Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / The 'Chief Okoro' Challenge: How to Close Deals with Skeptical Clients

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The 'Chief Okoro' Challenge: How to Close Deals with Skeptical Clients · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:00
Hello and welcome Today we're going to continue with the
0:05
elements of a sale, the parts of a sale or the dynamics of a
0:09
sale. If you're just listening to the
0:11
podcast for the first time, this is a Part 2.
0:16
So after you're done listening to this, you need to skip back
0:19
one episode and then listen to the one that just came prior so
0:24
that you have the full up context.
0:27
So the reason why I, I split this up into two parcels because
0:33
I think last week or maybe like last two weeks, I think I did a
0:36
couple of episodes, like one, one hour and I think, you know,
0:38
that's too long. You know, some of you are
0:40
students, some of you work full time, some of you are busy
0:43
business people. So I want to see how I can limit
0:45
episodes to 30 minutes Max. So we did the early theory in
0:51
the first part, that's the episode before this one where we
0:54
spoke about the different elements of a sale and we
0:57
explored the dynamics of a sale. And if I remember correctly.
1:02
So let me look at my notes, OK? Yeah, because I scribbled a few
1:06
things. OK, So yes, I have.
1:08
So what we explored in the last podcast episode basically was
1:11
that sales is not about convincing.
1:14
You don't convince people because you can't convince
1:16
people. Or rather sales is about looking
1:18
for people who are already disposed towards your product or
1:22
your service already have the need.
1:25
So let's say you sell voltage regulation technology, you sell
1:30
Binatone equipment or you sell what was this thing called?
1:35
ADC. Yeah, what they call this DC
1:37
again, is it something panel, you know, all these, you know,
1:42
electrical things in houses and machines that are supposed to
1:45
cut off high current and things like that, you know, so if you
1:48
sell very, very technical equipment like that, you don't
1:51
waste your time waking up every day trying to sell voltage
1:56
regulation to everybody, you know, you just don't.
2:01
You wake up and you ask yourself that, OK, who might be looking
2:05
for or who might be disposed to looking for voltage regulation
2:10
technology now or who needs DCS or, you know, things like that.
2:13
So that's how you do it now, because for the technical space,
2:17
it's kind of obvious that you don't go around talking to
2:19
everybody. For those of us who is not kind
2:21
of obvious, let's say you're a fashion designer for instance,
2:24
or you know, you sew or you sell chicken or catfish, you know,
2:27
you just go around and start trying to sell to everybody.
2:30
So the question is, who's already disposed to looking for
2:33
my product or my service? Who's already disposed to
2:35
catfish or who's already disposed to voltage equipment or
2:38
who might be in the market for, you know, these are the
2:40
questions that you ask yourself. So look for people who already
2:44
properly disposed, figure out their motivations, make sure
2:47
that you align, and then make sure that they are qualified,
2:50
they have a want, they have a need, they can afford this sense
2:53
of urgency. Then we also explored how sales
2:55
is not about talking at people, but it's about having a
2:59
conversation. But you're not going to be able
3:01
to have a conversation unless you know the kind of questions
3:05
to ask, correct questions to ask.
3:08
So that as you ask the people the questions, they talk more
3:11
about themselves, they talk more about their problems, they talk
3:13
more about their needs, they talk more about their vision
3:15
then you. You'll be listening based on the
3:19
feedback where you get or based on the listening that you do.
3:22
You will now know how much will I charge this guy or how much
3:26
will I charge this girl or which product am I going to put
3:32
forward what, which kind of proposal will I make?
3:35
Which kind of proposal will I, you know, which kind of
3:37
presentation, what kind of clothes will I use?
3:39
See, you get all these ideas from listening to people as
3:42
you're asking them questions. Then we also spoke about sales
3:47
resistance and then sales acceptance, which is the normal
3:50
dynamics that everybody faces in business.
3:53
So you roll up to someone, you know, let's say you sell, you
3:58
know, jackpot services, people want to run away from Nigeria
4:02
and maybe you and your travel agency, you guys have come up
4:04
with the package. You know how you sponsor their
4:06
visa something, something something.
4:09
So every single person that you meet, even if the person wants
4:15
to Jack back like right now, the guy will be a bit skeptical.
4:20
A couple of things brought into the guys mind.
4:22
You know, who is this, you know, more feeling of ID fear.
4:25
We did it. OK, let me be smart.
4:28
You know, plenty of fraudsters. Let nobody buy me, let nobody
4:31
take advantage of me, or people just feel as if they don't want
4:34
to be bothered. Like you never know what sales
4:36
resistance is there in the beginning, lots of people are
4:38
just resistant. So the dynamics that we go
4:41
through is we deal with that sales resistance, everybody
4:44
uptight, everybody on guard, nobody wants to talk, nobody
4:47
wants to show their hand. We overcome that first.
4:49
Then from there we move on to sales acceptance, which is where
4:54
we show that our product makes sense.
4:57
And then we try and get them to transfer deposit so that we can
5:01
make some money so that we can start fulfillment.
5:04
Fulfillment is when you deliver fulfillment is when you deliver
5:09
on your on your promise. So you sell high voltage
5:12
equipment, you sell DC panels for people's houses, you know,
5:17
things like that, that hosting stage, you know, you buy 1500
5:21
units for us for from us for your estate development.
5:25
We'll give you so so discount, we'll give you this warranty,
5:28
we'll give you this. You know, all of that was in our
5:30
sales fulfillment is they transferred the money now have
5:33
to start delivering the, you know, 150 panels or however many
5:38
that you promised. So in the case study today for
5:45
looking at dynamics of the sale, we're going to look at the
5:46
situation where we have a founder and let's say this
5:53
founder is Amaka Mosu. Now this name is completely
5:56
made-up, but because of the way you know, Niger is and because
6:00
of the different combos, I know for sure that there's definitely
6:02
an Amaka Wasu listening to this. So Amaka Wasu Novex, you know, I
6:07
don't know you, I just, I just had to come up with a name.
6:11
So I came up with Amaka Wasu. Now let's say Amaka Wasu is the
6:15
head of growth or she's the founder, like you know, she's
6:17
the domain domain. She's the main person.
6:20
And let's say her company is called Zest Way Logistics.
6:24
And again, please now how will I put it now form and deform, I'm
6:29
just making this up. So if you have a company that
6:31
goes by the same name and you know a similar line of business,
6:35
you know, not coincidence or just coincidence.
6:37
It's not as if I cited you in any way.
6:40
So Maka Wosu, she's the founder or she's the head of growth for
6:43
Zest Way Logistics. Now let's say that they are a
6:46
Lagos based company. Some of you say why Lagos?
6:50
Why Lagos? Honestly speaking, it's just
6:52
because all the action is happening in Lagos.
6:56
You know, all the tech action is Lagos, Ogun, you know, maybe a
6:59
few boys in Abuja. But for now it looks as if if
7:02
you're serious, you can enter lag.
7:05
So yeah, so America wants to head of growth zest way
7:08
logistics. So they're LAG based, Lagos
7:13
based. And then there are their
7:16
logistics businesses, tech enabled, you know, they have a a
7:19
tech component. You know, nowadays, now
7:22
everybody to do tech, everybody to do tech.
7:25
So let's say now that the platform she has come up with or
7:28
the app she has come up with is a way for FCMGFCMG is fast
7:32
moving consumer goods. You know, Indo me biscuits, Omo
7:38
toothpaste, toothbrush, you know, all those things you don't
7:40
move fast, fast, fast. That's why they say fast moving
7:42
consumer goods as in with the consumer, you know, with the
7:45
chop arm, you know, they use arm, you know, and they move
7:47
quick, quick, quick. OK, I was about to say bathroom
7:51
sleepers, but I don't, OK, No consumer goods because we know
7:55
they consume, we know they chop bathroom sleepers.
7:58
So I don't think bathroom sleepers is FCMG.
8:00
Basha Amaka's platform, Connex MFM say FCMG, sorry, forgive me,
8:07
because of the bank FMCG fast moving consumer goods.
8:14
So she, she connects manufacturers to different shops
8:18
or different kiosks. Let's say that that's her, her
8:21
business idea that she's about to launch.
8:24
And let's say currently she's connected, she has done some
8:28
good businesses. Let's say she has connected to
8:30
about 500, you know, neighborhood shops and things
8:33
like that in, in Lagos. And then, you know, she now
8:36
wants to move, move outside of Lagos, you know, because that's
8:41
the whole thing about growing and scaling.
8:43
You know, by the time you don't saturate your domain, you know,
8:46
you don't get a presence, you can now start looking, OK, which
8:49
other local governments, which other city, which other states?
8:54
And then by the time you're on the bigger boy level, you know,
8:56
like down with it will now be which country exactly.
9:01
So she has hit up like 500 Lagos.
9:03
She's now thinking of other other places.
9:08
Now, the sales resistance in this case, honestly, right.
9:14
This is just me guessing. But if this company were real
9:18
and we enter into the field, you know, we might find something
9:21
different. But this is just my my guess.
9:24
I'm just trying to illustrate something here.
9:26
My own guess is that retailers are probably comfortable with
9:30
the way things are. You know how Niger is now, it's
9:32
kind of chaotic. It's kind of organized.
9:34
But you know, we make things work and it is what it is.
9:39
You know, like I like Pure Bliss biscuits.
9:42
Sometimes I go to neighborhood store.
9:44
I'm like no, Pure Bliss. The guys are no, he never come.
9:47
It's just one of those things. When are they coming?
9:51
I don't call the guy. He say they come tomorrow.
9:53
You know, that kind of thing. Or like a seaway water.
9:56
By the way, this is not an advertisement, so Pure Bliss did
9:59
not pay me to advertise their product and see where water did
10:04
not pay me to advertise their product.
10:05
I just need to come up with concrete examples.
10:08
I like to keep things concrete, so that will be flowing here.
10:10
I don't want to be doing theory theory, you know, more
10:13
practicalize. I'm small, even though the
10:15
example is kind of made-up, well, totally made-up.
10:19
So sometimes you go, so our guy gets you is I know they never
10:24
come when I do come in, I ended to come.
10:26
No, no, no, no, no, no, no. You know, that kind of thing.
10:28
Now you go and buy something else, move around, you come
10:31
back. There's still no sea way.
10:32
So all those things happen. But even though these businesses
10:35
have these kinds of delays, because I'm sure you've been met
10:38
with this kind of situation before, you know, you want to
10:41
buy your favorite, what you call this thing now, this thing used
10:46
to relax your hair, relax hair for women.
10:48
Then you go to your favorite shop, maybe Abano.
10:50
And by the way, this is not an advertisement.
10:53
Urbano did not pay me. But if you work at any of these
10:55
companies, if you work in OK Foods, that's makers of Pure
10:58
Bliss. If you work with Seaway Water
11:01
Company, if you work with Urbano and you think, oh, I like this
11:04
guy's podcast, Let's. Let's support him.
11:07
Let's help the guy Blue and please reach out.
11:11
Yeah, reach out and sponsor the podcast.
11:13
I'll appreciate it. All right, where are we?
11:18
So these things happen, you're looking for a favorite relaxer,
11:21
you go to urban on The thing is not on the shelf or when is it
11:23
coming? I don't know.
11:25
The supplier said who can't use the do come Wednesday, blah,
11:28
blah, blah. So these things happen.
11:30
But Nigerians were OK with the way things are.
11:34
That's something that's finishing the shop.
11:36
It's time to get a new order. It's time to get a new batch.
11:39
The sales manager for that shop, the owner of that neighborhood
11:42
store, the guy is perfectly OK just picking up the phone,
11:45
calling the person and harassing them saying Haruna, how far Now
11:49
customer define water. Since where are you?
11:52
You know, so we're used to that and that's how we live over
11:55
here. So let's say America's idea now
11:58
is that there's a way, you know, that the app, maybe they'll
12:02
connect the thing to the scanner in the store.
12:04
So as you scan, as you scan, the app will automatically be
12:09
reading that, oh, inventory is dropping.
12:11
Inventory is dropping that you know Seaway yesterday we had 200
12:16
today we have 150. You know they seen on a drop.
12:19
They seen on a drop. Anything now automatically
12:21
signal the other people that all look is now time to place an
12:25
order then you know America's company because she owns the app
12:28
now. They will now go to the sea way.
12:30
People pick up the bottle and then drop it at neighborhood
12:33
shop. No need for anybody to make
12:35
phone call. No need for all that Haruna,
12:37
where you did, where you did, customer.
12:39
Don't define water since you know, none of that hassle.
12:42
So maybe that's a problem that Amaka is trying to solve.
12:44
Amaka Wosu again made of not her real name.
12:47
So if her name is Amaka Wosu, you know Novix, by the way, if
12:50
your name is Amaka Wosu, help me up, you know, connect with me,
12:53
call me, send me a text message, send me a WhatsApp message on
12:56
08064662140. I would like to talk to any
13:02
podcast listener. If your name is Amaka Wosu,
13:04
let's just see if there's a random coincidence, then Amaka
13:08
Wosu. If you happen to be a business
13:10
person and you're listening to this because you're trying to
13:13
solve some business problems and you want me to, you want us to
13:15
have a 15 minute sale audit, then call me, send me a text
13:18
message. Send me a WhatsApp message on
13:20
08064662140 or Amaka wants to as you're listening.
13:27
Now, if you're shy because some people are shy, that's not a
13:30
problem. Send me a message.
13:31
Just say my name is Amaka. I don't really want to talk, but
13:34
let me be on your WhatsApp channel so you can stay on the
13:37
WhatsApp channel and be getting updates.
13:40
So any Amaka was, if you're real, reach out to me, but just
13:44
know that I made the name up. All right, so where are we now?
13:51
And so that would be sales resistance just because you
13:54
know, Nanaja. So people are just used to it.
13:58
We're just used to doing business like that.
14:00
So when somebody like Amaka wants to show us up now, let's
14:03
say Amaka finish from UNILAG, from UNILAC, she do masters for
14:06
maybe Cambridge, from Cambridge, you know, she do PhD for
14:09
Harvard, you know, then she now can't raise seed fund round A
14:14
round B, you know, she raised finance a couple millions.
14:18
Then she she just come back to Niger.
14:19
You know, I just got back then the tech ID, everything.
14:22
Then every time I'm a Car Talk, you know her mouth to be, you
14:24
know, Sri Sri Sri Sri, you know her mouth to be, you know,
14:27
talking and see if she has hot, hot puff, puff in her mouth.
14:30
You know that kind of accent, very pleasing accent.
14:34
So when people are already used to how these things are normal,
14:39
normal, everyday Amaka shows up fine girl, smooth skin.
14:44
I just got back, you know, she did talk spree spree and she's
14:47
saying that this is my app. People will just be looking at
14:50
her all kind because this is how we've been in Nigeria since
14:55
we're just used to it. Things finish inside the shop.
14:59
You pick up the phone, begin the Hala the supplier.
15:02
So where are you customer define blah, blah, blah, blah, blah.
15:06
We're used to it. So let's say now Amaka she's
15:09
been able to do some hard work. She has gotten like 500 stores
15:13
in Lagos and she's now thinking let me branch into the east and
15:16
then she says that blah blah blah want to expand.
15:22
You know, can you introduce me in chief Okoro something and
15:25
that says OK, no problem, I'll let you for Koro.
15:27
They are coming. So you know, she turbo she enter
15:30
on Nisha to sorry, I know I didn't pronounce it well.
15:34
Is it Onika visible listeners No expect onicha.
15:39
So Amaka are now double she wenta Onicha to go and talk to
15:43
Chief Okoro. So let's say chief Okoro has
15:45
like 70 large supermarkets in Onicha.
15:48
That's why she wants to talk to Chief Okoro first, because she's
15:51
thinking if I can secure this account, Chief Okoro and Chief
15:54
Okoro can introduce me to one or two people.
15:57
At least if I stay in Onicha like two weeks, I'm able to get
16:02
like 5-6 meetings. If I get two or three men, two
16:06
or three of these chiefs on board each of them 7071100
16:11
supermarket I'll make, I'll make progress, will be a good visit.
16:15
So she booked flights. She enter Onicha.
16:18
Is the airport in Onicha? Well anyway, please forgive me.
16:23
It's been a while since I travelled to that part.
16:27
The last time I was there was maybe like, I think I was like
16:31
15 years ago. That was Ogidi in an amber
16:34
state. Sorry, excuse me, Mohem Ogidi in
16:37
an amber state. So I was there maybe like 151517
16:40
years ago for a wedding. I can't remember the airport
16:43
that we landed in. Anyway, if you're an amber
16:46
person, let me know. Let's say if you're an Amber
16:48
person, let me know if you guys have an airport in Onicha.
16:53
So she now land in the airport now and then eventually she
16:56
books a meeting with her chief. So chief will secure the will
17:00
have take the meeting. By the way, some of you will be
17:03
saying Nepal baby, see this is nothing Nepal ain't nothing
17:06
Nepal about this. I tell people all the time when
17:10
you start your initial business, all right, the easiest people to
17:14
talk to are friends, family members, associates, colleagues.
17:19
Start there. You already know these people.
17:24
Selling is scary because you know them.
17:28
You'll be nervous, but you'll be that nervous as if you're
17:30
talking to total strangers. Even though they'll be selling,
17:34
they'll be sales resistance because Chief will be on his
17:36
guard. Like, yes, this is my friend's
17:38
daughter, but Chief will be on his guard, but the wig will be
17:41
on his guard, won't be as much as if he's a total stranger.
17:45
So friends and family members, coworkers, church people, people
17:50
in the mosque association meeting, you know, whatever,
17:54
these are easy to be able to talk to.
17:57
Moreover, as you're talking to them, you are refining your
18:00
sales process. You are refining your sales
18:03
script. You are learning how to have
18:05
conversations. You feel me, You're figuring out
18:09
which kinds of questions to ask. You are learning the kind of
18:12
things that resonate with people.
18:14
So this will not be Nepal something.
18:16
No, no deposit. What's it got?
18:20
Nepal, Nepal what again? You know, been saying Nepal baby
18:24
for such a long time. I can't remember the full world,
18:26
the full word and nepotism, No nepotism here at all at all at
18:31
all at all. So the same thing for you too,
18:33
as you're starting talk to people.
18:35
You think that was even one mistake that I made because like
18:38
when I started off in the event space, my mom was like, oh, let
18:40
me introduce you to some of my friends.
18:41
But me, I was feeling like a big boy.
18:42
I said, no, I want to do it my way.
18:44
My mommy said, OK, now your mom said, keep quiet.
18:48
Looking back now, that was one of the stupidest things I ever
18:50
did. If you want to start business
18:53
and then Mumsy says, let me introduce you to a few people.
18:55
You say thank you very much, Mommy, can I have their phone
18:59
numbers? That's all.
19:01
That's all you say. Which one is Auntie D?
19:04
My own way. Like please, I beg.
19:06
You'll be a man and you will stand eventually.
19:08
But people are trying to help you.
19:09
I beg take their help, except if it comes with conditions.
19:13
Excuse me because I know that some of you come from families
19:16
that if Mumsy help you, she won't let you hear the last word
19:20
she would say if not because of me.
19:21
OK, if you're from that kind of family, I understand.
19:23
But apart from that, if Popsy says go and see Chief so so, so
19:27
and so you just say daddy, thank you.
19:29
You collect the phone number, you bath, you spray perfume and
19:32
then first thing in the morning you'll be on your way.
19:36
Ain't nothing Nepal here. No, no Nepal baby in this one.
19:39
So where was I now? So she's now in the meeting with
19:44
Chief now because Chief has been new business, you know, nature
19:48
for, you know, 30 something years and his current suppliers,
19:51
his current wholesalers, he has relationships with them for the
19:54
last 20 years. You will know that he's he's
19:58
already comfortable how things are.
20:00
If Chief Okoro hears, by the way, if your name is Chief
20:05
Okoro, it's just coincidence. I beg no veg if Chief Okoro
20:10
hears that Seaway has finished in one branch.
20:14
You know, you just shout at the store manager, the store manager
20:17
will pick up the phone and then shout at the delivery person and
20:21
then the delivery person will just fill up the, the, the truck
20:24
and then be on their way. So that's just how things have
20:27
been going. They're used to it.
20:29
They're used to it. Moreover, Chief will now look at
20:32
his friend's daughter and say, look, Amaka, this your idea.
20:36
Honestly, it sounds really for thinking and everything.
20:38
But Amaka, see you here. Now you don't wear suits, you
20:41
know which you'll find. What's this thing called?
20:47
This Apple or something? What's it called?
20:50
This Apple tablet? Now what do they call this
20:51
again? OK, Apple has a tablet.
20:56
What is it called? iPad.
20:58
So I'm here with your iPad and this fancy app.
21:01
So if I agree now and I come on this, and then the app crashes
21:05
on core, where will I be? If the app crashes, then I won't
21:10
have inventory to sell. So that will be his own concern.
21:12
That'll be his own concern. He really has a 20 year
21:15
relationship with other people. If I take a chance on you and
21:19
then this app crash, we installed it in today between
21:22
crash next week, OK, then what happens?
21:26
So that is the sales resistance that we're now meeting, OK?
21:32
Now even though this scenario is completely made-up, you can see
21:34
that it actually is something that happened that you can
21:38
actually be selling to somebody that is Popsy's friend and
21:42
resistance. Good day, obstacle, good day,
21:45
just normal. So in this case, now some of you
21:52
will be thinking about, you know, you understand, like
21:57
you're from Harvard, so you can just spill spree and bamboozle
22:00
your way. That is a magic recipe though,
22:04
something that you would say achieve will calm down or you
22:09
start begging. Chief, you know that you're like
22:12
my second father. If anything happens to my
22:14
father, you know that it's just you and God.
22:16
So Chief, I beg. Follow me.
22:17
Come by. There are some people who use
22:19
those tactics, by the way, and I don't think it's a good tactic.
22:23
Begging is not really good. I've seen people who sell in
22:26
banks, They do that a lot. They do that a lot.
22:28
Essentially what they're doing is just begging for accounts
22:32
that just I beg, open. I beg.
22:34
In fact, there's one person. This is a long time ago, back
22:37
when my cousin just started working with Zenith Bank.
22:41
There was one person that was her whole whatever.
22:44
Like a beg a beg, a beg a beg a beg.
22:45
Please just open the account today.
22:49
Just open the account today. Even if you transfer 100 million
22:53
into the account today, you let the things sit there for one
22:58
month and then you now move it back to your other bank.
23:00
Even if you do do do that Sir, please, you will help me, I'll
23:03
meet my quota. So that was the thing just going
23:05
on and begging essentially. Anyway, that's also another
23:09
interesting conversation to have.
23:10
That's when you're involved in your sales manager, you know,
23:14
what is the criteria for success?
23:16
Because I was wondering like, what's the point of somebody who
23:19
is meeting the target of let's say 500 million, but then the
23:23
500 million always resets to 0 at the end of, you know, 30
23:27
days. So she goes round, she begs
23:29
people, she meets her quota, 500 million.
23:32
But then next month everybody moves that 500 million away,
23:35
Everybody living like, you know, 1010 thousand, 2020 thousand.
23:38
What's the point? Then you'll be clapping for
23:41
those people. Then the people who genuinely
23:43
are going around and getting business, but they can't be the
23:46
five, 500 million, but they're able to get maybe 20 million to
23:50
open accounts. And then that account balance is
23:53
being maintained steady 20 million, you know, 30 million,
23:57
sometimes up, sometimes down, but maintain steady.
23:59
Then those people will be blasting them.
24:01
They didn't make quota. So sales managers, please think
24:05
properly about the criteria for success because, you know, we
24:08
sales people, we can, we can play games.
24:10
We play lots of games. Oh, OK, it's 3:00.
24:15
I should be out of here soon. Where was I sorry, the alarm
24:21
just blew. So that that really distracted
24:24
me anyway. So stop thinking about what it
24:30
is to say and stop trying to stop trying to convince now to
24:34
overcome this thing. Remember that I said selling is
24:36
all about conversations, what you need to do, what America
24:38
needs to do in this situation as is not asking questions.
24:43
So obviously Chief Okoro is worried about things being out
24:47
of stock. Instead of that whole promising,
24:50
promising, promising, she started asking questions about
24:54
because right now we've discovered one problem, things
24:57
being out of stock. If you have crashes, there's a
25:00
big problem. But The thing is this is
25:01
Nigeria. So therefore out of stock is an
25:04
issue for everybody, Everybody. It happens all the time.
25:07
My wife wants to buy her favorite this, her favorite
25:09
that. We go to the shop, Oh, we don't
25:11
have this thing come back next week.
25:13
It happens. Everybody happens.
25:15
This last visit that Momsey did, she wanted to buy a few things
25:18
because Mumty is a Maccudi but she likes some stuff that is in
25:21
Abuja. This last trip, it happened not
25:24
in stock. So when The thing is available,
25:26
I'll now buy it and then now send to her.
25:28
So everybody has out of stock in Nigeria so long as it's in
25:32
Nigerian business, I guarantee you everybody has out of stock
25:35
definitely. So the question the thing would
25:39
just be for America to become and I start asking Chief Okoro
25:43
about out of stock frequency, like OK, for particular
25:50
products, you know, how often do suppliers disappoint?
25:52
You know, things like that. She for Coral might not know.
25:54
I might pass her through to the store manager or something.
25:57
So when she's in front of the store manager, she's asking
25:59
specific questions about, oh, how often is this out of stock?
26:02
How often is that out of stock? When see we finishes, I called
26:05
supplier. How often does he get back to
26:07
you? You know, from all those
26:09
questions, she will now be getting all the ammunition she
26:11
needs to make her her sales pitch at the end of the day.
26:16
You know, how often have they had to change inventory
26:19
suppliers or what other kind of inventory challenges are they
26:22
facing? What kind of delivery delays are
26:25
they dealing with, you know, stuff like that.
26:27
You know, on and on and on. Those are the kind of questions
26:30
that she will be asking them. Now, based on the information
26:33
that she will get, she will now be able to tie it into her
26:36
USPUSP is unique service proposition.
26:39
Sorry, unique selling proposition.
26:41
Yeah, the main reason why people do business with you or in this
26:44
case since she's brand new, OK, no we said she has non 500
26:48
stores in Lagos. OK.
26:50
So the main reason why people do business with her.
26:53
So her picture now be like look OK, you know we've been talking,
26:57
I've already uncovered one or two problems and basically these
27:02
are the lapses in inventory management.
27:03
So whenever you guys have downtime in inventory management
27:07
or inventory challenges or things out of stock or whatever,
27:10
we are estimate, we can estimate that you're losing X&X&X amount
27:13
of naira. But with this app, what we're
27:16
trying to do is we're trying to automate inventory management.
27:19
So every time you bring your Seaway as you as a store
27:22
manager, as you log it onto the system, as you are selling it
27:27
and as you are scanning it 1 by 1 Pimpimpimpimpimpimpim you
27:30
scanner, the software will just be noticing that OK, things are
27:33
dropping down, dropping down, dropping down.
27:36
Then we'll decide on which level is a healthy level.
27:38
So if every day on the 70 different locations, you start
27:41
off with let's say 1000 Sea Way bottles, then by the time you're
27:45
noticing in each in OK, no, let me say per store, sorry, I'm
27:50
free starting now, let's say a per store.
27:52
Now they're buying maybe like 200 Seaway bottles at the
27:55
beginning of the week. So by the time you they scan
27:57
Pimpim Pimpimpimpim, you're selling the Seaway.
28:00
Then if they now reach maybe like 20 bottles automatically,
28:03
the app will just signal Zest way logistics that is a markers
28:08
company will signal them so that they will now be in touch with
28:13
Seaway to say that look supplied on the wrong low.
28:16
Then between her and Seaway, they woke up the whole thing so
28:20
that by the time we discount ping, ping, ping, ping, ping,
28:23
ping and it's getting out maybe 10 bottles, they will see the
28:26
truck just showing up. So that whole thing of Chief
28:30
Okoro shouting at sales store manager, their store manager
28:35
will now be shouting at Abdul, say Abdul where you didn't.
28:38
Of course my notifying water, they're notifying water chief of
28:42
corrode on the shaft on my head. The guy don't prove not the
28:45
power. You know, all of that talk will
28:47
now be unnecessary because the app just automate everything.
28:52
So that will be her page basically that this one is
28:55
automated inventory management that you for Coral, whether you
28:58
are aware or not, whether you're in Switzerland or not, whether
29:01
your sales manager has gone for maternity or he has married a
29:04
brand new wife or whether he's on sick leave or whatever.
29:08
This whole thing is set up just to run automatically like that.
29:11
And Chief, I know that you're worried about the thing
29:15
crashing, but don't worry, we've built some redundancy into the
29:17
app. And what we mean by, of course,
29:19
you will explain redundancy because you know, Chief Okoro
29:21
will be, you know, he'll be a local champion now you know,
29:24
he's a, he hasn't got to have it like you.
29:26
You just explain what redundancy means that in case this thing
29:28
happened, this is the backup. If this one happened, that is
29:30
the backup. And so because of that, chief,
29:34
you know, this system is not going to fail.
29:37
Then from there, you now slide into A and try and do trial
29:41
close. Remember, trial close just means
29:43
you, they try close, soft, soft. You don't go too hard, you don't
29:47
go for the queue or what does this guy call this again?
29:52
Now this guy, what's his name Tom Hopkins, there's some people
29:55
who say who say that he has this, I think minor requirement.
29:59
I think that's what they call it minor requirement closed.
30:02
So minor requirement just means, you know, you won't ask for
30:05
everything just small, you know, just a pilot, just a just a
30:10
test, just a just a trial, just a trial.
30:14
So, Chief, you know what? I understand your hesitation and
30:16
everything, but how about we just try on the breakfast cereal
30:20
only? So Chief, just this section,
30:24
just this section only this section.
30:26
NASCO, Cornflakes cereal, Quaker Oats, you know, blah, blah,
30:31
blah. Just this section, cereal only.
30:34
Just a tryout. Chief, let's do it for one month
30:38
and instead of doing all the 70 stores, let's just do it for one
30:41
store only. We just do it this store that is
30:44
on the so, so and so St. only that store, only the breakfast
30:47
cereal. And let's see how this inventory
30:49
management does. Chief, by the time we do this
30:52
thing one month, if you're not happy with it, we'll just shut
30:55
everything down. We'll just leave it like that.
30:57
But Chief, if you're happy with this thing, from there share
31:01
will roll out to 15 stores. I'll be.
31:03
Chief, how do you see it? You see, so that's the scope,
31:11
that's the dynamics of how you manage to sell the sale.
31:14
It doesn't matter who it is that you talk to, Popsy's friend,
31:17
Momsy's friends, you know, whatever.
31:19
Even your own husband, self, America, even your own husband.
31:23
You know that the first time we tried to sell something to your
31:25
husband, even amongst your husband, you see some sales
31:27
resistance. You say, my dear, buy from me,
31:30
the guy, freeze. So it's normal.
31:34
So what we're currently trying to overcome is sales, sales
31:38
resistance. So this is the proper way to
31:41
look at selling. It's not about toasting.
31:45
It's not about magic words. Engage people in the
31:47
conversation. Amaka.
31:51
Also, if you exist and you know you're in a similar kind of
31:54
setup, it's not what kind of things do you say to chief or
31:59
start begging Chief? In fact, don't beg chief any
32:01
Amaka listening. Don't beg chief.
32:04
I know what I'm saying because those of us in sales sometimes
32:07
when we become beggars, we put ourselves in a precarious
32:09
situation. There's one of my friends that
32:11
started to beg next in the guy locked door.
32:13
Once the guy locked door she begin the shout.
32:18
If you understand what I'm saying, you know the word is
32:20
enough otherwise. So never ever ever become a
32:23
beggar, especially if you're a woman.
32:25
Don't want be begging chief. Nothing, don't beg, nothing.
32:27
Don't beg. Engage him in conversation, ask
32:33
questions, figure out their problems, figure out their
32:37
challenges, figure out the vision, figure out what they're
32:41
trying to achieve in their store, in their whatever from
32:45
the conversations you are having.
32:46
You get the ammunition that you need to make a convincing
32:50
proposal and you try your luck. And not everything works all the
32:53
time. Nobody's in charge of your
32:55
destiny. Any Amaka listening to this
32:57
thing, nobody is in charge of her destiny.
33:00
Let me say one more time, any Amaka listening right now,
33:03
nobody is in charge of your destiny.
33:04
Don't feel as if if you don't close this deal with Chief
33:08
Okoro, the money that you spent on flights to get to Nicha is
33:11
wasted. Don't feel like that.
33:12
Don't get desperate. Nobody is in charge of your
33:15
destiny. If you no clicking, no click, no
33:18
problem. We leave the fight another day.
33:20
You move anyway. Let me stop here before I break
33:25
into a sermon and become a preacher.
33:28
By the way, if you want to open a church and you're looking for
33:30
an assistant pastor, just let me know.
33:33
I can't be convincing when I'm up on the pulpit.
33:36
I can preach it. The trial will con.
33:38
We will convince you and not confuse you.
33:40
Anyway, don't mind me, I'm just kidding.
33:42
So if you'd love to connect with me, you want us to talk, You
33:46
want to see how you can apply these principles to your
33:48
business, that's not a problem. You want me to look at your
33:50
particular circumstances, I'm down with that.
33:52
So call me. Send me a text message.
33:54
Send me a WhatsApp message on 08064662140.
33:59
You want a 15 minute sale audit, that's not a problem.
34:01
Send me a message. Same number 08064662140.
34:07
If you're shy, it's not a problem.
34:08
You want to join my WhatsApp channel, that's OK, that's cool.
34:11
So send me a message and I'll hook you up.
34:14
But really, really, really, really seriously speaking, if
34:17
there's any Amaka Wuzu that listen to this podcast episode
34:21
now, now, now, now send me a message.
34:24
That would be quite the coincidence.
34:26
So I'd like to talk to you about your own particular business
34:31
situation. And yeah, that's it.
34:34
So you all enjoy the rest of your day.
34:37
I'll catch you at another episode.
34:39
Oh, by the way, if this was your first time listening to the
34:41
podcast, don't forget this was a Part 2.
34:43
So there's a Part 1. Listen to the Part 1.
34:45
Listen to the Part 2. Everything makes sense.
34:47
Apply and you'll be good. So I'll catch you later.