Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Who's Really in Charge? The Hidden Power Players in Sales

Transcript

Who's Really in Charge? The Hidden Power Players in Sales · 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 your host Tava Shima Aidi.
• 0:05
  Today I'm not in the audio booth so I expect this to be a noisy
• 0:08
  episode. If you'd love an opportunity to
• 0:10
  connect or meet up and see what opportunities to explore, then
• 0:14
  call me. On 08064662140.
• 0:20
  The country code is was 234 if you're not Nigerian and that's
• 0:23
  my WhatsApp number. Also, if you're looking for me
• 0:26
  on social media, you can connect with me on LinkedIn.
• 0:29
  Today on the show, we're going to look at how I can build, or
• 0:32
  sorry, rather, how you, or rather we all can build strong
• 0:37
  relationships with key decision makers.
• 0:40
  The reason why we're looking at this is because it's not
• 0:42
  everyone that you talk to who is important when it comes to
• 0:46
  closing the sale. So when you're in the simple
• 0:49
  sale, you have to deal with whoever is in front of you.
• 0:52
  But if you're in a complex sale, your job is to figure out more
• 0:57
  information about the deal First off, and then you need to figure
• 1:00
  out who you should be talking to.
• 1:02
  And that's because anybody can say no to the deal, but not
• 1:06
  everyone can say yes to the deal.
• 1:10
  Now let's look at definition of a simple sale.
• 1:13
  That's for those of you who are new to the show.
• 1:15
  You're in a simple sales scenario or a simple sales
• 1:18
  context. If you're dealing with something
• 1:20
  that is an affordable product or that is easy to explain, or
• 1:24
  maybe you only have to talk to one or two people to close the
• 1:26
  deal. And in these situations, nobody
• 1:29
  cares if you guys have a relationship or not.
• 1:31
  That's the reason why on the podcast I talk a lot about
• 1:35
  selling a Gucci because a Gucci is the perfect example of a
• 1:38
  simple sales scenario. Your wife tells you go to the
• 1:41
  market or you think to yourself, let me make some food for my
• 1:45
  boyfriend or for the family and you go to the market and you go
• 1:48
  and buy a Gucci. That is a simple sales scenario.
• 1:51
  The product is affordable. OK, well things are expensive in
• 1:54
  Nigeria right now. I think the last time I had to
• 1:57
  buy anyway, I think a couple of a Gucci was almost like about 3K
• 2:02
  or so. So it's kind of affordable.
• 2:06
  Even though it's kind of expensive now, it's relatively
• 2:08
  affordable. A Gucci is easy to explain.
• 2:11
  You know if it's good, you know if it's bad just by looking at
• 2:14
  it or running your fingers through it.
• 2:16
  And you only have to talk to one person to close the deal.
• 2:18
  And that's the person who came to your market shop to come and
• 2:22
  price a Gucci. And then nobody cares if you
• 2:25
  guys have a relationship. What you care is that this
• 2:28
  person buys a Gucci and then the person leaves so that someone
• 2:31
  else can come and buy a Gucci. Although if you're a smart
• 2:34
  trader, you try and build a relationship with the person so
• 2:37
  that the person comes back to your store, you know, tomorrow,
• 2:40
  next week, next month or whatever.
• 2:43
  But really, you're not here to make friends.
• 2:45
  You're just here to sell a Gucci.
• 2:47
  It's the same if somebody wants to sell a Bible, for instance,
• 2:50
  or a Quran. Let's say you own a bookstore.
• 2:53
  Somebody walks into your store. That is a perfect example of a
• 2:57
  simple sale. Now for complex sales, on the
• 3:00
  other hand, which is where a whole lot of us are going to
• 3:03
  fall into because I suspect that we don't have lots of Agusi
• 3:07
  sellers over here on the podcast.
• 3:10
  And I suspect that even though you sell Bibles and Qurans or
• 3:14
  make up or whatever, I suspect that not all of your time is
• 3:17
  going to be spent in a single sales situation.
• 3:21
  Now you're in a complex sales situation if you have a
• 3:23
  complicated product, if things are a little bit hard to
• 3:26
  explain, if you need some more time and if there's plenty of
• 3:30
  talk involved before you close the deal.
• 3:32
  And also, these are situations where you have to be talking to
• 3:35
  several people, sometimes talking to several people at the
• 3:38
  same time. Like I've been telling you guys
• 3:40
  about my adventures of trying to put something together on radio,
• 3:44
  and I've been talking to several people at the same time.
• 3:46
  So I'm talking to head of operations, I'm also talking to
• 3:49
  head of programming, I'm also talking to head of admin, and
• 3:52
  I'm also talking to head of marketing.
• 3:54
  So these are the kinds of discussions that I required in
• 3:57
  my own situation where I'm trying to put something on the
• 3:59
  air. These are the kinds of people
• 4:02
  that I'm having to talk to at the same time.
• 4:04
  So if you're in a complex sales scenario, you'll find that
• 4:07
  you're juggling these sorts of conversations at the same time.
• 4:10
  Now, in these sorts of situations where there's plenty
• 4:13
  of talk needed and you have to talk to several people, you will
• 4:17
  find that relationship building is essential to making sure that
• 4:21
  you close the deal. The toasting stage is long.
• 4:25
  The toasting that is required is plenty.
• 4:28
  So if I want to get a show on the air, I can't just talk to
• 4:32
  one person. I'll be cool with him.
• 4:34
  Sorry. One moment.
• 4:38
  OK. Sorry about that.
• 4:40
  I'm back. My end of year resolution is to
• 4:42
  make sure that I stop coughing into the microphone.
• 4:44
  So I you know, it's unprofessional.
• 4:47
  So let me try and push things up over here on the broadcast.
• 4:51
  Where was I? Yeah.
• 4:52
  So how? My tongue.
• 4:53
  The usual things. So I lost my train of thought.
• 4:58
  OK. Yeah.
• 4:58
  So I was saying that the level of toasting that is required is
• 5:01
  plenty. So like in my own stage, I can't
• 5:03
  be cool with one person, may be cool with head of operations,
• 5:06
  but then I don't give a hoot when I'm talking to head of
• 5:08
  marketing. I have to be on good levels with
• 5:12
  everybody and toast everyone to make sure that this deal gets
• 5:15
  closed. So that is the difference
• 5:17
  between a simple sales scenario and a complex sales scenario.
• 5:22
  Now some of you might be confused and think that it is
• 5:24
  limited to the particular thing that you're selling, but it is
• 5:29
  all contextual. So let me give you an example.
• 5:31
  In the first example, I spoke about selling a Gucci
• 5:34
  one-on-one. You have the store, the man
• 5:37
  comes, it's just both of you. Or the old man comes, you're the
• 5:41
  person who owns the store, and then it's just both of you.
• 5:44
  So in that case, it's a simple sales scenario.
• 5:46
  Or somebody wants to buy a Bible or a Quran or a geography
• 5:50
  textbook, they come into your store.
• 5:52
  It's just you and the other person.
• 5:54
  That's a simple sales scenario. But now think about this, if
• 5:58
  you're in a Gucci dealer but now you're trying to sell a truck
• 6:01
  load or several truck loads or to become a permanent supplier
• 6:07
  of egusi to the major markets in Abuja.
• 6:10
  You know, maybe like Utako market, where else, the
• 6:16
  marketing zone 5, you know all those places.
• 6:19
  Now, if you want to become a major marketer to those, if
• 6:22
  that's the level that you're dealing at, then you can see
• 6:25
  that even though now technically speaking, egusi is a commodity
• 6:28
  and it's a simple product, things have become a little bit
• 6:30
  much more complex because you will have to talk to lots of
• 6:35
  people. You will need plenty of time to
• 6:37
  talk. You will have to build trust
• 6:39
  with several people and with before you can close the deal.
• 6:43
  It's not just as simple as selling 1 cup of a Gucci when
• 6:46
  you talk about selling a truckload.
• 6:48
  And it's the same thing with the Bibles and the Qurans or the
• 6:50
  geographic textbook. If you're in your store and
• 6:53
  somebody walks in, that simple. But if you're trying to sell the
• 6:57
  Bible or the Quran or the geography textbook to major
• 7:01
  schools in Abuja and Lagos as part of our approved
• 7:04
  curriculums, then you can see that now things have become a
• 7:07
  little bit complex. So don't just say I sell Lugosi,
• 7:11
  therefore everything I will do will always be a simple sale.
• 7:14
  It's not the case. I don't just say I sell books or
• 7:17
  I sell makeup. So everything I'm doing will
• 7:19
  always be a simple sale. So it's not that simple.
• 7:22
  So the difference sometimes between the simple sale and the
• 7:24
  complex sale depends on the context and depends on the scale
• 7:28
  of what is it that you are trying to do.
• 7:32
  Now back to what I said in the beginning of the show, that the
• 7:36
  reason why we have to pay attention to who we're talking
• 7:38
  to and to try and find the decision maker is because
• 7:41
  anybody can tell you no, but not everybody can tell you yes.
• 7:45
  So let's look at the example of someone who is selling to
• 7:47
  schools. Anybody can tell you no.
• 7:50
  The security guy can tell you no, You're not entering into the
• 7:52
  school, and that's what would destroy your sale.
• 7:56
  The security guard might let you through, and then the
• 7:58
  receptionist will tell you no. And then that's the end.
• 8:01
  You can go forward. The receptionist might let you
• 8:03
  through, but then the head of the nursery section might tell
• 8:06
  you no. The head of the primary section
• 8:08
  can tell you no. The head teacher can tell you
• 8:11
  no. The vice principal academics can
• 8:13
  tell you no. The vice principal socials can
• 8:15
  tell you no. The principal can tell you no.
• 8:17
  So you can see that there are lots of people here who can tell
• 8:19
  you no. But let's look at this whole
• 8:21
  chain. Is it everybody who can say yes?
• 8:26
  Ultimately the person who can say yes to the deal.
• 8:29
  OK, I don't sell to schools, but this is my guess.
• 8:33
  My guess is if you're selling to schools, maybe the principal,
• 8:37
  maybe vice principal academic. I'm not sure if vice principal
• 8:40
  socials will have a say, but to sell Bibles, Qurans and
• 8:44
  geography textbooks to the school, my guess is you probably
• 8:47
  should be talking to vice principal academic, talking to
• 8:50
  principal or talking to head teacher, you know, So it
• 8:54
  depends. So that's the reason why it's
• 8:56
  important who it is that you are talking to.
• 8:59
  So now the main question for the show is, sorry, excuse me, how
• 9:05
  do we get to the person ultimately who can say yes?
• 9:09
  The first thing I'd like to point out is that we should
• 9:11
  respect everyone we meet because it's a mistake that all of us
• 9:14
  make. And believe me, everybody makes
• 9:16
  this mistake. So if you make the mistake,
• 9:18
  don't feel bad, I've made the mistake as well because you
• 9:20
  think somebody on the inside is more important.
• 9:22
  You don't pay too much attention to the people that you meet
• 9:25
  along the way. So the first thing actually is
• 9:27
  to respect everyone that you meet.
• 9:30
  Because if you're rude to the security guard, it's going to be
• 9:33
  hard to enter the building. If you're rude to the
• 9:36
  receptionist, it'll be hard to go past the front desk.
• 9:39
  So you really have to be nice to everybody.
• 9:41
  You really have to be polite to everyone.
• 9:43
  Doesn't mean you have to to grovel, but you have to be
• 9:46
  polite. And on the broadcast I've spoken
• 9:48
  about how I got into an oil and gas company.
• 9:51
  This was for what's it called end of year party.
• 9:57
  Is it end of year party? I can't remember.
• 9:58
  End of year an awards ceremony and all of our cool jazz were
• 10:02
  talking photography and video and the budget was looking nice
• 10:05
  and was looking sweet. I liked the number of zeros that
• 10:08
  were on the invoice. And then at the end of the day,
• 10:12
  the reason why everything scattered is because there was a
• 10:16
  secretary there who I don't like and she doesn't like me.
• 10:20
  Apparently, when it comes to events, she's the one who OK's
• 10:24
  every single vendor. And that's how everything fell
• 10:26
  apart. I was able to get into the
• 10:29
  organization because I went to school with someone there.
• 10:31
  So, you know, check. The person put me on good terms
• 10:35
  with the head of accounting, and it turned out that the head of
• 10:38
  accounting also went to my school above him at Willow Wall
• 10:40
  University. So check then who else?
• 10:45
  I can't remember the other people, but basically there were
• 10:47
  like four or five workers and all of us were on good terms.
• 10:50
  And so I assumed that this was a done deal.
• 10:53
  And I told all the boys that you guys should be ready for so, so,
• 10:57
  so and so date. This thing is going to click.
• 10:59
  I'm going to see if they can pay us on so, so, so and so date.
• 11:02
  And then at the end of the day, it was a secretary that
• 11:04
  scattered the whole deal. But then again, I was younger
• 11:08
  and I was stupid, but now I know my lesson.
• 11:11
  So I tried to be respectful to everyone, even if I don't like
• 11:15
  you and you don't like me, I will be respectful and I will be
• 11:18
  cautious. So if you want to get to the
• 11:21
  person who can say yes and who can approve your deal, make sure
• 11:25
  you respect every single person you meet.
• 11:29
  Then it also helps if you do some research ahead of time and
• 11:32
  you ask for someone specifically by name.
• 11:35
  So if you're going into a building, an office and you're
• 11:41
  hoping to meet with XYZ person who is responsible for approving
• 11:44
  this budget or approving that program or approving this or
• 11:48
  that, try and do some research before you get to the building.
• 11:52
  Because if you get to the building and from the gate, you
• 11:55
  say, oh, I'm here to see James Okichuku in accounting
• 11:59
  department. It's a lot easier to stroll into
• 12:01
  the building that way if that is how you approach the security
• 12:04
  guard and that's how you approach the receptionist.
• 12:06
  You know, you head there, you're confident, you're dressed up,
• 12:09
  you look good. It looks as if you know what
• 12:11
  you're doing. And it most importantly, since
• 12:14
  you've asked for the person by name, that kinda is an
• 12:16
  assumption that you know the person.
• 12:19
  So you find that in most places in Nigeria, heading to the
• 12:22
  building and saying, I'm here to see James Okudujuku in
• 12:25
  accounting is enough to get you past the security guard.
• 12:29
  You might not get past the receptionist with that because
• 12:32
  you want to know, do you guys have an appointment?
• 12:34
  Is he expecting you, blah, blah, blah.
• 12:35
  But that's a topic for another episode.
• 12:37
  But at least if you have a name, you have a department, it's a
• 12:42
  lot easier to get into the building.
• 12:44
  Now how are you going to do your research, the opportunities
• 12:46
  available? You can look on LinkedIn, look
• 12:49
  at the the organization you some organizations have LinkedIn
• 12:55
  pages. You click on that and, and from
• 12:57
  there you're going to see employees.
• 12:58
  You click on employees and then you can see who and who works
• 13:01
  there, what they're responsible for, those sorts of things.
• 13:04
  You can also do some research on social media.
• 13:07
  You can check the company website because sometimes the
• 13:09
  company website has who is responsible for what.
• 13:13
  If you don't believe me, recently I was thinking of
• 13:15
  calling up banks to discuss certain programs.
• 13:18
  And so I need to do some research on GT and I'll surprise
• 13:22
  the amount of information that I could find there.
• 13:24
  So I could find people's names. OK, Well, unfortunately, I
• 13:26
  couldn't find phone numbers, but I could find names and
• 13:30
  departments. Excuse me.
• 13:31
  And in some cases, I could even find branches.
• 13:34
  So it is possible for you to go online and do some research.
• 13:38
  Then the last form of research you can do is to ask around
• 13:41
  people you know. So excuse me so you can call up
• 13:44
  your friend. Like I say, Emeka Alfano, you
• 13:47
  work with Access Bank AB I've been trying to talk to, so I
• 13:52
  want to approve this program, blah, blah, blah.
• 13:54
  Who do you think I should be talking to or who's responsible
• 13:57
  for XYZ? And if Emeka or whoever it is
• 14:00
  that you're talking to knows, he or she most likely will tell
• 14:02
  you, then you can. Now on Monday, wake up, bath,
• 14:07
  brush your teeth, put on your suit, on suit and suit, put on
• 14:10
  your tie, and then head straight to the building.
• 14:13
  And then just do like I advise you have somebody's name
• 14:16
  specifically that you're asking to see in social and social
• 14:19
  department. And that's how you'll be led to
• 14:20
  the person that you are going to see.
• 14:24
  Sometimes all the research you do does not get you anywhere,
• 14:27
  but somehow you're inside the building or you're talking to
• 14:29
  someone who is close enough to the situation that you're trying
• 14:32
  to resolve. And it's OK to ask the person,
• 14:35
  OK, who's responsible for XYZ and asked to be introduced to
• 14:38
  that person. You'll find that in most cases
• 14:40
  it's a reasonable request and you'll be handed over to the
• 14:44
  person. Although when I was a wedding
• 14:46
  photographer, this is one thing I used to do because usually I
• 14:53
  ended up dealing with the bride, but sometimes it would be sister
• 14:57
  of the bride, cousin of the bride or the groom who we get in
• 15:02
  touch. So I always had to find ways of
• 15:04
  stylishly bringing the bride into the conversation.
• 15:08
  So if you check lots of sales resources online, you would find
• 15:14
  typical advice that you should say something like this, that
• 15:17
  usually we should be talking to XYZ to decide on this, how soon
• 15:21
  can we make them a part of the conversation?
• 15:23
  So that kind of scope is what I used to bring the bride into the
• 15:26
  picture. So by the time I met with the
• 15:28
  groom one or two times, I would say how far we've met like
• 15:30
  twice. I haven't seen Madam, like,
• 15:32
  what's up? And I'll leave it like that.
• 15:34
  And then I'll now hear from him and he might say, oh, OK, she's
• 15:37
  about to round up her masters. They're doing exams.
• 15:39
  She's coming into the country next month.
• 15:41
  So at least now I know the reason why I've not been seeing
• 15:45
  the bride is because the bride is still in school, but she has
• 15:48
  a flight. She's going to be here next
• 15:49
  month. And then in my mind, I can start
• 15:51
  crafting plans for how to get her into the conversation.
• 15:54
  Because verily, verily, I say on TV, if you're not talking to the
• 15:58
  right person, it is very easy to seal the deal and conclude
• 16:01
  money. And then when it gets to the
• 16:03
  point of pain, the important party comes in and says, I don't
• 16:06
  like this. And then everything scatters.
• 16:08
  We've all been in that situation.
• 16:09
  Before you finish, you finalize the room, says I'm going to pay
• 16:14
  on Monday. Now on Monday, you call him up
• 16:16
  to say how far, and then he says, you know, I was talking to
• 16:19
  Cami and then she said there's this other photographer that she
• 16:22
  likes or something, something, something.
• 16:24
  And that's it. You're out of the deal.
• 16:26
  And the reason why out of the deal is because you didn't
• 16:28
  involve Cami, the bride, in the conversation earlier.
• 16:32
  So that's the reason why we should be paying attention to
• 16:34
  all these decision dynamics and trying to look for the person
• 16:40
  who can say yes, because anybody can say no.
• 16:44
  But the best example of this sort of thing that I got years
• 16:48
  ago was when I was addressing the group and the lawyer decided
• 16:50
  to give her testimony. And this was her testimony.
• 16:54
  She was discussing with someone for the sale of land.
• 16:56
  And the person she was discussing with was wifey
• 16:59
  Madame, and the property was in Madame's name.
• 17:02
  So she assumed like most people would do in Niger because my
• 17:06
  background was in law. I mean, if if it's wifey's name
• 17:09
  on the city or vote, then you just assume that OK, we're good
• 17:11
  to go. So they agreed on how much the
• 17:14
  money was supposed to be and they say payment was supposed to
• 17:16
  be next week Monday. And then the lawyer started the
• 17:19
  paperwork because after all, I'm talking with Madam.
• 17:21
  So we're good to go. She has given me the go ahead
• 17:24
  money transfer on Monday. That's the only thing that
• 17:26
  remain. Then Monday morning, the husband
• 17:30
  arrived because he had been out of town.
• 17:31
  And then only God knows what happens, but that's how the deal
• 17:35
  scattered. So excuse me.
• 17:38
  And sometimes it happens the other way around.
• 17:41
  You're dealing with the husband and then you conclude, but then
• 17:43
  the wife comes and says, look, I don't like it or I'm not
• 17:46
  comfortable about it. And then everything will
• 17:49
  scatter. So figuring out all these
• 17:51
  decision dynamics helps you to be better prepared and helps you
• 17:56
  to figure out who you need to pull into the conversation early
• 17:59
  on to make sure that your prospects of closing the deal go
• 18:03
  up. So somebody might ask, what are
• 18:05
  you supposed to do in these sorts of situations?
• 18:08
  Keep it simple, keep it conversational so you can say
• 18:12
  something like, OK, Madam, I'm glad we're good to go.
• 18:14
  Is there anybody else that we're expecting to weigh in on the
• 18:16
  matter? Your lawyer, your husband, and
• 18:19
  then you wait and see what it is that the person has to say.
• 18:22
  Now, some of you might be offended with what I've just
• 18:24
  said. You know, female advocates,
• 18:27
  like, are we trying to say a woman is not capable of
• 18:29
  conducting business, excuse me, business over her own plot of
• 18:35
  land, you know, over her own property?
• 18:37
  And believe me, especially as someone who has been raised,
• 18:41
  excuse me, especially as someone who's been raised by a single
• 18:44
  mom, you know, I am not advocating for any of these
• 18:46
  things. And I'm not saying that we
• 18:47
  should take womankind back to the snow and ages.
• 18:51
  I'm just saying that let's get real.
• 18:54
  As somebody who is selling land or somebody who's a lawyer, all
• 18:57
  I know is that at the end of the day, I want like 50M in my
• 19:01
  pocket at the end of the day. What is the best way I can go
• 19:04
  about to make sure that this deal closes?
• 19:07
  That's all I'm saying. I'm not making any comment on
• 19:09
  social matters. So if Madam is the owner of the
• 19:13
  property, but it's significant that her lawyer weighs in or
• 19:16
  that her husband weighs in, you're better off finding now
• 19:20
  than in two weeks for the lawyer or the husband to come in and
• 19:24
  then torpedo the whole thing. So ask and then if it's the
• 19:29
  other scenario where you're talking to the guy, it's a
• 19:31
  reasonable thing. In fact, there's an agent who
• 19:33
  has asked me that before. The agent said, Olga, I'm glad
• 19:36
  you like the house, but what about Madam?
• 19:39
  Will she come and see the house? And the reason why he was asking
• 19:42
  is because it makes a lot of sense because you can meet with
• 19:45
  the man and the man says, no problem, this is the house we'll
• 19:48
  take. We'll come and pay the rent.
• 19:51
  We'll pay on Monday. But then on Saturday you show up
• 19:54
  with Madam. Madam looks and then Madam says,
• 19:58
  I don't like the kitchen or there's nowhere here that is
• 20:01
  good enough to be the children's room.
• 20:03
  And then that's how everything will scatter.
• 20:05
  And of course, if you had told all the agents, assuming you're
• 20:08
  the one who is trying to sell the house, if you had told all
• 20:12
  the agents that, OK, this one is going to close, blah, blah,
• 20:14
  blah, everybody's happy. They're all waiting for their
• 20:16
  own 2% or 5% or however much, you know, a whole bunch of
• 20:20
  people are going to be disappointed.
• 20:22
  And so that's why the guy asked me that question.
• 20:24
  It was out of experience. So, Olga, I'm glad you liked the
• 20:27
  house. Behalf of Madam, won't she come
• 20:30
  and see the house? So it's absolutely important.
• 20:33
  And then there is a scenario where there's scenarios like
• 20:38
  this where lawyers, for instance, can say normally in
• 20:41
  these kinds of land transactions, the family head
• 20:44
  usually gives consent or permission.
• 20:46
  Has the family met? Has the family discussed?
• 20:49
  This is a question I've been asked before because where the
• 20:52
  piece of land is an inheritance, sometimes clients don't consider
• 20:56
  these cultural nuances. So for lawyers who are handling
• 20:59
  these kinds of transactions, you know, these are the sorts of
• 21:01
  things that they can you can say.
• 21:03
  But bottom line, what I'm trying to say is this, you need to be
• 21:08
  asking these sorts of questions to be able to figure out who is
• 21:12
  the right person to be talking to.
• 21:15
  If family head has to be a part of this discussion, you need to
• 21:18
  figure out now and bring the person into this conversation.
• 21:23
  So we can go on for hours and hours and looking at different
• 21:27
  examples about how do we figure out who the decision maker is,
• 21:30
  who is important in the decision making matrix?
• 21:33
  How do we get people into this conversation?
• 21:37
  And we can go on and on and on and on.
• 21:40
  But ultimately we'd have to look at these situations on a case by
• 21:42
  case basis. But bottom line, I hope you guys
• 21:45
  are with me on this one and you've been able to figure out
• 21:51
  and apply and see. Now when it comes to your
• 21:53
  business, sometimes talking only to the person who is in front of
• 21:58
  you might be a bad idea. You need to figure out who else
• 22:01
  should I be talking to? Who is responsible for saying
• 22:04
  yes or who are the people responsible for saying yes?
• 22:08
  Who are the decision making committee that is responsible
• 22:11
  for saying yes? And how can I make sure that I'm
• 22:13
  talking to all of these people? Because sometimes you might be
• 22:17
  spending time talking to someone who is too low down the decision
• 22:20
  making ladder. If that's the case, figure it
• 22:23
  out quickly and then move a step up.
• 22:25
  And the closer you are to the decision maker or to the
• 22:28
  decision making committee, the better your chances for closing
• 22:32
  the deal. So that's all for today.
• 22:35
  Thank you very much for your time and attention.
• 22:37
  I'll catch you guys at the next episode.
• 22:39
  Or I forgot to share what I've been listening to on Spotify.
• 22:42
  Last night I was listening to King Maddie.
• 22:45
  She's correct, babe, as in songs are real nice.
• 22:49
  I like the way she spells. Her name is Qing King Maddie.
• 22:54
  Then there was also some stuff from Young John, who was one of
• 22:56
  the producers of her songs. And then she did something with
• 22:59
  Benson. She also did something with Kiss
• 23:01
  Daniel. You know, real correct music.
• 23:03
  The only problem I have with that kind of music is everything
• 23:06
  is love, love, love, love, love. So if you're not married and
• 23:08
  you're not in a relationship and you're listening to this kind of
• 23:11
  music, you would just die of frustration.
• 23:13
  So if you know King Maddie, tell her that the love songs are nice
• 23:17
  as a real nice. But I beg tell us you should try
• 23:19
  and sing some other stuff as well so that single people won't
• 23:22
  die of frustration. Because anyway, I've made my
• 23:29
  point on that one. Then what is good music to
• 23:31
  listen to? Just be warned that if you are
• 23:34
  in a relationship or if you are married and you're listening to
• 23:36
  lots of King Maddie and stuff like that, you might mess around
• 23:40
  and get pregnant because it's real good stuff.
• 23:42
  Just makes you want to cuddle and love up.
• 23:44
  Then I also listen to Pusha T that was this morning.
• 23:49
  Pusha T he used to be with this group clips and there used to be
• 23:53
  boys of what's this guy Pharrell Williams.
• 23:56
  So Pharrell Williams boys, that whole crew and now some good hip
• 24:00
  hop right there. But you know, these these these
• 24:03
  things are world apart. So King Maddie, that's love you
• 24:06
  love, you love yourself. Pusha T, it's more like grimy
• 24:08
  hip hop, not the kind of thing you hear on the radio.
• 24:10
  So if you're a hip hop head, try out some Pusha T If not, listen
• 24:14
  to some King Maddie. Except if you are single.
• 24:17
  If you are single, don't listen to King Maddie because you will
• 24:20
  die of frustration. You'd be like oh love, love,
• 24:22
  love, love, love. Why am I not in love?
• 24:24
  Why am I not married? Why am I not in a relationship?
• 24:27
  So that's it. Thanks for your time and
• 24:28
  attention. I'll catch you guys at the next
• 24:30
  episode.