Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / From "We Go Yan" to Advancement: Mastering the Sales Conversation Flow

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From "We Go Yan" to Advancement: Mastering the Sales Conversation Flow · 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 do the final part, the
• 0:04
  third part of how to follow up with a contact or how to handle
• 0:08
  conversations with a contact, basically.
• 0:10
  And for those of you who have been listening for a while, you
• 0:12
  know that the case study we're using is that of Abdul, who is
• 0:17
  based out of China and he sells trucks and tractor heads and
• 0:21
  tractor beds and you know, all truck related things to people
• 0:25
  who are based in Nigeria. So if this is your first time of
• 0:28
  listening to the podcast after you're done listening to this,
• 0:32
  just know that there was a Part 1 and there was a Part 2.
• 0:35
  And so the earlier the things that we spoke about earlier were
• 0:38
  number one, we spoke about the difference between follow up and
• 0:41
  follow through and how what we should try to do actually is
• 0:45
  follow through. Follow through just means when
• 0:47
  you're having a conversation with someone, you agree on what
• 0:51
  the next steps are. Excuse me, so that when you have
• 0:55
  to call the person back again, you are trying to follow through
• 0:57
  on something specific because you guys agreed on what the next
• 1:01
  steps are supposed to be. So excuse me.
• 1:04
  So let's say with Abdul, for instance, you have a
• 1:08
  conversation with someone and then the person says, OK, yeah,
• 1:12
  like the models that you have. Well, OK, well, it looks pretty
• 1:16
  good. Please send me the price list.
• 1:19
  Sorry, excuse me. It was a long day yesterday.
• 1:21
  And then I also recorded the radio show.
• 1:24
  So somebody says, oh, send me the price list.
• 1:26
  And Abdul is like, sure, no, wallah, I'll send you the price
• 1:28
  list. And then you send the price
• 1:29
  list. And then it's like, OK, we go
• 1:31
  young, I'll be. And the guy says, yeah, yeah, we
• 1:33
  go young, I'll be in touch. Then you end the phone call.
• 1:36
  Now in that scenario, you're stuck with a follow up because
• 1:39
  you guys didn't agree on what the next step is supposed to be.
• 1:42
  You're giving the guy the price list.
• 1:44
  In this kind of situation, if Abdul calls, it will be normal
• 1:47
  for the guy to #1 busy to call. You will now send a message.
• 1:51
  I'm in a meeting. You try calling again, the thing
• 1:54
  will ring out, no response. You now send message.
• 1:57
  The guy now will respond. You now send e-mail the guy who
• 2:00
  ghost you. You see that is follow up.
• 2:03
  Pointless, just pointless continuations on and on and on.
• 2:09
  But then if you have a mind through of sorry, the mindset of
• 2:13
  following through, this is how that kind of conversation can
• 2:15
  end. So a person is like, yeah, yeah,
• 2:18
  I like the models, blah, blah, blah.
• 2:19
  You will send me prices that be and I was like, sure, no
• 2:22
  problem, I'll send it to you now, now, now, just stay on the
• 2:25
  call. Don't send them.
• 2:26
  You don't see him. So yeah, I don't see him.
• 2:28
  Correct. Thanks.
• 2:30
  Now with a follow through mindset, Abdul can now say
• 2:33
  something like, OK, so if we're cool with all the models here
• 2:38
  and you've seen that these prices that I'm sending you,
• 2:41
  everything is between 35 to 42 M IB.
• 2:45
  How you see him or what do you think?
• 2:48
  Or is that more than what you're willing to invest if you have
• 2:50
  that kind of conversation now? And the guy is saying that,
• 2:53
  well, you know, you go give me this cash, you know, we go
• 2:58
  price, you know, blah, blah, blah, all those sorts of things.
• 3:02
  And so he's looking as if there might be room.
• 3:05
  An advancement in this stage would be, you know what, even
• 3:08
  though I'm over here in China, my business partner actually is
• 3:11
  in Lagos. They're in Abapa, not too far
• 3:15
  from you should be your first tack.
• 3:17
  And so how about Thursday? Just come and see the different
• 3:20
  models that we have now. They're there, you know, in our
• 3:24
  in our car park, in our lorry park, they're there.
• 3:27
  Just go and see the different models, Abiha, you see them, you
• 3:30
  know, you're trying to get the guy to commit to something.
• 3:33
  Both of you are agreeing on what the next step is.
• 3:36
  And the guy's like, OK, sure, no problem, I can do that.
• 3:40
  And then you try and narrow it down.
• 3:42
  So my partner is going to be in the warehouse between Wednesday
• 3:46
  and Friday. Like which day works for you?
• 3:48
  Oh, OK, Would that be morning or afternoon?
• 3:51
  OK, I know all that. No problem.
• 3:52
  So Friday 12 by guy, I'll be waiting for you.
• 3:55
  So you can look at the MDZ 5000, MDZ 55 and the MDZ 6.2.
• 4:03
  OK. Then you end the call.
• 4:05
  You can see now that you guys have agreed on what the next
• 4:08
  step is supposed to be. You have a date, you have a
• 4:12
  location, and you have an agenda for what the person is supposed
• 4:14
  to do. So now if you try calling that
• 4:18
  person again, you're trying to follow through on something.
• 4:20
  Oh, boy, how far how you been? OK, let's say you call, the
• 4:24
  person doesn't answer. You don't send a text message.
• 4:26
  Hey, what's up? Mr. Boy Abdul, the guy in China
• 4:28
  that you're talking to about tractor heads and our last
• 4:31
  convo, we agreed that we're going to do inspection so that
• 4:35
  you can see these three models in the price list.
• 4:38
  So how far are you still cool for Friday?
• 4:41
  Question mark, send a message. You can see now that you are
• 4:44
  following through on something, the text message that you have
• 4:48
  sent begs the response because it is trying to follow through
• 4:51
  on something very, very particular, very specific.
• 4:56
  These increase the chance. This will increase the chance
• 4:59
  that somebody is going to respond to something.
• 5:02
  Unlike in the first scenario where the guy says semi price
• 5:05
  list, you just send it and then the guy's like you to you saying
• 5:10
  we'll go, yeah, we'll be and no Allah later, later, they now
• 5:12
  caught the call. You didn't agree to anything.
• 5:15
  So by the time you're not buzzing this guy in like one
• 5:17
  week's time, the guy will be like, you want this guy to call
• 5:20
  me now, like when I'm ready, I'll call him.
• 5:22
  When I'm ready, I'll call him and the guy will busy your call.
• 5:26
  The reason why the guy is busy in your call, the reason why the
• 5:28
  guy is ghosting is because you guys did not agree on anything.
• 5:31
  You didn't agree on what the next step is.
• 5:34
  OK, that summary of the episode went on for too long, but I'm
• 5:37
  just trying to stress and really stress and really stress because
• 5:42
  lots of people don't get it. Now, one of the main reasons why
• 5:46
  we're stuck in this full up game is because we are not securing
• 5:49
  advancements. So that is one of the things
• 5:51
  that we discussed in the earlier episodes in the Part 1, the
• 5:55
  difference between follow up and follow through.
• 5:58
  So this is your first time listening to the podcast.
• 6:01
  When you're done with this episode, skip back.
• 6:03
  Listen to that one again so that you can ingest and you can
• 6:06
  digest and get it. Believe me, this thing makes a
• 6:10
  difference. It makes a difference.
• 6:12
  I'm not promising you that will triple your revenues.
• 6:15
  I'm just saying it makes a difference in the number of
• 6:18
  meetings you book, the number of phone calls that are that people
• 6:21
  respond to. And then, you know, after a
• 6:23
  while giving your sales cycle, you see how it affects your
• 6:26
  profits. But over here, you know, I don't
• 6:28
  talk about 10X in your profits or 3X in your profits or you
• 6:31
  know, whatever. I just focus on making sure we
• 6:34
  have a proper sales process that was system oriented.
• 6:38
  We follow the process, we follow the system, the results, they
• 6:41
  come at the end of the day. Then in the first part, we also
• 6:45
  spoke about speed lead as one of the best practices for following
• 6:48
  up or following through. And that is the idea that when
• 6:52
  people's body, they hurt, when they're making that inquiry,
• 6:55
  when they have peak interest, when they still remember you or
• 7:01
  remember the actions that they took, that is the time to be
• 7:04
  buzzing them. You don't wait for somebody to
• 7:07
  slide into your DM on January 1st and then January 28th,
• 7:10
  you're now replying to the person and you now say you're
• 7:13
  following up. And then the one they're not
• 7:14
  responding, How would they respond?
• 7:16
  Their body was hot, they were interested, they were curious.
• 7:19
  On January 1st, you, you chilled until January 28th and you're
• 7:23
  now trying to follow up on them. Follow up, follow up, what?
• 7:29
  As if you don't know the other people already taking over this
• 7:32
  barrel from you. So speed to lead.
• 7:36
  Sharp, sharp, sharp. Then when you're having these
• 7:39
  conversations with people, the goal is also to confirm
• 7:42
  interest. That is part of what we spoke
• 7:44
  about on Day 2. So that whole conversation.
• 7:46
  Thank you very much for coming. How can I help you?
• 7:49
  Oh, OK. Are you actually doing research
• 7:51
  or you have a problem here? You have a problem there?
• 7:53
  You know, we're trying to figure out who is a serious person, who
• 7:56
  has a serious problem, who is a workout pass so that we'll know
• 7:59
  how we deal with people so that the people that are serious
• 8:03
  people who follow up with them follow through.
• 8:05
  Sharp, sharp, sharp 123, quick, quick.
• 8:09
  The people that are workout pass are just curious, you know,
• 8:12
  engage them in small conversation and then put them
• 8:14
  off to the side. Once in a while.
• 8:15
  You'll be sending them something on WhatsApp just so that you're
• 8:18
  staying top of mind. They see you, they remember you.
• 8:20
  Once in a while, you could send them something on e-mail, but
• 8:23
  those are not the people that you wake up every day and you're
• 8:25
  wondering, oh, OK, how good do I am now?
• 8:28
  You know, Shabi, I should call the guy or WhatsApp.
• 8:30
  Abhi, I should go to the guy's office, you know?
• 8:33
  So that's what we did on Day 2. OK.
• 8:37
  I think also on Day 2, we also looked at how you should have.
• 8:42
  Yeah. Qualification and discovery
• 8:43
  questions, basically asking questions about the person,
• 8:46
  asking questions about the problem so you can make an
• 8:48
  accurate recommendation. You can make an accurate quote.
• 8:51
  Let's see what else it also gives you the information that
• 8:54
  you need to be able to pace yourself when it comes to follow
• 8:58
  up and follow through. So that's why we spoke about
• 9:02
  questions like the working driving routes, working routes,
• 9:05
  driving conditions, problem with the guys fleet, whether they
• 9:09
  want outright purchase or not. Discussing a budget range very
• 9:13
  important because that will also help us know whether this person
• 9:18
  is a worker pass or not. Because some people talk very
• 9:21
  nice and talk very sweet and things like that.
• 9:23
  But then when you hit them with the price, you don't know who
• 9:25
  you're talking to. Like take for instance, your
• 9:27
  boy. When I say your boy, I'm talking
• 9:29
  about me. OK?
• 9:31
  So my people say that because somebody's bored does not mean
• 9:34
  you can't look. And so because of that, I like
• 9:36
  to look. I enter into a showroom.
• 9:38
  I look at the GS 8, correct car, very fine car, GAC Guangzhou
• 9:43
  automobile, the GS8 suite, very very sweet car hanging around
• 9:48
  there, you know, talking, talking, you know, because I
• 9:50
  have a pot belly and my skin is smooth and I'm a fine boy.
• 9:53
  People think I have money, but then when they call the price, I
• 9:55
  say OK. When they call the price, from
• 9:59
  the way I react, the sales girl will now know that this guy is
• 10:03
  just one of those Abuja boys, you know, empty drone making a
• 10:06
  loud noise, should now know that OK, this one, there's no need to
• 10:09
  collect his phone number. That's why he asks those
• 10:11
  questions. Or I go and look at the Tesla
• 10:16
  cyber truck looking at the card thing is looking nice it's
• 10:19
  looking sweet By the time they call 200 M for your boys 200
• 10:24
  Watt 200 M from the way that I reacted 200 M the castle.
• 10:29
  I would know that OK, this one. There is no need to collect this
• 10:31
  person's phone number. Whenever you tell somebody oh
• 10:35
  Sir, Tesla cyber truck 200 M and the person no shakes 200 Mr.
• 10:40
  price negotiable. You now know that, OK, there
• 10:43
  might be room here. I call 200, the guy no to shake,
• 10:47
  you just say is it negotiable? There's room.
• 10:50
  So all these budget conversations, we have to have
• 10:52
  them from way people respond, from what they say, from the way
• 10:57
  they shake or the way they don't shake.
• 10:58
  We now know, OK, we have a serious person or we don't have
• 11:01
  a serious person. Then of course questions are on
• 11:03
  timelines. When do you want this truck on
• 11:05
  the road? Very simple question.
• 11:07
  When do you want this truck on site?
• 11:09
  These things also let you know, is this a serious person?
• 11:12
  Is this a workout pass? Can I be doing follow up or
• 11:15
  follow through sharp sharp on this person?
• 11:17
  Or is this the kind of person that you know what I call him in
• 11:20
  January, I send him text message in February and maybe I call him
• 11:23
  again in March. Like no need to be on the case.
• 11:28
  So yeah, that's some of what we did.
• 11:30
  Part 1, Part 2, Part 3. This is your first time
• 11:32
  listening to the podcast. This is some of the stuff you've
• 11:34
  missed. So go back and then you listen.
• 11:36
  For those of you who actually listen, sorry that I did an
• 11:38
  extended 10 minute summary. So let me go into the final part
• 11:43
  now, the part three. I told you guys we're going to
• 11:46
  talk some more about discovery questions and remember that
• 11:49
  qualification questions about where you ask questions about
• 11:53
  the person you know, where are you, where are you from, what do
• 11:55
  you do, blah, blah, blah. We need to know all that stuff.
• 11:58
  And then also something that people don't realise all these
• 12:03
  kinds of questions, they also go for building rapport.
• 12:07
  Very, very good for building rapport.
• 12:09
  Now, for those of you who've been listening to this podcast
• 12:11
  for a while, you know that I'm kind of lazy when it comes to
• 12:14
  this. So I have some default questions
• 12:15
  that I some default tactics that I use.
• 12:17
  And number one, I use a name because Nigerians have very
• 12:20
  interesting names. Oh, your name is Samsung
• 12:22
  Ogdembe. Yeah.
• 12:23
  Ogdembe. Where where are you from?
• 12:26
  Oh, OK. Yeah.
• 12:27
  What? What else Ogdembe mean?
• 12:30
  Oh, OK, Cool, cool, cool, cool. And then, you know, from there
• 12:33
  you'll just be talking, talking, talking.
• 12:34
  So I always use name and I always use school.
• 12:37
  I'm lazy like that because in my own generation we have the
• 12:40
  school rivalry going on. So you have found out that the
• 12:44
  person from unit like say, oh, you need like by the time I do
• 12:48
  personally say, Hey, which school do you go to?
• 12:50
  I say, oh, you, you know, it starts that friendly beef going.
• 12:53
  So where you get out, use less people.
• 12:55
  You think that you're smart. I say, no, we're smart.
• 12:57
  Now you need like people. What do you know?
• 12:59
  Not only social, not only social, I find babes when I get
• 13:02
  nothing, you know, and then friendly banter back and forth.
• 13:06
  So for me in my own lazy style of rapport, those are some
• 13:08
  simple things that I, I use. So all these simple
• 13:11
  qualification questions, that's who you know, who you are, you
• 13:14
  from, what do you do? This is ways that we build
• 13:16
  rapport, very, very simple ways that we build rapport from all
• 13:20
  these conversations. So this is not an academic
• 13:24
  something. These are very, very practical
• 13:27
  things that we can use to inch business deals forward.
• 13:30
  Small, small, small. So qualification questions
• 13:32
  around the person really, really important.
• 13:34
  By the way, in case you're listening to this thing and this
• 13:37
  is your first time, we'll hear some of these concepts and your
• 13:39
  mind is blown and you're wondering, wow, what is the way
• 13:43
  forward? Very simple.
• 13:45
  You have AI tools on your phone, ChatGPT.
• 13:49
  What else? Google, what's it called?
• 13:54
  Google Gemini. And you know, Claude and you
• 13:56
  know, perplexity and the rest of them, use your favorite tool and
• 13:59
  then come up with a simple prompt.
• 14:01
  I am a Nigerian who does business in the so, so, so and
• 14:05
  so sector. My ideal customer audience is
• 14:09
  blah, blah, blah. I'm trying to get contracts or
• 14:12
  get business from people who work in this, who do this, who
• 14:16
  do that. Give me an example of good
• 14:18
  qualification questions and issues that I can engage people
• 14:22
  with in conversation when I'm having conversations with a
• 14:25
  potential customer. Something like that.
• 14:27
  Bram, send it. I can assure you he will give
• 14:30
  you some, you know, 10 to 15 suggestions.
• 14:33
  Some of them you think are useless.
• 14:35
  Remote ones are useless. The ones that you think are
• 14:37
  good, take them and apply them today.
• 14:40
  As you start using the conversation, you will start
• 14:42
  getting a sense of, OK, when I'm talking to people, you know, I
• 14:47
  should handle the conversation like this.
• 14:49
  I should handle the conversation like that.
• 14:51
  So, yeah, if you're a business owner or you're a salesperson,
• 14:54
  let's stop being lazy, I beg. There was a time when you needed
• 14:59
  a sales trainer like me to sit down and then brainstorm and
• 15:03
  come up with questions like, OK, say it like this.
• 15:05
  Say it like this. You don't need that anymore.
• 15:12
  Sorry. I'm not saying you guys should
• 15:13
  not give me your money. If you give me money, you know,
• 15:15
  I'd love it. I'm just saying that we're at a
• 15:18
  time now with this AI tools where you actually can start
• 15:21
  brainstorming some solutions on your own.
• 15:25
  Excuse me trying some solutions on your own before you now give
• 15:30
  me a call. Some people think I'm putting
• 15:32
  myself out of business. I'm not.
• 15:34
  It actually makes my job a lot easier because trying to quote
• 15:37
  somebody who is a total virgin from the beginning or more is
• 15:40
  hard. But if the person has tried one
• 15:42
  or two techniques, this work does not work.
• 15:46
  By the time we're having the conversation, we're heading
• 15:48
  straight to the .0. OK.
• 15:50
  What kinds of outreach have you done?
• 15:53
  What kind of sorry about that? I almost dropped my phone.
• 15:59
  Yeah, I used my phone to record. So what kind of outreach have
• 16:01
  you done? What kind of sales tactics did
• 16:03
  you use? How many conversations did you
• 16:06
  have? How many deals did you close?
• 16:07
  01 customer shouted at you. OK, wait, let's look at that.
• 16:10
  What did you say exactly? OK, No, you should have done it
• 16:13
  like this. You should have like that kind
• 16:15
  of conversation is going to be focused, is going to be
• 16:18
  targeted. She actually does pay me that
• 16:21
  before you guys give me a call, you actually have used these AI
• 16:24
  tools and tried to do one or two things so that when we hop on
• 16:29
  the phone, we can go back straight to the point.
• 16:33
  If it's one of, if it's one of these conversations where I'm
• 16:35
  talking to you for free, then it's good.
• 16:38
  It means that within 5 minutes we can get straight to the heart
• 16:40
  of the matter. If it's a paid conversation,
• 16:43
  we'd be even good because it means that you're getting your
• 16:45
  money's worth. So that before what would have
• 16:48
  taken us one month to do, we actually can sit down and do it
• 16:51
  in like 2 weeks. So please, these things are
• 16:55
  there, they are already on your phone.
• 16:58
  Especially for those of you who use Google.
• 17:01
  Gemini is already on your phone. No need to download it again.
• 17:04
  Just open up your phone. If you're an Android phone user,
• 17:08
  then you go to the Google, what's it called?
• 17:13
  There's a folder called Google on your Android phone.
• 17:15
  It's there on every Android phone, whether Techno or Xiaomi
• 17:17
  or whatever or Nokia. Click on that folder.
• 17:22
  Then we begin to scroll 123. You will see one white icon that
• 17:27
  has a blue star in the middle. It start with only four points.
• 17:31
  That's it, that's Google Gemini. Move that icon to your homepage
• 17:37
  so that you can always see it. That is going to be your new
• 17:39
  best friend every day. Use that thing.
• 17:43
  You will see coming up with ideas a whole lot easier,
• 17:46
  troubleshooting a whole lot easier.
• 17:50
  Anyway, move on. So actually supposed to be
• 17:52
  talking about discovery today. So discovery is when you're
• 17:56
  asking questions about the problem or about the need and I
• 18:00
  already hinted at some of that yesterday.
• 18:02
  So if you're someone in Abdul situation now you're selling
• 18:04
  trucks, you're selling tractor head, you're selling tractor
• 18:06
  bed. Eventually after I ask the
• 18:08
  person what are you trying to pull?
• 18:11
  The person who is trying to pull timber in the Niger Delta or the
• 18:15
  person who is trying to pull firewood from NASARA and the
• 18:20
  person who is trying to pull petrol from Dangote's refinery
• 18:26
  is different kind of heads that they need for the trucks.
• 18:31
  So it's an important question. If somebody just shows up and
• 18:35
  says do you have MDZ 5000? Yes, I do.
• 18:38
  How much is the MDZ 5050 million?
• 18:41
  You Boo Boo price 48. You know, I give it to them and
• 18:44
  I'll call back in two weeks and start complaining.
• 18:46
  Say, oh boy, you showed me the wrong tractor ahead.
• 18:49
  I sold you the wrong tractor head.
• 18:50
  How You say, look, you showed me this thing, but this is not
• 18:53
  strong enough to be moving timber from Nassar.
• 18:57
  You will not start quarreling. But you didn't tell me what's
• 19:00
  for timber and Nassar. Now you told me this one and I
• 19:02
  gave it to you. I can't come and say that I sold
• 19:05
  you the wrong head. It's just normal human behavior.
• 19:08
  That person is not going to say Nami air fob.
• 19:11
  I bought the wrong thing. The person will say Abdul showed
• 19:14
  me the wrong ish. So that's why you ask you
• 19:17
  somebody says you have the MDZ 5.
• 19:18
  Oh yeah, sure, no problem. It's also so and so range, you
• 19:23
  know, you cool with that and it's kind of on the high side.
• 19:25
  But sure, we can negotiate and negotiate to now Everly and it's
• 19:28
  not a problem now Nigeria we negotiate everything.
• 19:32
  But right now I'm just curious, what are you trying to pull?
• 19:35
  We say, oh, you want to do oil and gas, Bros, let me not allow
• 19:38
  you this thing that you're looking at, you know, too pure
• 19:42
  when it comes to oil and gas. If you use this one for oil and
• 19:45
  gas, these are the problems you have.
• 19:46
  This one is better for timber. So ask what they're trying to
• 19:51
  pull you sell truck and equipment.
• 19:54
  Ask that question. Then there's also the question
• 19:56
  of automatic and manual transmission.
• 19:58
  Ask. It's important.
• 20:02
  I think manual transmission is really important for, you know,
• 20:04
  all these rocky terrains you're climbing here, up, down, up,
• 20:08
  down, up, down, you know, like in NASA, our state, you know,
• 20:12
  but ask. So you can make the right
• 20:15
  recommendation. Let someone not come and buy
• 20:17
  something and start saying that you showed them rubbish.
• 20:20
  Then the gross weight or combined weight ask because
• 20:24
  there's some tractor bed that are only good for certain kinds
• 20:27
  of tonnage. If somebody's buying a tractor
• 20:29
  bed, but the gross tonnage is, I don't know, 100 tons or
• 20:32
  something, but in the course of their business they want to be
• 20:35
  carrying something that is 120 tons every week.
• 20:38
  Of course, definitely that that that bed will break down now
• 20:42
  because you're overloading nothing by 20 tonnes every
• 20:44
  single week. So ask, excuse me.
• 20:47
  So these are what discovery questions are all about.
• 20:52
  So you can make an accurate recommendation.
• 20:55
  You have to give the right price.
• 20:58
  And by the way, these details are some of the things that
• 21:00
  you're going to be able to use to build advancements.
• 21:04
  Remember we said advancements, If you ask the person what are
• 21:10
  you trying to pull and persons are pulling this and say it
• 21:14
  won't be suitable and the person 'cause you know Nigeria would
• 21:16
  like to argue, say look, does it really make a difference?
• 21:18
  Say look it also that oh, are you new in this business?
• 21:23
  OK, that's the reason why. Now, do you know anybody who is
• 21:25
  doing this business or do you know anybody who is a trucking
• 21:27
  mechanic? Go and speak to your trucking
• 21:29
  mechanic first. Let's talk again next week.
• 21:31
  Let's hear what the guy says. You see, that's an advancement.
• 21:37
  You're saying that this will not be adequate.
• 21:39
  The guy is saying, look, to hell with that, I think will be
• 21:41
  adequate. And you say, look, you know
• 21:42
  what, let's involve a third party.
• 21:44
  Go and talk to your mechanic. How about we talk again next
• 21:47
  week to see how far? OK, sure, no problem.
• 21:51
  So you can call the guy tomorrow.
• 21:52
  I'll be. Yeah, sure I can.
• 21:53
  OK, so that means like Wednesday morning, I can call you back and
• 21:56
  no Valhalla. No problem.
• 21:58
  OK, so Wednesday morning now we'll continue.
• 22:00
  We'll see whether this tractor head is suitable for you or not.
• 22:04
  Now, that's not a big advancement, but you know, it is
• 22:07
  some kind of advancement. It's better than nothing.
• 22:10
  It's better than hey, we go young, we go young, I'll be in
• 22:13
  touch, I'll be in touch. I'll be in touch is not good.
• 22:19
  If you're one of these guys or girls who used to think that oh
• 22:23
  was a lovely conversation, you know, blah, blah, blah.
• 22:25
  She said she'll be in touch. I'll be in touch is not good.
• 22:28
  Forget it doesn't matter anybody has told you before, I'll be in
• 22:31
  touch. It's not good.
• 22:34
  Then sometimes, like in this case, somebody comes in a
• 22:37
  specific model. Do you have the MDZ 5000?
• 22:42
  That's the people who just go straight into price.
• 22:45
  My own opinion, yeah, give a budget range, but you still have
• 22:48
  to ask questions. You are the pro in this.
• 22:51
  You're the one who has all the knowledge.
• 22:55
  You are the trucking expert. Whenever somebody comes with a
• 22:59
  fairly specific quote, ask why on MDC 5000.
• 23:05
  Well, that's that's quite specific, you know, why are you
• 23:07
  looking for that model? Ask.
• 23:10
  Oh, OK. Is it because it's similar to
• 23:12
  the fish that you're already using?
• 23:15
  You ask because for Abdul, we did a test run.
• 23:19
  I called one of his customers and I asked the question and the
• 23:22
  answer was rather interesting. The reason why the person wanted
• 23:25
  that particular model, I can't remember what the name of the
• 23:27
  model was, was just because the guy is based in the North and
• 23:32
  that is the model that all the mechanics in his locale know how
• 23:35
  to repair. That simple.
• 23:41
  I thought, you know, it was going to be a different kind of
• 23:43
  answer, but anyway. But you never know, so ask.
• 23:47
  In his own case, maintenance was the issue.
• 23:50
  He doesn't want to buy something that he cannot maintain, so he
• 23:54
  wants to buy the model that when he buys it, he can pick any
• 23:58
  mechanic in the city that's truck mechanic and they'll be
• 24:03
  able to repair it. So ask also ask.
• 24:08
  Oh, OK, the MDZ some some something.
• 24:10
  OK, yeah, that's, that's a good, it's a good recommendation.
• 24:14
  It's a it's a good, it's a good truck, very good truck.
• 24:17
  In fact, it's one of our top sellers in Nigeria and China.
• 24:21
  But I'm curious though, like why are you looking for the one in
• 24:23
  particular? Is there an exact feature that
• 24:25
  you're looking for? Is there an exact something that
• 24:28
  you're looking for? And then of course you ask the
• 24:31
  person why and the person can say, Oh yes, I want it because
• 24:36
  of anti lock breaking and something something anti lock
• 24:38
  breaking. Like why?
• 24:39
  Those are the problem. Like what's the problem?
• 24:41
  What kind of things do you pull? Have you guys been in close
• 24:44
  encounters before? Abby, you've had accident with
• 24:46
  your feet before. As in ask, ask is this a
• 24:54
  replacement truck? That's a good one.
• 24:56
  Also, it gives you a sense of who has been in the business for
• 25:01
  how long. Oh yeah, yeah, it's a
• 25:03
  replacement. Replacement truck.
• 25:05
  Oh, your first replacement? Oh no, no, no, no.
• 25:07
  I've been in the business for like 5 years.
• 25:08
  I've already bought like 3 models of this particular 1.
• 25:12
  You now know that you're talking to a seasoned person who's not a
• 25:14
  jam bite. Anyway, OK, this is 30 minutes.
• 25:21
  I guess I've stressed the point, so let me just bring you to a
• 25:24
  close here. We've spoken about speed to
• 25:30
  lead. We've spoken about confirming
• 25:32
  interest as best practices when you're trying to do your
• 25:37
  follow-ups. Remember, we're professionals
• 25:40
  here, so we only see a follow through and we only do follow
• 25:42
  through. And we've spoken about how we
• 25:44
  need to qualify and the questions that we need to ask.
• 25:51
  Some of you might be wondering, you know, why so many questions?
• 25:56
  I've said it before and I'm saying it again #1 so you can
• 26:00
  make the right recommendation and #2 so you can give an
• 26:03
  accurate price. But the side effect that people
• 26:07
  don't realise is the more that our customers talk, our
• 26:10
  potential customers talk, the more they like us.
• 26:15
  For most people, I repeat, some of you didn't get it.
• 26:20
  If I can get the other guy talking more and more and more,
• 26:24
  the more he will like me and the more he will build a sense of
• 26:29
  rapport with me because he has been talking to me.
• 26:34
  It's the same in business as in relationships.
• 26:40
  Somebody wants to buy a car. He's been talking to five
• 26:42
  people, but he has been having serious conversations with two
• 26:46
  of them. Person A, person B.
• 26:51
  Chances are he's buying from other person A or person B.
• 26:54
  That is where he has been having the longest conversations and
• 26:57
  where he has been most engaged and he has been talking the
• 26:59
  most. So I was going to give an
• 27:07
  example with relationships, but let me stop here before I say
• 27:09
  something incredibly sexist because I don't want to get
• 27:11
  cancelled. I'm still as I have a young
• 27:13
  podcast. So let me stay away from those
• 27:16
  sorts of issues for now. But just remember, the whole
• 27:23
  point of asking all these questions is not just that, but
• 27:26
  it gives us all the information that we need so that we can
• 27:29
  propose advancements or propose the next steps.
• 27:32
  You cannot propose the next step if you don't know anything.
• 27:36
  If somebody says do you have MDC 5000?
• 27:38
  Yes, we do. Can you send me a price list?
• 27:40
  I have sent it and I say OK, thank you.
• 27:44
  Like what kind of next step could I possibly propose?
• 27:50
  So engage in these conversations, get some
• 27:53
  information, you will now know the next step to propose.
• 27:58
  Then another thing to be mindful of.
• 28:02
  Lucia, the real estate professional asked me if it's OK
• 28:04
  to call twice daily. You can only call twice daily if
• 28:07
  you're in a simple sales scenario.
• 28:09
  Selling trucks is a complex sales scenario.
• 28:12
  Selling real estate is a complex sales scenario.
• 28:14
  Do not blow up anybody's phone twice a day.
• 28:16
  Don't. You'll become an irritant.
• 28:19
  Do not. If it's an emergency, then yeah,
• 28:22
  no problem. Like, oh Madam, we're about to
• 28:25
  ship and I need to confirm your address details.
• 28:28
  Now, now, now, hey, that's an emergency.
• 28:30
  Blow up somebody's phone because you need it.
• 28:33
  In fact, if the person sees 2 missed calls from you and then
• 28:35
  the text message is saying, Madam, we're about to ship your
• 28:37
  order, please confirm your address details for so, so, so
• 28:40
  and so. That's the reason why I was
• 28:41
  calling. And when will somebody be in
• 28:44
  your factory floor to receive a delivery?
• 28:46
  She'll pick up the phone and call you immediately.
• 28:48
  That's an emergency. So people in this situation, in
• 28:53
  Abdul situation, in Lucia's situation, you're selling
• 28:56
  expensive stuff, high end items. Do not call anybody twice a day.
• 28:59
  Please don't. Then another thing to note, be
• 29:03
  careful. This is not an interrogation.
• 29:07
  You don't have to ask all these questions in one sitting and you
• 29:11
  don't have to ask all these questions in the order that
• 29:13
  you've written them. So because you sat down with our
• 29:16
  GPT and you've come up with 15 questions, it doesn't mean that
• 29:18
  when you have somebody on the phone, you got to ask all 16
• 29:21
  questions. Right now.
• 29:23
  You can ask a couple, two or three, get you a reasonable
• 29:26
  point, schedule an advancement. When you're talking again, you
• 29:28
  can't continue. So somebody says, do you have
• 29:31
  MDZ 5000? Yes, I have MDZ 5000.
• 29:35
  We have the different models from 1998 to 2025.
• 29:38
  Which one would you be interested in?
• 29:40
  So, well, I'm not quite sure, but what are the prices?
• 29:43
  Sure, No problem. I can send you a price list.
• 29:46
  Is this your WhatsApp number? Yeah, this is OK.
• 29:48
  Just hang on. Let me just send it to you now.
• 29:50
  Abec, just give me one moment. Just stay there.
• 29:53
  Kim, while you don't see him, let me check WhatsApp.
• 29:56
  Oh, yeah, I can see. Yeah.
• 29:58
  So you can see that from 1998 to so, So, So the prices are from
• 30:01
  between this and this and this and that and that and that.
• 30:03
  So what do you think about that? It's kind of on the expensive
• 30:07
  side. My brother, you know, now Tinobu
• 30:10
  economy, you know, that's, that's, that's how things are
• 30:13
  nowadays. But you know, now that if you
• 30:17
  want something that is quality, it's just how it is.
• 30:19
  You know, you have to, you have to pay for it, say Kai, my
• 30:22
  brother is expensive. We negotiate, it's Nigeria now,
• 30:25
  you know, we negotiate everything now.
• 30:27
  That's, that's how it is. But by the way, self listening,
• 30:30
  what, what do you even need it for?
• 30:32
  And then you start talking about the guys business a little bit.
• 30:36
  I said OK, oh, you know what? OK, based on what it is that you
• 30:41
  have said, it's looking like this model, this model, this
• 30:44
  model might be suitable for your business, your foreman.
• 30:49
  What does your foreman think? So I don't know.
• 30:51
  I've not been discussing with my foreman.
• 30:54
  OK, how about we do it this way Now, is it possible that maybe
• 30:56
  you can put your foreman on call?
• 30:59
  Let's three of us. Let's talk later on in the
• 31:01
  evening, like around like at 8:00.
• 31:03
  What do you think? OK, sure, no problem, no
• 31:06
  problem. Because I had cause it would be
• 31:07
  nice if four man is there. Let's get 4 man's input.
• 31:11
  OK, I know Allah. So I'll send you a reminder like
• 31:14
  around that kind. 7:00 PM. Sure, that's OK.
• 31:17
  Yeah, that's OK. That's cool.
• 31:18
  See that's advancement and then well later and then you end the
• 31:23
  call. You asked a couple of questions.
• 31:26
  The remainder of the questions you don't have to ask all the 16
• 31:28
  now at our future conversation. Now you and him and his foreman
• 31:33
  or his production manager or his whatever, his factory manager,
• 31:36
  his floor manager, you will are now on call again 8 O clock
• 31:41
  later at night. The remaining 16 questions you
• 31:43
  cannot ask them. So it's not an interrogation.
• 31:46
  You don't have to finish all the questions today.
• 31:49
  So that's it. Well, one more thing please.
• 31:52
  I forgot to mention another reason why we lose track of why
• 31:55
  we drop the ball is too many of us are running business.
• 31:57
  We don't have CRM. CRM just means customer
• 32:00
  relationship management tool. This is a tool that helps us
• 32:03
  keep track. Who are we talking to?
• 32:05
  What are we discussing? What stage of the business
• 32:08
  relationship are we at? What are they supposed to do for
• 32:11
  me? What am I supposed to do for
• 32:12
  them? You know, things like that.
• 32:15
  So lots of us don't have proper CRM tools.
• 32:17
  I've made plenty of episodes around CRM, so no point in going
• 32:20
  into that. Now you can just use the search
• 32:24
  function in YouTube if you're listening in YouTube and you'll
• 32:26
  be able to find another of my episodes where I talk about the
• 32:30
  CRMS. So if you don't know what CRM
• 32:33
  is, you don't have one. You can start now using Google
• 32:38
  Calendar. So when you call somebody chief
• 32:41
  your hand or drop, you know somebody who's based maybe
• 32:43
  Maiduguri and he wants to use it to haul.
• 32:46
  I don't know. What do they make you Maiduguri?
• 32:48
  So OK, I don't know what they make you Maiduguri.
• 32:51
  Let me just say yams, they want to move yams from Maiduguri all
• 32:54
  the way to Lagos. By the way, Maiduguri people,
• 32:58
  I'm sorry, I don't know much about your place.
• 33:00
  It's just one of those things. This is a really big country,
• 33:03
  you know, we can't know everything about the country.
• 33:05
  So the Honda Hall yams from Maiduguri to Lagos.
• 33:13
  So you have the conversation, you discuss budget, range,
• 33:16
  everything. You have agreed that the next
• 33:18
  conversation is going to be Wednesday at 8:00 AM.
• 33:20
  By the time you're done going to Google Calendar, open it.
• 33:24
  You now see a plus sign at the bottom left hand side of your
• 33:26
  screen. Click on that plus it will show
• 33:28
  you the title or subject. So title or subject just put
• 33:32
  chief ahead natural. Then underneath it you will
• 33:35
  Showtime. You click on time and push the
• 33:37
  time for next week Wednesday at 9:00.
• 33:41
  Remember the meeting is for 10. Then underneath that you show
• 33:44
  details. You will now write it there.
• 33:47
  IBO trader Chief Ahenetra based in Maiduguri Yam supplies
• 33:53
  looking for tractor head wants to buy three models discussed
• 33:57
  MDZ 5000, MDZ 5005 and MDZ 6.2 Next call agenda discussed with
• 34:08
  Foreman. Once you do all of that, I now
• 34:11
  click on the tick sign or you now click on save.
• 34:14
  That's it. The reminder has now been set on
• 34:17
  your phone. You can go about your business.
• 34:20
  So it doesn't matter what you do, problems with the children
• 34:22
  at school or you're quarreling with your wife or whatever it
• 34:27
  is, on Wednesday your phone will do zip, zip at 9:00.
• 34:33
  You check in and say, oh, I'm supposed to call Chief here and
• 34:37
  I'll try back today. For a lot of us, that is how we
• 34:40
  drop the ball. We're not using CRM.
• 34:44
  So right now, if you say I beg CRM, I don't have money, I don't
• 34:48
  want to bother myself with new pieces of technology.
• 34:51
  No problem. Like I said when I was talking
• 34:54
  about AI, these tools are already on your phone.
• 34:56
  Google Phone is already on your phone, Apple Calendar.
• 34:59
  I say Google Phone, Google Calendar is already on your
• 35:01
  phone. Apple Calendar is already on
• 35:03
  your phone. Just use the thing.
• 35:07
  This way we can stay on top of it.
• 35:11
  For those of you who've been listening for a while, you
• 35:13
  remember the episode that I talk about.
• 35:15
  I spoke about where for the people in solar sales were
• 35:18
  talking to someone. It looked like this was a good
• 35:20
  thing. And I told one of the guys that
• 35:23
  look set this reminder. This is how we lose money.
• 35:26
  Of course, the guiding set reminder.
• 35:30
  And then one day casually, one of the sales people in the
• 35:36
  meeting said how far will that Lady in Port Arcot and I say,
• 35:39
  hey, is a lie. It's true.
• 35:42
  I said, I asked the guy, why didn't you set the reminder?
• 35:45
  Of course, all kinds of useless excuses.
• 35:50
  And then we pull up the file. Lo and behold, it was 3 weeks.
• 35:55
  The last time was supposed to have spoken.
• 35:56
  That was three weeks. We called and what the expert
• 35:59
  happened, She has bought from somebody else.
• 36:02
  Now it doesn't mean it would have she would have bought from
• 36:04
  us. But sometimes the challenges
• 36:06
  that we're facing in doing our follow through or our follow up
• 36:09
  is our own fault. And this is also one of the ways
• 36:12
  that we cause the problem. You're not using CRM.
• 36:14
  You're not setting reminders how you remember to call everybody
• 36:17
  back during the week. You're talking to about one or
• 36:21
  two strangers every day. By the end of the week, you've
• 36:24
  spoken to about 1415 people. How you remember who you're
• 36:27
  supposed to call back and when or what you're supposed to talk
• 36:30
  about. Get a CRM tool or just use
• 36:36
  whatever calendar you have on your phone to set reminders, to
• 36:42
  schedule appointments and to take notes about the customer
• 36:45
  details. And let me leave you here
• 36:47
  because this is already a 40 minute episode.
• 36:50
  So that's it. And that's all for today.
• 36:52
  Oh, look at me, I didn't introduce myself.
• 36:54
  My name is Tavishma Aide. I'm the host of the podcast.
• 36:56
  If you've been having fun so far, then subscribe on Spotify,
• 36:59
  YouTube, Apple so that you can take part in all these
• 37:03
  conversations. We have over 1200 episodes so
• 37:06
  far in whatever feed that you are currently listening to.
• 37:10
  If you'd love to connect with me, you can call send me a text
• 37:13
  message or a WhatsApp message on 08064662140.
• 37:20
  Thank you very much for your time and attention.
• 37:22
  I'll catch you guys some other time.