Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Why Motivation Alone Won’t Sell: Stop Losing Deals & Master Your Sales!

Transcript

Why Motivation Alone Won’t Sell: Stop Losing Deals & Master Your Sales! · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:01
Today on the podcast, we're going to look at some of the
0:04
interesting things that we have to look forward to in January of
0:08
2026 because currently making today's recording in December of
0:14
2025. And if you listen to the podcast
0:17
yesterday, then you are not surprised because I mentioned
0:21
that my partners and I are coming up with a series of sales
0:24
trainings beginning on the 12th of January, went to last all the
0:28
way until the 23rd of January 2026.
0:33
Now it's going to be a 10 day intensive, so the weekends will
0:36
be off. So Monday all the way to Friday
0:40
and then the week after that, Monday to Friday, where we're
0:43
going to focus on improving our sales ability over the phone.
0:47
The reason why we're going to do that is because there are lots
0:51
of people who believe that selling cannot be done over the
0:54
phone. And so because of that, they're
0:57
losing out on good opportunities or they're losing on
1:00
opportunities that are readily available for how you can use
1:04
the phone to find your ideal customer, to build relationships
1:07
with your ideal customer, to try and close deals over the phone.
1:13
So in January of 2026, we're going to focus on a couple of
1:15
things. Some of the topics that we're
1:18
going to look at, some of the modules that we're going to look
1:21
at include examining the Nigerian landscape, look at that
1:25
Nigerian business culture and how it affects selling or
1:29
whether it can affect selling because there are too many of us
1:32
who have some mental hang ups. I can hear this thing all the
1:35
time that Nigerians are price sensitive.
1:38
Is that true? Is there a unique thing such as
1:42
Nigerians are price sensitive, what about Indians, what about
1:47
Ghanaians, what about Americans? What about people in the UK?
1:52
Is there a society where people are not price sensitive?
1:55
So why do we keep running all over the place saying that
1:57
Nigerians are price sensitive? And so because of that, we can't
2:00
sell luxury items over here. So we're going to explore some
2:04
of this hair trash in January of 2026 because if we don't get
2:11
this out of the way, we are not going to be able to sell
2:14
effectively over the phone or sell effectively in person if we
2:18
believe that there are some peculiar things about Nigeria
2:22
that make it difficult to sell or to grow your business.
2:26
My name is Tavishima Ayede, I'm the host of the podcast.
2:29
I am a former lawyer turned business consultant.
2:34
If you'd like to connect with me, you can call, send me a text
2:37
message or WhatsApp message on 08064662140.
2:45
And then also, if you find all the things we're talking about
2:47
so far to be interesting, then subscribe on Spotify, YouTube,
2:51
Apple, or any player of your choice.
2:54
Because even though currently I'm talking about my paid
2:57
training program, which comes up on the 12th of January 2026.
3:01
You will find that in the 5 1/2 years that this podcast has been
3:04
running and in the over 1300 episodes.
3:09
And for those people who are subscribed, they can attest to
3:12
what it is I'm about to say because we have over 3800
3:16
subscribers on Spotify alone. I don't charge any money what it
3:21
is that I do over here. So if you subscribe, trust me,
3:24
you're going to be getting premium value every other week.
3:28
So if I've been a part of your sales development journey, your
3:32
business development journey, your personal development
3:34
journey in 2025, I'm looking forward to continuing that
3:39
relationship. I want to keep on being a part
3:41
of that journey. If you're new to the podcast, if
3:44
this is your first time of discovering the podcast, please
3:46
subscribe. You will not be disappointed and
3:49
I can assure you I am going to become part of your personal
3:52
development journey, part of your sales journey, part of your
3:56
business growth, business development journey.
3:59
Because I provide value here for free and it's because I've been
4:03
providing value for free over 5 1/2 years.
4:06
That's the reason why I can confidently come before you all
4:09
today to say my partners and I were coming up with this pay
4:13
program. This is what we're going to do.
4:15
If you're interested, this is how you can take part.
4:20
So I've spoken about one of the modules that we're going to be
4:22
looking at in January of 2026, and that is looking at the
4:25
Nigerian landscape, Nigerian culture, Nigerian business
4:29
culture. Can it affect selling?
4:31
How does it affect selling? Oh, by the way, apologies.
4:34
I'm recording today's episode at home.
4:36
I'm currently on holidays in the Villa and, you know, families
4:41
around. So expect to hear some noise in
4:44
the background. So what was I?
4:50
OK, Yeah. So I've already looked at one of
4:52
the modules, which is Nigerian culture, Nigerian business
4:54
landscape. So we're going to look at about
4:58
look at how the Nigerian landscape, Nigerian business
5:01
culture effects how you sell B to BB to B is business to
5:05
business. So if you're a business person
5:06
selling to other business people, that is B to B.
5:09
So the listener of the podcast who reached out I think last
5:13
month, who was in the family business of selling tires to
5:18
fleets, but they sell heavy duty tires.
5:22
So they sell, you know, tires for tractor heads, for diggers,
5:26
for tippers, those sorts of things.
5:28
And they sell the tires to maybe, you know, one of these
5:32
big construction companies here in Abuja or Lagos.
5:36
So that is business to business. Was going to see how Nigerian
5:42
business landscape, the Nigerian business culture effects you if
5:45
you're an SME, that if you're a small and medium scale
5:48
enterprise, if you're just on the come up, if you're just
5:51
starting out, are you going to sell?
5:54
We're also going to look at how to sell.
5:56
Excuse me, with our unique Nigerian issues, hyperinflation.
6:01
We can't deny that we're in the area of hyperinflation.
6:04
You know what it is and those of you, those of us who are family
6:08
men, we know how much used to buy meat before and then you
6:13
enter into the market, you want to buy 1K, they say 1K is 751K
6:17
is 8 Ki. Just meet alone.
6:20
You haven't bought anything else again, you didn't buy chicken,
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just meet 1K. If you buy 3 kilos, that's how
6:26
much you don't have to like 25 K already on top meat only.
6:32
So how do we sell when we have hyperinflation going on?
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How do we sell when there is price sensitivity going on?
6:39
How do we sell? These are some of the things
6:42
that we're going to look at in the modules in 2026.
6:47
So excuse me. We're also going to explore how
6:52
to build trust over the phone, how to build business
6:55
relationships using the phone because it is absolutely
6:58
essential. Another module we're going to
7:01
look at is lead management. A lead is anybody who has done
7:05
something visible, something objective, something that you
7:10
can point to that gives you a sign that they might be
7:12
interested in your product or in your service.
7:16
I was chatting with someone recently and he was talking
7:18
about how he gets leads and he says that, oh, yesterday I got 5
7:22
leads. I said, what do you mean when
7:24
you got 5 leads? And then he says he went around
7:27
and he spoke to a couple of people and it looked like they
7:29
were interested. He collected their phone number.
7:32
Unfortunately, I'm here to tell you that is not a lead, that is
7:36
a contact. When you're walking around
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talking to people, that activity is called prospecting because
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you're looking for who might be interested in your product or
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your service. All of us gas to be prospecting,
7:48
whether online or offline. We should be running around
7:51
looking for market, looking for our potential customer.
7:56
In the process of prospecting, you'll find some people and you
7:59
collect their contact details that at that level, that person
8:02
is just a contact. Don't think you have a lead
8:06
there or don't think you have a deal.
8:08
Person is just to contact. When your contacts do something
8:12
that show that they might be interested, OK, now you have a
8:18
lead. So for the person I was talking
8:23
to yesterday who is in the fashion space, you're going
8:26
around, you're talking to people at the mall, you collect a few
8:29
phone numbers or you give out a few Flyers.
8:31
That's just contact. If the person happens to check
8:35
your Instagram and slide into your DM, that's different.
8:39
Now you have a lead because the person has done something that
8:43
is objective, that is visible, that is clear to see.
8:46
That gives us a sign that that person might be interested in
8:49
your product or service. Maybe they want to buy Joga from
8:52
you. Maybe they want to buy blazer or
8:55
hoodie from you. It doesn't mean it's a done
8:58
deal. But now this is a lead because
9:00
the person has done something that we can point out to say
9:04
this person might be interested. So in lead management in 2026,
9:09
we're going to look at speed to lead.
9:12
How can we follow up with these people, sharp, sharp, sharp, and
9:16
convert on the opportunity? When we say convert, which just
9:18
means get the person to take action, how do we follow up
9:21
sharply before a lead can expire?
9:26
So if you don't know but leads expire.
9:29
That's happened to me plenty. Started off as a lawyer.
9:33
Eventually I was in the event wedding space.
9:36
It has happened to me lots of times.
9:38
You get in touch with someone, you guys talk, it's a good
9:41
conversation, but you think no crowd name.
9:45
Let me not seem too desperate. You just leave it and you call
9:48
the person back in four weeks and they've ended up going with
9:51
somebody else. Sorry, one moment.
9:54
OK, sorry about that. So like I said, you know, I'm in
9:57
the villa and then some of the kids, my kids and their cousins,
10:01
we're running all over the place.
10:03
So I had to move environment. So where was I?
10:07
OK, so I was talking about how leads leads can expire because
10:12
some of you don't know that leads can expire.
10:15
And it has happened to me several times.
10:17
You talk to someone, you don't want to crowd them.
10:19
You don't want to see desperate. You talk today, you know,
10:22
January 1st, you say let me give them space.
10:24
You call them back January 15th and then they say, oh, sorry, we
10:27
went with someone else. The lead expired.
10:31
Someone was interested in your product or service.
10:33
They did something to ensure that they're interested in your
10:35
product or service, but you didn't have the skills, you
10:39
didn't have the framework, you didn't have the know how to be
10:42
able to get them to convert, be able to take, get them to take
10:45
the next step. And because of that, the lead
10:47
expired. They moved on.
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Always look at lead management techniques, focusing especially
10:55
on speed to lead. How do we make sure that when
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we've got somebody on the phone and it looks like we have a
11:00
lead, how can we make sure that we move this thing along and we
11:04
don't lose that deal? Sorry, one moment and I'll be
11:07
back. OK, I'm back.
11:11
Really sorry about that. But, you know, these are some of
11:14
the difficulties that we face, you know, for those of us who
11:16
like to produce content on the go.
11:19
And of course, you know, when you're in the village now, where
11:21
are you going to hide? Everywhere you look, there's an
11:23
uncle. Everywhere you look there's an
11:24
auntie. Everywhere you look, there's a
11:26
cousin, but anyway, this time was my wife who who needed my
11:30
attention. So only more than over XI beg
11:34
until the Christmas season is over.
11:39
This is how the podcast recordings are just going to be.
11:41
You know, I record, you know, sharp, sharp, you know, 345
11:44
minutes, somebody will come and interrupt, another person will
11:46
interrupt, you know, that kind of thing.
11:48
But it's not going to stop me from delivering value to you
11:51
guys. And before I ran off to go out
11:54
and answer my wife, I believe we're talking about lead
11:58
management, speed to lead. And so those are some of the
12:01
things that we're going to be looking forward to in January of
12:05
2026. The course that's going to begin
12:07
on January 12th and continue on to the 23rd of January.
12:13
We're going to learn how to do this uniquely over the phone
12:15
because there are too many of you who don't know how to do
12:18
this. Somebody's interested.
12:21
You guys are on conversation. Looks like everything is going
12:24
OK. The person will now say, all
12:26
right, I'll be in touch and then your wife will ask you.
12:29
I'll be able to ask you how far. How did conversation go?
12:31
I think it went well. The guy said he'll be in touch
12:34
and it's just like, hey, thank God because maybe like 3M4M is
12:38
on the line. You now call the guy back.
12:42
Guy says, oh, we decided to go in a different direction.
12:46
Those phone calls are painful, very very painful.
12:50
I know this is first hand because I have this bad habit.
12:55
My mom say has been telling me that don't count your chickens
12:58
until they hatch. Sorry 1 moment.
13:02
OK, terribly sorry about that. It was a good thing I told you
13:05
guys ahead of time. Anyway, this time was my mom's
13:07
who needed my attention so I've settled her.
13:10
Now, Speaking of Mumsy, so she's always in the habit of telling
13:14
me don't catch your chickens before they hatch because we are
13:16
the kind of guy that, yeah, I'm talking to somebody and he's
13:18
looking at this good money, you know, like I'm not carrying
13:21
three M5M6 M, You know, in my mind, I already start thinking,
13:24
oh, OK, school fees. Should I call principal?
13:27
Let's see whether we can negotiate.
13:28
Let me pay something in advance, OK.
13:31
This thing I'm supposed to do, let me set aside and do this
13:33
one. Do this one.
13:34
If I before the money hit my account, I've already
13:36
apportioned everything in my mind about where this money is
13:39
going to go. So for people like me who have
13:44
that bad habit, yeah, of counting our chicken before we
13:47
hatch, when you receive that kind disappointment and they say
13:50
we decide to go with somebody else, there's a way that the
13:53
thing will just crush you. Emotional damage, crushing
14:00
defeat. That happens when you don't have
14:05
good knowledge, good practice, good principles, good systems,
14:11
good habits for lead management. And that is why we'll be
14:14
focusing on speed to lead come the 12th of January to the 23rd
14:19
of January 2026. Part of the things we're going
14:24
to look at in the modules that we're going to discuss, we're
14:30
also going to look at qualification and discovery and
14:34
data discipline. For those of you who are hearing
14:38
these terms for the very first time, don't worry, you sound
14:40
big, but what they mean is very small, very, very simple, very,
14:47
very practical, very, very useful.
14:49
Qualification just means the part where we're trying to have
14:53
a business conversation with somebody and we're trying to
14:56
learn about that person and what they need.
15:00
That's all that's our qualification is.
15:02
We'll have to learn how to do that over the phone because
15:05
sometimes if you wait until you see somebody face to FaceTime,
15:09
good on fly and in the middle, in the middle of that time,
15:14
things can happen. They can be meeting other
15:16
vendors, they can be meeting other people.
15:19
The guy's wife might say, stop talking to this guy.
15:21
I know so, so, so, and so my cousin also sells tyre and
15:25
before you know it, you're out of the picture.
15:27
So we have to learn how to be able to do qualification over
15:30
the phone. How can we learn about this
15:32
person? How can we learn about their
15:34
personal situation, their business situation, and what
15:37
they're trying to achieve? Discovery is when we are in the
15:41
business context, the business relationship, the business
15:44
situation, and we're engaging in conversation so that we can dig
15:48
deeper into the problem. What kind of problem are they
15:54
facing? Is it a significant enough
15:56
problem? Is it a significant enough
15:58
vision that they are willing to spend money on?
16:01
Because sometimes some people have a problem, but it's not.
16:05
It's not, it's not a big problem.
16:09
Those of us who have had some small plumbing issues, you know,
16:12
maybe in the children's bathroom, maybe the sink is
16:16
leaking, but he's just doing pro, pro, pro.
16:22
And you know that if you call the plumber, the plumber will
16:24
say, well, she changes things, she changes things, she changes
16:26
thing before you know it because of small leak pro pro.
16:29
You don't spend like 50K. So in no form, because I know
16:34
you guys do it too, when it's just a drop pro probe, what do
16:39
you do? You just carry a bucket and you
16:41
put there no problem. I'll deal with it later.
16:44
So there's a problem, it's a leaky faucet, but it's not a
16:48
problem that is worth solving now.
16:51
And please don't inform us if you don't do it.
16:52
It's not just me. I know you do it too.
16:56
Even if it's not prompting, you do it in some other area.
16:59
So when having conversations with a potential customer, we
17:03
need to be able to know whether it's a serious problem or not.
17:06
Because if it's the kind of thing that even though it's a
17:07
problem, the person doesn't think it's a big problem, then
17:10
why are you wasting your time following up on the person?
17:14
So if as a plumber you figure out that they're OK, we just put
17:18
in bucket there, then why are you wasting your time calling
17:21
the person again? Yes, there's good money to be
17:24
had. At the end of the day, it could
17:26
be a 3050 thousand deal. But right now the guy is happy
17:31
with using buckets. So that is qualification.
17:36
That is discovery. Now data discipline.
17:39
Data discipline is when we are talking with people at the
17:42
qualification and discovery stage, we will learn one or two
17:46
things about them, who they are, what the problem is, what the
17:50
vision is, how we might be able to help.
17:52
We need a way to store that information because it could
17:55
come in handy later. So as a problem by now, the guy
18:00
is happy with using bucket. Broke, broke pro.
18:07
As a plumber, you know that by the time they do that for
18:09
another three weeks, it will now start doing pro, pro, pro, pro
18:12
pro, pro, pro, pro. So you know that as a plumber,
18:16
the time to call back is in three weeks when that thing has
18:19
started leaking. Seriously.
18:21
Excuse me? So what are you going to do in
18:26
the meantime? You need to be able to store the
18:27
information somewhere. You need to be able to schedule
18:30
a reminder somewhere to remind you to ping you to call this
18:36
person back in three weeks to see how far about this problem.
18:41
You need to store. The guy's name somewhere, the
18:43
family's address somewhere. The nature of the problem
18:46
somewhere you need to store. You know, I'm sure you'd have
18:49
made a mental note of the things that need to be replaced.
18:51
You need to buy tap. You need to buy elbow joints.
18:54
You need to buy this. You need to buy that.
18:56
You need to put all that information down somewhere.
19:02
That is what we call data hygiene.
19:03
That is what we call data discipline, and that place where
19:08
you're going to keep it is what we call the CRM, a customer
19:11
relationship management tool. Some of you say, what's the
19:14
connection with all these things?
19:15
It's very simple qualification plus discovery plus data
19:22
discipline. Data hygiene, data management
19:25
means we will not waste time on people who will never buy.
19:31
If you do good qualification, good discovery, and you get good
19:34
data, you can sit down later on, on a dispassionate day when
19:39
there's no stress and you can now reason it, you know, reason
19:42
I'm the OK based on this disease is this.
19:46
I don't think this is a deal that can work.
19:48
Let me just hash you this thing. That's the whole point of
19:53
qualification discovery and data discipline, data hygiene so that
19:57
you don't waste time on people that will never buy deals that
19:59
will never close. Of course, the opposite end is
20:03
now. Good qualification, good
20:06
discovery, good data discipline, good data hygiene means that you
20:12
will never lose sight and you always follow up well and on
20:16
time on deals that have a good chance of closing.
20:20
You can see, if you've never heard all these times before,
20:25
you can see now how it is possible to close deals over the
20:29
phone because you know what to do.
20:32
You have the framework, you know the principles, you know the
20:37
next steps that you're supposed to be doing.
20:39
These are the things that we're going to be talking about.
20:42
Or the 12th of January to the 23rd of January 2026.
20:47
This one not be motivational something I'm not a motivational
20:51
guy. I'm not going to go there and
20:53
tell you to aspire to refire so that you can acquire what you
20:56
desire and aim higher. I'm not going to tell you all
20:59
that crap. No, we're going to talk about
21:03
very concrete things, very practical things, because that's
21:07
what I'm about. I want you to finish that
21:10
training on the 23rd of December and then Monday morning on the
21:14
25th, 8 O clock sharp. You know what it is that you're
21:17
supposed to do next to move your business forward.
21:21
There's no motivation with meal, so they're ready.
21:24
If anything, I'll demotivate you.
21:27
Some of you, Your, your, your, your, your eye is too high, your
21:31
emotions are too high. You need to bring it down to the
21:33
ground and be practical here. Let's start.
21:38
Let's start show. Let's, let's show walking.
21:40
Let's move. Then another module we're going
21:45
to be looking at is vocal presence and vocal delivery.
21:48
You got to be able to carry yourself well on the phone.
21:54
When you answer the phone, you know you need to, you understand
21:57
what I'm saying. You need to sound like a
21:59
reasonable somebody, like a capable somebody on the phone so
22:03
that people listen to you and take you seriously.
22:06
We're going to work on vocal presence.
22:08
We're going to work on delivery. We're going to show you how you
22:13
can convey authority over the phone competence.
22:17
Over the phone competence just means when people see you, when
22:20
they hear you, you sound like you know what you're saying.
22:24
You sound like you can do what you're saying.
22:26
You would do. That feeling you're getting
22:29
right now listening to me on this podcast, that's exactly
22:32
what I'm talking about. Because clearly, for those of
22:35
you who have been listening for any length of time, even if
22:38
you've only listened to 10 episodes so far, you already
22:41
know what I'm saying. I will do for you.
22:43
You know that I can do. Let's work on how we can get you
22:48
to the stage where you can do that for your own business.
22:52
Vocal presence and delivery. Very important.
22:55
Important to selling on the phone.
22:58
You want to collect good money from somebody.
23:00
You're talking to an odo, but every time you pick up the
23:02
phone, you sound like a church mouse and you're wondering why
23:06
deals are not closing. Doesn't matter whether you're a
23:10
young guy or a young girl, you don't sound correct.
23:15
What do you expect? Vocal presence and delivery.
23:21
We're also going to talk about how to build rapport.
23:24
Rapport just means, you know, emotional connects.
23:29
I like you, you like me. I'm a reasonable somebody.
23:33
You're a reasonable somebody. We are vibing together.
23:36
How do you build rapport over the phone?
23:38
Some of you are too nervous too, too, too, too nervous.
23:44
I work with someone who is like, he was always in a hurry to get
23:48
off the phone. I have to tell him.
23:51
Shegun. That's not your name, by the
23:52
way. Like Shegun.
23:53
Relax. Where are you running to?
23:56
She's in Madame. Now.
23:57
She has something important to do.
23:58
Like, did she tell you that? Yeah, she's in Madame.
24:03
She's a busy executive. So if you are talking BS, she
24:07
will check you. She will tell you what This
24:10
conversation that you had barely lasted one minute, 45 seconds.
24:14
This is what we're supposed to achieve on the call.
24:16
Did we achieve it? No.
24:17
You say she's a busy person. Did she tell you to get off your
24:20
phone? No.
24:20
How did you know that your time was up?
24:27
Did you even establish any rapport?
24:29
If you didn't establish rapport now, why do you think Madame is
24:32
going to pick up your phone call the next time that you call?
24:36
All these things very, very important part of what we'll be
24:39
talking about from the 12th of January to the 23rd of January
24:44
2026. The modules will also include a
24:48
value selling. Value selling just means, you
24:51
know, when you're talking to people, we need to remove their
24:54
mind from price. If you remain on this price
24:58
level, you'll be hard. We have to learn how to sell
25:03
value because too many of you sell on price.
25:06
Hello. How far are you available?
25:08
Yes, I'm available. How much do you cost?
25:11
I cost 2.5 million. Yeah, 2.5 million.
25:13
You could say if you can do it for 1.8 and you will now start
25:16
pricing. You now agree on 1.7.
25:22
Stop selling on price. Learn how to sell on value.
25:27
Avoid feature selling. Feature selling is when you talk
25:31
about the characteristics of your product or your service.
25:34
You know it's a Niger thing. That's what we sell here in
25:36
Niger. We say, bro, come and buy this
25:40
phone. Samsung V Ford latest in the
25:44
market this model the supposed release am January 2026, but my
25:51
guys on the inside so I was able to get it come and see it AMOLED
25:54
screen no crack 250 M megapixel. You know, the two MB RAM, IB 2
26:03
gigabyte RAM, this, this, this cloud storage something,
26:06
something come and see stylus, latest stylus in town something,
26:10
something the one that Genevieve Naji was using in Nafio.
26:13
Come and see this one feature selling, That's what we do in
26:17
Niger. How do we get around feature
26:20
selling? Because you know, there's a time
26:22
for feature selling, you know, but if you focus on features all
26:26
the time, it's not going to help you to move your market over the
26:30
long haul. So that is one of the things
26:34
we're going to explore from the 12th of January to the 23rd of
26:37
January 2026. How do we sell value?
26:41
How do we stop talking about price all the time?
26:43
I stop talking about features all the time because if you keep
26:48
on focusing on features and price.
26:51
So you're saying Samsung V Fold, all these features and then the
26:55
cost is 3.5 and then another person comes along and the
26:59
person says Jiaomi has released this phone the exact same
27:03
features but the only is 1.5. What do you think is going to
27:06
happen? They will say all the exact same
27:09
features in the Samsung, all of them are in the Jiaomi.
27:12
Then the Samsung is 3.5, the Xiaomi is 1.5.
27:17
Instead of buying one Samsung at 3.5 million, they will say give
27:21
me this Xiaomi, give me two, one for me and one for Wi-Fi and
27:25
then they will transfer 3 million to the other guy.
27:29
That is what happens when you're stuck on selling on features and
27:33
selling on price. How do we get around that,
27:35
especially when we're trying to sell over the phone, because you
27:39
won't always be face to face with these people when you're
27:41
having these conversations. We're also going to look at
27:43
objection handling. Objection handling, eh?
27:46
Objection just means any reason that somebody gives for not
27:50
wanting to go ahead with this particular transaction, this
27:53
particular conversation, this particular agenda.
27:56
If they say, let me discuss with my wife, that's an objection,
27:59
eh? Why are you so expensive?
28:01
Chukwudi can do it for me. 20% off, that's an objection.
28:04
Let me get back to you. That's an objection.
28:07
Let me pray about it. That's an objection.
28:12
I need time to think about it. That's an objection.
28:15
Send me an e-mail later. Let's discuss.
28:17
That's an objection. Come over to the office, drop a
28:22
drop a proposal with my secretary.
28:24
That is an objection. How do we deal with these
28:27
objections? And then how do we secure the
28:29
commitment? Secure the commitment just means
28:32
you're trying to get the person to move forward.
28:34
If I'm dropping a proposal, my next step is I want them to
28:39
let's have a meeting so that we'll sit down, say, OK, Olga,
28:41
you don't see the proposal now. So how far?
28:44
Which part did you like? Which party didn't you like?
28:46
What are the questions that you have so that we can move these
28:48
things forward? We need to learn how to secure
28:50
the commitment. These are the many things that
28:53
we're going to be looking at in this course that is going to
28:57
start on the 12th of January all the way to the 23rd of January,
29:01
2026. Here's the good news, I am not
29:09
the only sales consultant in town.
29:12
Other people are doing other trainings as well.
29:15
In fact, one of the big names in Lagos, the guys on, he's doing
29:19
it for 120,000 there. But here's the thing, that guy's
29:25
course is pre recorded. I'm not bad mouthing him, I'm
29:30
just saying it as it is. It's pre recorded.
29:34
You send you a bunch of videos and you'll watch at your own
29:36
pace. After that they'll give you a
29:39
nice certificate and then you'll be on your way.
29:45
I'm putting together my partners and I are putting together all
29:48
this value and you're not going to pay up to 100,000 naira.
29:52
You won't. Apart from that, I'm physically
29:56
present with you. It's not a video.
29:59
If you don't believe at any single point, you can say,
30:02
excuse me Sir, I ought to ask a question and I'll address you.
30:04
I'll say yeah, what's your question because this will not
30:07
be a video. We're going to have tutorial
30:10
sessions afterwards because I want to make sure that you guys
30:12
are following and that your understanding and we'll start
30:14
discussing concrete examples. If you're the family business or
30:17
selling tyre to construction firms in Inuku or in Nueri or in
30:24
ABA or in Abuja, I want to be sure that these things that we
30:28
have discussed now, objection handling.
30:30
The last time you tried to secure a contract, what
30:33
objection did you face? All principles apply.
30:36
How are we going to move forward?
30:37
That is the whole point of the tutorial session.
30:41
You will not pay up to 100,000 there.
30:45
You will have my own divided attention.
30:50
That's the good news. Now some people have been kind
30:54
enough to give me some reviews and I notice there's only babes
30:58
that gave me review. I see this.
30:59
The reason why you know, I love babes.
31:01
I love women. No, not like that.
31:04
I'm you know, I'm a I'm a child of God.
31:07
If I had to call me Jesus, cousin, when you see Jesus, you
31:10
see me and Jesus for 5:00 and 6:00.
31:12
So not like that. But The thing is, you know,
31:14
women are dependable. There are lots of guys.
31:18
I said, oh boy, how far my courses dropping.
31:21
Oh, I beg give me review and it's ah, no problem.
31:25
Now you'll be our guy. You'll be our guy at the end of
31:27
the day. How many of them drop review 0?
31:29
Nothing. All the people that drop
31:32
reviews, they happen to be women.
31:34
And that's why I love women. You lie dependable.
31:37
You stick to your word. Yes is yes or no is no.
31:41
So First off, in May, Summer Aguchuko from Port Harcourt, she
31:47
found my podcast, this current podcast you're listening to on
31:50
Spotify because she was looking for some materials on audio
31:54
learning. By the way, that's the way
31:56
forward, audio learning as you're driving to work, The
31:59
thing is playing in the background.
32:01
You are learning as you're in the downfall.
32:04
Please, by the way, if you're on the downfall, don't put your
32:06
phone in your pocket or put your phone in the bag.
32:08
Then carry your bag and then put it on your lap and then clutch
32:11
that bag because things are happening.
32:14
One sales guy that I trained in Lagos, that's how they migrated
32:18
the guy's phone and his wallet. Yeah, people are hustling.
32:24
Just like you're hustling, people are also hustling.
32:26
So please don't leave your phone in your pocket.
32:28
I beg remove your phone, remove your wallet before you enter the
32:31
bus, put it in your bag, then sit down in the bus, then clutch
32:34
your bag. Well, the only thing that is
32:36
outside will be the earphone that is on your head.
32:42
So where was I so miss Omar, which you couldn't put?
32:45
Accord found the podcast on Spotify because she's interested
32:49
in audio learning. The thing that she liked about
32:51
me and my delivery was my distinct style because I'm just
32:54
gisting. That's a throwback to my lawyer
32:59
days because, you know, as a lawyer, you're dealing with some
33:01
very, very heady concepts. So when you tell the client
33:04
that, look, we need to execute this, you know, they'll be
33:07
looking at you, they say they don't understand.
33:09
So you need to find ways of breaking things down.
33:12
So I've always tried to break things down in an easy gist
33:15
format because when we talk to the client, I want the client to
33:17
understand that when I say we need to execute and top pillar
33:20
order, I don't want her to go home and enter her husband and
33:23
lawyers say make we execute a popular order.
33:25
Then husband will say we try as our top pillar.
33:27
She say, I don't know who is our top pillar.
33:29
I don't understand. I need to be able to break it
33:32
down. So it's the same thing do over
33:35
here on the podcast. That's the reason why I just
33:39
it's because I don't have stock because I don't have anything
33:41
else better to do with my time. I'm trying to keep this
33:43
conversational, trying to keep this thing relatable because I
33:47
want it to be easy to understand.
33:48
If it's easy to understand, it'll be easy to do.
33:50
And that's why Miss Summer Aguchuku liked about the podcast
33:54
and she likes about my approach because we exist and I'm keeping
33:57
it easy. Make easy to understand.
34:00
She said if we were possible, she would give me 6 star rating.
34:03
Unfortunately, Spotify only collects 5 stars.
34:06
So miss so much Dash me 5 stars. And if you're listening to this
34:10
podcast now, this is your first time you've gotten value from
34:13
this. Come on, help a brother out.
34:17
When you're done with this thing, give your brother 5 stars
34:19
straight. Then there's also Uboho Othman.
34:25
She's based in Lagos and she says that my approach to
34:29
instruction is practical and straightforward.
34:34
And yes, that is what I aim to do.
34:35
I wanted to be practical. That is the reason why you will
34:37
never hear me say aspire to require and a fire and refire
34:42
and aim higher to acquire what you desire and perspire so you
34:47
can fire and refer. That's why I will never say any
34:49
of that crap because when you say those things, people feel
34:52
good. They feel very, very good.
34:56
Then they leave your training and they know that they're
34:59
supposed to perspire and acquire to refire, but then they don't
35:05
know you know where to pull the trigger or how to pull the
35:09
trigger. OK, I'm supposed to fire.
35:10
Where should I fire? Up or down, left or right, What
35:13
am I aiming at? People don't know.
35:15
That's why I don't say all that crap.
35:17
But motivation is important, is important.
35:19
You have to wake up and motivate yourself.
35:21
You get it, you know? But I know you get your
35:29
motivation from other avenues. So when you're with me,
35:34
straightforward, practical, just like Uber, Othman said.
35:39
The examples we're going to use will be relatable, she said.
35:42
That's one thing she likes about my instruction, that I use
35:45
relatable examples. That is deliberate and that is
35:48
why we're going to have tutorial sessions during this training on
35:52
the 12th to the 23rd, because the examples that we use will
35:55
come from you people. If there are 14 of you in that
35:57
class, well, when you break it down into tutorial groups of
36:02
888, when we are breaking down those principles, the examples
36:07
will come from you and from your classmates so that you will see
36:10
as other people are applying it. So that by the time this whole
36:15
thing is over, you have examples from your business, examples
36:19
from other people's business who are on the same call with you,
36:22
and you know how to move forward.
36:25
Thank you very much, Boho Uthman, for this review.
36:29
You see practical instruction, relatable examples.
36:32
That's exactly what I tried to do.
36:34
And Boho, don't worry, I won't betray your trust.
36:37
I'll keep on doing it that way. She also said that she likes my
36:40
instruction because I give clear next steps.
36:43
That's my focus. I don't want you to leave my
36:47
session feeling like you can aspire to refire, to acquire
36:53
what you desire, but then tomorrow morning you don't know
36:56
the next step. I want everybody tomorrow
36:59
morning, 8 AM, 9:00 AM, to know the next thing they're supposed
37:02
to do. I'm supposed to call this
37:04
person. I'm supposed to do this.
37:06
I'm supposed to do that. There will be next less steps.
37:09
Thank you very much Uber Uthman for this review.
37:13
She also says that the content that I give is solid and
37:18
practical and useful. Thank you very much Uber Uthman
37:20
for that wonderful review. I really appreciate it.
37:23
Don't worry, I will not betray your trust.
37:25
All those things that you've said that you got from me, I
37:27
will make sure that I deliver to other people.
37:31
Then there was also Organet Tejido O based in Lagos, Organ
37:39
Anti Zero and I call, you know your names from that side, very
37:43
correct names. So for Organ Anti 0 or Capable
37:51
Touch as they used to call her, we met through the Fate
37:55
Foundation. The Fate Foundation is an NGO
37:59
based in Lagos, Nigerian. They're interested in
38:02
entrepreneurial development. So because of that, they
38:06
organize programs every single year and I'm part of their
38:10
registered mentees. Now.
38:12
There's one program that they do in collaboration with the
38:14
OCIFOCIF is Orange Corners Innovation Fund or something
38:18
like that. And the OCIFI think they come
38:21
out of Denmark or something from the royal family in Denmark or
38:24
Norway or something. Sorry, Forgive me if you're from
38:26
that part of the world. Forgive me a big Novix.
38:29
You know, it's just that, you know, Nigerians, especially
38:33
Nigerians like me, whenever, whenever I travel, you know, we
38:36
just hear some names and we're like, well, you're all the same.
38:39
So if I hear Norway, I hear Denmark, I hear Sweden in my
38:42
mind all over now, you people are the same, like, you know,
38:46
same difference. If I hear Pakistan, if I hear
38:52
India, if I hear, you know, Novak's are back.
38:56
But in my mind, it's like, you know, you all sound the same and
39:00
it's the same thing. Like this one guy who is based
39:03
in China, not far from Guangzhou, and we're talking
39:08
and, you know, he will say, oh, no, they're different.
39:10
I mean, my mind is like, Bros, sorry, no vex.
39:13
Because in my mind it's all the same.
39:15
So sorry, I'm not trying to be racist, but where was I anyway?
39:20
So part of a foundation, the collaboration with the OCIF
39:23
Orange Corners Innovation Fund Now, OK, Netajiro, she said that
39:27
my insights were practical. If I she was said
39:31
transformational. Why she said that?
39:33
It was sweet in my brain. Really, really sweet in my
39:34
brain. I should also mentioned again
39:38
about actionable steps and yes, during that program, anybody
39:43
that I work with from Faith Foundation or the University of
39:46
Aberdeen, because I also do free mentoring for people who entered
39:50
the University of Aberdeen. That's my alma matter.
39:53
Always want to make sure that these young bloods that you
39:56
know, they have the next clear steps because I don't want
39:59
people to feel all hyped up but then they don't know what to do
40:02
luckily. For me, Organette Joe is an
40:05
executor. She's an executor, Kai.
40:11
She's kind of person that you say this is what we're supposed
40:14
to do for this week. You give her the assignment by
40:17
Wednesday, she's calling to give you update as our week never
40:20
finish. She's one that was now putting
40:22
me on my toes because I was OK. The plan for Monday through
40:25
Friday is this Wednesday. She's calling me to say this is
40:27
what I've done. I'm the one who now had to keep
40:30
up. See, that's the best way that
40:33
you're going to get value out of any of these things.
40:36
Whether you come for this training the 12th of January to
40:38
the 23rd of January 2026, or whether you apply to Fate
40:41
Foundation or whether you apply to OCIF or whether you apply to
40:45
Tony Illumilou Foundation or any foundation, that is the only way
40:48
you're going to get value out of all these things.
40:50
Apply. If they say this is a 14 day
40:55
something from this day to this day, apply.
40:59
You don't have to wait until day 14 before you turn in your
41:01
assignment. If they give you 14 days to do
41:05
something, but you're done in eight, you're done in 10.
41:07
Is it bad? Finish and then go and meet your
41:10
mentor. Finish and go and meet your
41:11
teacher and then you start working on The Who on the next
41:13
thing. So it came as no surprise at the
41:16
end of the day when she ended up winning the prize, them not say
41:19
how many euros that she won. So they do won't go and start
41:24
looking for online to go and collect money from her came as
41:28
no surprise. Anyway, she said one benefit of
41:32
working with me was that I helped her confidence and the
41:37
things that I recommended help her achieve growth in her
41:41
business. And that is what I want to do
41:44
organize your thank you very much for this review.
41:47
I will not let you down. I will make sure that other
41:49
people who come across my path in this training or this podcast
41:52
or any which way, I'll make sure that the same feelings, the same
41:57
results that you got the other people will get as well.
42:02
Then finally, faith or do let me stop here based in the bundle.
42:07
She said she was feeling lost in her business on she found my
42:10
podcast on Spotify and she said is the best decision that she
42:14
has ever made. That was reaching out to me
42:16
because I gave my phone number at the beginning and at the end
42:18
of every episode. And yes, if you do call, send a
42:22
text message or a WhatsApp message on 08064662140, you will
42:28
be talking directly with me. It's me.
42:34
I'm not a bot, it's no IPA. Now when I become a big boy and
42:39
I'm on that Tony, Tony Lumelu level, yes, now my PA will be
42:43
answering the phone. But for now, take advantage of
42:46
it. It is me.
42:49
So she said reaching out was the best thing that she did.
42:53
She said I helped her get a strategic mindset and I helped
42:58
her with direction and I helped her find renewed purpose.
43:02
I'm glad to hear that. I'm not a tenable guy, by the
43:06
way, just in case you hear renewed purpose and you say, is
43:09
this guy aligned with tenable? No, I'm not.
43:11
But if you have tenable Swan by introducing him to me, I
43:14
wouldn't mind. There's, you know, a couple of
43:15
things I'd like to work with the guy on.
43:18
So anyway, that's it. I've kept you guys here for 45
43:22
minutes. Let me just bring it to a close.
43:23
Basically, I just wanted you guys to know that this is what
43:26
we're going to be discussing. These are the things that we're
43:31
going to cover in this paid course that will run from the
43:35
12th of January to the 23rd of January 2026.
43:38
It is going to be a paid course and like I said, you're not
43:42
going to spend up to 100,000 naira and you're going to get
43:44
more value from the other people who are collecting 120K from you
43:49
and more because there's other people who charge more.
43:53
So if I let me give you one warning, if you're going to
43:58
call, don't come and start trying to haggle or price me
44:03
down. Don't.
44:04
It's not going to happen. The price is the price.
44:06
It's not going to be more than 100,000 there, but the price is
44:10
the price. And let me tell you something,
44:14
one of the things I'm supposed to teach you is how to overcome
44:17
price objections is what to do when people say you're too
44:22
expensive. Now listen to me loud and clear.
44:26
If I'm promising to teach you how to deal with price
44:28
objections, but then you call me and the moment you say, you
44:32
know, give me discount, do this, do this, do this and I give you
44:35
discount, will that inspire you with confidence that I can teach
44:39
you to overcome price objections?
44:46
I'm teaching you how to stop dealing with this price BS.
44:51
So don't even bother asking me for the discount.
44:54
Colin, let's talk 08064662140. You know I won't force you.
45:06
If you can't afford it, you can't afford it.
45:08
No problem. Keep listening to the podcast.
45:10
The podcast is free. The other people who charge for
45:13
their podcast, in fact, I wonder how they do it.
45:15
How do you charge for a podcast? So there's some people who
45:18
charge for the podcast. My podcast has always been free.
45:21
It will always be free. So you can't afford the
45:24
training, It's not a problem. Stay here.
45:26
You still get value. And so that's it.
45:30
Thank you very much for listening.
45:31
I'll catch you some other time.