Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Pricing Psychology: The Power of Anchoring High

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Pricing Psychology: The Power of Anchoring High · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

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Hello and welcome to the Oracle's Chamber, the Conclave
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of Elders, the inner sanctuary where we talk about sales and
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marketing, money tactics, strategy, business growth, and
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solving business problems. Today I want us to look at a
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topic that some of you are already used to because I talk
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about it again and again. The reason why I'll never stop
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talking about it is because it's one of the reasons why lots of
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us are frustrated in business, frustrated in selling,
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frustrated in looking for customers or clients.
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And that is the ability to be able to figure out quickly who
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it is you're talking to. Are you talking to a serious
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person? Are you talking to somebody who
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is a worker? Pass.
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Are you talking to somebody who is broke?
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Are you talking to someone who is serious?
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Are you talking to someone who is curious?
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We need to be able to figure out these things quickly so that if
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this person is a serious person and the person has money, we'll
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invest time, we'll continue to chase them.
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If this is somebody who is broke and can never buy this thing,
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even if they sell, their whole generation won't waste time with
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that person. If this is somebody who is, you
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know, merely curious, kind of tight for cash, maybe they're
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kind of working towards something.
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We'll know as we will be following them.
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By the way, everybody is worthy of respect because we're all
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created in the image and likeness of God.
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So don't disrespect anybody for being broke.
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But like I say now, money with a fine.
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So we're trying to figure out where best to invest our time
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and where best to invest our resources so that we come up
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with revenue at the end of the day.
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But please do not disrespect anybody.
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I'm not saying you should disrespect anybody because they
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are broke because unfortunately, how do they say it?
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You know, all fingers are not equal.
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And there's one thing my auntie used to tell me.
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I didn't quite understand me at the time, but she used to say
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that basically my auntie used to tell me that things change.
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I didn't quite understand where she was coming from because you
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know, like most Nigerian families now, you know, we all
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have our own dynamics. So there's some people in the
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family, you know, there's some branches of the family that, you
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know, have plenty of money. There's some branches of the
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family that are kind of like middle class.
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And then there's some branches of the family that are the, as
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one of my aunties, like you say, commoners.
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So there's some branches of the family that commoners.
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So I was fortunate to have been born in the branch of the family
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that is, let's say like that guy in middle class.
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And so my auntie used to remind me that, look, no condition is
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permanent. That's what she used to say.
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No condition is permanent. But as a primary school chair, I
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didn't understand what she meant.
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But growing up now and seeing fortunes change, seeing how
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people that used to be the commoners before and I had the
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ones that are on the top, I said, OK, this is what my auntie
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meant. So things change.
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Summary Respect everybody. However we'll keep you, we'll
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still keep talking about these things.
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How can we figure out who we're talking to, the quality of the
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prospect that we have in front of us so that we know how much
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time, how much resources to invest in this.
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Now, the reason why this has come up again is because I'm
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having a conversation with a salesperson.
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So excuse me now. This salesperson is very senior
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in our craft. Excuse me.
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So this person is very senior in her graph.
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So because of that, this kind of approach that I'm going to we're
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going to talk about today might scare a lot of you.
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A lot of you might hear it and say, no, I beg, I can't try
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that, blah, blah, blah. So no problem.
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If you hear it and you can try it, it's not a problem.
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Everything is in stages. Everything is step by step.
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So it's like me now, if I say I want to get on the football
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field and I want to do some kind moves that Lionel Messy we do
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like I would, I would tear my hamstring.
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This one is not even pull my hamstring as in my hamstring
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would tear, you know, my joints would dislocate, you know,
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because everything is step by step.
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So somebody like me who hasn't played football in the last, you
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know, 20-30 years, what I'm supposed to do is first of all,
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you know, conditioning, you know, I'll be walking, then I'll
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be jogging, then, you know, start doing some fundamentals.
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You know, you trap, you know, you dribble, you do some, I'll
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walk it up step by step by step. So it's the same way in business
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and in sales as well. There are times when you hear
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something and you just know this one, don't pass me the advanced
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technique with this, no problem. You just focus on the
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fundamentals. Eventually you get to the place
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where you can do some advanced stuff.
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Now for those of you who've been listening for a while, you know
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that I keep talking about qualification and discovery.
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So qualification and discovery is the part of the business
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relationship, the part of the selling conversation where
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you're trying to figure out who is this person that I'm talking
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to? Who is he?
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Who is she? What are their identity?
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What is the problem that they are facing?
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Is this a serious problem? Do they even have money?
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Do I have the skill set or the inventory to solve this problem?
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Because if you're in real estate and you're talking to somebody
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and it looks like the person is looking for ultra high net
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worth, premium real estate, But meanwhile, the only kind of
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houses that you have in your own control or that you have in your
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own database or whatever is, you know, single income or middle
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class or whatever. Like don't don't bother.
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You figured out what the person wants.
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You don't have the inventory to match what it is that the person
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wants. In that situation, I beg you're
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better off trying to get a referral.
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They now tell the other person abross anything that comes from
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this. Just give me my 10%.
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So yeah, that's it. Who is this person?
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Who is she? Who is he?
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What is the problem? What's the vision?
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How bad is the problem? Do they have money?
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Can I service them? If I can service them, go ahead.
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If I can't service them, do they need for?
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So that is the whole thing around qualification and
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discovery. Now, this sales professional
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that I was talking to, remember I said she is a senior
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professional and I say senior, it means she's been working for
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a while, like almost like 10 years.
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So she, she has some experience. She's she's been around.
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So we could cut straight to the chase on a couple of things.
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So I told her, look, this is what we're going to work on
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today. The conversations you've been
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having so far when you're trying to qualify people because this
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lady sells some infrastructure. I won't say what kind.
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When you've been trying to qualify people, what we've been
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doing is we have been talking about need first.
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That's need analysis. You know, personal calls say,
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oh, OK, what do you need? What are the power requirements?
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What is this? What is this?
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You know, all that need. All right, let me just say
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solar. And yes, it's the same lady.
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I've been talking about Cinderella.
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Now, even though Cinderella, for those of you who are listening
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for the first time, don't worry. If you listen to the other
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episodes, you see what I'm saying.
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So even though Cinderella is young, she actually has been
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selling for quite a while. She's been selling since she was
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about 2122 ish. So she don't get a small
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experience like maybe like that guy in 10 years.
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So I told her, look, Cinderella, this is what we've been doing
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now in selling solar equipment. This is what you've been doing
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most of the time. We've been going straight to
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need analysis. You know, Hey, hello, thank you
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very much for reaching out, blah, blah, blah.
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Hope you don't mind me asking, what are you trying to power?
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How many bedrooms, how many TV, how many debris are, how many is
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the, do you have washing machine?
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Is the inverter washing machine? You know, all those kinds of
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qualification questions, that kinds of conversation.
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Now that is the need analysis part where you're trying to
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figure out what exactly do they need or you know, how bad is the
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problem? You know, things like that.
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Now, those kinds of conversations are good.
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If you've been doing them, they are very good because when you
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do that, it is then that you have all the information that
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you need to give an accurate quote, a relevant quote, a solid
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quote. And it's also there that you'll
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get all the information that you need to make a good presentation
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because it is based on what they tell you.
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You now know where to pinch, where to squeeze, where to
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emphasize. So that part is good.
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But then Cinderella quickly again, she's not her real name.
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I'm just using code name again, where was I?
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So Cinderella figured out that look, I'm tired and I was glad
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to hear her say that. She said she's tired of just
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sending proposal up and down the right proposal.
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They make presentation. She said she's tired and I was
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happy to hear that. She said she's trying to look
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for ways to increase the quality of people that she's investing
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time with. And I said fantastic.
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I'm glad to hear you say that. It is the Spirit of God that has
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revealed this to you. And that is the reason why when
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I picked up the phone and we started our session today, I
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told you that I want us to change our qualification
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approach. I want us to push need analysis
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back small and I want us to bring money and budget and then
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urgency to the front. Now this is where some of you
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will be afraid. Some of you will say I'm not
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meeting this person for the first time.
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I will now start discussing money just like that.
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So it's OK if you sound scared. Like I said, don't take this
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approach. The only reason why I can't
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discuss this with Cinderella is because Cinderella has been
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selling since she was 21. She's now 30 something.
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So for her, you know she know we'll shake.
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If you're brand new, your mouth will be shaking.
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The first time I had to quote something for somebody and I
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called 400,000 there, my mouth was shaking.
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So when I said 400,000 there and the babe started laughing, you
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know, I understood where she would be laughing because that
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400 was sounding heavy in my mouth.
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So if you're not there yet, don't try this.
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So I told her when we're doing qualification, we're going to
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bring budget front, then we're going to bring timelines or
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urgency front. Some of you will be wondering
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budget timelines. No problem.
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Let me take a step back. This qualification framework or
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framework for having these kinds of conversations with people
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that I've spoken about a lot called BANT.
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BANT. BANT is an acronym.
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It stands for budget what? Again, Budget A is what is a is
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of authority. Budget authority need and then
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timelines. Again budget authority need and
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then timelines. Those of you who are more
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experienced will say I can be telling them about bands.
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Relax the other qualification frameworks.
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Yes, some of you will say that better qualification frameworks,
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yeah, no problem, I will argue. But The thing is, talking about
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bands and all these other qualification frameworks that
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only have 4 letters or 4 elements, for me, I prioritize
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them because if it is just 4 letters, it's easy to remember.
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Easy to remember means easy to do.
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It means I can't be on the spot. I can be talking with someone
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and in my brain mentally, I'm checking out.
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OK, budget conversation. OK, we don't discuss money
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authority. OK, who is the person that is
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going to make the transfer? OK, need.
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How bad is the problem? OK, timeline, when are they
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ready to take act? See, like in my mind, I can be
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doing it. All those other qualification
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frameworks that have 10 steps, 15 steps, 20 steps, yeah, no
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problem. You say they are the best, Go
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on, carry on. But good luck trying to remember
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1015 steps. So that's the reason why I push
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out all these ones that are 444-4444, not as if they are the
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best, easy to remember, therefore easy to do.
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So budget just means we're having money conversations
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because we want to be sure that everybody has realistic price
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expectations. If the person that you're
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talking to has unrealistic price expectations, you're wasting
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your time. Excuse me, if you're selling
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your market 4040 million and the person thinks that 15,000,000 is
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a realistic budget, you're wasting your time.
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The gap between 15,000,000 and 40 million is too big.
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Find that out now instead of wasting time building
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relationship with somebody. So that is step one.
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Budget #2 authority. Authority just means who is
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going to pay the B at the end of the day, who is going to make
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the transfer? Who is the person that is
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calling the shots. Want to make sure that we're
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talking to the right person because like I, like I say, if
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you like, spend one year with the houseboy, if the houseboy
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does not have authority to make the transfer, that deal will
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never close. All right?
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Authority is important. If you're wasting all the time
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with houseboy and with Pennsylvania.
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Some of you say, why am I talking like this?
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Back when I sold insurance, there was one guy who our line
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manager went out with the guy and they got into a building and
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about to get into the building and the guy stopped them at the
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gate and then the salesperson started talking to the security
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by God about insurance products. So the line manager, the
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lineman, our line manager, she didn't say PIM, she didn't say
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anything. She waited next week Monday when
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it was time for meeting, hey, you know how Nigeria or gas can
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be now, she washed the guy in front of the whole office.
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She was now asking him, you are talking to security guard.
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You're talking to me, guard. Can my God pay the?
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I've forgotten the words. It's been a while now.
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Is it premium? Can my God be paying this
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monthly, monthly premium? If my God cannot pay the
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premium, why are we talking to my God?
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So I'm not making this stuff up. This one happened.
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I wasn't there when it happened, but I was there at the washing
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down when my line manager was washing them down.
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So it happens. There's all of you that are
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wasting time. See, houseboys and P as are
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worthy of respect. Respect everybody because we're
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all children of God. But for the purposes of chasing
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money, chasing kudi, chasing over, chasing ego, chasing yade,
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chasing whatever it is you call it in your language, for the
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purposes of chasing nothing, we're better off spending more
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time with people who have the authority, somebody who can say,
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what's your account number, please?
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And then the person will just do transfer swiftly or somebody who
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will ask you do you have POS then the person will give you
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their card or the person who will say is it going to be cash
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or check? And then the person will bring
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out their checkbook. Yes, some people still issue
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checks. I think like 5-6 years ago.
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Yeah I had to collect a check from someone.
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I was shocked. I thought they would stop making
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checks, but apparently checks are are still in use.
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So yes, cash or cheque, that's the kind of person you want to
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be spending time with. That is authority.
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Then N that is need. That was where Cinderella and
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her classmates, she has seen my classmates.
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Her classmates. Well, OK, no.
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Anyway, her sales team, that's where it was starting from.
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Needs analysis. Hello.
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Thank you very much for reaching out.
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I hope you don't mind. We need to do some load analysis
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here. Let's see what it is that you
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want to power up with your system.
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How many TV's, How many bedrooms?
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How many debriser? What about water pump?
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What about water heater? That is need analysis and and
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that is where lots of people start from.
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Need analysis. Somebody reaches out to you.
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You're a wedding photographer. Say hello.
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Are you available? Oh, yeah, sure.
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Oh, it's a wedding. OK, traditional or this,
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whatever. Oh, do you want a photo album?
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How many frames? See all of that?
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That is need analysis. It's not bad.
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Then the final one, which is where a lot of us don't do well,
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that is tea. Timelines.
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Timelines just means how soon is this person ready to take action
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and is there any sense of urgency?
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Are they ready to take action anytime soon?
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Now, the idea behind qualification frameworks like
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this Bant is if you're talking to somebody, the person does not
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have budget, the person does not have authority.
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The person does not have a need. The person does not have
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timeline. Stop wasting time with that
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person. This deal is going.
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If you can't even say this deal is going nowhere, it is not even
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a deal budget. They don't have money authority.
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This is not the person who can make the decision need, you
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know, you're not sure whether they need or they're just
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curious timeline. You're not even sure whether
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they want to take action this year or not.
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There is no deal there. So Cinderella was tired of
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issuing proposals to people who at the end of the day, well,
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they were just curious or at the end of the day, I just wanted to
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know the price or, or they just ghost.
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So we were both In Sync. She was tired and I said, good,
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glad you're tired because I want us to bring budget and then
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timelines front so that if the person has budget and if it
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looks like the person wants to take action anytime soon, then
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we will continue the rest of the conversation.
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We will increase the odds that we're talking with people who
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can end up becoming a good customer at the end of the day.
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I hope you guys understand what I'm saying.
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With this qualification, framework or guideline, we're
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looking at 4 steps. Who has money?
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Who has the power to make the decision?
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Do they even have a serious problem?
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And does it look like they're ready to take action anytime
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soon? I was trying to get Cinderella
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to start off with money and timeline 1st instead of starting
18:16
with need analysis. Luckily she had already started
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doing that on her own. That was good and this was the
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approach that she had taken. She said what she was going to
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do was she would start and then need analysis was just going to
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be small. She wasn't going to go into
18:34
details. She was a small question just to
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try and figure out where this person land.
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Then she will now tell the person that oh Bros, based on
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what you said, it's looking like anything between like 4.5 to
18:45
6,000,000 because this one sounds like it will be a small
18:48
system like around that kind 3.5 KV, maybe 5 KV.
18:51
So anything, you know, 4 million to like 6,000,000, that kind of
18:55
thing will sort you out. So how does that sound to you,
18:58
Sir? They should now keep quiet.
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That's what she was doing, which is very good.
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And that's the reason why I say some of you be afraid.
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So I'll be like, I'm just meeting the person for the first
19:08
time. I'm not telling him 4 to
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6,000,000. How does that sound?
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Don't worry, if that is scary to you, then relax.
19:15
Don't do this well, just know that it's possible after you
19:18
have some more practice and some more experience under your belt.
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But relax, you will get here now.
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When she did that, she said a couple of people, this
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conversation I had with her Cinderella, we, we had this
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conversation today actually, yes, today.
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We had another session 2 days ago, but this one was today.
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Today she said already today some people have just said, Oh
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no, my sister, I just wanted to know how much.
19:48
I just wanted to know the price, that's all.
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Now the beauty of this approach is the kind of person who say,
19:55
OK, you know, I was online, I just see solar.
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I saw your company. So I say, you know, I just, I
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just checked at the check. The person who tells you like
20:06
that good. Can you see that?
20:08
There's no need. To be doing follow up, no need
20:12
to be doing relationship building, no need to be sent in
20:15
proposal, no need to be saying how far you didn't pick my call.
20:19
No need to be sending e-mail. No need to be passing by that
20:23
person's office. There is no need because the
20:26
person has told you from day one that no, not just browser they
20:31
browse. I was just online.
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I saw your company and you know, I just I just say I should call
20:41
like just browser they browse good.
20:43
We are eliminating those browsing people, those walk up
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as people again, don't insult anybody.
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We are all worthy of respect because we are children of God
20:53
made in this image and likeness. But for the purpose of seeing
20:58
our money, we define. I want to invest time with
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people who have budget, who have authority, who have need, who
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have timeline. Somebody who is just browsing,
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maybe they have budget, maybe they have authority.
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But honestly speaking, there's no need.
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I'm in a Bande neighborhood. I'm a big boy, you know, money
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now water, you know, it's not a problem.
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I've paid Nepal engineer. We're doing, we're doing bypass
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like, you know, and I'm, I'm just asking, maybe it's
21:26
something I'll do in 2-3 years time.
21:28
Like it doesn't matter how you squeeze that person.
21:31
You can't remove anything there. The budget and authority is
21:33
there. Need is the need there.
21:36
Maybe, maybe not. Timeline is the timeline there?
21:39
It doesn't seem so. Don't waste your time.
21:42
Don't. So this was our approach and I
21:46
said good. This approach is already more
21:47
constructive because now people are telling you from day one
21:51
where they stand just so you have the proper expectation.
21:58
Most people will excuse themselves at this stage, but
22:04
The thing is, the two or three people, now that she's left
22:07
with, at least she knows that, OK, there is room.
22:10
It doesn't mean the deal will close, but it means there is
22:14
hope. All those ones, we just, they
22:17
browse, we have removed them. That's the beauty of this
22:19
approach. So I told her, Cinderella, good,
22:23
I'm glad you did that. The only thing that we're going
22:25
to change is this, the order of the numbers, because she told
22:29
me, oh, I spoke to this person. I told this person 4.5 to
22:32
6,000,000, I spoke to this other person, I told this person 6 to
22:36
9, blah, blah, blah, blah, blah. You know, I just thought, OK,
22:39
good, perfect. You're doing the right thing.
22:40
We just need to make two changes.
22:42
Number one, we will change the order.
22:44
There's something when it comes to price, pricing, psychology
22:48
and all that, that is called anchoring.
22:50
Anchoring just means you give somebody a reference point.
22:54
Reference point just means you give somebody a number that they
22:56
can feel comfortable with. You feel me?
22:59
You hope you understand where I'm going.
23:02
So when you say 4.5 to 6,000,000, you've gone from a
23:08
high number, what is perceived to be a high number, to an even
23:11
high number. It causes a psychological beam
23:14
in some people. 4.5 to 6,000,000.
23:19
Jesus. That's why you cause some
23:21
people. You just cause a beam.
23:24
So what you do is you reverse the order.
23:26
You say the high number first. When you say the high number,
23:29
first the anchor is high. When you say the lower number,
23:33
the lower number doesn't seem like that much of a big deal
23:37
again. So instead of saying 4 million
23:40
to 6 four, 4.5 million to 6,000,000 and you cause a beam,
23:44
what you do is you say, oh, it will cost between 6 million to
23:49
maybe 4.5 on the low end. Now when you say 6 million to
23:52
maybe 4.5 on the low end, now 4.5 doesn't sound that bad
23:56
anymore because we're starting high, we go low.
24:00
That 4 million now sounds like, OK, it's it can work.
24:07
Even if I don't have 4.5, maybe I can talk to them for 3.8,
24:11
maybe 4 million, not too bad, not too bad.
24:16
So I thought I would switch off the order so next time we're
24:18
talking to somebody. So Madam, based on what we've
24:21
spoken about so far, it looks like we need a medium powered
24:25
solar installation and based on what we've done for our
24:28
customers in the last year, we're looking at anything
24:32
between 9 million to about 6,000,000 on the low range.
24:40
Is that beyond your budget? How does that sound?
24:42
What do you think about MA, about that map?
24:44
Does that sound, does that sound just about right for your needs
24:48
man? You know, anchoring, so the high
24:50
number first to reduce that beam factor, especially those of you
24:56
who are selling things that are 1,000,000 millions, millions.
25:01
So told Cinderella, that's what we do.
25:03
We switch it around, high number first, the lower number next.
25:07
What we're doing is we're anchoring anchor high.
25:11
They bring it low. Like this guy, is he Jacob?
25:16
I'll be his or I'll be easy. Isaac, I can't remember the one
25:19
who wanted to marry a woman and they said come and walk for me
25:23
and say, how long will I? How long will you work?
25:26
And his father-in-law didn't give a range.
25:28
But if the father-in-law said, well, it can be anything between
25:30
7 and 14 years. The character said what, 14
25:34
years because I'm married wife waiting, you know.
25:40
But if you switch it and say could be anything between 14
25:44
years to maybe about seven years on the low.
25:46
And he says, so it can be done in several years.
25:48
Yes, myself. OK, no problem.
25:51
She'd been a lot of mode ago. Seven years.
25:56
Sorry for those of you who are scripture purists, sorry that I,
25:58
you know, perverted the story. Well, not perverted it, but, you
26:00
know, change it a little bit. But anyway, you get my point.
26:04
So where was I? We changed the anchoring.
26:07
Then next thing is feedback because she was saying how does
26:12
that sound? Then she will keep quiet.
26:13
Now for some people, you know, Niger, we did for some of us who
26:17
are, you know, learned, you know, we don't go to school, we
26:19
get a master's degree. You know what, not you know,
26:22
middle class people, middle class Peking, OK, middle class
26:25
children, people like us don't qualify to be called Peking.
26:28
A little of my friend Michael Okodo, I used to say because I
26:32
grew up in Abuja. Later on, we moved to Lagos and
26:35
Michael, my friend, my very good friend Michael, he was from a
26:38
more, it was from a more rough background.
26:43
Yeah. So you used to tell me that,
26:44
look, when we say Peking, we don't mean your type, that you
26:47
people are children, that you and your brothers people are
26:50
children. Me and my siblings, we are
26:54
Peking. So for those of us who are
26:57
children, we can say how does that sound?
27:00
But because, you know, because of the way we carry ourselves,
27:02
you know, it doesn't sound too rude.
27:05
It doesn't sound too abrupt, but you know, why in Niger that, how
27:09
does that sound? Might rob some people off the
27:11
wrong way. So I told her we need to look
27:13
for ways of other things. So that's when I now came up
27:18
with them. Is that beyond your budget?
27:19
Is that beyond your budget? Is that what you had in mind?
27:28
Does that tally with the research you've done so far?
27:30
You know, like that's the scope. It could be between 9,000,000 on
27:34
the high end, so about 6,000,000 on the lower end.
27:37
So how does that compare to how does that compare to the
27:41
research that you've done so far?
27:43
If the person answer, you will now know that the person has
27:46
even been talking to other people self.
27:48
I am not just the first person that they're calling, they're
27:50
getting some extra information. So we need to look for different
27:53
ways to get feedback on the price that we put out.
27:59
So whenever you give a price range, you get feedback because
28:01
you want to see how they react to it.
28:04
Somebody who reacts in horror and fear, know that OK, this
28:07
person is not your customer. The person who reacts with the
28:09
attitude of sounds just about right, continue the
28:13
conversation. The person who reacts and says
28:15
like my sister, that's 6,000,000 is a negotiable, OK, That kind
28:21
of person you can still continue the conversation with.
28:23
But people who react in absolute disgust or horror or fear,
28:27
people who say, did I tell you I'm a politician?
28:31
Did I tell you my father is a thief?
28:33
You're calling this money as if it's from the way we go and
28:36
fetch it. That kind of person just
28:38
apologize, you know, no vex, you know, whatever.
28:41
Sorry chinubo economy, blah blah blah blah blah.
28:44
Then maybe keep their e-mail address, keep them on the
28:48
emailing list so you go to update them every once in a
28:51
while. They'll be receiving e-mail
28:53
messages from you, You know, maybe when their eyes open up or
28:56
their circumstances change, you know, they can now call you out.
28:59
But anyway, you get the whole point.
29:00
It's almost 30 minutes. Let me bring today's episode.
29:02
We're closed. So apart from that, now calling
29:06
the range and then getting the feedback, I told her we need to
29:09
also put something in between, another question in between to
29:14
soften the money, something just in case, you know, because of
29:18
Niger factor, maybe that is too direct for some people.
29:21
I told her let's put in some urgency questions in between.
29:27
So we give a budget with the range, higher number first,
29:32
lower number next, then we put urgency question in between.
29:37
Then when they answer the urgency question, we'll now give
29:39
feedback on the price. Based on how they answer, based
29:43
on their body language, we now know who we're dealing with.
29:45
Now can you see the reason why I say that to be effective in
29:49
selling face to face, eyeball to eyeball?
29:52
I am looking at Madam as I am talking.
29:54
Based on her body language, I will know where we're heading.
29:58
If that is not possible, phone call from phone call you can
30:02
hear. You know the first time I quoted
30:04
400K for somebody when I was in events and my mouth was shaking.
30:08
No, the lady could hear my mouth shaking.
30:10
That's why she started laughing because it was a phone call.
30:15
You will hear when somebody is confident.
30:16
You will hear when somebody is shaking.
30:18
So phone call next then e-mail is the last worst option because
30:25
it has worst open rates. People just ignore e-mail.
30:28
WhatsApp is conversational. So based on how quick people are
30:32
responding or based on the kinds of words they use or something
30:35
like that, you know, WhatsApp is conversational.
30:38
But anyway, this is the reason why I say, first of all, selling
30:41
is a conversation. It's based around the questions
30:45
that you ask. Then there's a communication
30:47
hierarchy. Face to face is best.
30:50
After that is audio spoken talk, phone call, Zoom call.
31:01
All right, now, where was I? So you now put urgency in
31:05
between. So we didn't come up with a list
31:09
of urgency questions. We had to cut our session today
31:14
short. Why do we even cut it short?
31:15
I can't remember. We had to cut today's session
31:17
short. But that was the next thing.
31:19
She's now going to look at urgency questions.
31:20
Now, urgency questions, remember, are questions that are
31:23
built around timelines. We're trying to figure out if
31:25
this person is ready and willing to take action anytime soon
31:31
because if you're talking to somebody like your Cinderella,
31:35
you sell solar, you're talking to somebody, it's 2026, but the
31:39
person is thinking of taking action in 20-30.
31:41
Why are you wasting your time giving this person close
31:44
marking? The person has told you that
31:46
this project is going to start in four years.
31:48
No problem. You follow the person, but this
31:50
is not the kind of following that.
31:52
You call the person on Monday, you call them on Wednesday, you
31:54
call them on Saturday. That's excessive.
31:58
But then you're talking to somebody as you're talking, he
32:01
figures out, you able to figure out that this person wants to
32:05
install this system in his house next month.
32:09
OK. That kind of person, you can
32:12
call them on Monday and maybe call them on Friday and then
32:14
call them next Wednesday because you've seen that they're ready
32:17
to take action anytime soon. So those are what urgency
32:19
questions are around. So in this case it would be more
32:21
like something like, OK, Madam, based on what we've spoken about
32:25
so far, we're looking at the mid range system.
32:28
It could cost anything between 9,000,000 on the high end to
32:32
about 6,000,000 on the low end. Is this a project you are
32:38
thinking of starting this quarter or are you just doing
32:42
some research? You ask her first, I mean, just
32:45
like that, and you hear what it is she has to say.
32:49
If it turns out that Madam says she was browsing, OK, you can
32:53
now answer, OK Oh, you're browsing.
32:54
All right, fantastic. That's not a problem.
32:57
But I'm just curious. That budget of between
33:02
96,000,000, is that beyond? Was that beyond your budget?
33:06
Was that a realistic figure for you?
33:08
How does that sound Other? You know, based on how she has
33:10
answered those two questions, you now know OK what to do next.
33:13
Madam says she's browsing, but she says 96,000,000 sounds all
33:19
right because she's been talking to some other people.
33:21
OK, so it's looking like there is budget.
33:28
It's looking like, OK, in this case, there's no timeline
33:33
because she says she's just not browse.
33:35
She did browse. OK, so there's no timeline.
33:38
So in this case, relationship nurturing is what you would have
33:42
to do next. OK.
33:45
So thank you very much, ma'am. It's been a pleasure talking to
33:47
you. Hope you don't mind if I keep in
33:48
touch with you from time to time, because if you change your
33:51
mind, I'd love to make sure that my company is here to be able to
33:56
help sort out your power needs, you know, help solve your energy
33:59
problems, help you or whatever, whatever, whatever.
34:03
Now, since my name is just browsing, you say sure, no
34:05
problem. We've taken permission.
34:09
The window is open. We'll be in touch, Madam, every
34:12
once in a while. Eventually we'll find out if
34:14
there's a need. And who knows, our timeline
34:16
might change. There's hope, but urgency
34:20
questions in the middle just to soften things up.
34:24
So are you hope you don't mind me asking, are you just curious
34:28
why are you planning towards something or it could cost
34:32
anything between 6,000,000 on the high end, so about 4.5
34:35
million on the low end. Hope you don't mind me asking,
34:39
Sir, how soon were you thinking? How soon were you thinking of
34:42
having this installed? That's a timeline question.
34:47
That's an urgency question, so install care.
34:51
It's as if you didn't hear that. You say 4.5 million.
34:55
Is it on the tree? I upload the 4.5 million.
35:00
Sorry, that is no vex. You know, you apologize, you
35:03
refocus, you get all the other things that we talked about in
35:08
the previous podcast episodes. But The thing is, all these
35:15
questions will give you a sense of who it is you're dealing
35:17
with. So price bracket feedback on the
35:23
price, if you're worried about going from price to feedback,
35:26
just put urgency question in between just to soften it.
35:31
The urgency question will still give you a sense of who it is
35:33
that you are dealing with. So yeah, that's it pretty much.
35:38
I just had the conversation with Cinderella.
35:41
Like I said again, not her real name and I wanted to share with
35:45
you all today and remember, like I said this one, this technique
35:50
advance small. So if this is your first time of
35:56
selling real estate, don't go and try this out today.
35:59
You are not your leg is not that strong yet.
36:02
You don't have the confidence yet, right when you're talking
36:06
to Chief and you're, you want to start giving chief a range and
36:12
you see that this plot of land can be anything between 450
36:15
million to about 380 million. You know, your mouth will be
36:19
shaking. So just relax.
36:21
If this is your first time, don't try this yet.
36:23
Stick to the traditional order, which is, you know, try and find
36:26
out what he needs, what's interested in, what does he want
36:30
to buy the house for, you know, things like that.
36:32
Then maybe set up one or two inspections, you know, then as
36:35
you get more comfortable, you will have lever to start
36:38
bringing up the money conversation, you know, but if
36:42
you're comfortable, you've been doing this for quite a bit and
36:45
you are tired of wasting time with people, it's absolutely
36:48
fine in your qualification framework when you have a
36:53
conversation with people, it's absolutely fine to bring the
36:56
money front and to bring the urgency or timeline front.
37:02
And that is my own process. Me personally, this is what I
37:06
do. I was talking to another one of
37:10
my students and you're talking about ghosting and I said, oh, I
37:13
don't get the ghosting problem anymore.
37:15
I said, ah, I can't wait to be as lucky as you, Sir.
37:18
No, it's not luck. It's not luck when I bring the
37:23
money conversation of the OK look, based on what it is that
37:25
we're talking about, where could be we're looking at a monthly
37:29
engagement at the very least. And currently I will do that for
37:33
about this to this. Is that some is that something
37:36
you're willing to invest in at the moment?
37:38
Because I have brought that thing forward.
37:40
The person that wants to fade will fade today.
37:45
So I will not have to call the person next week.
37:47
And then the person is ghosting me.
37:49
The ones that will fade, they will fade today because we had
37:52
the conversation today. Anyway, let me just stop here.
38:00
I think I've stressed it enough. If you'd love to connect with
38:02
me, then call me, send me a text message or a WhatsApp message on
38:06
08064662140. If you'd like me to look at your
38:14
sales processes or any other part of your business, then call
38:18
me, send me a text message or a WhatsApp message on 08064662140.
38:24
If you want to be a part of my WhatsApp channel just so that
38:27
you can get weekly updates, Well, not weekly, it's more like
38:30
daily at this point, almost daily.
38:32
Then send me a text message on the same number or WhatsApp
38:35
message on the same number. I'll send you the link so you
38:37
can be a part of the WhatsApp channel.
38:40
So that's it. Thank you very much for your
38:41
time and attention. I will catch you all at the OK.
38:46
I can't see when the next episode is going to be, but I'll
38:48
catch you guys sometime soon.