Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Stop Getting Ghosted: How to Lock In Your Next Meeting

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Stop Getting Ghosted: How to Lock In Your Next Meeting · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:00
Hello and welcome to the show. Today's podcast episode is going
0:05
to be a Part 2. So this is really, really
0:08
important. If this is the first podcast
0:10
episode you're listening to, just realize that this is a Part
0:12
2. So you're catching us mid
0:15
discussion. Yeah, let me put it that way.
0:17
And what we're going to look at today is what to do when you're
0:20
having a conversation with a potential customer, a potential
0:23
client, potential investor, a potential stakeholder, a
0:25
potential whoever, and the person says, let me get back to
0:28
you. Yeah, let me get back to you.
0:32
So typically what we call these objections in sales, whenever
0:36
there's any comma, any K leg, any question mark, and it looks
0:39
like people don't want to continue the conversation.
0:41
They don't want to continue the agenda.
0:43
They don't want to pay you a deposit.
0:45
They don't, you know, whatever it is, they are not ready to
0:47
make the next step. So yesterday, sorry, not
0:51
yesterday, because actually I'm making it the same day.
0:54
So in the previous episode, what we did was we looked at some
0:58
advanced techniques for dealing with this objection when people
1:02
say, let me get back to you in business, how to handle it.
1:06
But as I uploaded the broadcast now, I just realized that like
1:10
what I discussed like that's, that's pretty advanced stuff.
1:15
And some of you might be at the beginning of your sales journey
1:18
or might be at the beginning of your business journey, and some
1:21
of you might not be confident enough to pull that off.
1:25
So what I'm going to do in this particular episode now is to
1:30
look at some other approaches that you can use, which take the
1:33
objection at face value and you try and deal with it.
1:37
So maybe that is something that you can do for now, those of you
1:40
who are still beginners, because some of you might think that
1:43
what we discussed in the previous episode is quite a bit
1:46
advanced and you might not feel like you might not be able to to
1:50
do all the things I suggested. So in the previous podcast
1:53
episode, what I suggested was whenever somebody is giving you
1:56
an objection, what we have to do is to get to the root of the
2:00
objection. We need to find out the reason
2:01
why they're saying what they're saying.
2:03
So if somebody says you're too expensive, instead of trying to
2:07
price back and forth and haggle and negotiate, the proper thing
2:12
to do, the advanced thing to do is actually to pause.
2:15
Well, first of all, empathize, agree, ask a couple of questions
2:18
to figure out what the problem is.
2:20
Because some people when they say you're too expensive, what
2:22
they mean is they don't have the cash 100% now and they're OK
2:25
with flexible payments. Some people when they say you're
2:28
too expensive, what they mean is they found somebody else who's
2:31
going to do it cheaper. Some people when they say you're
2:33
too expensive, what it means is they have unreasonable price
2:37
expectations. But The thing is, unless you
2:39
empathize, first of all, calm the thing down, ask them
2:43
questions, realize the root cause, you will now not know the
2:47
next step to take to be able to resolve the issue.
2:51
But those are advanced techniques.
2:52
Now the simple thing to do is to just pay attention to whatever
2:55
the person is telling you, which is the person says you're too
2:57
expensive. You just assume now, OK, that is
3:01
what they mean. And then you start pricing.
3:03
So also when people say, let me get back to you, there's a much,
3:08
much more basic approach, a much more simpler approach while
3:11
you're trying to get your confidence up, which is where
3:14
you just deal with the assumption.
3:17
So deal with the objection as they have said it to you, as
3:20
they say, just try and deal with it.
3:22
You take the thing at face value.
3:24
You don't assume there's anything deep.
3:26
You don't assume there's anything significant.
3:28
You don't try to do any kind of investigation.
3:31
So as they say it, as they say, let me get back to you, Maya,
3:34
you try and tackle them. So that is what we're doing in
3:37
today's podcast episode. But Please remember, if this is
3:40
your first time listening to the podcast, please, please, please,
3:43
Please remember that this is a Part 2.
3:46
My own professional recommendation is that we do not
3:51
do what it is that I'm about to say here, especially if you've
3:56
been in business for a while. If you've been in business for,
3:58
you know, 2-3 years, it's time for you to take the advanced
4:03
approach and try to figure out what is really going on.
4:06
But if you're brand new, brand new, brand, brand new, fresh,
4:10
OK, then go ahead and try some of these suggestions that I'm
4:14
going to suggest now. But please, for those of you who
4:17
have been in this space for a while, you're no longer a jam
4:20
bite in business. You're no longer a newbie.
4:22
You're no longer a fresher. You've been around the block a
4:25
few times. You've already handled one or
4:27
two clients. I beg of you, try the more
4:31
advanced techniques instead because you will benefit more
4:35
from that. Because if you try these
4:37
techniques, I'm going to teach you now I have 3 examples.
4:40
You might end up in that game of, you know, following up for
4:43
the sake of follow up, chasing people that know the answer for
4:45
this disease that, that, that because you have not covered the
4:48
root issue. But for those of you who are new
4:51
and who haven't gotten the confidence yet, OK, it's good.
4:55
No problem. You guys can try this.
4:56
By the way, if you'd love to get in touch with me, you can call,
4:59
send me a text message or a WhatsApp message on 0806466 2140
5:07
so that if you're having these kinds of problems in your
5:09
business, reach out. Let's see how we can get this
5:12
thing solved, how we can move your business forward.
5:15
For those of you who are saying this guy's out, he's expensive,
5:17
don't worry, not to be afraid. I do offer free advice.
5:21
All you have to do is just let me know that you're looking for
5:23
free advice in the very first message, in the very first call,
5:26
and I'll get you sorted. But I'll answer one question
5:29
only because if we want to do anything more in depth, we need
5:32
to sit down and we need to invest some time.
5:35
And you know now, and I'm not doing this as a charity, so I'm
5:39
not going to start investing hours and weeks and months of my
5:43
time without seeing some, some returns.
5:47
You understand what I'm saying. But anyway, no problem, you're
5:50
facing these kinds of problems in your business.
5:52
Reach out 08064662140. I'm willing to help for free so
5:59
long as we answer just one question.
6:00
All right, so now back when somebody says let me get back to
6:05
you. So what do you say?
6:09
Now remember, this is Part 2, Part 1.
6:11
That's all the advanced stuff. So when you're done listening to
6:14
this, if this is your first time listening to the episode, please
6:16
scroll back. I listen to Part 1.
6:18
I beg of you, listen to Part 1. Please listen to Part 1.
6:23
OK, I think I've said that warning enough.
6:27
Yeah. So Part 2.
6:29
Now, when somebody says let me get back to you, we'll just take
6:33
it at face value. You know what?
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Let me just explain one more time because I'm sure people
6:37
don't understand what it is I'm trying to say.
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When I was in university, there was this babe that I wanted to
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die for. I thought that it was like if
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any oh you know when you're ready to put your life on the
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line, as in I was ready to die on top of her matter and I
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pursued this matter vigorously. I say if no be you, it is
6:59
nobody. But then the girl told me that
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oh she wanted to graduate first class because she was studying
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pharmacy and she was close to 1st class and everything and she
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didn't want any distractions. When she told me that she didn't
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want any distractions, this thing made sense now since I was
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in love with her, you know now when you're a teenager, but know
7:18
how love can be now. So since I was in love with her,
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I said, you know what babe, you're absolutely correct if I
7:25
it's even unfair of me to be a distraction for you.
7:28
In fact, we should not even continue this conversation right
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now because she was in her room when we're having a
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conversation. She was recovering from
7:34
tonsillitis and I told her that in fact, you know what?
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I understand that you're not feeling too well right now, but
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we can't let your studies slack. So just, you know, no, just you
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know, rinse, gaggle and let's go.
7:50
I'll escort you to to the hostel, you know, so that you
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can, so I'll record you to library so you can go and read,
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you know, you suppose read because the exams are coming
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soon, you know. So I did the good dutiful, you
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know what a good Romeo would do. And I saw her have to go and
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read so that she can graduate first class.
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And I gave her space because I was in love and I said this girl
8:14
must graduate first class as I would support her.
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She would graduate first class. That's what she told me.
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But then Sunday morning, because we used to go to the same shop
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Sunday morning, one rude boy on campus is one that came and
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dropped her in church. The guy who stayed during the
8:32
whole service. And then I know I was not asking
8:34
other guys like what's up now? Like that guy we did with Chin
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and like who is who is he? You don't know.
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I said no. I said I told you without.
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I said who is told you? I said that's her boyfriend.
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I say I was weak. I was seriously weak because I
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think it was like Tuesday, Tuesday night, Tuesday,
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Wednesday night, she said she can't be with me because she
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wants to graduate first class. I took her at face value and I
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say come, let us go. I say freshen up, no problem,
9:09
let's go. I'll escort you to the library
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so you can go and read. I give you space When you finish
9:15
reading, I'll even escort you back that.
9:16
Don't worry, right now it's on a platonic level.
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It's just a friendship, something because I will support
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you to finish first class from this university or Buffalo
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University, the greatest university in the world.
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I took her at face value. She gave me an objection.
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This is the reason why I can't be with you.
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I want to graduate first class. I took the objection at face
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value and I said no problem, should be in our first class.
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I'll support you thinking that while I am waiting in the wings,
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you know the city is a matter of first class.
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She'll graduate first class and then, you know, should not have
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time for me and then we'll live happily ever after.
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I took the objection at face value.
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Meanwhile, Sunday morning, Oh, you may can't be wicked.
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Sunday morning, she shows up with a brand new boyfriend after
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telling me that first class was the problem.
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So you can see that is the reason why I'm saying listen to
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Part 1. Because this whole thing of
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taking objections at face value, you end up running into all
10:20
kinds of problems because you are not treating the core
10:23
issues. If I had used an advanced
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technique on her, which is, oh, you know what, it makes a lot of
10:30
sense. Our parents send us to school so
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that we can study and things like that.
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Yeah, will be nice. I think you should struggle for
10:38
a first class. But then I gave her some
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advanced technique. For those of you who listened to
10:43
yesterday's episode, you will, you know the following funneling
10:46
technique that I'm talking about Now see, if I tried to use the
10:50
following technique to say no pressure, no be by force.
10:55
It's not by force that it must this me or they must marry me.
10:57
No problem. I respect your time.
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But just so that I would be mature about this thing because
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you know where you need now. You know I'm a 18 year old boy.
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You are anyway, let me not see our age.
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Some of you come here paedophile, but put it in
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context. I was 18 then.
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So even if I senior and by two years you you see that you
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understand the amount it makes sense.
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So what mature people now we're starting life on our own, Joe so
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that I know would they pressure you anyhow?
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Would they follow you? They do follow up on you anyhow.
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Anyhow, no vex, let me just ask you one or two questions because
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I need to know exactly what's going on.
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And honestly speaking, if you say no, I no want to, no
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problem, we'll go and I'm here. It's not a big deal.
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Of course she would have said sure, no problem, that's OK, no
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problem. Usually when guy, the toast babe
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and the babe say I want to graduate first class, normally
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it's one or two issues, you know, go pass, I'm not
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interested Aspire the baby is not interested again or the baby
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if you say maybe the guy will make you know, like a good
12:06
boyfriend isn't maybe you're not husband material or OK, what
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kind of option would they give any?
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I would have given an option or three and then would have I
12:16
would have asked her. But of course, after trying to
12:19
calm the mood that you know what, it's not by force by
12:22
force. Even if you say no, it's not a
12:24
big deal. It's not a big deal.
12:25
Like we are mature people here. So if I'd done the funneling
12:29
technique, I should have said, OK, well, actually, to be
12:32
honest, there's somebody else that I was talking, I've been
12:34
talking to. And I think that this is going
12:37
to make a better boyfriend, at least what I've got into the
12:40
real issue. All right, now, whether my next
12:44
step would have been or have broken down there and then get
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on my knees and begin. They cry, say why, why now?
12:52
Why? That's not a real name, by the
12:54
way, just in case there's any chain here who's listening to
12:57
this? And you want to owe you.
12:58
And you think that. Oh, you know, maybe I was
13:00
feeling you. It's it's not, it's not you.
13:02
There's one chin red. I used to feel chin redo, but
13:05
she was my senior, so I didn't have leave out to actually tell
13:08
her that that was liking her. So that's how that one, that's
13:12
how that matter went past when if any of you know, chin redo.
13:15
So shout out to chin redo if she graduated from OAU.
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Yeah, that's her. She was she was my crush back in
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the day. Where was I now?
13:25
Where was I? So I would have gotten to the
13:28
real issue then. I wouldn't have been surprised
13:31
when on Sunday morning she showed up with a brand new
13:35
boyfriend. Brand new boyfriend.
13:38
In fact, some people are abusing me that maybe it's because I
13:40
don't have car, that's why. Anyway, you know, it's just one
13:43
of those things. But women human, you can't be
13:46
wicked. So.
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Oh, Speaking of women, International Women's Day is the
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8th of March. Yeah, that's true.
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I should do an episode about that.
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OK, so this is the reason why I am saying that you should listen
13:57
to Part 1, because when you take things at face value, sometimes
14:01
you'll miss the points. You go off points and you find
14:04
out that you're chasing somebody, chasing an
14:06
opportunity, chasing an agenda that has no realistic deal of
14:11
closing. Sorry, realistic chance of
14:14
closing at all. Because I was assuming that no
14:18
problem, once she graduate first class, me and her will be good
14:22
to go once she gets her GP back on track.
14:25
But meanwhile, I didn't know that there was another boy in
14:27
the waiting and the boy was a club boy with card.
14:33
So when in a business setting, now let's go back to business.
14:37
Somebody tells you, let me get back to you.
14:39
If you want to take it at face value, the approach is similar.
14:43
Number one, you're going to agree and you're going to
14:45
empathize #2 you're going to ask some questions and then #3
14:48
you're going to try and secure an advancement.
14:51
Now, to agree and sympathize just means you want the person
14:54
to know that what they're saying is reasonable.
14:56
What they're saying makes sense. Also, when you don't argue with
15:00
them and you say that what they're saying makes sense, they
15:02
will be calm because they are calm and they're not fighting.
15:06
Again, that is what we give you permission to ask questions.
15:11
From the questions you ask, you have more information and you
15:14
will be able to secure an advancement.
15:17
Now an advancement just means that you and the person that
15:20
you're talking to, both of you have mutually agreed to the next
15:26
steps. Both of you have mutually agreed
15:27
on what it is that you guys are going to do next.
15:31
The reason why this last stage is important advancement is
15:34
because if somebody says let me get back to you and both of you
15:37
do not have, you've not secured an advancement, you're not
15:40
mutually agreed on the next steps from there, you will enter
15:44
into ghosting. I repeat, if somebody says let
15:49
me get back to you and you say, OK, no problem, I'll hear from
15:51
you. The chances that you call the
15:53
person that week, next week, they don't answer.
15:56
You send text message, they don't respond.
15:58
You send e-mail, they don't respond.
16:00
By the time you're chasing them for, you know, three weeks,
16:03
you're not wondering. I mean, they don't block me, you
16:07
know, because you're not seeing read message receipt on WhatsApp
16:10
or something. So the chances that all of that
16:12
long story, all of that complication coming up is high.
16:16
So whether you are using the advanced versions, the advanced
16:20
technique, I'll be the advanced framework that I discussed in
16:24
the last episode or the much more simpler one that we're
16:28
discussing now. Do not end that conversation
16:31
without an advancement, you hear me?
16:34
Do not end without an advancement and I can tell you,
16:38
I can tell you wholeheartedly for free.
16:42
If you did try and secure advancement and the person no
16:44
one commits the person, no one advance, then chances are their
16:47
mind is not there. Basha, we will always try and
16:54
secure an advancement before we leave when we are here in all
16:58
this. Let me get back to you kind of
16:59
talk. So option A somebody says, let
17:02
me get back to you. You agree with your empathize.
17:04
Oh, yeah, that makes a lot of sense when we're dealing with
17:06
expensive items like this. Yeah, it makes sense that you
17:09
take time to think you through. In fact, me personally, I don't
17:13
even decide on anything that costs more than two 2,000,000,
17:16
two 3,000,000 without discussing with my wife.
17:18
So it's OK. It's OK.
17:20
Go ahead, Sir. Take time.
17:22
Take your time and, you know, think through it.
17:25
That's agree, empathize. People will be calm.
17:28
You can now ask your question. OK.
17:30
Sir, is there anything in particular that you're trying to
17:34
take time to think things through?
17:36
Is there something that I may have said that you aren't clear
17:38
about, something that kind of confuses you?
17:41
That's the question you ask and they hear what it is that they
17:44
have to say. But remember, when they talk
17:46
like this, we're not trying to pin them down for another 30
17:50
minutes. This kind of question should
17:52
just give us some extra, what will I say, extra bandwidth,
17:58
extra emotional cushion. Just help us understand, know
18:04
what's going on here, what's going on here.
18:06
But remember, we're trying to be basic.
18:08
We're not trying to tackle anything right now.
18:10
So when they answer, your next step is advancement and
18:14
advancement in this case, you can also ask a simple question,
18:17
when would you like me to get back to you or Bros, Madam, when
18:23
would you like us to talk again? And then you keep quiet and you
18:29
hear what it is that they have to say.
18:32
If they say no, no, no, don't worry.
18:33
I'll get back to you. I'll get back to you.
18:35
It's just a matter of you have to borrow from the advanced
18:37
techniques. Say, OK, I understand, Sir.
18:39
Not that I want to rush you, but I just want to know so I don't
18:41
follow up with you endlessly. So when you say you get back to
18:44
me, are you thinking in like 2 weeks, a month, if at this point
18:49
somebody's still saying, oh, no, no, I said I'll get back to you.
18:51
It's it's it's OK, Mr. Tavi Shimal.
18:53
Well, I'll get back to you. I'll get back to you then.
18:58
Chances are this person is honest and he'll get back to you
19:00
or, or a person is not feeling it.
19:03
But in this case, you've done your best.
19:05
You've agreed, you've empathized.
19:08
You asked a question to see if there were any particular
19:10
concerns that they had or maybe there was anything that you
19:13
didn't quite represent properly. Then after that, you tried to
19:17
secure an advancement on their own terms as option A, then
19:21
option B. Let me get back to you.
19:24
So, oh, that makes sense. That makes sense.
19:26
Most of the people that I deal with, you know, typically need a
19:29
couple of days. Some people serve you in a few
19:32
weeks to think about this whole thing.
19:34
So yes, Sir, Yes, Madam, take your time and consider whatever
19:38
it is that you need to consider. Then the question comes in.
19:42
So Sir, Madam, after you consider this proposal, after
19:49
you consider this XYZ, what would you like us to do next?
19:52
And then you keep quiet. Now you listen, if they cannot
19:59
give you any clear, you know what they're expecting to happen
20:03
next, then just know that you're on some shaky ground.
20:06
If somebody says, oh, by the time I'm done considering this
20:09
and I come back, I think it'll be OK for us to start examining,
20:15
start negotiating on price packages.
20:17
If somebody answers like that, good.
20:20
You now know that you are, you're on the right path.
20:22
You know, you're, you're making progress.
20:25
If someone says after I consider the proposal, if I don't have
20:28
any more questions, I think we'll be ready to go ahead and
20:30
make a deposit. Good, you're on the right track.
20:33
But like I said, you know, asking this kind of question or
20:36
just trying to get some emotional cushion, just know
20:40
where we stand also so that when we start the conversation again,
20:44
we'll know how we'll push it. So when the person gives you
20:47
that answer, the answer is sounds favorable.
20:52
Good. We still go for an advancement.
20:55
We try and secure the next mutually agreed upon action
20:59
item. Even if the thing does not sound
21:04
encouraging, still we'll try and get an advancement.
21:07
You know, you never know. Now sales is about moving things
21:09
forward one step at a time. So after consideration, what
21:14
would you like us to do next? The answer next.
21:15
OK. All right, Sir, do you think two
21:18
weeks from now would be a reasonable time for us to check
21:22
in or reasonable time for us to touch base?
21:25
A reasonable time for whatever. Remember I told you guys,
21:30
especially those of you who listened to the last episode,
21:31
that I don't like leaving it up to the other person.
21:34
I don't like saying why would you like to get back?
21:37
Why would you like to get back in?
21:38
When when do you want us to talk again?
21:40
The reason why I don't like that approach is sometimes you say,
21:42
why don't you like us to talk again?
21:43
Somebody. Oh, yeah, call me in four months
21:45
time. I don't like that kind of
21:47
answer. Four months.
21:49
Anything can happen in four months.
21:50
So usually I've had to be much more proactive and I'm the one
21:52
who recommends a timeline or who recommends a course of action.
21:56
So in this case, you know, this is, this would be me stylishly
22:02
trying to put forward a period of time.
22:06
Remember in the first option we say, why would you like me to
22:08
get back to you? We left it off to the person
22:10
this time. And I'll say something like, do
22:13
you think two weeks from now will be a reasonable time to
22:15
check in? Would two weeks from now be a
22:17
reasonable time to touch base? Do you think two weeks from now
22:19
will be a reasonable time to open the matter again?
22:25
I'm trying to narrow it down. Then based on what the person
22:30
says, you now know whether you're making progress or not.
22:33
Some people might say 2 weeks, 2 weeks is too long, will be done
22:36
before then. And yes, there are some people
22:39
who have responded to me like that.
22:40
Two weeks, 2 weeks, 2 weeks is too much.
22:43
Now. Friday morning you'd have heard.
22:45
You should have heard by you should have heard from me.
22:47
In fact, this one happened to me last week.
22:49
Yeah, I said OK. So do you think a week happens a
22:53
week out a week? A week is too much now, like my
22:58
old guy is a very sharp, sharp person.
22:59
If there's anything tonight self, you will hear it tonight.
23:02
You say yes, now it's OK. No problem.
23:04
In that case, tomorrow is Friday now.
23:06
So Friday morning. I'll boss you if if nothing is
23:08
here. No Hala, no problem.
23:10
And just like the guy said at night, the guy pinged me.
23:15
By Friday morning we had a date, and then by Monday I showed up
23:20
in the office for the meeting. But you ask, do you think 2
23:28
weeks? Do you think one month?
23:30
Do you think 5 days? Do you think one week?
23:33
Do you think whatever it is you feel like proposing, do you
23:36
think XYZ time from now would be a reasonable time to check in,
23:41
to resume, to start a discussion, to revisit the
23:44
matter? Do something something you know,
23:46
do whatever, but you can see that it's still the same.
23:49
Agree or empathize, ask a question, try to secure an
23:52
advancement. Then option C, somebody says,
23:57
let me get back to you. You say that makes sense.
24:00
I understand that you like to think through a couple of
24:02
things. And then you ask your questions
24:05
After you have considered the things that when would you OK
24:12
now after you've considered this XYZ, would you be ready to take
24:19
the next step? How will I put it?
24:22
OK, Sasha, no problem. Yeah, take your time.
24:25
I know this is a lot to think about.
24:27
You want to review everything that we've spoken about.
24:30
But I hope you don't mind me asking.
24:32
But I hope you don't mind me asking.
24:34
After thinking through all these things, would you be ready to
24:36
take the next step? By the way, in this case, next
24:39
step will be whatever is the reasonable next step in your own
24:42
sale. So let's say in your particular
24:44
industry at this stage, next step is they pay a deposit or
24:48
next step is they sign documents or next step is they come for
24:52
site visit. You know, whatever it is, that
24:54
is what you would say. So let's say deposit now.
24:57
So. Oh, yes, Sir, that makes a lot
24:59
of sense. Take all the time you need,
25:01
Madam. Take all the time you need to
25:02
consider. But I hope you don't mind me
25:04
asking, Ma, by the time you're done with consideration, by the
25:07
time you're done thinking through everything, would you be
25:09
ready to make a deposit? Yeah.
25:11
And keep quiet. And then see, remember, like I
25:14
said, we're just trying to get some emotional cushion.
25:16
We're just trying to feel where are we?
25:18
Where are we, you know? So depending on what they say,
25:22
you will now know where you stand.
25:27
You understand, you will now know whether if if you do pursue
25:32
them, you're pursuing in good confidence or whether you know
25:35
that this thing is shaky, like it hasn't really clicked.
25:41
So here what it is that they have to say.
25:44
Then anybody who says that you're sure they'll be ready to
25:48
take the next step. Good, fantastic.
25:50
You can continue to pursue confidently if they say no, that
25:53
they're not ready to take the next step or they say it
25:56
depends. OK, good.
25:57
Remember, especially for those of you who listen to the prior
26:00
episode, that just means that there's something in the
26:03
previous step in your sales process that you did not address
26:06
very well. So you now know that when you
26:08
resume, you have to, you know, you have to try and reason it
26:12
exactly what's going on. And by the way, can you see why
26:14
I recommend that, you know, if you're confident enough, might
26:18
as well just go ahead and try the advanced techniques because
26:20
it's better to try and figure out now what it is that is going
26:23
on. And then we'll try and tackle
26:25
this and try and move forward then the advancement.
26:28
Now, in this case, another way of being more all I see, I don't
26:34
want to say forceful because some of you will be afraid if I
26:37
say forceful. Another more assertive way of
26:40
trying to drive it forward would be to say, OK, OK, let's rewind.
26:46
OK, Sir. OK, Madam, that makes a lot of
26:48
sense. Sure, take your time.
26:50
Consider whatever it is that you need to consider.
26:52
I don't like to push people anyway.
26:54
But Madam, I hope you don't mind me asking, after you're done
26:57
considering the document, after you're done considering the
26:59
proposal, after you're done thinking this through, would you
27:01
be ready to make a deposit? Madam says, oh, that depends on
27:05
what we turn up. OK, ma'am, that's fair.
27:08
Makes a lot of sense. Most of my happiest clients have
27:11
taken about two weeks to consider the proposal when we're
27:16
at this stage. So would you say that'll be OK
27:18
for you? 2 weeks, Ma.
27:22
You see, I'm now trying to secure an advancement by
27:26
suggesting something and I'm trying to use some what we call
27:32
that I should say social proof. You know, like Madam, most of
27:36
the people who have gotten to this stage and I've said let me
27:39
get back to you, let me think about it, let me blah, blah,
27:41
blah, blah, blah. Normally they take like 2 weeks
27:43
and then we know whether we're moving forward or not.
27:45
So Madam, how do you feel? Are you good with that?
27:50
So any kind of combination that you want to run, that is pretty
27:57
much how you do it. When you're taking these people
28:00
at face value, they say, let me get back to you, let me think
28:02
about it, blah, blah, blah. That's the approach.
28:05
Agree, empathize, ask questions, and then you try and secure an
28:11
an advancement. The difference between this
28:13
basic approach and the advanced approach is just that.
28:16
And the much more advanced approaches in the questioning
28:18
stage, we're actually digging down a whole lot more to try and
28:21
figure out what the real issue is before we go this one of
28:27
taking it at face value. The question, no, go too deep,
28:32
just a light question to just give you a sense whether you're
28:36
hot or you're cold. But, you know, go to probe if
28:40
there's any major issue when we resume, we'll see if we can
28:43
rescue it from there. But yeah, that's it pretty much.
28:48
But but yeah, there you have it. If this is your first time
28:54
listening to the podcast, please just remember this is a Part 2.
28:57
So scroll back and listen to the Part 1.
28:59
If you did not understand my parable, let me repeat it again.
29:03
If somebody gives you an objection and you take it at
29:05
face value, you might be dealing with something that is actually
29:10
not the main issue. And these things happen all the
29:12
time. In fact, there's one of my
29:14
friends who's a wedding planner. In fact, she's one of the people
29:19
who's responsible for this podcast because she thought I
29:22
was my friend Laura from posh and Pristine events.
29:26
But she's no longer in Niger. She has relocated with her
29:28
family to, I think, Canada, I think.
29:31
And we lost touch. You know, it's just like that.
29:33
You have good friends, but you know, sometimes Japan, life
29:36
circumstances come in the way. So she told me, now, look,
29:39
Tavishima, you're really good at what it is that you do.
29:42
Come train my ladies. I said, really?
29:45
She said, yes, and I even pay you.
29:47
I said, you'll pay me. She said yes.
29:49
That's how this journey began. She said, come and train my
29:52
ladies. You're good at this.
29:54
I showed up, she paid me. She's even my friend again.
29:57
I know what I say that anybody who even pays me money is my
30:00
friend. So she even became my friend
30:02
times 2. So she was my friend before.
30:05
Now that money has entered the matter and she has given me
30:07
money. She's my friend times 2.
30:08
That's how the thing started. And she was from ATV background
30:12
from a traditional media, my background.
30:15
So she started talking about, oh, Tashima, you've been hearing
30:17
this new thing called podcast and say pod what and podcasting.
30:20
I was saying, what is that? You know, And then we started
30:23
talking, I think I should start a podcast.
30:25
That's she's saying she would start a podcast.
30:26
I said, OK, Misef, I suppose to start a podcast.
30:30
And then that's how the journey started.
30:32
So Laura is responsible for it. So one day now there's this babe
30:39
that Laura was talking to, because remember, this is
30:42
events, wedding, weddings and events.
30:45
So there's a babe that a few of us were talking to her at the
30:48
same time, because you know, me, I was trying to close the deal
30:50
from a photo angle. Then Laura was trying to close
30:55
this thing from a wedding planning angle.
30:57
Then my guy Shagun was trying to close it from a video angle.
31:01
Then we again, this other guy, I can't remember his name, Nana
31:06
Nana was trying to now close it on a drinks angle.
31:10
But he was now he was talking to the guy.
31:12
So, you know, sometimes, at least in in that industry, in
31:15
events, you know, sometimes that's what they're on.
31:17
You know, all of us, we could all I put it, you understand
31:22
what I'm trying to say, like all of us are we're friends, we're
31:25
all trying to pursue the same client.
31:26
So once in a while, you know, like if your own like if your
31:29
own don't click, you know, you cannot advise somebody that OK,
31:32
now, so I take dorm, you know, blah, blah, blah, just to help
31:34
the person for the due to close. So when the babe agree for me
31:38
now, But when I say I agree for me, I mean professionally like
31:43
to pay deposit. Oh close the deal.
31:46
And then I told Laura. Laura was like really really But
31:51
she told me let me get back to you.
31:54
That's what she told me. Even though you know we're
31:57
really flowing. I thought we're friends and
31:58
everything. Let me even try and call her
32:00
again. I said OK, no problem, no
32:01
problem. You can try then only for a week
32:04
later. Now when they called us for a
32:06
vendor meeting, I noticed that all of us show, you know, I was
32:09
there, Shegun was there, Nana was there.
32:11
We now didn't see Laura and say, ah, what happened?
32:13
So after the meeting now, because before you, I don't know
32:17
about now, but back then the tradition was like the after the
32:21
bride has picked her vendors, there will be a meeting where
32:25
some members of the family, maybe like Mumsy or her sisters
32:28
or her aunties will meet with the wedding vendors just to, you
32:32
know, have a talk, get acquainted.
32:34
And so you can start planning everything on a centralized
32:36
level. Excuse me?
32:38
At least in Lagos and in Abuja back then, that's how people
32:40
used to, used to do it. So she called for the vendor
32:44
meeting. So her sister was there, some
32:47
people from husband's side of the family was there.
32:49
And then a different wedding planner.
32:51
We now didn't see Laura. So that's why I called Laura
32:54
now, I said, what's up now? And Laura, Laura was, was, was
32:59
was very sad and Laura was heartbroken because Laura
33:01
thought that both of them were getting along as friends because
33:05
they used to vibe very well. They used to flow because Laura
33:07
is a very nice person. So when the lady said, excuse
33:12
me. So when the lady said, let me
33:14
get back to you, she just took it on the same level that, you
33:18
know, you would take it like when the friend says, let me get
33:20
back to you. But lo and behold, was not the
33:24
case. Obviously there were some other
33:25
issues because on that final day, another wedding planner was
33:29
the one that we saw. So this is what I mean by when
33:33
somebody gives you an objection. If you're, if you're saying, let
33:37
me take it on face value, you are giving yourself the
33:42
possibility of, of, of long jump, serious long jump.
33:47
So that is why even though the advanced techniques are harder,
33:50
you're better off trying to calm the situation down.
33:53
No resistance, no query. Then you ask questions, you try
33:56
and figure out what's going on. When you know what it is that is
33:59
going on, you put a new proposal on the table and then you now
34:03
try and get an advancement to try and reschedule.
34:06
That's why it's the best. That's why it's the best because
34:08
taking somebody at face value when they say, let me get back
34:11
to you when they say you're too expensive or when they say I'm
34:16
traveling to Villa, I'm coming back in two weeks, coming in two
34:19
weeks or whatever. Taking people on face value, you
34:22
can end up in stories that touch, especially when you're
34:28
going through a dry period and this is the only customer, this
34:32
is the only potential customer you're talking to, you know, so
34:35
like now this is 2026, we're now in March.
34:38
So let's say January, no, no customer, February, no customer
34:42
March, only one potential customer with the Markham close
34:46
marking, holding this one tight. Then the thing does not close.
34:51
Go begin. They cry.
34:52
You say school fees, how will I do it?
34:55
Or DSTV. How will I do it?
34:57
You now start thinking my old Oger, should I call him back?
35:02
Maybe they have not hired somebody.
35:04
Maybe my job is still available. Let me call my old oger.
35:07
Let me see, maybe we can make things work.
35:09
So yeah, if you must take people at face value, this is the
35:13
podcast episode for you. If you want to try something in
35:16
advance, listen to the podcast episode before this.
35:20
And the approach is essentially the same.
35:23
The difference is just the level of how in depth you're going to
35:26
go when you're asking questions or trying to figure out exactly
35:29
what the problem is. So yeah, that's it.
35:32
That's all for today. Remember, if you're experiencing
35:34
too many objections in your business, too many comma, too
35:37
many K leg, too many detour, too many Rd. bump, too many speed
35:43
bump, too many gully in your sales process, too many things
35:47
that are slowing down. The thing is not clicking.
35:49
Call me, send me a text message or WhatsApp message on 0806466
35:55
2140. Don't worry if you think I sound
36:00
expensive, that's not a problem. I'm OK to answering.
36:04
I'm OK to answer questions for free.
36:07
So just make sure that you say so in the very first message.
36:12
I'm looking for free advice. No problem, we'll have the
36:15
conversation, but I will answer one question only and we have to
36:18
go in depth to start solving serious fundamental problems in
36:22
your business. Then it is only proper that we
36:26
start investing the minutes, the hours, the days or the weeks
36:30
that will be required to fix this particular problem.
36:33
So that's it and that's all for today.
36:35
Thank you very much for your time and attention.
36:37
I'll catch you all some other episode.