Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / How to Prove Your Value When You're Double the Competition in Price

Transcript

How to Prove Your Value When You're Double the Competition in Price · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:00
  Hello and welcome to the High Table, the Oracle's Chamber, the
• 0:05
  Inner Sanctuary, the Conclave of Elders where we talk about
• 0:09
  sales, marketing, money tactics, strategy, business growth, and
• 0:15
  solving business problems. Today, I want us to look at
• 0:19
  money objections and what to do when people keep saying you're
• 0:24
  double the price of your competition.
• 0:27
  Sorry, excuse me. All right, so let me define a
• 0:31
  few terms. I believe I just said
• 0:34
  objections. Yes, seconds ago I just said
• 0:37
  objections. So I'm going to learn how to
• 0:38
  deal with objections. Now.
• 0:41
  An objection in business or in the sales conversation is
• 0:47
  whenever somebody says something that shows that they are not
• 0:52
  ready or they are not willing to continue the conversation, to
• 0:56
  continue with the meeting, to continue with the agenda, to
• 0:59
  continue with the whatever. So whatever people say is an
• 1:02
  objection. So if somebody says you're
• 1:09
  double the price of the competition, that is an
• 1:11
  objection, you're too expensive, that's an objection.
• 1:17
  I'm travelling to Orca, so I'm not available.
• 1:20
  OK, That could be an objection, but whatever it is that shows
• 1:25
  that they are not able, they are not willing to continue having
• 1:29
  this conversation. That is an objection.
• 1:32
  Now, whenever people have objections, it's because, well,
• 1:38
  the more they could be scared, but also it's because sometimes
• 1:41
  they have legitimate concerns that are addressed, sorry, not
• 1:45
  addressed, legitimate concerns that are not addressed,
• 1:48
  legitimate fears that have not been exposed, or they have
• 1:52
  legitimate questions that have not been answered yet.
• 1:56
  So whenever we're faced with objections, we are not to be
• 2:01
  frustrated or angry and we're not supposed to lose our cool.
• 2:07
  What we're supposed to do is to listen, to empathize with the
• 2:12
  person, ask a couple of questions.
• 2:14
  And the open of asking the questions is so that we know
• 2:16
  exactly what it is that we're dealing with.
• 2:19
  Because for some people, they will say you're double the price
• 2:22
  of your competition and then immediately you will go into
• 2:25
  discount mode. How do you know that you're
• 2:29
  supposed to start offering discounts?
• 2:31
  Do you know if the comparison is even fair?
• 2:34
  Because yes, you might be twice the price of your competition,
• 2:37
  but by the time you look at your own quote and the other person's
• 2:40
  quote, you'll see that there are legitimate reasons and very
• 2:43
  reasonable reasons why you are double the price.
• 2:46
  So if somebody says you're twice the price, I went to America and
• 2:50
  America, instead of charging me, 3.5 said he's going to do this
• 2:54
  at 1.86. Your goal is not to start trying
• 3:00
  to see how you can get immediately closer to 2,000,000,
• 3:04
  but rather sympathize, engage with them, ask some questions,
• 3:10
  and then let's know what it is that is going on here.
• 3:13
  Is it that they're afraid? Is it that they think the Mecca
• 3:16
  is more competent than you are? Is it that they have some
• 3:22
  legitimate concerns? Maybe they feel like you're
• 3:24
  trying to take advantage of them?
• 3:25
  You never know once you calm things down.
• 3:27
  Until you ask questions, you will never know.
• 3:32
  So this, in summary, is a general approach about how you
• 3:35
  are supposed to deal with objections in general.
• 3:38
  But I had a conversation today with one of my students who is
• 3:43
  currently selling in the solar space, and she had one or two
• 3:47
  challenges. One of those challenges that we
• 3:49
  dealt with was the person said your quote came in at double the
• 3:55
  price of the other quotes that we're receiving.
• 3:59
  So we had to work through that. So after I finished the session
• 4:04
  with her, I figured it would be good for me to just hop on the
• 4:07
  microphone here real quick and then share some of the stuff
• 4:09
  that we spoke about so that if there are other people like her,
• 4:15
  let's see what name should we give now?
• 4:18
  OK, let's let's say Cinderella. So if there are other people
• 4:21
  like Cinderella who are dealing with this objection that every
• 4:24
  single time you call someone, especially when you start
• 4:26
  talking money, they say you are double the price.
• 4:28
  Let's try and figure out some ways that we're going to be able
• 4:31
  to deal with this. OK, So warning before we
• 4:35
  proceed, like I said, Cinderella is selling in the solar space.
• 4:40
  So some of the examples, some of the questions that we're going
• 4:42
  to talk about will be relating to only solar and inverter
• 4:48
  systems. However, if you try and
• 4:52
  understand the crux of what we are talking about, if you try
• 4:58
  and get the gist of what we are saying, if you try and tease out
• 5:02
  the principles that are being applied, you will see that you
• 5:06
  can apply it to your own business.
• 5:08
  Whether you're in the laundry space, whether you're in the
• 5:10
  industrial cleaning space, whether you are in the startup
• 5:14
  space, whether you are in the, no matter what space you're in.
• 5:18
  So don't say the examples that I'm giving are related to solar
• 5:24
  and me. I don't sell solar panels.
• 5:25
  So therefore it does not apply. The exact question might not
• 5:30
  apply, but the principle will apply, The scope will apply, the
• 5:35
  gist will apply. So as you're listening, try to
• 5:38
  extract the gist of what it is I was saying.
• 5:42
  So long as you can do that, you'll be absolutely fine.
• 5:46
  Then if you can't think of any way by yourself to apply to your
• 5:51
  business, that's not a problem. We have AI tools on our phone.
• 5:54
  In fact, somebody didn't even know, I think last week when I
• 5:58
  was talking to someone, that you even have AI tools available on
• 6:02
  WhatsApp. One of them is the AI tool on
• 6:05
  WhatsApp. I think it's called business
• 6:07
  assistant. Well, at least in my own
• 6:08
  WhatsApp, it shows up as business assistant.
• 6:11
  So if you don't want to go and download any new tool, you've
• 6:14
  been hearing people talk about Google Gemini like me, because
• 6:17
  Gemini is my tool of choice, Gemini and notebook LM.
• 6:22
  So the only reason why I use those ones is because it's
• 6:26
  Google and because it's free. So because it's free, I'm not
• 6:31
  paying for nothing because it's Google.
• 6:34
  If tomorrow my children throw my phone down the toilet after I
• 6:39
  descend upon them, all I have to do is go to a store, buy another
• 6:43
  Android phone, and once I log in, everything is there.
• 6:46
  I don't have to worry about data recovery.
• 6:50
  So that's the reason why I talk about Gemini and Notebook LM and
• 6:55
  anything Google related a lot. Not because it's the best, but
• 6:59
  just because it's free. And also, if you sign into your
• 7:03
  Android phone, everything is going to be there.
• 7:05
  I don't have to worry about data recapture.
• 7:08
  Wherever I stopped before my children threw my phone down the
• 7:11
  toilet is wherever I will continue.
• 7:14
  So please, this is not a sponsorship, this is not an ad.
• 7:19
  I just like to talk about stuff that are good for all of us.
• 7:23
  But anyway, speaking about sponsorships, there's something
• 7:26
  that I'm working on with my guys at Ikenga Software Factory that
• 7:30
  is IKSF dot Ng and what we're putting together is for Nigerian
• 7:36
  founders. If you're a Ghanaian founder,
• 7:38
  just wait, we'll figure out something for you guys soon.
• 7:41
  But this is for Nigerian founders who want to build a
• 7:44
  product and they're tired of dealing with software issues.
• 7:48
  Maybe web designers are expensive or maybe for your
• 7:54
  software idea, you think you need to learn computer code.
• 7:57
  Or maybe you're someone like me. You don't have a tech founder,
• 8:01
  you don't have technology, you don't know how to code, nothing.
• 8:04
  So this is for Nigerian founders who's who face these sorts of
• 8:08
  problems. All you have to do is to go to
• 8:10
  Ekanga software factory that is IKSF dot Ng and we'll have your
• 8:16
  product live and ready for you to roll out or to test in seven
• 8:21
  days. You will also get a free.com dot
• 8:23
  Ng domain and free hosting for one year.
• 8:27
  If you want to try out the service and you would like to
• 8:30
  get a 20% discount, especially since you're a listener of my
• 8:33
  show, then all you have to do is go to IKSF dot Ng and then enter
• 8:41
  in the promo code tav that is TAV or enter in the promo code
• 8:46
  AYEDE, that is a YEDE and it will entitle you to 20% off.
• 8:52
  And when you do that, please send me a text message or
• 8:55
  WhatsApp message on 0806466 2140 because I want to make sure that
• 9:02
  my guys at the Kenga Software Factory IKSF dot Ng want to make
• 9:06
  sure that they're taking good care of you guys.
• 9:09
  OK, so back to the conversation at hand.
• 9:11
  We've already spoken about what an objection is and in general,
• 9:15
  are you supposed to handle it? Are you supposed to agree?
• 9:18
  You're supposed to empathize, try and keep the emotional
• 9:20
  temperature low, ask a couple of questions, get some more data,
• 9:24
  and then the data will give you some ideas about how to pursue
• 9:29
  the interaction going forward. Now, this is the reason why
• 9:32
  Brian Tracy says that sales is a highly creative enterprise.
• 9:37
  We're always thinking, we're always thinking, we're always
• 9:39
  thinking, what next? What can I do?
• 9:41
  How can I achieve this? How can I achieve this?
• 9:43
  So very, very important. But of course, you know, the
• 9:46
  brain gets tired and it's not very easy to apply all these
• 9:50
  things that we talk about all the time.
• 9:52
  So that's the reason why I say AI tools should be your best
• 9:54
  friend. All you have to do when you're
• 9:55
  done listening to this episode, if you hear some principles that
• 9:58
  you don't know how they apply to your business, then go into
• 10:03
  WhatsApp. Everybody has WhatsApp, go into
• 10:06
  WhatsApp business assistant, and then OK, this is how you find
• 10:13
  business assistant because not everybody's aware.
• 10:15
  Now when you open your WhatsApp, by default, you see some icon.
• 10:20
  If I let me go and look up what is look what did sorry, one
• 10:23
  moment only check my phone because the icon changes from
• 10:25
  time to time. The last time I described to
• 10:27
  someone was this circle with different colors.
• 10:30
  OK, it has changed. So now it's in.
• 10:34
  If you just open your WhatsApp, you go to the right hand side,
• 10:37
  bottom right hand side, you will see an icon that has like leaves
• 10:43
  in it. But the leaves go from is it
• 10:45
  like what is this color now from blue to turquoise to any,
• 10:51
  forgive me, I'm color blind so I don't even know what color this
• 10:54
  is anyway. Sure, if you look to your bottom
• 10:57
  right hand side, you see 2 icons.
• 10:59
  One of them is a chat box with a plus in it.
• 11:01
  So it's not that one. It's the icon that is above that
• 11:04
  is the one that you're going to tap.
• 11:06
  Once you tap that, OK, good. Once you tap that, a window will
• 11:11
  open saying business assistant and then it will say good
• 11:14
  morning. Who put your name?
• 11:15
  So like I've done that now. So mine is saying good morning,
• 11:17
  Tavi Shima, and then it is giving me a couple of options
• 11:20
  for things you can help me out with.
• 11:23
  So if this is your first time listening to the podcast, you've
• 11:25
  never tried out an AI tool before, and you hear some
• 11:28
  principles here that you want to apply to your business, then
• 11:31
  this is just what you do. Don't worry about downloading
• 11:34
  any AI tool. Don't worry about which one is
• 11:36
  the best, which one is the best because people argue about these
• 11:39
  things endlessly. So don't worry, just going to
• 11:43
  WhatsApp. By the way, WhatsApp is not
• 11:45
  paying me for this. Go into WhatsApp, go and click
• 11:47
  on business assistant and then you just type in.
• 11:50
  So let's say your name is here natural.
• 11:54
  Once you tap business assistant will say good morning here
• 11:58
  natural. How can I help you?
• 11:59
  You now type it in there. You say I'm a Nigerian business
• 12:03
  person. I am in the industrial cleaning
• 12:05
  space. I just finished listening to a
• 12:07
  podcast called Sales for the Nigerian Business Person hosted
• 12:11
  by Tavishima Aiden. In that podcast, Tava Sharma
• 12:14
  discussed how to deal with price objections whenever people
• 12:18
  complain that you're too expensive by saying you should
• 12:21
  do this, you should do this, you should do this, you should do
• 12:24
  that. I'm not quite sure how that
• 12:26
  would apply to my own business since I'm in industrial
• 12:28
  cleaning. So, dear Business assistant,
• 12:32
  give me some ideas about how I can apply these principles in my
• 12:35
  own business so that I can effectively deal with situations
• 12:40
  where people complain that my own industrial cleaning is twice
• 12:43
  the price of other people's industrial cleaning.
• 12:46
  Do that. You now hit send or enter.
• 12:51
  I am telling you. All right, it'll come up with a
• 12:54
  couple of options. Maybe 8/10/12.
• 12:58
  You won't agree with everything but I am telling you your life
• 13:03
  and your business will be better off for it.
• 13:05
  If instead of focusing on the 8:00 that it makes sense out of
• 13:08
  12, focus on the four that makes sense and now ask yourself, OK,
• 13:13
  good, this four that now made sense.
• 13:15
  How will I apply it? When will I apply it?
• 13:21
  Too many people say oh it's inaccurate.
• 13:22
  The hallucinate is doing and So what all those they
• 13:27
  hallucinated, they make error, they forget all that one if he
• 13:31
  comes up with 15 responses and then thirteen of them are
• 13:35
  useless, no problem. The remaining 2 that makes
• 13:37
  sense. Go and apply.
• 13:39
  Your life will be better for it. Your business will be better off
• 13:41
  for it and don't be joining all these people who are arguing
• 13:44
  it's imperfect. Is this is this the thing they
• 13:47
  hallucinate? It is something something ignore
• 13:49
  those people. All right, so now let's get
• 13:52
  straight into it. So the conversation that I had
• 13:57
  with Cinderella, Cinderella has been calling, people are saying
• 14:00
  you're double the price. So I told Cinderella, because
• 14:05
  this was Cinderella was doing, Cinderella was trying to make
• 14:08
  sure that the comparison was a fair comparison because it's
• 14:12
  solar. Anybody can say your price is
• 14:17
  double the price. But, you know, it depends.
• 14:20
  If you are offering 50 KVA, the other person is offering, you
• 14:23
  know, 25 KVA, then OK, it's obvious why your quote is a
• 14:26
  whole lot bigger. There's a lot of technical
• 14:29
  things that you have to look into, number of panels, the
• 14:31
  length of cabling, you know, all kinds of things, the load that
• 14:35
  is going to carry, you know. So she wanted to make sure that
• 14:38
  it was a fair comparison and she was trying to ask the other
• 14:40
  person questions so that she could get information.
• 14:45
  And from that information she'll be able to educate the other
• 14:47
  person and then also distinguish.
• 14:50
  That is a good approach. OK, Somebody saying you're more
• 14:52
  expensive than the other person and then your goal is you're
• 14:56
  trying to figure out what are you comparing me to then?
• 15:00
  You know, educated personnel. Oh, Madam, no wonder they are
• 15:05
  only using this. We were using this.
• 15:07
  This is the superior option and this is the reason why we're
• 15:09
  offering to you and This is why we are justified for being twice
• 15:13
  the price of the other person. So that was Cinderella's
• 15:19
  approach. Again, Cinderella is not her
• 15:20
  real name and that is good. That is commendable.
• 15:23
  If you've not been doing that before, do it now.
• 15:25
  Ask the person questions. Try and figure out if this is a
• 15:28
  fair comparison. If it's a fair comparison, if
• 15:32
  it's an equal comparison, then honestly, there's nothing you
• 15:34
  can do. The only thing you can do is,
• 15:35
  well, drop your price. But left to me, I would say play
• 15:39
  on the fact that you're the professional and leave the cost
• 15:41
  the way that it is. If you want to dance around, OK,
• 15:46
  fine, no problem. Remove something small, 2%,
• 15:48
  three percent, I don't know. But honestly speaking, if it's a
• 15:52
  fair comparison and you're still more expensive, play on the fact
• 15:55
  that you are the more professional party here.
• 15:59
  You have more experience, you have more of a reputation, we
• 16:02
  have more credibility, you have warranties and guarantees.
• 16:06
  Like play on all those issues and don't try and cut the price
• 16:11
  down to the other person's own. Then if it's an unfair
• 16:14
  comparison, what you're going to do is you educate the person who
• 16:16
  said, Madam, no wonder. See the cable that they're using
• 16:19
  now, this is the cable that you can buy anywhere direct from
• 16:22
  Oshodi. This kind cable, this thing will
• 16:24
  born within the first one year. But the cable that we were using
• 16:28
  is so, so, so and so and so and so.
• 16:31
  It is so, so and so millimeters. It has warranty guarantee
• 16:35
  something, something, something. And this cable has an estimated
• 16:39
  lifespan of 200 years. Madam, we're giving you this
• 16:41
  cable because once we put this thing in the ground, we know
• 16:44
  that this cable is going nowhere.
• 16:46
  That is until rapture, until Jesus Christ comes, this cable
• 16:49
  will still stand. So that's a good approach.
• 16:55
  However, I had to tell Cinderella that what you're
• 16:58
  doing is good. But most of our customers,
• 17:02
  right, because they are uptight when we're talking because money
• 17:06
  is concerned and this is solar. So solar is not ten 10,000 2020
• 17:12
  thousand. Solar is always millions,
• 17:14
  millions. I'm thinking of getting a new
• 17:16
  system myself. So I want to buy a small, I
• 17:19
  better pass my neighbor kind of system, nothing too big, you
• 17:22
  know, 1.5 kva, you know, 3.5 something like that.
• 17:27
  So even for this small, small system already looking at, you
• 17:32
  know, 3,000,004 million, 6,000,000, so anything solar and
• 17:37
  inverter now, millions, 1,000,000 millions, 10s of
• 17:40
  millions in fact. But I was looking at one
• 17:43
  quotation that Cinderella had prepared and that was over 200
• 17:47
  and something million. So it's big money.
• 17:52
  Now when millions and millions are involved, understand that
• 17:56
  people are uptight, they're on their guard.
• 17:59
  They don't be taken advantage of, so they will keep their
• 18:01
  mouth closed that God will be high.
• 18:06
  If you say A, then we say B because we have hyperinflation
• 18:12
  going on. Ain't nobody has millions to
• 18:14
  just be playing with up and down.
• 18:18
  And even if the person has millions to play with up and
• 18:20
  down, it's not you that they will give.
• 18:24
  So when we're trying to have this conversation with people,
• 18:28
  we can't sound argumentative and we can't sound like we're making
• 18:33
  excuses. I repeat, this approach is the
• 18:36
  correct approach. Make sure that the comparison is
• 18:40
  fair. If the comparison is not fair,
• 18:42
  if it is not accurate, if it's not equal, you will educate them
• 18:45
  or you will now distinguish. This is the reason why we're
• 18:49
  double the price because we're better in this, this, this and
• 18:52
  this. There's other people are worse
• 18:54
  in blah, blah, blah, blah, blah. But in doing that we cannot
• 18:58
  sound argumentative. We cannot like no be quarrel,
• 19:04
  you get me? We cannot sound like we are
• 19:07
  making excuses. So the approach is good.
• 19:16
  The manner in which we go about it now is what I want to talk
• 19:20
  about. So now just the mannerisms.
• 19:22
  Now you know we will do it, yes, but now soft torch will do it.
• 19:29
  You know how they say bedside manner for medical doctors that
• 19:32
  you know, the medical doctor knows how to talk to you, talk
• 19:35
  to you well, talk to you softly. You know, it's the same
• 19:39
  approach. So it's just bedside manner now
• 19:41
  that we're talking on. So I say, OK, Cinderella, what
• 19:44
  you're doing is good, it's correct.
• 19:46
  But then traditionally what we do in sales is this.
• 19:49
  We always start on positive notes.
• 19:53
  Excuse me, always start on the positive note and affirmative
• 19:56
  note. In fact, Grant Cardone a long
• 20:00
  time ago in one of the early material that I was paying
• 20:03
  attention to, he shouted at some cost, Grandpa don't can't be
• 20:06
  kind of abrasive, you know. So he was talking about his told
• 20:08
  person that look, why would you say no, that we never say no to
• 20:10
  a customer. We always say yes.
• 20:12
  And then the third person was like, OK, how can I say yes?
• 20:16
  He said, look, because I say we always say yes doesn't just mean
• 20:18
  you tell the person yes for more expensive.
• 20:22
  We always say yes just means that we affirm what it is that
• 20:25
  we can affirm and what the person is saying.
• 20:29
  So when somebody says you're double up, double the price,
• 20:31
  there's something you can affirm there, Affirm it.
• 20:34
  You don't say, yes, we're twice as expensive as everybody else.
• 20:37
  You don't say, yes, we're overpriced.
• 20:39
  No, not be so, but it's something that you can affirm
• 20:44
  unique in this case, clearly the prices are unequal.
• 20:48
  So I know when to argue, we'll affirm it.
• 20:50
  And when I told Cinderella to say, because I've been working
• 20:55
  with this company for a while and yes, they are more
• 20:58
  professional and they have warranties and guarantees behind
• 21:02
  everything. And then they have a highly
• 21:03
  technical engineering team that they work with.
• 21:08
  So the reason why they're more expensive is is justified
• 21:11
  because they're not roadside people.
• 21:14
  If you want solar, there are roadside people that can can't
• 21:17
  do it. In fact, there's some of those
• 21:19
  people who won't say look that this is everything, go and buy
• 21:21
  it yourself, then bring it to the house.
• 21:23
  I will now come and install it. So it is Nigeria.
• 21:27
  Any which way you want, you can get it.
• 21:30
  So I told Cinderella, this is what you say when they say
• 21:33
  you're double the price, you say, Oh yes, Madam, that's often
• 21:36
  the case. You agree.
• 21:41
  One reason why we agree also is excuse me, Nobody wants to feel
• 21:46
  like, nobody wants to feel like they're fool or they're
• 21:52
  unreasonable. So once somebody has looked at
• 21:54
  the quote, if you want to start justifying immediately or
• 22:00
  educating immediately, you're most like telling the person
• 22:03
  that go, Madam, you're a fool. You didn't read this quote very
• 22:05
  well. So you're double the prices.
• 22:10
  Oh, oh, yes, Madam, that is often the case.
• 22:14
  You just say it, especially since for this particular
• 22:16
  company, so excuse me, Yes, they're more expensive than
• 22:20
  other people, more expensive than most.
• 22:25
  So you say, Yes, Madam, that's often the case because most
• 22:30
  other installers in Nigeria, they try to save money on
• 22:34
  quality or accessories or they try and save on the specs.
• 22:41
  So you see, it's very simple. You're double the price.
• 22:43
  Oh yes, Madam, that is often the case.
• 22:46
  Affirm it. Madam is Nomad.
• 22:48
  She's looking at 2 pieces of paper.
• 22:50
  One paper says 50 million, another paper says 25,000,000.
• 22:56
  So we'll affirm that Yes, Madam, that's often the case, but
• 22:59
  that's because most other Nigerian vendors are trying to
• 23:02
  save on quality or accessories. Quality accessories or specs.
• 23:08
  In this case, Cinderella suspected that they were saving
• 23:10
  on accessories because there was one item in particular that the
• 23:14
  woman complained about. You complained about accessories
• 23:16
  and wiring. Of course, Cinderella explained
• 23:19
  to me that the distance between the is it a factory now this one
• 23:23
  between the factory and the ABI. Anyway, the difference between
• 23:29
  where the solar panel will be and where the battery and
• 23:32
  everything will be place is far. So they had to do quite a bit on
• 23:36
  cabling. So First off, you admit and then
• 23:44
  remember Step 2 is you're going to ask in some questions.
• 23:49
  The reason why you ask questions is you're trying to get some
• 23:51
  more information. You're trying to figure out if
• 23:53
  there's a fair comparison going on.
• 23:55
  And then after that, you now educate or distinguish.
• 24:00
  So in this case, yes, that's the case.
• 24:02
  That's because most of the Nigerian vendors like to save on
• 24:05
  quality accessories or specs. And I told Cinderella after
• 24:11
  saying something like this, you can go straight into how many KV
• 24:14
  are they offering you. That is one way of getting into
• 24:18
  the information that is in the quote without Madam.
• 24:22
  I'm just showing you the document.
• 24:25
  So while we have been able to get other people to show me the
• 24:27
  documents and we'll talk about that later on, but not everybody
• 24:30
  will. But Shah, let's get to the root
• 24:32
  of what is in the quote from the other party.
• 24:37
  So yes, ma'am, that's often the case that are expensive than our
• 24:40
  competition. That's because Madam, all these
• 24:42
  boys, especially some of them that are using roadside
• 24:44
  installers, you know, they're trying to save on quality or
• 24:47
  accessories Ma, but how many KV are they offering you?
• 24:52
  Now? Cinderella said she took that
• 24:55
  approach. By the way, sorry if some of you
• 24:58
  say thinks Cinderella sounds disrespectful.
• 25:00
  I'm not trying to be disrespectful or anything.
• 25:02
  It's just that this lady, she has a very unique name.
• 25:05
  You know, it's not a Nigerian name, it's A and I'm not say too
• 25:10
  much anyway. So she has a unique name and it
• 25:13
  starts with C and the rhymes with Cinderella.
• 25:16
  So that's the reason I'm using Cinderella.
• 25:18
  I'm not trying to say that, you know, she's a silly blonde or
• 25:20
  anything. So Cinderella asked the question
• 25:24
  how many KVA? And then Omar said, I don't
• 25:26
  know. I didn't talk again.
• 25:29
  OK, that's not a problem. But I told her that, OK, next
• 25:32
  time somebody says how many KVA and the person says I don't
• 25:35
  know. What we do is we use the worst
• 25:40
  case scenarios or the implications.
• 25:42
  I say amplifications, sorry. The implications or
• 25:44
  ramifications, yes, sorry, I was, I was combining
• 25:48
  ramifications and implications. Sorry.
• 25:50
  These things happen when you're live on the mic.
• 25:52
  So you look for the worst case implications or ramifications
• 25:56
  and use that to educate the customer from their own point of
• 26:00
  view why this thing is important.
• 26:02
  In this case, the woman that she's talking to is the owner
• 26:06
  mall in Lagos and of course, you know, proper mall now with
• 26:09
  several residents and stuff like that.
• 26:12
  And while they had were talking initially, Dumas calls about the
• 26:19
  that was just an alarm so that I don't go too long.
• 26:22
  Oh dear. OK, we've done 26 minutes
• 26:24
  already. OK, so I should be trying to
• 26:28
  wrap it up. How do I do this now?
• 26:31
  OK, anyway, so Duma had been talking about how she didn't
• 26:34
  want the elevator to malfunction and blah, blah, blah.
• 26:36
  And you see, this is also one of the reasons why I say we have to
• 26:38
  do good rapport building and ask good questions because it's from
• 26:44
  building rapport that we can ask questions.
• 26:47
  It's from asking questions that we're going to be able to get
• 26:49
  the information and the data that we need to be able to make
• 26:52
  a convincing sale later on. So in that case, Theresa, yes,
• 26:59
  ma'am, that's often the case. So we're more expensive than all
• 27:01
  these other people because all these people, especially these
• 27:03
  roadside people, they try and cut money on accessories and in
• 27:07
  quality. Madam, how many KV are they
• 27:09
  offering yourself? And then Madam says, I don't
• 27:13
  know, say, ah, Madam, this KVA thing is very, very important
• 27:19
  too, because if the load is not correct, the elevator can
• 27:23
  malfunction. And we don't want people trapped
• 27:26
  inside the elevator and it will just malfunction.
• 27:31
  Then the AC can also spoil. And then the cooling system in
• 27:35
  the hall, in the hall can also spoil because things are
• 27:39
  tripping off. So Madam, this KVA thing, we
• 27:42
  actually need to figure out this KVA thing.
• 27:45
  You put it like that. But then I also now told
• 27:48
  Cinderella that what you do now remember bedside manner.
• 27:51
  All right, now, just the approach that we're talking
• 27:56
  about now, it's just the general mood we're talking about.
• 27:58
  Now, remember that people are on guard because This is Money.
• 28:03
  We're talking about this big money.
• 28:04
  So you need to step things down, right?
• 28:09
  Step things down. One way of stepping things down
• 28:11
  is by letting people know, nobody by force.
• 28:14
  So in this case, it's something that you should tell Madam that
• 28:19
  OK, Madam already. Well, double the price of
• 28:23
  whatever it is that you're looking to.
• 28:25
  And if the budget is not there, the budget is not there.
• 28:29
  So Madam, is not compulsory that you go with our company.
• 28:33
  So let's say the name of the company is Linkin Park.
• 28:35
  Yeah, that's what I called it. Yeah.
• 28:36
  Linkin Park, Linkin Park Solar. So Madam, if the budget is not
• 28:43
  there, the budget is not there. You don't have to go with Linkin
• 28:45
  Park Solar. But Madam, I've been enjoying
• 28:48
  how we've been chatting and things like that.
• 28:50
  And honestly speaking, Ma, the stakes are high.
• 28:53
  So I just want to make sure that you make the decision that is
• 28:56
  best for you, whether you go with us or not.
• 28:59
  So Madam, no pressure. You don't have to buy from us,
• 29:02
  but I'd like to have a meeting with you.
• 29:05
  We need to figure out this KVA question and a couple of other
• 29:09
  things to make sure that you're buying the right system that
• 29:12
  works for you. So, Ma, can I come over to the
• 29:15
  office next week Tuesday? I'm going to be in your part of
• 29:18
  town Tuesday, like around that car and 10 AM.
• 29:22
  You hear what Madam has to say? Now for me, I prefer to set the
• 29:25
  agenda. That's the reason why I always
• 29:27
  put forward the date that look, I'm going to be in the KGR
• 29:29
  anyway. So 10:00 let me just pass
• 29:32
  through your office. Of course you can leave it up to
• 29:36
  them, but I don't like to leave it up to them because some, some
• 29:38
  people say, well, my son, what you're saying makes sense.
• 29:42
  OK, no problem. Let's talk again in three
• 29:44
  months. Let's talk in three months,
• 29:47
  let's talk in three weeks. I don't like that.
• 29:49
  Honestly, for me, let's talk in three weeks doesn't work for me.
• 29:52
  Let's talk in one month, doesn't work for me.
• 29:54
  That's the reason why me, I try and put something on the table
• 29:57
  1st and I try and put it, you know, reasonably close.
• 30:00
  So Cinderella and I are having this conversation, this role
• 30:04
  play where we do now we're doing this role play on a Friday.
• 30:10
  So me, if I'm the one as I'm talking to Madam, I'm pushing
• 30:14
  for Monday that I'll be in her office or that I will call her
• 30:19
  or that will have zoom meeting or that was something me it's
• 30:22
  Monday I'm pushing for. I don't want to hear let's talk
• 30:24
  in three weeks because that let's talk in three weeks or I
• 30:27
  traveled, my daughter was graduating or one more week
• 30:30
  before you know it, let's talk in two weeks.
• 30:32
  Oh, sorry, I forgot my daughter graduated.
• 30:34
  This is that blah, blah, blah. I went for a checkup.
• 30:37
  That's how 2 1/2 months just passed and that's 2 1/2 months
• 30:41
  that the other company who is doing a half price will have
• 30:45
  been building relationship with this woman.
• 30:50
  So that's the approach. I just want to put there that a
• 30:54
  lot of us don't do that. We should add it's a high
• 30:59
  pressure situation. Take the pressure off, Tell the
• 31:01
  person that, look, I understand ma'am, money is tight.
• 31:05
  It doesn't have to be us, but we like to make sure that every
• 31:11
  single person who comes our way receive its value.
• 31:14
  So whether you buy from us or not, I just want to make sure
• 31:18
  that is the best choice for you. Because most of these Nigerian
• 31:21
  boys out there, Ma, the reason why they're quoting like this is
• 31:25
  because they're skimping on quality.
• 31:26
  They're skimping on accessories or they're skimping on the
• 31:28
  specs. Let me just look at this and
• 31:30
  make sure that we're cool. True, true.
• 31:33
  If I look at it and you know we're cool, like I will tell you
• 31:35
  Ma, if it's good, then just go ahead with them.
• 31:39
  If there's any problem, I'll point it out to you.
• 31:41
  So that's the approach just to get the mood to be to be calm,
• 31:45
  just to get the mood to be to be cool.
• 31:49
  Then if you're in this kind of situation and you start off with
• 31:52
  how many Kvas follow up questions could be, oh, are they
• 31:55
  buying directly from the original equipment manufacturer?
• 32:00
  Are they buying from Nigeria? Be they're buying direct from
• 32:02
  the company in Germany. Oh Madam, what kind of batteries
• 32:09
  are they offering you by the way?
• 32:12
  OK, oh man, you are complaining about the accessories and the
• 32:15
  cables. I be understand man.
• 32:17
  You know the destainable economy now so everything just cost but
• 32:21
  how many length of cable did they say they're buying?
• 32:23
  They're buying for you. How many, how many millimeters?
• 32:28
  Ma Of course, zoom out, say I don't know, say mommy, this MMM
• 32:32
  thing is very, very important. If we're having high energy at
• 32:35
  this source, the MMM is too small.
• 32:38
  The cable will be heating up and then I think since I will be
• 32:40
  tripping. So ma, it's not even just about
• 32:42
  the length of cable, even the MMM self say my daughter, what
• 32:46
  is MMM? Sorry, ma, MMM.
• 32:48
  Now it just means the thickness of the cable.
• 32:50
  The cable suppose thick like even in your house, Ma, if you
• 32:54
  like look outside your window now you will see now the Napa
• 32:56
  pole, you can see the cable, you can see the thickness.
• 32:59
  See how thick so that the thing can supply electricity to the
• 33:04
  whole estate, but inside your house, man.
• 33:06
  Now if you now look at your electric cable and you look at
• 33:09
  your TV, look at your AC, you see the cable you see as a no
• 33:13
  teak. That's the MMM that we're
• 33:15
  talking about, man. Other question is that I can ask
• 33:20
  because I noticed that the quote that my company that's a Linkin
• 33:25
  Park. Linkin Park is my client then
• 33:28
  Linkin Park Solar. Not a real company by the way.
• 33:31
  Then centralized that salesperson.
• 33:34
  So they always put AC and DC protection.
• 33:36
  It's just power search. Anyway, you won't know the
• 33:39
  importance of this thing. There's one time that NEPA, OK,
• 33:43
  sorry, that's my second alarm. Oh boy.
• 33:45
  OK, 30 minutes. So there's one time that Nepal
• 33:47
  seriously dealing with us in this estate.
• 33:50
  You know before you know it, the current will just go high, the
• 33:53
  current will go low. You know so anything just so, so
• 33:59
  people are complaining. One of my neighbors even
• 34:01
  complained that his laptop just packed up.
• 34:04
  But lucky for us, our own system has an inbuilt search
• 34:08
  protection. So what was happening with our
• 34:09
  system was anytime the current judge do or inverter will just
• 34:15
  cut Nepal off like that. So was protecting us in our own
• 34:19
  house. So well, you know Nigerians now
• 34:23
  don't want to save cost. So you go and put solar, you
• 34:25
  don't worry about search protection.
• 34:28
  I thought you start here. Long story that debris are
• 34:30
  damaged, TV damaged, this one damaged, this one damaged and
• 34:34
  this time that nowadays TV's are expensive.
• 34:37
  Remember last time I was I ever know I saw this very very very
• 34:41
  sexy slim TV as in the TV. I'm not lying to you.
• 34:47
  The TV was slimmer than my phone.
• 34:51
  I was weak as I removed the casing from my phone and I put
• 34:55
  my phone next to the TV. My children even confirmed it.
• 34:59
  The TV screen is slimmer than my phone.
• 35:02
  Very sexy TV, very sweet. TV is not even big self, not up
• 35:07
  to 50 inches. The price is 3.5.
• 35:10
  And if you're on the solar space, these are the kind of
• 35:16
  things that our clients are keeping in their house.
• 35:19
  So this whole thing of AC and DC protection are really important.
• 35:21
  So you ask, so Madam, these people self, are they even doing
• 35:25
  AC and DC protection? Say, my daughter, I don't even
• 35:27
  know what that one means. Then of course you explain in
• 35:29
  ways that she understands. So Madam, you know that
• 35:32
  sometimes Nepal can misbehave if the current is too high.
• 35:36
  The AC sorry, I'm not technical, so I'm not sure how this works.
• 35:40
  Which one is AC? Which one is DC?
• 35:41
  You know, Bob, let me just pretend that I know what it
• 35:44
  means and let me continue the role play.
• 35:46
  So, yeah, so Madam, the AC protection, that's the one that
• 35:49
  if the current is high, it will just trip off so that the two
• 35:53
  will not destroy your deep freezer or will not destroy your
• 35:58
  TV, will not destroy your this will not destroy your that the
• 36:00
  DC protection is the one that you know, blah, blah, blah.
• 36:03
  And even what technical line, the solar space, you know
• 36:06
  exactly what it is that. I mean, when you explain it in
• 36:09
  the way that she understands other questions, they can also
• 36:12
  ask that, oh, what kind of warranty are they giving you say
• 36:15
  my daughter, which one is warranty, Then you will explain,
• 36:18
  you say, Madam, God forbid. But just in case of in case
• 36:22
  city, if anything happens, because we were buying from the
• 36:25
  original equipment manufacturer direct from Germany, they have
• 36:29
  told us that if anything happens, the battery that we're
• 36:33
  giving you five years, anything that happened, just bring the
• 36:36
  battery back. Don't replace it, ma'am, except
• 36:40
  if you have tampered with the battery, so long as you didn't
• 36:43
  bring another engineer to come and be opening battery and stuff
• 36:46
  like that. Anything that happened, just
• 36:48
  call us. We'll send it back to them.
• 36:50
  They'll sort you out. So these are the kinds of
• 36:54
  questions that people can ask. And these are the kinds of
• 36:57
  questions that Cinderella wanted to ask.
• 37:00
  It's just that when she asked Madam how many KV, Madam say I
• 37:03
  don't know. And then she kept quiet and the
• 37:05
  conversation, Hank. So the approach that Cinderella
• 37:12
  is using, very good, especially for those of you who have never
• 37:17
  even tried this approach is very good.
• 37:18
  Somebody's comparing you to something.
• 37:20
  The first thing is the quote that they're comparing you to.
• 37:24
  Is it an accurate quote? No other quotation.
• 37:26
  Does it make sense? We need to find out the
• 37:28
  information we need to figure out.
• 37:30
  Once we figure out a few things, we'll be able to educate the
• 37:33
  other person or why ours is better or be able to distinguish
• 37:38
  to show why ours is superior. Ask questions, get data, educate
• 37:44
  or distinguish. But to do that we can't do that
• 37:47
  as if now quarrel, we can't do it as if now fight, we can't do
• 37:51
  it as if it's an argument, we can't do it as if we they make
• 37:56
  excuse. So this is very simple.
• 37:59
  Oh yeah, Madam, actually we are more expensive.
• 38:02
  That's because Niger boys, they usually want to cut money from
• 38:05
  accessories or specs. So Madam, so how many KV are
• 38:09
  they offering you? It doesn't have to be KV, but
• 38:11
  just pick from something. Even if you say, oh, save on
• 38:17
  quality or exercises, blah, blah.
• 38:19
  So Madam self, the battery that they're giving yourself, which
• 38:21
  kind battery, then they give you, it's an opening.
• 38:26
  And if the woman says I don't know, and she keeps quiet,
• 38:31
  remember you use the worst case scenario or the worst case
• 38:36
  implication or the worst case, whatever.
• 38:37
  Like Madam, this battery thing is very important because
• 38:42
  there's some people that offer wet batteries for this kind of
• 38:46
  load. If the load is not suitable, the
• 38:50
  battery now begin to swear and before you know it, you waste
• 38:53
  money. You spend millions to buy
• 38:54
  battery now and then in eight months you have to buy battery
• 38:57
  again. So mommy, this battery thing
• 39:00
  actually is very, very important.
• 39:02
  See mommy, you know what, as you have said, we're expensive.
• 39:04
  I understand, no problem. We're expensive.
• 39:06
  Even money no did money no day. Well, mommy, what I'll do is
• 39:11
  this. I like the conversation that
• 39:14
  we've been having and I don't want to see anybody take
• 39:16
  advantage of you, ma. So like I want to be around your
• 39:22
  estate next week, Wednesday 10. Ma, let me just pass through.
• 39:26
  Let me just see what it is they have on the table.
• 39:29
  We need to look at this battery issue first.
• 39:31
  I want to make sure that you're being quoted well and are taking
• 39:34
  good care of you. If the quote is fine, then it's
• 39:39
  not by force. By force, man.
• 39:40
  You don't have to buy it from us, but let me just see and be
• 39:43
  sure that everything here is, is good.
• 39:46
  If it's good, no problem. I'll just leave it like that,
• 39:47
  man. So it's not by force, man.
• 39:49
  So man, what do you think? Wednesday morning, are we?
• 39:54
  And then from there, you now start trying, you know, you
• 39:56
  start trying to narrow it down. Wednesday morning, Oh no, I'm
• 39:59
  not sure. Picking up the children, blah,
• 40:01
  blah, blah. OK, well I'll still be in the
• 40:03
  catcher until around that time, 6:00 PM before I leave.
• 40:06
  So what about phone call? Will that four work for you?
• 40:09
  04 is fine, blah, blah, blah. And then you just try and narrow
• 40:12
  it down. So that's the approach.
• 40:16
  So if you've been trying to do this, ask questions, make a fair
• 40:21
  comparison, distinguish or educate.
• 40:26
  And you've been meeting a wall. It's because your approach has
• 40:29
  been too adversarial. Your approach has been too like
• 40:33
  a fight, Like you are the specialist now.
• 40:37
  You're now talking down on them or something, you know, So you
• 40:40
  just, the approach is good. It's just the bedside manner.
• 40:44
  It's just the tone that we need to change to make this approach
• 40:48
  work. So before we sign off, remember
• 40:52
  if you're a Nigerian founder, you want to build a product,
• 40:56
  software, software, not the issue.
• 40:58
  Now all you have to do is just go to Ikanga Software Factory
• 41:01
  IKSF dot Ng. Your product will be live in
• 41:05
  seven days, so they can either start and launch out to the
• 41:08
  market or you can put something out so that your customers can
• 41:11
  start testing to see whether there is a good one.
• 41:14
  You're going to get a free.com dot Ng domain and free hosting
• 41:18
  for going with IKSF dot Ng. The product will belong to you
• 41:23
  whenever you don't. You want to migrate to another
• 41:25
  service provider, that's not a problem.
• 41:27
  We can help you migrate it or you migrate your data by
• 41:30
  yourself. You're going to get 20% off for
• 41:34
  your first project if you just use the discount code TAV, that
• 41:37
  is TAV or IED AYEDE when you start with them and remember
• 41:43
  what I said. If you do send me a text message
• 41:46
  or WhatsApp message on 08064662140, just tell me like,
• 41:52
  oh, by the way, I checked out your guys.
• 41:54
  Let me know because I want to be sure that they take good care of
• 41:57
  you. If they're not taking good care
• 41:59
  of you, let me know so I know who's head I'm supposed to go
• 42:02
  and crack because if I put my name next to something, I want
• 42:06
  to be able to vouch for that thing. 101 hundred and 10%.
• 42:10
  So that's it. Thank you very much for your
• 42:12
  time and attention. I'll catch you all some other
• 42:14
  time. It's a Friday as of the date of
• 42:16
  the recording. So if you're listening to this
• 42:17
  on a Friday, have a pleasant weekend and I'll talk to you
• 42:20
  guys sometime soon.