026.
• 26:38
  The focus of the training is to make you sell better, make you
• 26:42
  sell more effectively over the phone.
• 26:44
  So how do you find clients? How do you talk to clients over
• 26:47
  the phone? How do you introduce yourself?
• 26:49
  How do you get the agenda going? How do you figure out what it is
• 26:53
  that they need? If you have to make an effective
• 26:55
  proposal or presentation and do it remotely, how do you do that?
• 27:01
  How do you close the deal? How do you ask for the order?
• 27:04
  How do you nurture relationships?
• 27:06
  How do you get people to come back and buy again?
• 27:09
  So these are the sorts of things that we're going to be talking
• 27:11
  about come 12th of January to the 23rd of January 2020.
• 27:16
  Sixth, it's a 10 day intensive, so Monday to Friday, but then
• 27:21
  weekends are off. No Saturday, no Sunday.
• 27:24
  Also, it's a pay training. Bear that in mind when you reach
• 27:28
  out for us to have that conversation.
• 27:30
  But then again, this is the reason why I say dealing with me
• 27:33
  is the best value that you are going to get so long as we're
• 27:38
  talking about business development consultants in
• 27:41
  Nigeria. Because your favorite
• 27:43
  influencer, your favorite celebrity, your favorite guru,
• 27:46
  your favorite whoever gates all their content, the only way that
• 27:50
  you can get time with them is if you pay them.
• 27:52
  But for me, I have this free podcast.
• 27:54
  There's over 1300 episodes here. So if you want to come for the
• 27:57
  training, it's cool. You don't have the money for the
• 28:00
  training. No problem, stay subscribed
• 28:02
  here. Either way, you're getting value
• 28:04
  from me whether you drop money or whether you don't drop money.
• 28:07
  So thank you very much for your time and attention.
• 28:09
  I'll catch you all some other time.