Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Ancestral Chains vs. Sales Systems: Why Your Business Growth Depends on Your Process, Not Your Past

Transcript

Ancestral Chains vs. Sales Systems: Why Your Business Growth Depends on Your Process, Not Your Past · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

• 0:01
  Hello and welcome to the show. Today I'd like us to talk about
• 0:05
  how lacking a sales process is killing your business.
• 0:09
  Apologies, because this is definitely going to be a noisy
• 0:11
  episode. I'm sure you can't tell by the
• 0:12
  echo, and that's because, you know, holidays back home in
• 0:17
  Michael D, My house is full, cousins, kids, everyone.
• 0:20
  So the only place I can find to record is in the WC.
• 0:23
  So yeah, when someone has to go, definitely we're going to be
• 0:27
  interrupted. So just letting you know ahead
• 0:28
  of time. So like I said, today we're
• 0:30
  going to be looking at how lacking a sales process is
• 0:33
  killing your business. Because lots of we old country
• 0:39
  folks, you know, Old Town Nigeria people, you know, from
• 0:42
  certain parts of the country, we have this belief that sometimes
• 0:47
  you're trying to get ahead in life, you're trying to do
• 0:50
  something with your life. You get yourself an education,
• 0:52
  you get your kids an education, you try and invest in the
• 0:54
  business, you know, things like that.
• 0:56
  But then we believe that the ill intentions or the evil stares or
• 1:01
  the malice or the bad will of people back at home can drag us
• 1:05
  down. So it's not unusual for you to
• 1:10
  travel home around these times, you know, Christmas, Easter,
• 1:12
  that sort of thing, and then hear about so business has not
• 1:18
  been able to prosper because of, you know, people in the village
• 1:21
  and that sort of thing. So it's a central tenet of mine
• 1:24
  in making this podcast just to let you guys know that some of
• 1:28
  the things that are actually killing our businesses are easy
• 1:30
  things that we can address ourselves.
• 1:32
  And we don't necessarily have to go all spiritual, by the way,
• 1:36
  the spiritual element is important.
• 1:39
  So I'm not saying that your uncle who hated your father who
• 1:42
  is still stuck in the village, can try to jazz you and that
• 1:46
  might have an effect on you and your businesses.
• 1:48
  I'm not trying to say that can happen.
• 1:50
  I'm just trying to say that before we even get to the point
• 1:54
  of your angry uncle who didn't like your father or your mother
• 1:58
  who is stuck in the village and who wants to jazz you, before we
• 2:01
  even get there, there are some fundamental things that you can
• 2:04
  sort out in your own business that can help you to thrive.
• 2:08
  And anyway, your crazy uncle in the village who doesn't like you
• 2:11
  and your mom, we can get to that later.
• 2:14
  But for now, there's some other things that are bringing down
• 2:16
  your business that we can attend to.
• 2:18
  And these are some of the things that I want to share today.
• 2:21
  If you'd love to connect with me, then give me a call or send
• 2:25
  me a WhatsApp message. The number is 08064662140.
• 2:32
  The country code is lost 234 for those of you who are not
• 2:35
  Nigerian. Also, you can connect with me on
• 2:39
  LinkedIn. That's the only social presence
• 2:41
  that I have now, the name to look for establishing my Agadi.
• 2:44
  So how lacking a sales process is killing your business.
• 2:47
  And it's not necessarily that angry uncle or that angry auntie
• 2:51
  who didn't like your mumsy or who didn't like your
• 2:53
  grandfather's second wife or you know, whatever.
• 2:58
  These are how the people who are bringing your business down.
• 3:00
  And this is one scenario that we're going to explore.
• 3:03
  So if you've been listening for the last one week, you know that
• 3:05
  I'm in Makwadi currently. That's the capital of Benwell
• 3:08
  state for the Christmas. So just chilling with grandpa
• 3:10
  and getting a hack out with family members and, you know,
• 3:14
  stuff like that. Now in this part of the world,
• 3:18
  you know, Benway, Plateau, Nassarua and Taraba, you know,
• 3:25
  we have modern cities, but we still have some old, some old
• 3:29
  ways of doing things. And one of that is this whole
• 3:31
  thing of, you know, it's Christmas time.
• 3:32
  And so people are just walking around, you know, going from
• 3:35
  here to here. Looking forward to Devoir.
• 3:37
  So you know, when some people say trick or treat, it's not the
• 3:40
  Nigerian culture. I just say, look, trick or treat
• 3:43
  is the Nigerian culture. It's just that we don't do
• 3:45
  Halloween, but the trick or the treating, we do it around
• 3:48
  Christmas and around Easter you're just moving from one
• 3:51
  house to another. So neighbours come around,
• 3:55
  family members come around, children in the neighbourhood,
• 3:58
  everybody comes around. It's nice and it's quaint and
• 4:01
  it's fun because back in Abuja we don't do these things.
• 4:03
  You know, in Abuja, Christmas is, you know, like everybody's
• 4:08
  on their own. You're there, you're at your
• 4:10
  house, you feast on your own. I'm here in my house, I feast on
• 4:12
  my own. My kids don't walk over to your
• 4:14
  house. Your kids don't walk over to my
• 4:15
  own house. So we're chilling now
• 4:19
  everybody's feasting. And then the neighbor comes in
• 4:21
  and we start gisting. The neighbor is from, she's
• 4:27
  Isha. She's the same tribe as my wife,
• 4:29
  but then she married a thief man.
• 4:31
  So, you know, for me it's the other way around.
• 4:32
  You know, I am thief. And then I married a lady who is
• 4:34
  a Isha. So that's kind of like the
• 4:37
  connection. And we happen to be neighbours.
• 4:39
  We both have two boys and our kids are also roughly the same
• 4:43
  age. So yeah.
• 4:46
  Anyway, so lots of points that we can that we get along on.
• 4:49
  So of course, her and my wife get along very well.
• 4:52
  So anyway, we're just there. We're just Justine.
• 4:57
  And it turns out that she also has a Google Chrome book because
• 5:00
  that's what we have for my kids, Google Chrome.
• 5:02
  And she's been trying to install the MSM suite on it as Microsoft
• 5:08
  Word, Microsoft Excel, PowerPoint, you know, all those
• 5:10
  things. And so she took her computer to
• 5:15
  a business centre in BSUBSU is Benway State University.
• 5:20
  It's one of those old ish universities.
• 5:23
  It's not as old as Abu Zaria, it's not as old as or Bafamiwala
• 5:29
  University is not as old as University of Ibadan.
• 5:32
  And all those old, old, old schools, you know, 19, fifties,
• 5:35
  1960s, but it's an old university.
• 5:37
  Anyway, so she went over to BSU to try and get these things
• 5:43
  installed on it. And there's a guy there who does
• 5:46
  cracked software and he figured it's something that he could
• 5:49
  install. How will I put it now?
• 5:53
  I'm trying to define cracked software.
• 5:55
  Well, first of all, I'm not sure what they call it nowadays, but
• 5:58
  back when I was in university, that's what we used to call it.
• 6:01
  Then crack software. So if you want software, you
• 6:04
  don't have money to buy the original thing.
• 6:06
  And then let's face it, back in those days, the only way to get
• 6:09
  the original thing would be to wait until someone was
• 6:11
  travelling to UK or travelling to America, then you give them
• 6:15
  money, then they buy from you, then they bring the CD back.
• 6:18
  So the only way to get these things was you just go and get
• 6:20
  crack software. So if you're in Lagos, you'll go
• 6:23
  to Computer Village that's around Ekeja on that bridge.
• 6:27
  So back then used to be Ekeja on that bridge, but since I don't
• 6:30
  live in Ekeja now, I'm not sure where Computer village is
• 6:32
  anymore. And then Computer village in
• 6:34
  Abuja is Computer Village. Abuja is it's more like area,
• 6:42
  should I say zone 3, maybe zone 3, zone one, zone 3.
• 6:48
  Anyway, so you go to Computer Village, then you just get
• 6:51
  someone to give you pirated software and they give you a
• 6:54
  crack key so you can now run it on your computer.
• 6:56
  So there's this guy in BSUV, say he can't do it.
• 6:58
  So no problem, she left the computer with the guy.
• 7:01
  Don't worry, you'll get to the point of the story eventually.
• 7:04
  Anyway, so the guy could not install it.
• 7:07
  And of course since she couldn't install it, she didn't pay and
• 7:10
  so the guy lost business revenue.
• 7:15
  So in this case, an individual like this who clearly has no
• 7:21
  sales process, as we go on, you will see how I know that he
• 7:23
  doesn't have a sales process. You can see how an individual
• 7:27
  like this who doesn't have a sales process can go through a
• 7:29
  year 2024 entering into 2025 and he's losing business left or
• 7:34
  right. And he's thinking is the people
• 7:37
  in the village, they are unhappy because of what my mother said
• 7:40
  in 1970, this or because of what my father did in 1950, this or
• 7:44
  because of the treaty that my grandfather entered into with
• 7:47
  somebody in, you know, 18 O one or whatever.
• 7:51
  But in this case, for small business people, people who are
• 7:55
  running small and medium enterprises or nano businesses
• 7:58
  or micro businesses, the main problem is you don't have a
• 8:03
  sales process. And that is what is killing your
• 8:05
  business because this is what actually happened between my
• 8:08
  neighbour and between this person who runs the small
• 8:12
  business. She picked up the phone and she
• 8:15
  hollered the guy, hey, I heard about you from so can you
• 8:19
  install XYZ? And the guy said yes.
• 8:22
  Then she responded, how much? And then the guy said ABC
• 8:26
  amount. And then she handed over the
• 8:29
  computer. Then the guy couldn't do the
• 8:31
  job. And of course, there's no need
• 8:33
  for payment. For some of you, this is the
• 8:37
  extent of your sales process. Somebody will call you and say
• 8:41
  can you do this or are you available for XYZ date?
• 8:45
  And you will say yes. The person will now say how
• 8:48
  much. You will now quote your price.
• 8:51
  You guys will argue back and forth.
• 8:53
  You will negotiate and then you will go ahead and try and
• 8:56
  deliver. If you deliver, excuse me, If
• 9:01
  you deliver, I deliver halfway good and they're unhappy.
• 9:04
  You know, you guys will quarrel back and forth which I
• 9:08
  eventually settle on something, but for most of you, when you
• 9:11
  say you have a sales process, that is what you have.
• 9:15
  This is not a sales process by the way.
• 9:17
  This is just called order taking.
• 9:20
  Order taking is when somebody shows up on an establishment,
• 9:23
  the person tells you exactly what it is that they want and
• 9:26
  you try to give them exactly what they want.
• 9:28
  There is no sale that is involved there.
• 9:29
  That one is just order taking and we'll talk about some of
• 9:33
  that more in the future. Now, what is the sales process?
• 9:37
  What this guy should be doing and what you should be doing
• 9:40
  listening to this show right now is you should have a sales
• 9:43
  process. The sales process is that
• 9:45
  framework that you have. If it's in your head, make sure
• 9:48
  you write it down. The reason why I should write it
• 9:51
  down is so you can show it to your wife.
• 9:52
  If your wife runs the business centre with you.
• 9:55
  Also that you can share with your cousins or your kids if
• 9:58
  your cousins or kids help you run the business centre as well.
• 10:02
  Or you can share with your employees who happen to sell for
• 10:04
  you. A business process or a business
• 10:07
  framework that rests in your head is not helping anybody.
• 10:10
  It has to be down on paper or down in a computer, or down on
• 10:15
  your phone, or down somewhere that you can easily share with
• 10:19
  other people. So a sales process is just the
• 10:22
  framework that helps you figure out some key things.
• 10:25
  Number one, you're trying to figure out who is our ideal
• 10:27
  customer #2 you're trying to figure out what problem is this
• 10:32
  person facing? What vision do they have?
• 10:35
  What problem are they trying to solve?
• 10:38
  Because no matter the business you do, people either have a
• 10:40
  problem, a vision, they either have something they run away
• 10:43
  from or something that they're heading to.
• 10:46
  Then you also need to try and figure out whether you have the
• 10:48
  inventory or the skill set to be able to solve these people's
• 10:52
  problems. You also need a framework to
• 10:55
  effectively communicate the value to make a presentation or
• 11:00
  to make a proposal or to explore alternatives.
• 11:04
  So far, with all things I'm saying, have you noticed that
• 11:06
  this is lacking in the process that most of you think you have
• 11:11
  a sales process? Then you also need to have a way
• 11:15
  to get them to take action. After that, you also need to be
• 11:18
  able to figure out if they were happy with the results.
• 11:21
  Then you try and figure out if you can get them to come back
• 11:24
  for repeat business or those of services that they can buy from
• 11:27
  you, other products or you try and get some referrals for them.
• 11:32
  And of course, excuse me, like I keep saying over and over again,
• 11:36
  we take feedback from the process and then we start the
• 11:38
  whole thing all over again. So this essentially is what a
• 11:41
  sales framework is. Who is this customer that we're
• 11:44
  talking to? What problem do they have?
• 11:46
  What problem are they trying to solve?
• 11:48
  Can we solve this problem? Do we have the products, the
• 11:51
  services, the tools to solve it? How are we going to make an
• 11:55
  effective proposal or presentation?
• 11:57
  How are we going to get them to take action?
• 11:58
  How are we going to figure out if they're happy?
• 12:00
  How are we going to figure and get them to buy some more?
• 12:03
  How are we going to get them to refers to other people?
• 12:05
  How do we start the process all over again?
• 12:08
  So like I said, for that guy in BSU, Beno State University and
• 12:15
  for most business owners listening to the show right now,
• 12:18
  they don't have any sales framework.
• 12:20
  All they're doing is order taking.
• 12:23
  And this is what order taking is.
• 12:24
  Order taking is you greet the person and you smile.
• 12:28
  Then you ask for the order. They ask for the order.
• 12:31
  Then you give them exactly what it is that they ask for.
• 12:35
  I repeat, most of you, what you're doing is order taking.
• 12:38
  Exactly what happens in a restaurant or in Mr. Biggs or in
• 12:44
  what's this one called again, Mama, Mama.
• 12:47
  Something I can't remember or Jevnik, so excuse me.
• 12:51
  So that's exactly what happens. You show up, the person will
• 12:54
  greet you good morning Sir and they will smile and you not ask
• 12:58
  the person do you have fufu? They'll say yes.
• 13:01
  You not tell the person give me 14 wraps.
• 13:03
  I said OK, no problem Sir, do you want that 14 wraps with a
• 13:07
  Gucci soup or with this soup you'll tell them OK I want a
• 13:09
  Gucci soup, give me 5 pieces of goat meat and give me one Fanta
• 13:14
  and they'll say OK Sir, no problem.
• 13:15
  Then they will go and they will bring you their order.
• 13:19
  And yes I have eaten that before but that was back when I was in
• 13:22
  university. I can't eat like that now.
• 13:24
  If I try that now, I would die. But, yeah, back when I was
• 13:27
  younger, eating 1416 wraps of fufu, Yeah, that was no problem.
• 13:32
  That's when I was a man and I was still, you know, in charge.
• 13:37
  So what was I? So that is what they're taking.
• 13:39
  Somebody shows up, greeting, smile, watch your order and give
• 13:42
  it to them. But this is how you should be
• 13:46
  conducting businesses. Let's leave people who run
• 13:49
  restaurants. So for my friend, this is how
• 13:53
  the conversation should have happened.
• 13:55
  For this neighbor back here in Makudin, it should have been
• 13:59
  more like, oh, good morning, Ma. And then she asks, can you
• 14:02
  install Microsoft Suite? Of course you answer, sure, Ma,
• 14:06
  we can do that. Then you now ask a question.
• 14:09
  What do you need it for or what job do you do, or is it for the
• 14:16
  children or what problem are you trying to solve with Microsoft
• 14:21
  Word? Then you keep quiet and you
• 14:24
  listen. This is what we call discovery
• 14:29
  questions in sales. The whole point of discovery
• 14:34
  questions is we're trying to get the rationale for the problem or
• 14:39
  the reason behind the vision. That is what determines the
• 14:43
  course of action we're going to take neck next and the kind of
• 14:46
  proposals that we can pursue. In the first case, the lady says
• 14:51
  can you install Microsoft suite? You said yes, how much?
• 14:54
  You told her you know 10K, you are not able to do it.
• 14:58
  You didn't collect 10K. But if you had asked discovery
• 15:00
  questions and you tried to figure out what the problem was,
• 15:05
  you would have known if you could make alternative proposals
• 15:09
  and if you could sell another service.
• 15:13
  This is the main reason why lots of businesses are suffering in
• 15:16
  this part of the world. So yes, your wicked uncle in the
• 15:19
  village who is angry with your father because your father did
• 15:22
  something in 1976, yes, that beef is there.
• 15:25
  And yes, if the guy wants to mud you, if he could legitimately,
• 15:28
  he will mud you and your lineage.
• 15:30
  But before we get to that, there are some basic things that
• 15:33
  you're not doing in your business and that's why the
• 15:34
  business is not moving. You do not ask questions, you do
• 15:38
  not have a sales process, You're not asking discovery questions.
• 15:41
  Because of that, the range of services, the range of
• 15:44
  solutions, the range of proposals you can make are
• 15:46
  limited. Now, if you had asked these
• 15:51
  questions because I asked her these questions when she bought
• 15:54
  the computer, because I have to ask all these questions now,
• 15:59
  because me too, I thought I could install it.
• 16:01
  When I ask these questions, this is what I discovered.
• 16:04
  My neighbour here in Makudi is a PhD candidate in literature, so
• 16:09
  she's working on her doctoral thesis.
• 16:12
  She is also a fiction writer. Then she needs to be able to
• 16:16
  write on the second hand computer because the computer
• 16:21
  was given to her by another family member and she was not
• 16:24
  familiar with the computer. Let me repeat, I asked these
• 16:28
  questions, and if this guy asked the questions, she would have
• 16:31
  discovered that she's a PhD candidate in literature who is
• 16:34
  also a fiction writer. She needs to be able to write on
• 16:37
  the second hand computer that she's not familiar with.
• 16:40
  Now, because I asked all those questions, I was able to solve a
• 16:43
  problem. And that problem did not
• 16:46
  involved Microsoft Suite. Because when I saw that this
• 16:52
  computer was a Chromebook, I told her, sorry, you cannot
• 16:56
  install Microsoft Suite on this computer, it just won't work.
• 17:00
  And she said, Oh yeah, she already tried.
• 17:03
  But because I had asked all these questions and I knew what
• 17:05
  problem she was trying to solve, I was able to come up with
• 17:09
  another proposal and help her solve the problem.
• 17:13
  I told her this computer has Google Suite on it, so you don't
• 17:19
  need Microsoft Suite. Google Suite has its own native
• 17:23
  tools that would allow you to do a couple of things on this
• 17:26
  computer. We can install Google Docs, we
• 17:30
  can install Google Sheets, and we can install Google
• 17:33
  Presentations. Google Docs will allow you to
• 17:37
  write. Google Sheets will allow you to
• 17:40
  do Excel Sheets, you know, numbers and all stuff like that.
• 17:44
  Google Presentation will allow you to do PowerPoint.
• 17:48
  Will that be OK for you? And she said, ah, if you could
• 17:51
  do that, that would be fantastic.
• 17:52
  It would solve my problem. So I said no problem, let me
• 17:55
  have a look at this computer. Let us install this thing as you
• 18:00
  open the computer. Now we saw that this thing was
• 18:02
  already preinstalled on the computer.
• 18:05
  It was already there. So I just had to show her that.
• 18:08
  OK, for those of you who are Microsoft people, this is the
• 18:11
  first time you're trying Google. This is how it is.
• 18:13
  Click here to open. If you want new document, click
• 18:16
  here. If you want template, click
• 18:19
  here. If you want to do this, click
• 18:21
  here. If you want to do that, click
• 18:22
  here. In fact, do you have Google
• 18:25
  phone, Android phone? Yes, bring your Android phone.
• 18:28
  Let us sync the two of them together so that whatever you do
• 18:31
  here, you will always be able to access on your phone.
• 18:35
  So you say, oh, you can do that. Yeah, fantastic.
• 18:37
  We can do that. So bring it, let's charge it up.
• 18:40
  Let's get everything done. And then that was the solution
• 18:44
  that we did. Of course, she also wanted me to
• 18:46
  what was the word format the system, you know, erase
• 18:51
  everything that was on it because she got it from, from
• 18:54
  her, from her sister who lives in the, the USA.
• 18:58
  So format the whole system. So it's all up to her.
• 19:01
  And then we sorted it out and she was very happy.
• 19:04
  In fact, before she left, the thing started syncing on her
• 19:07
  phone. She already saw documents that
• 19:09
  she had been working on on the computer.
• 19:11
  Everything was already there and she was very happy.
• 19:13
  Problem solved. The fellow who runs the business
• 19:18
  in BSU that she first went to meet, if the person had asked
• 19:22
  her all these questions and figured out the problem that she
• 19:24
  was trying to solve, because most of you, somebody would just
• 19:27
  come and say can you install Microsoft Suite?
• 19:29
  You will assume that that's the problem installing Microsoft
• 19:32
  Suite. The problem is not Microsoft
• 19:34
  Suite. The problem is something else
• 19:36
  that they are trying to achieve. If you ask and you try to figure
• 19:39
  out what the problem is, if the Microsoft Suite angle does not
• 19:42
  work, you will now know what other proposal to make.
• 19:46
  You will now have another service to sell.
• 19:48
  This guy could have asked all the questions.
• 19:51
  He could have done all this and could have charged my neighbour
• 19:53
  5K or maybe 10K by just providing all these services.
• 19:58
  Microsoft Suite, Sorry MA is not going to work.
• 20:01
  But is it about writing and is it about collating your
• 20:04
  research? No problem.
• 20:06
  There are some softwares that we can install that will do the
• 20:09
  next that will be able to do this and say, oh Madam, it is
• 20:12
  even installed here already. OK Madam, sit down.
• 20:15
  Let me give you a 5 minute tutorial to show you how this
• 20:17
  thing is done. This is how you do it.
• 20:20
  To make things even easier, we can hook it up so it's part of
• 20:22
  your Google profile, your Android profile, so you can
• 20:25
  access it from the cloud all the time.
• 20:28
  Now, if you sit down with an author or a PhD candidate who is
• 20:35
  just trying to write and make sure that everything's
• 20:36
  accessible all the time, tell me that this person won't find this
• 20:40
  service you have provided valuable if you do this kind of
• 20:44
  thing. I try somebody 5 to thank you.
• 20:45
  It's not a problem. OK, then I'll go back and
• 20:48
  further say thank you. You didn't really install
• 20:50
  anything, blah, blah, blah. But bottom line, what I'm trying
• 20:53
  to say is that person would not, would not leave your store
• 20:56
  without paying something, no matter how small.
• 20:59
  You would have gotten something back for your time and gotten
• 21:01
  something back for your effort if you had the sales process.
• 21:07
  So remember, like I said, once they couldn't solve the problem,
• 21:15
  she took her computer and then she left because he didn't have
• 21:18
  the sales process and because he didn't go through this, he
• 21:20
  didn't ask her questions. Like, oh, Madame, in that your
• 21:24
  faculty of literature. So what faculty is it now?
• 21:29
  PhD literature faculty. OK.
• 21:32
  Humanitarian. Yeah, that would be humanity.
• 21:34
  Humanities, yes. So you can ask again, like, oh,
• 21:36
  Madam, do you know anyone in that humanities faculty that is
• 21:41
  trying to deal with a similar problem like this?
• 21:44
  You ask. She might say yes, she might say
• 21:46
  no. If she says no, no problem.
• 21:48
  But The thing is, if she says yes and you're able to get one
• 21:50
  or two numbers, that is also avenues for possible business
• 21:55
  that you can do in the future. That is why they should be a
• 21:58
  part of your sales process. Asking all these questions from
• 22:05
  trying to solve one person's problem, you're able to get a
• 22:08
  referral. Those are more possibilities for
• 22:10
  business. And these are people who warm up
• 22:12
  to you because you were sent to them by a trusted source.
• 22:16
  So, ma'am, do you know anybody else who's faced with this kind
• 22:18
  of problem? OK, Can I have their contacts or
• 22:21
  I'd appreciate if you can refer me.
• 22:23
  You know, however it is. That sounds good to you.
• 22:25
  Then you collect the contact details and then you follow up.
• 22:29
  Of course, you also call her back later on and then ask, oh,
• 22:31
  is everything working OK? This person did not collect her
• 22:34
  contact details. Can I see the reason why we need
• 22:38
  to have a sales framework where we have thought through all
• 22:42
  these scenarios? When we meet customers, how do
• 22:45
  we engage with them? What problems do they have?
• 22:47
  How should we carry out the conversation?
• 22:49
  How do we make a proposal? How do we close the business?
• 22:52
  After we close the business, how do you make sure they're happy?
• 22:54
  If they're happy, how do you make sure that they send more
• 22:57
  people to come and do business our way?
• 22:59
  If you have a simple sales process, you write it down.
• 23:02
  Teach your wife, teach your kids, teach your boyfriend,
• 23:04
  teach your employees. These are the things that move
• 23:07
  your business forward. And your angry uncle in the
• 23:09
  village can look, God is in control of anything, so there's
• 23:14
  a limit to what your angry uncle in the village can do.
• 23:16
  If your angry uncle in the village wants to mod you and
• 23:18
  your lineage, but God says no, then nothing will happen.
• 23:22
  But I'm not trying to say your angry uncle can't do something.
• 23:24
  So yes, if your grandmother says look that old man in the
• 23:27
  village, be afraid of him. Please be wise and stay clear
• 23:30
  from said angry uncle or angry auntie.
• 23:37
  Where was I? OK, so I've lost my train of
• 23:41
  thought anyway. But bottom line is if you have a
• 23:45
  sales process or a sales framework, you're going to be
• 23:49
  able to solve people's problems instead of just taking orders.
• 23:54
  You're also going to have a framework for getting more
• 23:56
  customers. Now, this is one key difference
• 24:00
  between order taking and having a selling framework and why I
• 24:02
  tell everybody, stop doing order taking.
• 24:04
  When you have order taking, you're going to end up with
• 24:07
  negative results over time. Remember, order taking is
• 24:11
  somebody comes, you greet the person and you smile, then they
• 24:15
  ask for an order, then you give them exactly what it is that
• 24:17
  they want. This is where you're going to
• 24:19
  get negative results because when you have order taking, you
• 24:22
  are dealing with low hanging fruits.
• 24:26
  Low hanging fruit just means the easy sale that you can close.
• 24:29
  But unfortunately there's something called customer
• 24:32
  attrition. Customer attrition just means
• 24:35
  customers die or customers move or consumer trends change and
• 24:40
  they no longer like what it is that you offer, so you start
• 24:43
  losing customers. If you all you do is order
• 24:45
  taking, your business is going to start going down, down, down,
• 24:48
  down, down. There's no way for your business
• 24:50
  to go up. But if you have a sales process
• 24:55
  and a sales framework, it is automatically geared to getting
• 24:59
  you more customers because you're not just trying to meet
• 25:02
  their order. You're trying to solve a problem
• 25:04
  in the best way possible and you're trying to get repeat
• 25:06
  business and referrals. So if you're listening to the
• 25:10
  show, you don't have a sales framework.
• 25:14
  Listen to this podcast episode again, Listen to other episodes
• 25:16
  that I've created around this thing called sales framework, or
• 25:19
  pick up your phone and get on ChatGPT or Google Gemini and try
• 25:24
  and see how you can create your own selling framework now.
• 25:27
  It will make a massive difference in your business.
• 25:30
  Well, The thing is, it's not going to make a massive
• 25:31
  difference immediately. If you create your sales process
• 25:34
  today, it doesn't mean you become a millionaire next month.
• 25:37
  But over time you'll start seeing that if five people enter
• 25:40
  your shop, maybe you end up doing something with three of
• 25:43
  them instead of before. 5 people enter your shop, you only deal
• 25:46
  business. You only do business with one.
• 25:49
  And if it is increasing, increasing, 5 people enter, you
• 25:54
  do business with 310 people enter, you do business with six.
• 25:57
  Over time, you'll start seeing the difference in your pocket.
• 26:01
  I need your bank account. So the main reason why lots of
• 26:07
  businesses in this part of the world are suffering has very
• 26:09
  little to do with your angry uncle in the village.
• 26:12
  But please stay away from your angry uncle in the village and
• 26:15
  also try and find out from your father what did he do that is
• 26:18
  making that man so angry and what does he me not smile is for
• 26:21
  one. Then also comes up with your
• 26:23
  pastor. But after you're done with all
• 26:25
  that, you need to sit down and come up with a selling framework
• 26:27
  for your business and that is going to be able to move things
• 26:32
  forward. So that's it.
• 26:34
  Remember, if you'd love to connect with me, the phone
• 26:36
  number is 08064662140. Country code is +234.
• 26:42
  For those of you who are not Nigerian, that's my WhatsApp
• 26:44
  number. Then connect with me on
• 26:47
  LinkedIn. That's the only social.
• 26:48
  So I have the name to look for establishing my Agadi.
• 26:51
  Thank you very much for your time and attention.
• 26:53
  I'll catch you guys on the next episode and I hope there's
• 26:56
  somebody listening to this episode right now who is
• 26:59
  beginning to worry less about that wicked man in the village
• 27:03
  and about that wicked woman in the village.
• 27:06
  Yeah, we should pay attention to them and we should bind and cast
• 27:08
  them. But we should also come up with
• 27:10
  the selling framework for our business.
• 27:12
  And let's do what we can to move our hustle forward from here.
• 27:15
  We can't keep staying where we are in Enugu, in Port Harcourt,
• 27:20
  in Abuja, in the UK, in Canada and be worried about what some
• 27:24
  other person is thinking thousands of kilometers away
• 27:27
  back in the village. You can't keep living like this.
• 27:30
  Come up with your selling framework, move your business
• 27:32
  forward, say your prayers, bind and cast.
• 27:34
  Everything will be OK. I'll catch you guys at the next
• 27:36
  episode.