Latest / Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint / Closing the Deal: From Inspection to Agreement

Transcript

Closing the Deal: From Inspection to Agreement · Closing Sales in Nigeria - Sales For The Nigerian Business Person: The Sales and Marketing Blueprint

0:00
There are some Nigerian business people or sales people whose job
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involves showing off a physical site to a potential customer, to
0:10
a potential client. So for instance, if you're a
0:13
commercial leasing agent, somebody wants to lease an
0:17
office to you. There are times that you have to
0:20
call up the client, meet at the site and you have to walk them
0:24
through the property and try and figure out if this is going to
0:27
be a good office for them to lease.
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Now, sometimes you also have to do that online if you're a
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commercial leasing agent because it's not every single time that
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the customer can, you know, hop on a plane or drive down to
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wherever it is you are. So sometimes, especially for
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customers who are out of town a lot potential clients, you just,
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you know, take the bull by the horns.
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You go to the place, you RIP out your phone and then you walk
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them through on WhatsApp. Now, this kind of situation is
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not ideal, but you know that it's Our Daily Bread.
0:58
We have to move the deal forward somehow.
1:00
So there are some people not to close the deal, to advance the
1:04
agenda, to build the relationship, to do the whatever
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you have to show somebody a physical site.
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So today we're going to walk through some principles that you
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can use to guide how you're going to walk people through
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that physical site. Now, remember, the reason why
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this is important is because we're using this to build a
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relationship with somebody. We're using this to pursue an
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agenda with somebody. We're using this to close the
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deal with somebody. So this is going to relate to
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people like I said, commercial leasing agents or a real estate
1:36
agent or your property management property manager or
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you're a site selection consultant.
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Because there are people that let's say you're looking for a
1:46
warehouse. There are people that you can
1:47
call and say, oh boy, how far is this website?
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Is this warehouse going to be good for me?
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Is this going to be good for a factory site?
1:53
And then there's back when I was looking for trying to get my TV
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show, I spoke to someone who was a manager of a radio station
2:01
here in Nigeria, but who had a business on the side.
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And his business on the side was helping people select sites for
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radio stations and then to set up the radio station and to get
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it running. Now, until I met him, I didn't
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know that there are people who actually make a living during
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that. So yes, there are people who are
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site selection consultants even in Nigeria.
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And I told you that I'm not making this up.
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I met somebody who that is inside business.
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You want to start the radio, no problem.
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You go and talk to him and then he has to help you figure out
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where would be the best place to figure out to put your offices
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or the best place to put the tower or the best place to put
2:37
the satellite or the best place, you know, stuff like that.
2:40
So site selection consultants, then people who are involved in
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the architectural space. So you're a general contractor
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handing buildings, you're a foreman or you know, like I
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said, you're an architect. You have to walk people through
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a physical site, whether it's, you know, one-on-one boots on
2:57
ground or whether it's you just take your phone and you're
3:02
trying to do something on WhatsApp.
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Interior designers, you also have to do this as well.
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You know, he has he has the office, he has the space.
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We'll do it like this, we'll do it like this, we'll do it like
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that. That's part of the job.
3:13
Environmental consultants. Some of you think I'm making
3:16
stuff up, but I'm not. I'm surprised to find out that
3:19
one of my classmates who I thought was going to be a
3:21
brilliant physicist actually is an environmental consultant.
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You know, that's what he does. You start a business, you want
3:29
to open a factory somewhere, you want to, you know, do something
3:32
here, do something there. You need an environmental impact
3:35
assessment done. And he's the one who shows up to
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do that sort of thing. So of course, there are times
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when he's going to have to walk people through a site, you know,
3:41
physically as an organ. Follow me.
3:43
You see this pond, you see this, this, you see this thing, you
3:46
see this one. This is not the implication.
3:48
This is not the implication. So my classmate who's an
3:52
environmental consultant has to go and do that thing on site or
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worst case scenario, get a WhatsApp.
3:58
Sorry, you know, just do WhatsApp call or Skype call or
4:00
something and start walking people through event planners,
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venue managers, hotel and sales managers.
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The list is plenty. The reason why I'm just
4:09
listening it out is I'm just trying to tell you guys.
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Look, what we're going to talk about today is not theory.
4:15
It is something very practical. There are people who have to
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walk somebody through a physical site because they're going to
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close the deal. Now, the reason why we're doing
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this is because I just had an interaction this morning on
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behalf of my client. Now, let's call my client Chuck
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Norris. Now, not the real Chuck Norris,
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by the way. I'm just saying Chuck Norris
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because my client's name actually rhymes with Chuck
4:37
Norris. So if you're listening and your
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name, your name, sorry, excuse me, your name rhymes with Chuck
4:42
Norris, then it's you. So Chuck Norris, now, he's
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trying to hire someone who is going to be doing this kind of
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thing in his own business, somebody who's going to be
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walking potential customers through certain properties that
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they have to acquire later on, properties that they're going to
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buy, properties that they're going to lease, that they're
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going to rent or whatever. So he has already selected
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someone. And I told the guy that, look,
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before you do this thing, do a trial run.
5:10
Be sure that this babe is on point.
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Sorry that this guy is on point. The guy that they hired, he said
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no problem. So they did a trial run.
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And then based on the trial run, now it became clear that OK, we
5:21
need to actually train this person.
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And some of the things that Chuck Norris pointed out, and I
5:26
agree with him again, Chuck Norris is not my client's real
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name. Chuck Norris pointed out that
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the session started without any introduction.
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The session started without any pleasantries.
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The person was moving with the camera too fast and the person
5:39
didn't have any facts or figures handy.
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And yes, those are very cogent concerns.
5:44
So excuse me, I'm just recovering from a cold.
5:48
Trust more. You notice that sound better
5:50
now? So on this whole thing of no
5:53
introduction, if you are someone and you have to show off a
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physical site, you're a property manager, you're into interior
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decor, you're an architect, you're a general contractor,
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you're a foreman, you're a venue manager.
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You can just show up and then just start talking to people
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like that. At the very least you show up
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and you say who you are and you say what the agenda is for the
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day before you begin. So it's absolutely important.
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That is one principle that you have to adopt in case you are
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any you fall into any of these categories that I have listed.
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In case you are a real estate agent, commercial leasing agent,
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property manager, site selection consultant, architect, foreman,
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contractor, environmental consultant, interior decor,
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event planner, hotel sales manager, venue manager, Bubwe
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everything, at least show up and answer the question who are you?
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What is the agenda? You suppose do that one fest
6:48
fest. Then on the issue of
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pleasantries, very, very important.
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Now, some of us Nigerians want to be professional.
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So we'll go straight to the point.
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You suppose you know as in the more direct the better.
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But The thing is, even in the business context, people
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appreciate a certain level of rapport or a certain level of
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familiarity, if nothing else will make the whole thing less
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awkward and will make you much more approachable.
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And please, as a matter of growing your business, let's say
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you're an architect now or you're a contractor.
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If you're walking somebody through a site, all right,
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you're trying to close this deal.
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But because you came in on a very high professional level,
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the person feels as if you know, they can't approach you, they
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can't talk to you. If there's any problem, will you
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know, these are some of the ways that we lose the deal and we
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don't know. So these all things are
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pleasantry, rapport, commonality, familiarity,
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whatever it is that we call it very important because you guys
7:48
make you approachable. So if as an architect you're
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walking somebody through the site, we are very standoffish.
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If there's problem, they won't tell you.
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If they have question, they won't tell you.
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These are the kind of things where another architect can come
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and steal this contract, another contractor can come and win this
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award because you you are too standoffish.
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So I'm not saying you should show up and say, oh, how are
8:12
you? How is the wife?
8:14
How is the children? How is the this happy Sunday,
8:17
happy Easter, happy Valentine. No, we're not saying you should
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do any of that. But if you've been listening to
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the podcast for the length of time already have lots of
8:25
podcast episodes about how you build rapport and commonality
8:28
with someone and how you establish a certain level of
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familiarity. So when you're done listening to
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this podcast episode, just scroll back, look at the
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subjects. Eventually you find something
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around building rapport. Then of course, Chuck Norris,
8:44
again, not his real name. My client had the complaint
8:47
about the guy when he was using the camera.
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The camera was moving too fast. And then the person, they have
8:51
facts. After he goes, no problem.
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So I said, OK, no, I'll, I'll call up this guy and then we'll
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give him small training. So I called the guy that was
9:01
selected. Now, let's call the guy Kermit
9:03
the Frog. Now, I'm not abusing the guy to
9:05
say he's a frog. It's just that his name, Kermit
9:08
the Frog, rhymes with Kermit. And if you're a Nigerian, now
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you're wondering which kind of boy's name in Nigeria rhymes
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with Kermit. Don't worry.
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Just think hard. Eventually figure it out.
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That is a very popular name. So if you listen to this podcast
9:24
and you're wondering, ah, Kermit the Frog, is that me?
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Yep, it actually is you. So we Kermit the Frog.
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Now, again, not an insult. It's just that, you know, I grew
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up on Sesame Street, Fraggle Rock, you know, all those sorts
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of stuff. So, you know, Kermit the Frog,
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Miss Piggy, Gonzo, who again, all of those characters, them,
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all those Muppets, those are things I used to watch when I
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was growing up. So I just like Kermit the Frog.
9:48
So I've never forgotten him. So anyway, so now the guy, now
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Kermit the Frog, these are some of the principles that we
9:55
discussed. So I said, look, Kermit,
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Congrats, first of all, that Chuck Norris is hiring you.
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Cameron said no Allah. I said, OK, he's looking good.
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He's looking like you're going to end up being the person that
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they end up working with. Kermit said, OK, no Allah,
10:12
because number one, you're always on time.
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And that's one thing I appreciate about Kermit because
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Cambridge is on time. If you tell Kermit, look, our
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next meeting is Wednesday morning, 830 by 755.
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Cami, good on ping. You ping him.
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Good morning, Sir. You see the guy is on your toes.
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He's keeping you on like if the meeting doesn't hold, it is not
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because Kermit forgot. And that is one thing that
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Nigerian business people don't do well.
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So we should always do that, you know, so that our meetings
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don't, we don't miss meetings and things like that.
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So follow up messages, reminders, you know, things like
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that, notifications keeping, putting people on point.
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And of course Kermit is never late.
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So that was that was a good thing.
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So Kermit say thank you Sir, that's OK.
10:58
But you know, there's a couple of things you need to change
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first. He said OK, no problem that's
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OK, good. Now the first thing we need to
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do is before I started talking, I asked Kermit because I need to
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see how self aware Kermit is. I said OK Kermit that inspection
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that you did, He said Sir, that inspection that you did Sir, did
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you? How did you introduce yourself?
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So now Kermit, the guy in Mellow first the guy gentle.
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He said, actually Sir, to be honest I didn't introduce
11:24
myself. I said, I said very good.
11:27
I'm glad that you admitted. I said, you know, so I guess I
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should have introduced myself. I said fantastic, very good.
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So I told you, OK, good. Now in your own way, how would
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you have liked to introduce yourself?
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Now, assuming we're doing this thing again next time, whether
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it's a test or next time we're doing it with a live client, how
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you would like to introduce yourself?
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So Kemi said, well, I'd like to say my name.
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I am so, so, so, so, so, so, so the company blah, blah, blah,
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blah, blah. So OK, you know what, for the
11:57
purpose of this whatever, don't give your full name, just give
12:00
the first name because you also have to unlock with it.
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If you show up when I say my name is Ola Dimaji, Ola Gundrew
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or Lani Peku, you know, that's a lot.
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So thankfully speaking, it's your real name or that image or
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going Dimaji or Lani Peku. But it's a lot.
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We just want people to have an easy reference so that they can
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call us so that if there's anything, they'll just call us.
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So let's say, for instance, in your family, everybody calls you
12:25
Dimaji. You can just say morning, my
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name is Dimeji and today we're here for a hair, you see, or oh,
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good morning, my name is Oladimeji or Orlandic Baku.
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You can just call me Dimeji. Straightforward so that if
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there's anything the client can say orgadimeji, you said, you
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know, and then they bring you back on something.
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So just first name is OK for now.
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So introduction, just give your first name, that's all.
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Good morning. My name is Dimaji.
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Bam, that's all or good morning. I'm the fellow from so, so, so
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and so company who is going to be walking you through the
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property today. You can call me Dimaji if you
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have any questions, feel free to interrupt.
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There's not any problem. I'm here to serve.
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That's a very simple introduction.
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They now know who you are. They now know the company that
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you work for and they now know this is what we are doing here
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today. So any which way that suits that
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is sweet in your own mouth. You don't have to sound formal
13:28
like me. Any which way that is sweet in
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your own mouth, that's how you had to introduction morning.
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My name is Kermit. I'm from XYZ company.
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I'm the fellow that has been sent from the company to walk
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you through the property today. And I'm hoping that while we're
13:41
here today, we're going to be able to look at the five
13:45
different sections of this factory.
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And by the time we're done, I'm hoping that we'll be able to
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make a very objective assessment as to whether this is going to
13:54
be a good site for your factory or a good building for your
13:57
whatever, whatever, whatever, whatever.
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So are you OK with that, Sir? Of course, the other person will
14:02
say, yes, it's OK, Sir. So if you don't mind, shall we
14:05
begin? And the person will say, no
14:07
problem, young man, continue. So you see, introduction.
14:11
Very simple. Who are you?
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Where are you coming from? What's the agenda?
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This is my name. This is the company as we are
14:19
gathered here today. This is what we're going to do.
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Bam, introduction done and then continue.
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Then I also told Kermit that look, before you continue, you
14:30
are supposed to confirm one or two things before you start.
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First of all, confirm the identity of the person because
14:38
if you're supposed to be meeting with Olga Bata Pata himself that
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day, but Olga did not show Olga sent his PA.
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You need to know that it is APA that you are carrying the
14:52
inspection for because PA can only look and make one or two
14:56
impressions, but PA cannot say yes or no.
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PA, by the way, just means it's an acronym.
15:02
Also mean again, personal assistant, personal assistant,
15:05
executive assistant, you know, executive aid, you know, all
15:09
those sorts of things. So you need to confirm the
15:12
identity. Who am I talking to?
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You will determine what you will show and it will determine the
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level of, you know, how in depth you will go.
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So if you're in front of the main client, Gong Gong the auger
15:24
himself at the top, good. You can go all out and say you
15:30
will impress somebody on this inspection.
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But if it's just the PA, you know, that's a very superficial
15:35
something just to confirm one or two somethings and then try and
15:38
get advancement like, OK, how soon can we bring our guy back
15:42
into the equation? Or you're trying to figure out
15:44
the the executive assistant, the PA, you're trying to figure out
15:47
their level of authority. Because if OGA has deputized to
15:51
the PA and say, look, PA just go, anything you say will do,
15:57
you need to know. So confirm the identity of who
15:59
is there. And you also need to confirm the
16:01
specs, the specifications, the desires, the wants, the needs of
16:08
the person that we are talking to, because that is what is
16:11
going to determine, as we say in my church, determine that is
16:15
what we determine what we will show.
16:19
So you don't just meet somebody and I say, you know, introduce
16:23
yourself and then you begin the inspection.
16:25
Who is there? If there are two or three people
16:28
who are they get their name, you know, get the portfolio, get
16:35
the, you know, so if Olga is there and you recognize Olga, I
16:39
agreed, Olga very well. So, so I hope you don't mind me
16:41
asking Olga. I noticed that there's some
16:42
other people here. So oh, this is this is Judith,
16:47
my PA, and then this is Felix, my executive assistant.
16:50
Both of them are going to be with us.
16:52
They're going to be taking measurements and something
16:54
sometimes. Oh, OK, Sir, thank you.
16:56
At least now you know, so that when you're going along and
16:59
you're talking to Olga, showing him the site on a very high
17:03
level when he gets to some technical things, because you
17:07
know that Felix is there to take note of technical requirements.
17:10
You can slow things down for Felix, local Felix.
17:12
Have you noticed that you got all the figures that be it is
17:16
also so and so pounds per square inch, blah, blah, blah.
17:19
You know, all you people that show people physical properties.
17:22
You know all the big, big grammar that you need to talk,
17:25
you know, so we don't know. Start the inspection like that,
17:28
confirm the identity who is there, then confirm the specs.
17:32
We need to know the names of the people who are there.
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And this is where people like me fumble because me, I'm not good
17:37
with names at all. And it's something I need to
17:39
work on. But you know, because it's
17:41
somehow to say boss, you get a sister.
17:45
You know, after a while, we'll figure out that oh, the reason
17:47
why you're saying sister boss is because you know, you don't know
17:49
their name. So you need to do some work
17:51
there. Know people's name.
17:52
So you call them by name, you know, but I'm Judith Boss Felix,
17:56
you know, so their name. Then you also want to confirm
18:02
the purpose, the person that you're talking to or the people
18:05
that you're talking to. Now that you're at this site,
18:08
what purpose do they need this thing for?
18:12
Are they looking to rent something for office space?
18:14
Are they looking to rent it for factory space?
18:16
Are they looking to rent it for the use it for?
18:19
Maybe you're talking to people from MTN or Global Com or
18:22
whatever and they're looking for a new site so that they can put
18:25
up a, excuse me, a communications tower, something
18:29
like that. You need to know the purpose for
18:32
why we are gathered here today. So excuse me now.
18:36
The reason why we're going to do that is because that is what is
18:38
going to determine as the same by judge.
18:41
Determine what we'll show. OK, that's all.
18:44
Determine what we're going to show today.
18:46
Then you also need to try and figure out what some of the key
18:50
technical requirements are before you start this thing.
18:55
So hello Sir, glad to walk you through this today, blah blah
18:58
blah, you know, do the usual name company agenda.
19:02
It is my assumption that this factory that you want to set up
19:06
is a rice milling factory and that you're looking for
19:09
something that is going to be 250,000 square meter, you know,
19:12
200 hectares. Something something something,
19:14
you know, all those technical whatever because you're going to
19:18
be using several machines here. You're going to be using two
19:21
bagging machines, 3 filtering machines to solar, whatever,
19:28
whatever machine, you know, all this technical stuff.
19:32
Just ask on a general level, if Olga says yes, you're correct.
19:36
Good, you now know you can continue with this inspection
19:39
with your full chest. Like, yes, the people who I want
19:43
to be here, they're here. The thing that I'm going to show
19:46
them is fit for purpose won't be a waste of time.
19:48
Let us continue. Now, another reason why we
19:52
confirm identity and confirm the specifications before we begin
19:55
is because this is what gives us an opportunity to build rapport.
20:00
Remember that my client, Chuck Norris, Chuck Norris complained
20:02
that Kermit, the guy, the inspection officer, the guy just
20:07
went straight in, no pleasantry, no nothing.
20:10
So it is when you're talking to people, confirming name,
20:13
confirming purpose, confining typical requirements, that
20:15
there's opportunities for rapport, for commonality and so
20:18
from some familiarity. You know, person said, well,
20:22
this is my PA, this is my whatever Judith and Felix Sr.
20:29
OK, no works. But this Madame Judith as I'm
20:31
seeing, you know her face example is mom with your
20:33
daughter. Oh yes, Judith is my first
20:35
daughter. Oh wow, that is nicer.
20:38
I really like it when I see Nigerian entrepreneurs such as
20:43
yourself, Sir, who are bringing their children into the business
20:45
very, very early. Oh Sir, that thing really,
20:47
really inspires me. In fact, when I grow up, Sir, I
20:49
want to be like you. I have my children involved in
20:52
the business. A guy will laugh, ha ha, ha, ha,
20:54
ha, ha, ha, ha. You know, you don't build
20:57
familiarities much more. So it's when you're talking to
20:59
people, asking all these extra questions.
21:02
Now, opportunities for building rapport will show up.
21:06
All right, so this confirm identity, confirm specs or
21:10
whatnot, very, very, very important.
21:12
This is where you will get opportunities to build rapport.
21:15
Now as we were talking on this particular point, because I told
21:20
you I like Kermit, he's a correct guy.
21:22
Cambridge now pointed out one thing.
21:23
Cambridge now said if I want to begin audition on the video call
21:27
is not kind of too much. I said, Kermit, you know what,
21:30
you have a point. And so Kermit asked, what's the
21:34
best thing, Sir? And I said, look, this is what
21:36
me, I prefer. I would prefer that actually you
21:39
should have done this thing before we get to the site.
21:43
And Cameron said, Oh yes, that in fact, he was thinking he
21:46
wanted to as I was talking that he wants to do this thing.
21:49
Sorry about the noise in the background.
21:51
You know, I have my kids home because schools are currently on
21:54
holiday. So, so sorry about that.
21:57
You know, there will be some noise coming in through the
21:58
background. So Cameron said he would like to
22:02
do his own about a day before. See, there's no fixed time,
22:06
whether you do it a day before, a week before, an hour before, 3
22:10
hours before, 4 hours before, you know, whatever it is that is
22:12
practical. But yes, it will be a nice way
22:15
to do all of these things ahead of time.
22:17
Confirm the identity of people who are going to be on site, the
22:19
specs that they're working towards, you know, their names,
22:22
the purpose of the building, any technical requirements, any
22:25
other particular requirements, things like that.
22:27
So by the time you will arrive on site, whether you are
22:31
physical, everybody physical or you are the only one physical
22:35
and you're using WhatsApp to be showing them ups and downs,
22:37
WhatsApp video at least if I don't build some level of
22:41
familiarity, some level of comfort will make everything
22:43
nice, everything smooth. Nice.
22:45
Yes. You see this reason why I said I
22:46
like comments because the guy get initiative, very good
22:50
initiative in asking a question to figure out actually when
22:53
would be the best time to have this kind of conversation.
22:57
Now remember that my client Chuck Norris again not his real
23:01
name, Chuck Norris said, oh, for those of you who don't know,
23:04
Chuck Norris used to be there's some movies that we used to
23:07
watch back in the 80s. Yeah, back in the 80s, some old
23:13
film, action film, you know, Arnold Schwarzenegger, Chuck
23:16
Norris, Sylvester Stallone, Van Damme.
23:21
Who again? Billy.
23:23
Billy Ray. Is he Billy Ray Blanks?
23:26
Are he Billy Bo Banks or something?
23:28
Then who again? Bruce Lee, Michael Dudikov, As
23:35
in, you know, action film, you understand, shooting and then
23:40
fighting. What?
23:42
All those kind of action movies. My father hated those movies.
23:45
He thought they were too violent.
23:47
It's a good thing he's not alive today because my father can't
23:50
see. Some of the films that people
23:51
are watching nowadays will be like, what kind of madness is
23:53
this? So Chuck Norris was an action, a
23:56
martial artist and action action superhero star that we used to
24:01
watch back in those days. You know, Chuck Norris, them
24:04
Arnold Schwarzenegger, Commando Rambo, all of those, all of
24:07
those things and Predator, all those things.
24:10
So I know just in case you're wondering who's the Chuck
24:13
Norris, you know, very good stuff.
24:15
So if you go on YouTube and just type in Chuck Norris, I'm sure
24:18
you see some of the old movies. So just watch and enjoy
24:21
yourself. I know for those of you who are
24:23
Gen. Z now, you will laugh like I
24:25
can't believe people used to watch these things and no
24:27
problem back then. Those who are the ish like
24:30
anytime. In fact, Cynthia Rothrock, I
24:32
don't forgot Cynthia Rothrock, legend, Cynthia Rothrock.
24:37
Now the reason why she was legend is because, you know, all
24:39
the people have been calling are men.
24:40
Of course, Cynthia Rothrock is a is a woman and she had this move
24:44
where she used to keep people in the crotch.
24:45
In fact, my son saw one of those Movies Now and he was like, does
24:49
she have to do that all the time?
24:50
That looks very painful. Anyway, where was I?
24:55
So Chuck Norris now my client, he said that the video started
24:58
too quick. So this is what I told Kermit
25:02
the inspection officer, again, not his real name.
25:04
So I told him Kermit. Now Kermit, this is what we're
25:06
going to do. Whenever you're showing people
25:11
your property, whether they are in person or whether this thing
25:15
is online, like you, you're in person.
25:16
The other person is online. As you, they progress as you are
25:20
showing them things one by one, by one, step by step.
25:23
You suppose they give feedback on features that you're showing
25:27
them, and then you dwell on places where people seem to be
25:32
interested. They now get confirmation.
25:35
So let me repeat the whole process.
25:37
So I told Kermit that this is what you do as you're walking
25:40
through somebody on the site. What you do is you'll be getting
25:43
feedback as you're moving along. At my own point, when you notice
25:47
that somebody looks like they're interested on something, you
25:49
dwell there. You hang the video where people
25:52
are walking. You stop walking at that point
25:55
so that you can be asking them more questions based on that
25:58
particular feature. You're trying to get some
26:01
confirmation whether they like, whether they don't like, if they
26:06
like this something you as a salesperson, you're making a
26:09
mental note of either. OK, they like this one, they
26:12
like this one, they like this one, they like this one.
26:14
At the end of the presentation, those are the ones you'll be
26:17
emphasizing the things that they said they like.
26:20
Then you also been taking notes and they don't like this one.
26:23
They don't like this one, they don't like this one.
26:24
This is what will help you at the end of the time to realize
26:26
that you know what, let me know if we'll try and close the deal.
26:29
Because based on all these whatever we looked at 10
26:33
different things, seven of them or guy clearly doesn't like them
26:36
or this one is not a good is not a good deal.
26:40
Let me take them to a new site. So I didn't tell Kermit move
26:44
faster or move slower. I just said no, that as you're
26:47
walking through be getting feedback based on the feedback,
26:50
you know when you will dwell on something.
26:52
To dwell just means you you sit down there for a while, OK, you
26:57
dwell on it then be asking them more questions to confirm
27:00
whether they're interested or not.
27:02
Now the good thing about this is the client will now be
27:04
influencing the pace because you'll get this on places and
27:07
the client will be like although I already know about this, let's
27:09
move. The client says I original about
27:11
this, let's move. Why would you insist on staying
27:13
there for 5 minutes and giving your presentation?
27:16
Client don't talk, say you know he knows it.
27:18
So OK more to go then the place that the client says really you
27:23
don't mean it. Are you sure?
27:25
Good. That is the place where you stop
27:27
and then you dwell. You now be asking more questions
27:30
and then you gain some confirmation.
27:32
So I told Herman, this is what you do.
27:33
You'll be walking around and you say, oh Sir, based on our last
27:36
discussion over on WhatsApp, you said you are looking for blah,
27:39
blah, blah, blah, blah, blah, blah and it's going to be a rice
27:42
factory. And because of that you're going
27:44
to need 3 packaging machines and then this and this and this.
27:47
Sir, for this building, have you noticed this particular section,
27:52
these columns that are marked B1, X2 and Z3?
27:57
I think that there might be good places where you can put your
28:00
something, something, something, something.
28:02
Sir, would this suit the layout that you have in mind?
28:07
And then you ask. So if it's a physical something
28:10
at that point to ask that question, I'd be talking all
28:13
these grammar you would have stopped.
28:15
And as you're pointing to the columns column B12X3 and Z10 or
28:19
guy has to actually look at those columns and to start doing
28:23
some small mathematics in his head whether this thing is good
28:26
or that thing is no good. You see, you're getting some
28:28
feedback. You're dwelling on something.
28:30
You're not asking for some confirmation.
28:33
If at that point Olga says this factory is wonderful, but this
28:37
particular place, especially these columns is not going to
28:39
work here, here, work well here. How about the columns on the far
28:43
eastern part of the of the plot of land?
28:46
And we tried that. Whatever instead you see now
28:48
Olga is influencing the pace, the client is getting vested in
28:53
the process you are beginning to see and beginning to feel,
28:58
beginning to source out, beginning to figure out exactly
29:02
what it is they like and what it is that they don't like.
29:06
You see. So it's not just, it's not even
29:07
a matter of speed, move fast or move slow.
29:09
No, as you're walking people through, like I said, be getting
29:13
feedback, dwell on some places, try and get some confirmation.
29:18
Then you'll be moving forward. Now this is 1 missing part of
29:23
the process. I know some of you who are
29:25
listening us of the podcast, you'd be tired of me saying
29:28
this. But the reason why I say this
29:29
again and again and again is because it's very important and
29:32
because lots of business people, Nigerian business people miss
29:36
out on this step. And also because that's some
29:40
people who are listening for the first time I saw they've never
29:42
heard about it. Lots of times people do physical
29:47
inspections or site inspections. Let me repeat, those of you who
29:51
are real estate agents, commercial leasing agents,
29:54
property manager, site selection consultant, you're showing
29:57
people warehouse or factory site, You're a general
30:00
contractor, you're a foreman, you're an architect, you're
30:02
doing interior design, you're an environmental consultant, you're
30:05
a venue manager, hotel sales manager, event planner.
30:08
This is where a lot of you mess up.
30:11
You show somebody a place and then you say, OK Sir, that's it.
30:16
I just wanted to show you the I just wanted to show you the
30:19
property. Thank you very much, Sir.
30:21
And then you keep quiet At that point, what the man will say or
30:25
what the woman will say most likely do say.
30:28
OK, thanks. I'll be in touch now.
30:32
The moment you hear I'll be in touch, just know that there's a
30:34
problem because from I'll be in touch.
30:37
What will happen is don't miss one or two of your phone calls.
30:40
Don't respond to e-mail after they start ghosting you.
30:43
And you'll be wondering what happened.
30:46
I thought we had fun. We laughed.
30:49
I did everything Tavishima said. That's my name, by the way.
30:52
Tavishima, you do. I'm the host of the podcast.
30:54
I'm a former lawyer now, business consultant.
30:58
So you say I did everything I had on the podcast.
31:00
Things were going great. Why is this guy now ghosting me?
31:03
Why is Madame now ghosting me? Now, the reason why the guy is
31:07
ghosting you or Madame is ghosting you is because you
31:10
didn't secure any advancement. An advancement is when two
31:14
people, two or more people mutually agree that this is what
31:18
we're going to do next. Whenever people agree this is
31:22
our next step, the chancing of ghosting becomes low.
31:27
I'm not saying ghosting will reduce.
31:30
Ghosting is a fact of life. You will never be able to reduce
31:32
ghosting. Everybody gets ghosted.
31:34
It's normal. Even God people ghost God.
31:37
People ghost God. God wants to spend time with
31:40
you. He wants to get to know you.
31:41
He wants to get to love you, you know, once you get to build a
31:44
relationship with you, but you ghost God.
31:46
So it happens. Everybody gets ghosted, even
31:49
God, even the devil, everybody gets ghosted.
31:52
So you can't reduce ghosting. Sorry, you cannot eliminate
31:55
ghosting. You can just reduce it.
31:56
So whenever people when you get an advancement, you agree that
32:01
this is the next step, the level of ghosting goes down.
32:04
So what you do, again, listen carefully after the side visit
32:08
is so, so any questions you hear what questions they have to say,
32:13
where you can answer, you answer.
32:15
Then you will not ask one important question.
32:17
You say, Sir, is there anything stopping us from moving on to
32:21
the next stage? You ask and then you hear
32:25
because sometimes there are some question marks in the process.
32:27
You just didn't figure it out because at this stage, a guy who
32:31
is there can say, I love it. However, I don't make any
32:36
decision involving big money like this without consulting my
32:38
wife. So I need to bring my wife on
32:40
board. Now the fact that you ask this
32:43
question that is there anything stopping on from moving to the
32:46
next stage? And August said I need you to
32:47
talk with my wife. Good.
32:49
At least you now know what the problem was and you can now
32:53
figure out a way to get Madame involved in the process.
32:59
So that is why questions like this is there anything stopping
33:02
us from moving on to the next stage is a very important
33:05
question to ask. Now, next after that, there are
33:10
two things you can do. Number one is you can now ask
33:13
Olga, what would you like for us to do next?
33:16
The reason why I'm telling you this question is because I just
33:19
want to give you all the options.
33:21
But honestly speaking, I hate this kind of question where you
33:25
put it in the other person's, in the other person's hand.
33:29
When you put it in their hand, they can give you an answer you
33:31
don't like. You can say, OK, Olga, what
33:33
would you like us to do next? And Olga can say, you know what,
33:36
let's talk again in six months. If Olga say let's talk again in
33:40
six months or more, a serious problem.
33:43
Serious problem. We did the site inspection.
33:46
Now it looks as if everything is going well.
33:48
You say OK, what would you like to do next?
33:50
OK, say let's talk again in six months.
33:51
Aye, in six months, man, anything can happen.
33:54
So what I do is I prefer to recommend the next step and then
34:01
try and get some feedback. So what I will do is so Sir, any
34:05
questions? Talk, talk, talk, talk, talk,
34:08
talk, talk. OK, so based on everything we've
34:10
set aside, looks like you like this place, right?
34:13
Oh, yeah, Yeah. Place looks OK.
34:15
All right, Sir. So is there anything stopping us
34:18
from moving to the next stage? I say, well, to be honest, I
34:21
can't really think of anything. Then what I will now say is so
34:25
Sir, what I recommend next, since there's no encumbrance, I
34:30
recommend that we do XYZ and we do it by ABC date and time.
34:36
Is that OK by you, Sir? And then wait.
34:37
And then I hear what Olga has to say.
34:40
So if you are a real estate agent, commercial leasing agent,
34:45
whatever, and you've worked or got through the whole place and
34:49
you say Olga, any questions? Olga says no.
34:52
So, so Olga, anything stopping us from moving on to the next
34:55
stage? Can't think of anything.
34:57
The place is looking OK. It's OK Sir.
34:59
What I recommend next is we come to the office so that you sit
35:05
down with our property leasing manager.
35:12
You come by Monday 10 AM so that we can start drawing up the
35:17
paperwork. Is that OK by you, Sir?
35:19
Now you hear what Oga has to say.
35:24
So if you are an environmental consultant, you're a general
35:30
contractor, you're an architect, you're the venue manager, you
35:32
know, it's, it's the same process.
35:35
Any questions? OK, cool.
35:37
Is there anything stopping us from moving ahead?
35:38
All right, no problem. In that case, what I recommend
35:42
is, or in that case, Madam, what I recommend is we do this, this,
35:45
this and we do it by so, so, so and so did.
35:48
Is that OK by you? Is that fine by you?
35:51
Of course, in most cases will not be fine for Orga or for
35:55
Madam, because of course you know they have their own
35:57
schedule. So that is how you guys will
35:59
start talking dates back and forth.
36:00
So Oh no, I'm travelling. I'll be no more here by
36:03
Wednesday and I'm not coming back until April 4th.
36:06
OK, April 4th works. April 4th works for us.
36:10
What time Sir? I'm not sure.
36:13
My flight lands in the morning. Oh, so in that case, I'm sure
36:17
you'd need some time to rest. So how about I call you on the
36:20
5th and we can look at morning time?
36:22
Yes, morning works very well. In fact, you know what, let's
36:25
not stress you. I will come with property
36:27
manager. We will come to your own office
36:30
with the paperwork and then do everything there.
36:32
How does that sound, Sir? Oh, fantastic.
36:33
Very fine. Then you now end that meeting.
36:37
You will have agreed that the next step is what did I say?
36:42
No, did I say, what did I say? April 5th and April 5th is when
36:46
the meeting is going to happen. You will have agreed.
36:50
They now say OK, Oh, in that case, since we're going to be
36:53
seen on the 5th, if you don't mind, I'm going to ping you a
36:55
reminder on the 3rd just to be sure we're still on course.
36:58
So sure, no problem. That's it.
37:00
You end the meeting. That is an advancement.
37:04
Now, when you do that, you reduce the odds that ghosting
37:09
will happen in the future. But please, for those releasing
37:12
the podcast for the first time and we're going to try this, I
37:15
will get disappointed. Please just note that not
37:17
everything works 100% of the time and everybody gets ghosted.
37:21
Everybody gets ghosted. Everyone.
37:25
I can assure you today somebody's this is probably
37:27
ghosting down with the as we're talking, he's probably trying to
37:30
have a meeting with someone. And the person is, you know,
37:32
important to try and close something relating to the, to
37:37
the what's it called to the port that he's trying to open into
37:40
Napa. So not in Napa, you know, in
37:42
gosh, where is it Rivers State or whatever he wants to open
37:45
this port. I can assure you that somebody's
37:48
ghosting down with you right now.
37:50
Or I can assure you that somebody is trying to get
37:53
something from down with you and the person is trying to secure a
37:54
meeting from down with you and down with you is ghosting that
37:57
person. So these things happen.
37:58
In fact, I was watching the video a while back where Bill
38:02
Gates was talking about how he likes down with you because
38:06
those one time he was trying to come into Niger and he wanted
38:09
that Bill Gates was trying to do some things with some state
38:11
governments and he wasn't able to make any progress.
38:14
In fact, let me repeat. So you people, we will digest
38:17
what I just said. Bill Gates himself coming into
38:21
Niger because he wants to do 1 to run one or two things and
38:24
Bill Gates could not get meetings with state governors.
38:27
Let me repeat again, in case you didn't catch it, even Bill
38:30
Gates, people are ghosting Bill Gates.
38:34
If then it goes Bill Gates, then who are you?
38:36
All of us to get ghosted? It's just normal.
38:38
So Bill Gates in that video was talking about how he lost down
38:41
with it because he said the moment he landed on ground and
38:44
then he called down with it and he said, bro, I did try link up
38:49
with so, so, so and so and nowadays, Oh, no problem.
38:52
Now. Now my guys that down with a
38:53
just pull off his phone, one or two calls, next thing
38:56
appointment and then done with it.
38:58
So where I'm more they go and that was it.
39:00
That's how Big Gates was able to get access to some governors.
39:04
So to put it in perspective, nothing works 100% all the time.
39:07
Everybody gets ghosting, ghosting ghost.
39:10
I mean, sorry, ghosted. Ghosting is the normal part of
39:12
life. So just take it like that.
39:14
But these are some of the things that we can do to reduce
39:16
ghosting. So for this particular episode
39:19
today, this is what you can do if part of your job, part of
39:24
your business involves you showing people around physical
39:27
sites. Again, commercial leasing
39:30
agents, a property manager, a real estate agents, a site
39:33
selection consultant, warehouse facility manager, factory site
39:37
manager, your general contractor, you're a foreman and
39:40
architect, your interior designer, environmental
39:42
consultant, event planner, venue manager, hotel sales manager, on
39:45
and on and on and on and on. So this is the process.
39:48
This is how you walk people through a site.
39:50
This is how you make an effective, well, I say so I call
39:54
it inspection. I'll be presentation.
39:56
Well, anyway, whatever it is you call it, this is how you make an
39:59
effective inspection and this is how you keep the deal moving.
40:04
So if you're listening to the broadcast for the first time,
40:07
you fall into any of these career sets and you would love
40:10
to connect with me because maybe, you know, you're in the
40:13
middle of a project and the team don't hook.
40:15
You want to see how you can unwind this thing, then give me
40:18
a call, send me a text message or a WhatsApp message.
40:20
Let's connect on 08064662140. Now, even if you don't need
40:27
anything from me, but you just want to be a part of my new
40:31
WhatsApp channel, let me know. Somebody has already requested
40:35
for the link today and I've already shared it with him.
40:37
So you just shoot me a message. Just let me know.
40:39
I'll put you on the WhatsApp channel so that whenever I'm
40:44
putting up any new episodes or I have any valuable snippets that
40:50
just want to drop in WhatsApp, you can just go there and have a
40:53
look. So that's it.
40:54
And that's all for today. Thank you very much for
40:56
listening. I will catch you all some other
40:57
time and I hope I've been able to provide value to someone
41:00
today. So if this is your first time
41:02
listening to the podcast, please subscribe.
41:05
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41:09
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41:11
connect with me, you can call send me a text message or
41:13
WhatsApp message 108064662140. I'll catch you guys later.