Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Can You Really Close Every Deal? Facing Sales Disappointments & Knowing When to Walk Away

Transcript

Can You Really Close Every Deal? Facing Sales Disappointments & Knowing When to Walk Away · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. I'm taking today's episode at my
• 0:04
  desk and today is it's a full house today.
• 0:07
  So definitely there's going to be one or two interruptions
• 0:10
  while we are recording. Now, the goal of this show is
• 0:14
  free business education. So this is your first time
• 0:16
  listening to the podcast. You are in the right place.
• 0:20
  Please share, promote and talk about the podcast so that
• 0:23
  friends and family members in Nigeria and abroad can benefit
• 0:26
  from the questions that we tackle.
• 0:27
  They can do that by subscribing on Spotify, YouTube or Apple or
• 0:31
  any player of your choice. And if you have any sales or
• 0:34
  marketing questions, then bring them to me.
• 0:35
  Call SMS or WhatsApp on 08064662140.
• 0:42
  Now today's episode is not going to be a structured one at all,
• 0:44
  at all at all. That's because it's a public
• 0:47
  holiday over here. Full house, you know,
• 0:50
  sister-in-law, uncle in law as in everybody Shah.
• 0:53
  So the house is full and it's been an activity filled day and
• 0:57
  I had something else to record. But then I noticed that another
• 1:00
  listener of the podcast Blessing Chi name Mellum, some really
• 1:07
  interesting surnames. I've never come across this
• 1:10
  surname before. So Blessing, I hope I'm
• 1:11
  pronouncing your name correctly. Blessing Chi name Mellum.
• 1:15
  I would have assumed that Blessing is female, but back
• 1:18
  when we lived in Lagos, once he had a mechanic and his name was
• 1:21
  Blessing, you know, a guy. So Blessing is unisex, so let me
• 1:25
  not assume. So Blessing, she named Melum
• 1:27
  listens on Spotify, liked one of the episodes, but then she asked
• 1:31
  the question or he asked the question.
• 1:33
  And so I responded over there. But I figured, you know, I
• 1:36
  suppose come and make the podcast episode so that those of
• 1:39
  you who listened to that episode, if you guys had any
• 1:42
  unanswered questions, perhaps this might help.
• 1:44
  Now that was a podcast episode that I spoke about getting
• 1:47
  advancements in conversations with potential customers because
• 1:52
  lots of you enter into conversations with potential
• 1:55
  customers and you don't have a plan.
• 1:57
  So, you know, you say something in your proposal, you just keep
• 1:59
  quiet. And then they say, let me get
• 2:01
  back to you, Let me think about it, Let me consult with my
• 2:03
  pastor or send me an e-mail, drop the proposal on my desk,
• 2:08
  you know, all those kinds of things.
• 2:10
  And then the interaction doesn't go anywhere.
• 2:13
  So the solution that I was trying to propose and I used and
• 2:18
  event example is to show how at every single step of the way you
• 2:23
  should be gaining advancements. An advancement is just an
• 2:26
  agreement between you and the potential customer about what we
• 2:30
  are going to do next. What the next step is going to
• 2:33
  be, am I supposed to send you something?
• 2:36
  Are you going to send me something?
• 2:37
  Are we supposed to do something jointly together?
• 2:41
  Are we supposed to have another meeting to discuss ABC or XYZ?
• 2:45
  But bottom line, the philosophy is this, whenever you're having
• 2:49
  an engagement with a potential customer at the end of this
• 2:51
  current meeting, we should already be agreeing on what the
• 2:55
  next step is. If you don't agree on the next
• 2:57
  step, that is when we now enter into that hole, the person is
• 3:00
  ghosting you or they say send me proposal, you send proposal,
• 3:04
  then they're not answering their phone, you know, and all that
• 3:07
  funny business. So so long as you guys agree on
• 3:12
  what the next clear step is, in principle, it should be easy to
• 3:17
  follow up on those sorts of conversations and people should
• 3:19
  answer your phone because you're not just being a pest, but
• 3:23
  because there actually was a clear agreed upon next step.
• 3:27
  And the average person would actually like, oh, oh, bio, you
• 3:31
  know what? I beg.
• 3:32
  No, Vex, I totally forgot. Was supposed to have seen, was
• 3:35
  supposed to have this was supposed to have that.
• 3:36
  You know, there's a clear thing to the conversation, unlike when
• 3:39
  somebody says or send me a proposal, you send a proposal,
• 3:42
  you don't agree on what the next step is supposed to be.
• 3:44
  And then the person calls you. Since there's no clear agenda
• 3:47
  and the person is not ready yet to start talking about pricing,
• 3:51
  of course the person will just ignore you.
• 3:52
  So these are some of the reasons why things quickly enter into
• 3:56
  ghost mode and we're trying to do business is because we
• 3:59
  haven't gotten advancements, we haven't gotten next clear steps.
• 4:04
  If you don't quite understand what it is that I'm saying,
• 4:06
  then, you know, just reach out. I give my phone number at the
• 4:09
  beginning, at the end of every episode.
• 4:12
  But I think I've made enough episodes on this to try and try
• 4:15
  explain the whole thing. Or maybe what you can do is you
• 4:17
  can check YouTube, just Google Tavi Shima, Tavi Shima podcast
• 4:23
  advancement or Tavi Shima podcast Next step.
• 4:26
  And then any episode that I've made around these topics over
• 4:30
  the 1100 episodes that I've done so far should come out, you
• 4:34
  listen and hopefully you should get caught up to speed.
• 4:37
  So summary, if we're getting advancements with our potential
• 4:41
  customers and clients, then people ghosting should reduce.
• 4:47
  The example that I gave was in the wedding space, in the invent
• 4:50
  space. I can't quite remember the
• 4:52
  details, but I know it was something on my wife's show.
• 4:54
  My wife likes to watch Real Housewives any Real Housewives
• 4:58
  show. My wife has watched it Real
• 4:59
  Housewives of Lagos. She has watched The Real
• 5:02
  Housewives of Lekki. She has watched the Real
• 5:04
  Housewives of VI. She has watched the Real
• 5:06
  Housewives of Poland. She has watched Real Housewives
• 5:09
  Washington DC Bottlomac blab. She has watched all of them.
• 5:13
  There's no one she's watching now.
• 5:14
  It's Real Housewives of I think Salt Lake City.
• 5:17
  These people are Mormons. That's Church of the latter Day
• 5:20
  scenes. In fact, when I saw it, I was
• 5:22
  weak. I say, hey, even moments.
• 5:24
  They're now doing their own version.
• 5:26
  So my wife is watching Asia. And then there's another
• 5:29
  listener of the show who was surprised to find out that my
• 5:32
  wife watches these things and she said that it is premium
• 5:35
  entertainment. That's what she said, premium
• 5:37
  entertainment. I don't see how this thing is
• 5:38
  premium. But anyway, Asia, that's beside
• 5:41
  the point. So was one of these Real
• 5:44
  Housewives things I think was Real Housewives of Potomac.
• 5:48
  I think when Porsche was supposed to have a birthday.
• 5:51
  Porsche has now find you like this correct babe as a very fine
• 5:55
  babe, but I don't know the person that she's person that
• 6:00
  she's following is a useless man.
• 6:01
  Like the guy is paid off shock, but the guy you know you know
• 6:06
  people that like to donate anyhow, people that have
• 6:08
  girlfriend everywhere. You know 1004 they have
• 6:11
  girlfriend or Zumba and by the way, they have girlfriend Ekeja,
• 6:16
  they have girlfriend Yabba, they have girlfriend as in every part
• 6:20
  of town they have girlfriends who is one of those guys and
• 6:23
  that's the person she now decided she's going to marry and
• 6:25
  now have children. For some women, you don't pity
• 6:28
  yourself. The person has been depositing
• 6:30
  all over town. That's the person you now decide
• 6:32
  that is the person I will marry. Anyway, these are the things
• 6:35
  about watching on Desperate Housewives.
• 6:37
  I'll be is it Desperate Housewives or something?
• 6:39
  So I can't remember the name. So portion has a they're
• 6:45
  pregnant now, they're about to have a baby and they're now
• 6:48
  planning baby shower. So a baby reveal.
• 6:51
  So that was the example that I gave another episode.
• 6:54
  So basically what I was trying to say.
• 6:57
  So hold on, let me see. I think it's a call coming
• 6:59
  through. OK, I'll call the guy back.
• 7:02
  Doesn't want to be sure it was not an emergency.
• 7:05
  So basically what I was trying to say was that the way that the
• 7:09
  wedding planner, the event planner handled that episode was
• 7:13
  not pure because the way the person handled it, Portia and
• 7:17
  her husband could have said, you know what, let me think about
• 7:19
  it. And then goes them.
• 7:21
  I wouldn't have heard back. So I was given examples about
• 7:23
  how the proper way to handle this thing and to guide it
• 7:26
  through, especially since Portia was feeling the guy.
• 7:29
  She liked all the ideas. But then baby daddy, I can't
• 7:33
  remember the guy's name, the father of her, her child, you
• 7:37
  know, the guy was all squeezing face up and down, you know,
• 7:39
  understandably, because Portia is saying, yes, I like this,
• 7:42
  yes, I like this. And I'm sure baby daddy was
• 7:44
  thinking this is thousands of dollars, thousands of dollars,
• 7:47
  thousands of dollars. That is a very simple kind of
• 7:50
  scenario where people can enter into ghost mode because wifey is
• 7:52
  saying, yes, yes, yes, your husband is squeezing face.
• 7:55
  You're not asking the relevant questions.
• 7:57
  You are not trying to gain any advancement.
• 8:00
  And then, of course, the husband was saying, and Portia likes it.
• 8:02
  OK, no problem, send me the e-mail.
• 8:04
  So excuse me from sending the e-mail.
• 8:06
  Now, that's how you enter into ghost mode.
• 8:08
  So I'm trying to give suggestions about how you can
• 8:11
  keep these kinds of things on track.
• 8:13
  Now, this is where Blessing Cheney Malone enters the story.
• 8:18
  So Blessing is like, no problem. Makes sense.
• 8:21
  Well, blessing happened. Blessing said what will not
• 8:24
  happen next if we secure advancements.
• 8:27
  We agree that the next step is this.
• 8:31
  But then the people now start ghosting you even though you've
• 8:34
  agreed. So let's say in this case,
• 8:36
  you've agreed that the next step is maybe they're supposed to
• 8:39
  come over to your studio. OK, No, no studio.
• 8:42
  If you're an event planner, you will have OK, office, come over
• 8:46
  to the office. Come and look at samples.
• 8:48
  So you guys agree. Monday 10:30.
• 8:53
  Let's say Friday because I'm a fan of sending people reminders
• 8:57
  or so you know, Friday you send a message.
• 9:00
  Lovely meeting we had. Looking forward to working with
• 9:02
  you guys. Looking forward to making this
• 9:03
  wonderful, this baby review spectacular.
• 9:06
  So looking forward to seeing you guys at my office. 10 AM here.
• 9:10
  The address details again, just in case you've forgotten.
• 9:12
  Send, send that kind of reminder Monday morning set another,
• 9:18
  another reminder all looking forward to our meeting today,
• 9:20
  blah, blah, blah. You know, in anticipation of
• 9:24
  this, I've already laid out a couple of samples where you
• 9:26
  come. We'll look at fabrics, we'll
• 9:27
  look at guest seating. Something, something something
• 9:29
  send. Then maybe like around that kind
• 9:34
  nine since the meeting is 1030, you now boss just to confirm.
• 9:38
  But then they didn't answer. No problem.
• 9:41
  You sent 2 reminders. 10:00 Now you didn't hear anything. 10:30
• 9:47
  you didn't see anybody. 1035 you pick up your phone, you boss, no
• 9:52
  answer. You now send text message. 11:00
• 9:55
  You didn't see anybody because these sorts of things happen.
• 9:58
  You guys have agreed on what the next step is.
• 10:00
  Wash our people just goes to you.
• 10:01
  So Blessing Chinamelum wants to know what do we do next?
• 10:06
  So first of all, I have to apologize about something.
• 10:10
  The way I talk about things on the podcast, I guess sometimes I
• 10:13
  give you guys the impression on that some of these things is
• 10:15
  magic, like it's mathematics. And if you do 1 + 2 + 3, then
• 10:19
  the result is Abby 1 + 2 is 3, 3 + 3 is six, 6 + 4 is 10.
• 10:27
  So I've given some of you the impression that 1 + 2 + 3 + 4 =
• 10:32
  10. That doesn't always happen.
• 10:34
  But this is sales. Sometimes it doesn't happen like
• 10:36
  that. Sometimes you go from 1:00 to
• 10:38
  10:00. There's some deals that are
• 10:40
  close like that. Sometimes you go from 1234 and
• 10:45
  then you end up starting back from one again.
• 10:47
  What do you think is we're supposed to be adopting best
• 10:50
  sales practice because we're trying to improve the odds in
• 10:53
  our favour, but there's no way that we can guarantee the
• 10:55
  result. So when it comes to sales, 1 + 2
• 10:58
  + 3 + 4 is not always going to equal 10.
• 11:02
  The fact that you have followed all the steps correctly does not
• 11:04
  mean that you have clue you're going to close the deal, but it
• 11:07
  just means that over time with the more deals that you try to
• 11:13
  close, over time, if you follow said procedures, if you follow
• 11:17
  said principles, if you follow said steps, the chances of you
• 11:21
  closing certain kinds of deals increase.
• 11:24
  And that's what we hope for. So basically what I'm trying to
• 11:27
  let you know is we don't win them all.
• 11:30
  There are some things that you've done the best you can do.
• 11:32
  You didn't know click. Like what will you do will kill
• 11:35
  yourself. You can't just follow the steps.
• 11:39
  The one that clicks, glory be to God, the one that didn't click.
• 11:42
  Oh well, I live to fight another day.
• 11:46
  However, in this kind of situation now we Porsche our
• 11:49
  baby daddy, you kind of sense that all was not well.
• 11:53
  You guys have agreed on the next class step.
• 11:58
  Monday has come the new show for the meeting.
• 12:01
  This is all you do. You send a simple message.
• 12:04
  Some people say you should send a break up message.
• 12:06
  I'll explain what the break up message is.
• 12:08
  OK, let me just explain it now. Some people in the sales
• 12:11
  community say send a sales a break up message and then free
• 12:14
  your hand. Just leave it.
• 12:16
  The breakup message is the thing that says, look, I tried to
• 12:18
  reach out to you, I didn't hear from you.
• 12:21
  Either way, me, I'm not contacting you again.
• 12:23
  If you ever work together again to go with the glory, but me,
• 12:27
  I'm not calling you again. Send that kind of thing.
• 12:30
  That's a breakup message. It just says, I tried to reach
• 12:32
  out to you. I didn't hear from you.
• 12:34
  I'm not going to bother you again.
• 12:36
  Bye, bye. Some people can get guilted into
• 12:39
  doing business with you. They see that thing, they feel
• 12:41
  guilty, and then they call you up and then you resume the deal.
• 12:47
  That is the whole point about the breakup message.
• 12:49
  But however, before you get to the breakup message, this is
• 12:52
  what I recommend. Oh, sorry, guys, it's getting
• 12:55
  windy here. It's about to rain.
• 12:57
  So and then let me continue, John.
• 13:00
  So before you send the breakup message, breakup message is what
• 13:04
  you do. I prefer to say that whenever we
• 13:10
  hit a hiccup in the sales process that there is something
• 13:13
  that we have missed in the beginning.
• 13:14
  Because remember, when we run into potential customers, the
• 13:17
  first point of call is we need to figure out is this person
• 13:20
  interested or just curious? If the person is just curious,
• 13:23
  this is not somebody needs to go deep with that, just curious,
• 13:25
  you know, give them some information and keep them
• 13:28
  hanging around a relationship building sequence, lead
• 13:31
  nurturing sequence. So you don't lose track of these
• 13:33
  people. But it doesn't mean as if, you
• 13:35
  know, you go hard, like there's a deal to close here.
• 13:39
  So I always assume that is a problem.
• 13:41
  We need to start from the beginning again.
• 13:43
  Perhaps there's something that you miss.
• 13:44
  Maybe you didn't do need analysis, right?
• 13:46
  You know, there's some questions that you could have asked that
• 13:48
  will let you know what's going on.
• 13:51
  But we need to go back to the beginning.
• 13:52
  So for me, whenever there's a problem, we start from the
• 13:55
  beginning. We go back to interest.
• 13:57
  And that is why I recommend you send this message.
• 13:59
  And the message that you will send to Portia and her husband
• 14:02
  in this case would be something like this.
• 14:04
  Hi Porsche. Well, of course will be two
• 14:07
  separate messages you sent to Porsche, you sent to husband.
• 14:11
  So what message will now be? Hi XYZI, haven't heard from you
• 14:15
  both since we agreed on ABC. Are you guys still interested or
• 14:20
  have circumstances changed? Question mark, send short and
• 14:26
  straight to the point. The goal of this message is very
• 14:29
  simple. We're trying to confirm are they
• 14:31
  still interested? If they're interested, I will
• 14:33
  continue with the questions. I'll continue.
• 14:35
  We'd need analysis and eventually I will on earth the
• 14:39
  thing that I missed because if I'm interested, my next thing
• 14:43
  will be like, oh, OK, I'm glad to hear that.
• 14:45
  You know, I had assumed that you know, we're supposed to do this
• 14:49
  is that you know what my assumptions correct here and
• 14:53
  I'll start asking questions again.
• 14:54
  Eventually I'll get to what the problem is and maybe that's the
• 14:57
  power Porsche. I will say that look, guy, I'm
• 14:59
  on board, but my husband is tight fisted.
• 15:02
  You saw as he was squeezing face, you know, blah, blah,
• 15:05
  blah, you know, all those kind of things.
• 15:08
  At least now I'm having a conversation with Portia, the
• 15:11
  wife. I now know that husband is not
• 15:13
  on board. I can now think of a game plan
• 15:15
  about how to rescue the thing. At least now I have a champion.
• 15:19
  A champion is somebody who's going to advocate for you when
• 15:22
  the deal is on. I now know the situation now,
• 15:24
  OK, I have a champion that is wifey, but in the husband in a
• 15:28
  squeeze face. I can come up with a plan, but
• 15:31
  at least now I know what's up. So that's the whole point of
• 15:34
  this kind of message. Let me repeat.
• 15:36
  Hi XYZI, haven't heard from both of you since we agreed on ABC.
• 15:41
  Are you guys still interested or have circumstances changed?
• 15:45
  Some people will reply and say I'm interested.
• 15:48
  Some people will reply and say man, something has changed,
• 15:52
  something has happened. But either way you might get
• 15:55
  people back in the conversation. But The thing is, if people
• 15:58
  don't reply at this case, I've already told you we can't win it
• 16:01
  all. You didn't reply as in Freed.
• 16:06
  What you now do is you load the person up into a lead nurturing
• 16:09
  sequence or relationship building sequence.
• 16:12
  That is, you know, where you put, of course, assuming you got
• 16:17
  permission from them earlier, that is where you know, you put
• 16:20
  them into your calendar so that you know, every 3, three months
• 16:24
  or every X number of weeks, you're sending them messages.
• 16:27
  You say what's up or to tell them about new products or maybe
• 16:33
  discounts or, you know, whatever Porsche, some kind of sequence
• 16:38
  so that people still see that you're alive.
• 16:42
  And by the way, that's why I say in the event space, like
• 16:44
  somebody told me, I didn't realize it when I was starting
• 16:47
  off new. This is the reason why you
• 16:49
  follow everybody on Instagram. And if I get everybody to follow
• 16:52
  you back, because the fact that Porsche I hobby didn't do
• 16:55
  business with you now doesn't mean they should still not be
• 16:57
  showing up on the Instagram feed.
• 16:59
  They should be seeing you. So that's the scope.
• 17:02
  They didn't answer. There should be some way to make
• 17:04
  sure that we're remaining top of mind every two, two weeks, every
• 17:07
  two, two months, every 7-7 days. However it is you want to do it,
• 17:11
  Shah, They should be seeing your face.
• 17:12
  They should know that you're still alive.
• 17:13
  That's all mean by top of mind. So if they don't answer, that's
• 17:18
  our fall back. Lead nurturing sequences or
• 17:21
  relationship building sequences. We'll talk more about that in
• 17:24
  the future. That's for people who don't
• 17:27
  answer. But if the answer, then yes, we
• 17:29
  have the conversation going on. But either way, let's have
• 17:31
  realistic expectations. We're not going to close every
• 17:33
  single deal and we shouldn't be heartbroken when we have a good
• 17:37
  conversation with someone and it looks like the thing like the
• 17:40
  ghost you because it happens. It was one of my friends a an
• 17:46
  event planner who really like this bride.
• 17:49
  They were talking, they were vibing, and then the bride
• 17:52
  started ghosting her. And, you know, for her, she took
• 17:54
  it real personal. You know, she called me so like,
• 17:56
  oh, remember so, so and so I said, yeah, I remember her now.
• 17:58
  Say how far? I said, yeah, the wedding is
• 18:00
  going ahead now I've collected deposit.
• 18:04
  But me, I've not heard from her. Like look like we're going on
• 18:07
  well, and I haven't heard from her and blah, blah, blah.
• 18:11
  And, you know, we had a conversation about it and, you
• 18:14
  know, just I'd tell her that like, you know, it's not like
• 18:16
  that. You win some, you lose some.
• 18:18
  Sometimes you're flying with a client.
• 18:20
  You think like you guys are friends, you think like
• 18:21
  everything is going, You know everything is going all cool,
• 18:25
  but then sometimes things don't work out.
• 18:27
  Don't take it personal, it's just business.
• 18:29
  Nobody closes 100 / 100 anyway. Speaking of this thing, remember
• 18:36
  I said the messages? Hi XYZI, haven't heard from both
• 18:40
  of you since we agreed on ABC. Are you guys still interested or
• 18:44
  have circumstances changed? Let me give you one example.
• 18:47
  There's somebody that I was doing something with, some
• 18:50
  project with, and then, you know, she went ghost.
• 18:53
  I sent that message. Guess the response, The response
• 18:57
  was, dude, yeah, I'm interested. Bono, Vex, Mum, She just died.
• 19:04
  My head has scattered. You know, I'm the first
• 19:07
  daughter, you know, we're trying to plan like this.
• 19:10
  My siblings, you know, blah, blah, blah.
• 19:12
  Village people, you know, so instantly I picked up the phone,
• 19:18
  I called her and she answered and then we started talking, you
• 19:21
  know, on a human level because yes, money is good.
• 19:24
  We'll do business. We'll always get a chance to to
• 19:27
  do business. But you know, like I've lost
• 19:30
  Popsy before I've lost my my dad is late, he's no more, but that
• 19:35
  was a while ago, maybe like a decade.
• 19:38
  That's what else, like my brother-in-law and then our
• 19:42
  first child, we lost our first child as well.
• 19:43
  So, you know, I've had some experience with death.
• 19:45
  So I just called out a normal human, human level.
• 19:48
  Ah, hello. Sorry you, you know, blah, blah,
• 19:51
  blah. Take heart.
• 19:53
  God grant you people the grace to bear the loss village people
• 19:56
  serve. Don't mind them.
• 19:57
  That shouldn't be my father's case.
• 19:59
  That's how I was, you know, just call general calls, you know,
• 20:02
  that kind of thing. See, but The thing is, sometimes
• 20:04
  when people ghost us, we always assume the worst.
• 20:08
  When people are busy, things are happening.
• 20:11
  People are ghosting for different reasons.
• 20:13
  And in my own case, this lady was ghosting with a very, very
• 20:16
  valid reason. She was interested.
• 20:19
  But Mumsy has died. And so right now our whole mind
• 20:24
  is on burial and fighting with village people.
• 20:28
  So eventually the burial was over and then you know
• 20:31
  everything and you know, the business went on.
• 20:33
  But I'm just trying to let you know that ghosting, see, nobody
• 20:37
  closes any deal, all the deals 100% of the time.
• 20:41
  And then ghosting is just a fact of life.
• 20:42
  Let's just take it and move on. People are ghosting for
• 20:44
  different reasons. You know, not everything is
• 20:48
  about us. So once you just send this
• 20:50
  message, are you still interested or have circumstances
• 20:53
  changed? Once you send it, free your
• 20:56
  mind. If you have a lead nurturing
• 20:58
  sequence or a relationship building sequence or whatever
• 21:01
  sequence you want to call it, so long as you got permission from
• 21:04
  the person beforehand. You know, while you are talking,
• 21:07
  the person says he can be reaching out to me.
• 21:09
  Good, slot the person into the sequence and then free it.
• 21:15
  But people goes for a whole host of reasons.
• 21:18
  Don't take it personal. A lot of times it has nothing to
• 21:22
  do with you. Don't take it personal.
• 21:24
  Once you send this message that I've prescribed in the format
• 21:27
  that I've prescribed, free it. After that, if you still want to
• 21:30
  send a breakup message, no problem, you can send breakup
• 21:33
  message. The following message after
• 21:36
  breakup message will now be something like oh hi, so so so
• 21:40
  so. After our field meeting, I tried
• 21:44
  reaching out again one more time.
• 21:46
  I still haven't gotten a response from you guys.
• 21:49
  Either way, I'm cool. I'm not going to be reaching out
• 21:52
  again. If you guys are thinking about
• 21:54
  doing XYZ kind of business in the future, I'll be more than
• 21:58
  welcome to continue the conversation with you.
• 22:00
  Hit send and then free it. You've done your own and then
• 22:04
  you move on. I see.
• 22:06
  This is the reason why in sales we say that a healthy pipeline
• 22:11
  covers a multitude of sins. Let me repeat, a healthy
• 22:14
  pipeline covers a multitude of sins.
• 22:17
  If at any given point in time you're talking to like 5-6
• 22:19
  people every week, one person goes to you will make you feel
• 22:23
  bad. You just one of those things,
• 22:24
  the person goes to you and you move on to the other five.
• 22:26
  But if you're only talking to one person per week, one of
• 22:30
  those people who goes to you, it will become an existential
• 22:33
  crisis. Because in your mind you're
• 22:35
  thinking this person that I was talking to, if I close this
• 22:38
  deal, the person would have paid me 1.2 M from that 1.2.
• 22:43
  I would have used 500 to service it, to buy materials, to pay for
• 22:47
  the boys. The profit that would have
• 22:49
  entered my pocket will now be 700 K.
• 22:51
  So when somebody goes to you, in your mind is like, yeah, 700 K
• 22:56
  is disappearing, 700K is is on. The is on is now iffy.
• 23:04
  It's not sure again. So this is the reason why we
• 23:07
  need a healthy pipeline. Because if you're talking to 5
• 23:11
  or 6 people every week, each person is worth maybe 1.2.
• 23:15
  By the time you pay all the boys, 700K will enter into your
• 23:18
  pocket. If one person goes to you, Yeah,
• 23:21
  it's painful boys. Not that bad.
• 23:22
  You're still talking to four other people and any anyhow,
• 23:25
  sure from that remaining 4, you know that at least one will
• 23:28
  click. So it's not an existential
• 23:29
  crisis. You will now be feeling sad,
• 23:33
  feeling afraid. OK, so let's try and have
• 23:37
  healthy pipelines cover the multi viewer problems.
• 23:40
  Then let's have the right expectations.
• 23:42
  Nobody closes 100% of the deals and then sometimes you do
• 23:46
  everything right, the deal doesn't close or people just
• 23:48
  ghosts. Send this message.
• 23:50
  Are they still interested or have circumstances changed?
• 23:53
  If they're interested, good, you'll revive the conversation.
• 23:55
  These circumstances have changed Noahala.
• 23:57
  Become a human being, empathise with them.
• 24:00
  When things change, you guys will be able to continue like my
• 24:03
  friend who the circumstance was mumsy has passed.
• 24:08
  Then for those who ignore you, put them in relationship
• 24:12
  building sequence, lead nurturing sequence or whatever
• 24:15
  sequence that you have and then free it.
• 24:19
  For those of you who don't have those kinds of sequences, send
• 24:21
  break up message and then free it.
• 24:24
  But either way, just realise it's not about you.
• 24:26
  You've done the best you can and it's actually about doing better
• 24:30
  in aggregate over time. Are you getting better January,
• 24:34
  February, March, April, May? Are you getting better at
• 24:38
  handling the conversations? Are you getting better at
• 24:41
  building the relationships? Are you getting better at
• 24:43
  following the steps? Are you getting better at
• 24:45
  relationship building? Are you getting better?
• 24:47
  You know, you understand. So in aggregate, we're getting
• 24:51
  better. We good.
• 24:53
  The fact that we've lost one or two is just one of those things
• 24:56
  is life. Everybody fails.
• 24:58
  So it's just one of those things.
• 25:00
  So that's it. Blessing Cheney Meloom, if
• 25:03
  you're listening, that is the fuller answer.
• 25:06
  And I made this podcast episode because I couldn't type all of
• 25:09
  those things down. I'm sorry.
• 25:11
  That is not a very structured episode because I didn't take
• 25:13
  time to gather my thoughts. You know, I just came back.
• 25:17
  I saw your response on the podcast.
• 25:19
  I just typed it back up. I was like, OK, no, the typing
• 25:22
  is not doing justice, namely not make this episode.
• 25:24
  So blessing Cheney Meloom, shout out to you.
• 25:27
  Thank you for listening to the podcast.
• 25:28
  Let people know that we have wonderful podcasts like this in
• 25:31
  Nigeria. Share with your friends, share
• 25:33
  with your family members, share with your colleagues, let people
• 25:35
  know what's up. And that's all for today folks.
• 25:38
  So Chinemelum, blessing Chinemelum and other people
• 25:42
  listening to the podcast. Now, if you have sales and
• 25:44
  marketing questions, bring them to me.
• 25:46
  Call SMS or WhatsApp on 08064662140.
• 25:52
  Thank you very much for your time and attention.
• 25:54
  I'll catch you guys on the next episode.
• 25:56
  Unfortunately my older son has come in and anyway, at least I
• 26:01
  told you guys this would happen, so I'll catch you guys later.