Close the Deal Faster

Hello and welcome to the show. Today we're not going to be tackling a listener question. We're going to be looking at a list of topics that I think are important that we have to go through. And then after I'm done with this particular batch, then I'll go back to the listener questions or the audience questions from my live coaching sessions. And so today, the topic that I think we ought to be looking at is how to shorten your sales cycle.

So First off, let's define what the sales cycle is. For those of us who are newbies and have never heard of the term before or are not familiar with what would I say who have no idea what the sales cycle is supposed to be? So basically a sales cycle is the amount of time that happens in between when your customer says hello or good morning and all the way through when you say thank you very much for your order or when the customer makes a deposit, a payment, a transfer or the issuer purchase order or whatever.

So that gap in between the moment when you first meet the customer and the time when the customer puts money in your account, that is what we call a sales cycle. Now, all situations, all sales situations have a typical sales cycle. So it will be a good idea to know what is typical in your own industry because it's a sign sometimes when things are going good or when things are going bad. So let's say you're in the wedding photography space.

I've been out of touch, so I have no idea what the sales cycle is supposed to be, but let's say a month or two is supposed to be. And the typical sales cycle for a wedding photographer, if you're with a client and you're spending 3-4 months, then it's a sign maybe that something isn't going all well. So that's the whole idea behind the sales cycle. So just like yesterday's episode where we spoke about, OK, I can't remember what we spoke about yesterday, but gosh, what was it?

How to get your closing? What was it? Closing ratios, I can't remember the exact time, whether we used the closing ratios or closing percentages or things like that. But if you have a sense of what the closing percentages, closing ratios are, it gives you a sense of how well you're doing relative to the market, relative to the industry, relative to your mates, relative to the competition. And so it's the same thing. Let's get a sense of what the typical sales cycle is so we know if we're doing well or if we're doing poorly.

So if the sales cycle for your industry is 3 months and you're spending 5-6 months with a customer, then you are spending way too much time. But then again, if a sales cycle, if a typical sales cycle in your industry is maybe three months and you are doing 1 1/2, then you know that means you're running a very tight ship. You're able to get to the Coco of the matter and seal the deal very quickly. So all sales situations have a typical sales cycle.

And what determines what the sales cycle is? It depends. I've already mentioned a number of factors, you know, the industry, the commodity, you know, things like that. But the way that I would ask that we look about these sorts of things and whether we're dealing with a simple sales cycle or a complex sales scenario cycle, context, whatever. So those are the things that will give you a sense of what the typical sales cycle is like.

So for my favorite commodity, Agusi. So your wife sent you to the market to go and buy egusi. For those of us who are married and egusi is a commodity, common market commodity, it's a, for those of you who are not Nigerian, egusi is a, what do we call it? It's an ingredient. It's not a spice. It's an ingredient for making soup. It's made out of watermelon seeds. So that's a common market commodity in this part of the world.

And the sales cycle here was a couple of minutes flat. That's because you get to the market and you say, oh, Madam, how now? And she says, oh, customer, how you doing now? How's Madam? How's the children? I said everything is fine, though, how we thank God. And then he said, Madam, you get a Gucci. And then she was like, yes, I have a Gucci, how many cups, blah, blah, blah. You guys start to haggle. Then you pay some pleasantries,

greet your husband, take care of the children and then you leave. So that is a sales cycle and that one is a couple of minutes flat. If you spend 10 minutes there, 20 minutes there, it's a sign to the woman who sells a Gucci that something is terribly wrong here. This young man doesn't want to buy a Gucci. He has come here, he's just making small talk. He's taking up my time. I can't pay attention to other people. So when the sales cycle is going long, it's a sign that something is going on, which is the reason why market traders in this sort of scenario, by the time you're hanging around for close to 10

minutes, you know, they quickly just, I mean, they just tell you, look, are you buying or not? If you're not buying, can you please leave, let somebody else come out open market. So yeah, so that's it, sales cycle for a Gucci a couple of minutes now. OK, for those of you who are new to the show, what is a simple sales scenario? So I've used a Gucci and yes, you understand because it kind of makes sense. But it will be nice to know the things that make up a simple sales scenario or a complex sales scenario or a complex sale context so that for your own industry or for your situation,

you can figure out what it is that is going on. So a simple sale scenario involves low cost items, typically commodities. So Agusi is a commodity. It's a low cost, well, relatively low cost since a couple of Agusi now is about 3K or something as at the time of this recording. So hopefully in the future maybe the figure goes down or maybe you're we never know. OK, yes, so it's a low cost item. It's a commodity for a simple self scenario.

The thing also has to be a simple good or a simple service. Go see. It's simple to comprehend. It's not complex. It's there. You can see it. If it's good, you can see it. It's nice and white and dry or creamy and dry. If it's bad, it looks wet and looks moldy and you know, it's just there, you can see it, you can touch it, field in your fingers, maybe throw on a few of the seeds in your mouth to see whether they taste good or not.

You know, so my mother-in-law do that as you take the seed and pop it into your mouth. But yeah, don't do that. I don't believe in eating raw food. Then the number of decisions, decision makers that are involved in the simple sales scenarios are few. So maybe one or two. In this case. Wifey says can you please go to the market and buy a goosey? I want 2 cups. I get there. The market woman is negotiating with me only, so she's only talking to one decision maker.

And then in these sorts of things, relationship building is not important. So I can go and buy from this woman today if I don't like the way she smiles at me or if I don't think she's clean or whatever, if I think the price is cheaper someplace else, I'll just move to another person and buy from that person. Relationship building not important. So these are the kinds of things that determine whether the sales scenario is simple, while complex sales scenarios are the opposite.

So complex sales scenarios have longer sales cycles and complex sales scenarios are, well, like I said, they are complex. They're not as simple as a car. What else? Money. They typically cost more than what else we mentioned, complexity, money, OK, relationships. In this case, the need for maintaining a relationship is usually much more important than that. So let me go back to my favorite example. So usually I say, excuse me,

Usually I say a Gucci and then I say cars. So a car, some people might say a car is not a complex sale, but you know, simplicity and complexity are relative. Sorry, excuse me. So a car relative to a Gucci is a complex sale, but buying a car relative to buying a private jet, for instance, you know, you can now say that the car is a simple sale and the jet is a complex sale. So there's a relativity to the scale of things.

So let's not get fixated on whether this is a simple or a complex whatever, because usually it's relative to who you are, where you're coming from, you know, things like that. So in relation to a car, sorry, in relation to selling a Gucci, a car definitely is much more complex. So yeah, so for car sales, maintaining relationship is important because I buy the car. If there's any problem, I want to be able to go and Jack the person who sold me the car to say, look, you're an you're a thief, you sold me this, blah,

blah, blah. Or if I need after sales service, things like that, it would be good to have that person on speed dial so I can call the person up if there are any problems. So the importance of maintaining, maintaining a relationship really, really important there. So our complex sales scenarios have longer sales cycles, simple sales scenario, short sales cycles, complex sales scenario, longer sales cycle. So the car is more complex than Egusi.

Egusi can be done in a few minutes, but the car, the car sales cycle, can that be done in a few minutes? The answer is no, because this is what happens at least right now. At the time of this recording in Abuja, people check up the Instagram handle of the dealer. And by the way, this really surprised me because back when I got my first car, yeah, Instagram was a thing, but I didn't know that people bought cars on Instagram.

So what I did, me and my brother was in Lagos. Then we actually went to a couple of dealers. We started off on a Wallowar Rd. a Wallowar Rd. leads into leads into Ikeja, hooked up with Allen Ave. So there's some dealers on Wallowar Road. So we tried a Wallowar Road and then we went through, what's this place? Is it Aggadingb? We went through Aggadingb and then we got to this place that is close to on the way to Ojodubega.

So there are a couple of dealers there as well. So basically we just checked out those places, saw the cars, and that's how we started. But I'm surprised to find out that we have people who sell cars now and they're superstar salespeople and car people have Instagram handles, excuse me, Instagram handles with hundreds and thousands of followers. And So what happens is that now people check the Instagram handle first, they see a few things that maybe they like,

then they now call or they chat the person, you know, WhatsApp for models, availability, things like that. Then they visit the car lot the first time. Maybe they come with a trusted friend or a family member. Like for me, I was with my brother and my brother-in-law or the chap who would become my brother-in-law, and we ended up buying the car through my brother in law's guy. So because I'm not really a car person, so I need people who have more knowledge, more experience, Then let's see.

So you come with a family member, a trusted friend. You look at several models, you know, you don't decide on anything. You go home and you think about it for a bit. You come back a second time, this time maybe with a trusted mechanic. You know, for me, the second time I came back was your Mum C's driver. And because of course Mum C's driver knows a whole lot more about cars than me and my brother-in-law and my brother who came back with Mum C's driver.

You know, then maybe you do a test drive or one or two models, you know, you figure something that you like and then you have some preliminary price haggling, blah, blah, blah. Just get some expectations and then you go home and then you come back again, this time with a mechanic for a second opinion, which is what I did after mom sees driver and I came back with a mechanic. Have a look around, you know, test drive again, you know,

quote haggle. You know, your driver, your mechanic will point out some things that oh, this battery is old. We'll have to get new batteries or the tires at the back have chopped so we'll need new tires or there's no, there's no Jack in the back. We need Jack. There's no spare tire. You know, you haggle up and down things like that. Questions, warranties, the car usage and history. Where did this one come from? This one is from Kotunu.

Oh, this one is Nigeria fairly used or this one is imported Canada? Is it accidental blah, blah, blah and all those sorts of things. So you can see that for the car sales, there's plenty of Gocom, there's plenty of back and forth. There's plenty of haggle, haggle. There's plenty of my brother-in-law, my mom, my sister, my driver, my wife, my dispersing, my mechanic. Some people will even come with two or three mechanics, come with mechanic this week,

mechanic next week, mechanic the week after that. So you can see that for the car sales, it's more complex. Car sales, chances are this thing is not going to be closed in a couple of minutes. It's probably going to be two weeks, 3 weeks, maybe one month, maybe even two months. Excuse me, It depends. So the time between somebody hitting you up on your Instagram handle, if you sell cars, the time between somebody saying,

good morning, son, do you guys have Honda Civic 2024 model? So let's say that starts the conversation and then everything ends when the person transfers the deposit to your account. So you can see that the sales cycle, the time between A&B could be two to three weeks, maybe a month or maybe two. So today's question about sales cycle, essentially we're just trying to figure out how do we make sure that sales don't take so long.

That's the whole thing about sales cycle that we're talking about in this question. To shorten the sales cycle just means we're trying to limit the story, trying to limit the Durante to try and limit all the talk, talk, talk, talk, talk. Because if it's possible for you to start the conversation now with someone and sell your car in two weeks, it'll profit you to sell in two weeks instead of selling it in one month. Because if you're taking one,

one month to sell your cars, you have inventory that is sitting and is wasting time. But if you're good and you're able to offload this thing 222 weeks and you're moving inventory, it's also good. Your business is becoming much more profitable. And that's the difference between selling 20 cars at the end of the year and maybe selling 35 cars. So we can't cement sales professionals. We're always wondering if there's something we can do here and there to shorten up the sales cycle.

So if we've been doing 3, three weeks for four weeks, let's see if we can do this thing in two weeks. If we can do it in two weeks, we can move inventory, we can make our money back quick, quick, we can increase our profit margins, we can increase our profits because we've been doing more cycles. So that's the central thing that we're looking at in today's episode. How do we make sure that sales don't take so long? The answer is simple.

Well, simple ish, because you can boil it down to a couple of elements, but there are a few things. One, we need to take initiative of the sales process. If you noticed what I said with the car example, as it happened to me, me doing the buying and if you're a car salesperson, you realize that a lot of times as a seller taking the initiative. So nobody was rushing me. I was doing things on my own time. When I was ready to come with my brother, I came with my brother.

When I was ready to shop with my inlaw, I came with my inlaw. When I was ready to come with mum sees driver, I came with mum sees driver. When I was ready to come with mechanic number one, I came with mechanic one. When I was ready to come with mechanic two, I came with mechanic two. I was taking my time. Nobody rushed me. I was in control. Well, that is not a bad thing. It's kind of bad for you, the salesperson. It's not that we should rush anybody, but we should try and take initiative of the sales process and make sure make sure that we are expediting the process, making thing move forward as quickly as possible or as reasonably as possible.

If something can be done in one month, there's no reason why we should take two months to do it. So if somebody says how to call mechanic #1 then we should try and see how we can make mechanic number one visit occur in three days rather than living it up to the person. And then the person takes two weeks before they come back with mechanic #1. So take initiative. First thing you need to do #2 spend time on needs analysis.

When I came to buy my car, nobody was spending time in needs analysis. It was more or less what have you seen, What do you like? Are you interested? Do you want to buy? That was the process, pretty much. So nobody spending time it needs analysis. We're going to figure out why it needs analysis is important. Then we also have to learn how to ask direct questions around time expectations. If we know what the time expectations are, we're going to know how we can move the deal forward, you know, sharp, sharp,

sharp. And of course, nobody asked me directions about time expectations, but actually I was getting ready to move to Abuja. And if I could have gotten the car before moving so I could drive the car down, that would have been good. That would have been really helpful. But of course, nobody knew this and nobody took me to task on that. And so, I mean, that didn't happen. So now let's go back to the car example. Now, if you leave it up to the customer, just like it happened with me, you will see that the customer, I want to look at the same car 15 times before they buy.

It's good for the customer, but it's bad for you because every time they come again and again, first of all, taking up mental space, taking up morale. Nobody likes to have a bunch of time wasters in their DM or in their shop. And it's taking time that you could be spent talking to other customers and you know, things like that. And then plus, if somebody's coming to look at the car 15 times, that lack of focus might derail the sale.

The sale might not happen. So the solution, like I said, take initiative when it comes to setting appointments or suggesting next steps. So somebody shows up, you say welcome Sir, welcome Bros, welcome Madame, blah, blah, blah. Nice to see you guys. We hope we're going to be able to get the car that is best for you guys. And then you hear the person out, let them talk. Next thing says I'm like, oh, usually people have questions around the make the model and then conditions of the car before they buy.

So I'm assuming you have those same concerns Abby. And then you let them talk. That's when you now start talking about this whole thing of it's been a Republic imported or is Nigeria fairly used or is imported Canada or imported UK or imported Netherlands or whatever. Then after that you can now say like since we're in agreement, we can look at some of the cows today, Whatever the questions you have, we have all the import documents from Lagos or from Togo.

If the cow is imported from Canada, then of course you say oh, we have the import import papers from Calgary, blah blah blah. They're only in the office now, there's no problem. So today the focus is let's just look at some cars, let's see what you like and let them talk. Then after that you say something like, OK, so since today we're looking at models, this is what I recommend. If you find one or two models that you like that you and Madam, like let's call your mechanic now, now so we can arrange when you guys will come for testing.

There's no need to waste time. If you see a model that is suitable, you get some agreement. If they agree on that, no problem, you now take them around. You guys go. You look at cars, things like that, but at some point you have to ask them a question. OK, Olga, Madam, of these five cars that we looked at so far, which ones are you interested in? If they respond by saying, let me think about it, I'll get back to you, I'm not ready to buy.

I was just looking then it means you have missed something critical in the early parts of the sales process and we're going to devote some time to that in future podcast episodes. So right now, let's assume that they don't say that. Let's assume that they say we like the blue one over here and we like that grey one in that corner. That last one that Madam sat inside. Yeah, that's the one we like. Now this is the point where you now take control of the process and you try and direct it.

You've already been hinting earlier on that Sir, Madam, if you guys see something that you like, I think it'd be a cool idea. Let's just call the mechanic. Now that three of us are here, let's see when you guys can come for test driving. So what you do is yes, of you leaving them to walk away and saying let me think about it, only for the guy to come back next week this time, let's say this time he came with his wife.

Next time he comes with his brother and you start the whole process all over again. In fact, you should see some car dealers when all these things happen, you see some of them get really, really, really, really frustrated. But The thing is, it's not the customer's fault. It's your own fault. You're not taking control of the sales process. So just tell the person, OK, if you're Madam like this blue and you like that grey.

Just bring on your phone. Now let's call mechanic. Now let's see when you guys will come for testing. Let mechanic have a look at it. Because if you leave it up to them, they might forget something else will come up or they will get home and his best friend will say how can I go, Madam? What does? What do women know about cars? This guy, you're not even the correct guy. In fact, when next are you? When next do you want to go?

I will come with you. How can I go with your wife? Women don't know anything about cars and you're supposed to see men here. Now you should have called your boys, so I will go with you. Then maybe he wants to go on Monday, but then his friend is not ready. They push it to Friday. His friend is not ready, they push it to next week Wednesday. You know, that's how these things happen. Another thing that could happen is since they haven't committed to you, they'll start looking and checking other car dealers on Instagrams.

So it's things like this. This is what adds more time to the process than necessary. So take control. If it looks like the next step is mechanic then suggested while they're here in front of you before they leave. Now, OK, you like blue, you like grey. So quite a mechanic. Now let's see when he's available. You know me and I'm available. If I'm not available, Chukudi is always here. Chukudi will allow you guys to look at the can, you know, test drive, whatever it is that you you want, OK, So that's how you start taking initiative and that's how you start shortening the time and reducing all these things about.

He came today with his wife, tomorrow he will come with his brother, next tomorrow he will come with his mechanic next tomorrow after that he will come with his pastor or whatever. So remember, what we're trying to do here is we're trying to shorten the sales cycle by taking some initiative. We've done that. Now let's move on to how we spend time on needs analysis. And then from there, we're also going to bleed into how to ask directions, ask direct questions around time expectations.

So spending time on needs analysis just means when people come to your shop, the people come to your Instagram DM, the people come to your LinkedIn DM, you need to have the conversation and you have to be very clear on what is it they want? Why do they want it? When do they want it? If you have these answers, you're going to be able to make the best recommendation that are suited for them. So if someone comes and you're a car dealer, you have to be asking them like, why are you looking for a new car?

Yes, we know that everybody who comes here wants a new car. I mean, we're not stupid. Everybody wants a new car, but you need to, you know, conversation conversationally, you know, talk like a human being. Don't be a robot. You need to try and find out why they're looking for a new car. If they are an old, older couple and they want something that the cute, the children can use to learn how to drive, you know, maybe in the house they have Mercedes-Benz and they have now Honda Civic Jeep.

What's it called? There's one nice Honda Civic Jeep, this new one that people drive around. So those are the two cars they have. And they say, I don't want my children to bash this car. They want to buy a small Toyota that children can use out to learn how to drive. You need to figure that out. Or maybe it's that they're A1 car family. Madam is going to get a new job so they need a second car for Madam. Or maybe they just want a brand new car but they want to trade in the old car.

We need to find out because the answers to these questions will allow you to ask follow up questions and make better suggestions. So if it is about the children, you know, how old are your kids? OK, this one is supposed to turn 18, When do you want it to start driving or OK before he goes for university, blah blah blah. When is Madame starting her new job? You see like from all these questions, now you're not start getting a sense of timelines.

For me, if anybody had asked and they had realized that I wanted to get this car before I relocate to Abuja, then there is a sense of urgency behind the sale and you can actually start saying things like oh actually if you need this car ready by so, so, so and so did to drive to Abuja, we actually need to be done with this paperwork, with that paperwork and then this and this and this. It will take one week to do change of ownership with Rd.

safety, blah, blah, blah. You see, you can start injecting some urgency in the sales process and shorten the sales cycles. So yes, people will come to your shop, the person needs a new car, but ask why? Why? So when you ask these questions, when is Madame starting a new job, have you found a buyer for your old car, blah blah, blah. You now get a sense of the timelines. It also will determine which kind of car that you will show them.

If you know that you've asked and you know that Olga has the Benz, Madame has the the Honda Civic, Jeep. So this is about the small Toyota for the car, for the kids. You now know which kind of Toyotas to show them. You now know that it's not, it might not be 2024 model that the children will take and scratch, but it could be a Toyota model, I don't know, 2001 or something, you know from Canada. The thing still looks clean, you know, it doesn't look run down,

you know, blah, blah, blah, stuff like that. So you now know which kind of car you should be showing depending on whether it's for the children driving lessons or Madam getting a new job. So we need a car for Madam. So if you don't ask these questions, these are those things where, and I saw it at one of the lots where I went to where somebody came before and the person looked at Ben's and the person was now back this week and the person was now trying out Toyota.

And don't be surprised that the person will leave this week and then come back next week and then start trying out Ford. That is the reason why somebody will come to your car shop or your car lot. Try Ben's today, Toyota tomorrow, next week, Ford, because you haven't asked them these questions. OK, Well, you want to buy a car bought for who? For when? The things like that and people are going from model to model to model.

If you ask all these questions, you'll be able to know quickly that OK, you know what? We're only looking at Toyota models because they shouldn't need something that is solid study. The children can drive, you can take some bashing and something that looks nice and clean. You now know that OK, it's Toyota between this year and that year and you can go, you start. You can go straight to business, start making proposals.

So these are things that will shorten the sales cycle or the amount of time that is required to close the sale. Then if you ask questions around timelines, it allows you to suggest closing times. Like I said, if they had asked me when I need the car and I said before I go to Abuja, they would have known how to direct the sale accordingly. If it's about Madam's first war worker, then you can architect the process like oh, OK, she's beginning work April first.

OK. In that case, it would be nice for us to finalize this thing. Maybe March 15th, let her handle the car, you know, two weeks. If there's any problem, let's sort it out so that April first, when she starts, there's no problem. You now have a time frame for you to direct the sale. It's about the children learning how to drive, you know how to direct the floor. Like OK, university opens in September currently while in March.

OK, driving lessons FRC says you must do driving FRC. That's the federal Rd. Safety Commission, they're the ones in charge of our licenses, car safety and things like that. So Rd. Safety says it must be three months. So if they're going to take the car to school in September, so September, September -3 months, what would that be? Is that July or something? Anybody get my point? If you have a time frame, September. I want this, my son to carry the car to school.

I'm sure the boy will be very happy. Like I correct, I'm going to uni, I'll have my own car. I'll start pulling chicks. So September you can start working backwards and you can now start directing the sale. Apart from that, when you ask all these questions, you now know when you can now start making value added suggestions like in this case it was about the kids. This way you can start having conversations about how you can hook up the parents with their contacts in Federal Rd.

Safety concerning driver's license or hook them up with Federal Rd. Safety approved driving instructors so that the children can even start driving lessons now as per OK, it will take us like two or three weeks to finalise this car thing but at least let the children start doing driving lesson now. You know this is value add rapport building, relationship building. So the summary is to shorten the length of time between hello and between Please transfer transfer 3.5 M to my OPI account.

You have to take initiative of the sales process. Make sure that you also have a say in how fast or how slow you guys are moving because sometimes there's some people that actually want to move too fast. And if you move too fast, there's a problem. So you actually need to slow it down. Don't let that situation up where somebody will come to your car or to pay for the car now, take it leave and then for the next three weeks, they're blowing up your phone saying that this guy is rubbish, that the problem is, this is the problem.

This is problem that if the person is moving fast, try and slow it down and let them buy the one that they like. And you know, buyer beware. Let them know what they're buying so that when they take the car and they go, they're gone. It's not that they'll be calling you, they'll be chasing you. They'll call police, they'll call EFCC and things like that. So you have a saying the speed, if they're too slow, make it fast.

If they're too fast, tap it down. Then you also need to spend time on needs analysis so you can give the right kind of proposal, the right kind of presentation. Give them options that they're going to love and then ask direct questions around time so you can have realistic expectations about when people be ready to buy and how to close the deal. We've already done things like that. So remember, all these things I'm saying are contextual.

It depends on how simple or complex the sale is. So if it's a goosey or a market commodity, few minutes you want to buy beans, come in, buy, get out. A few minutes, you're done. If it's car sales, maybe two or three weeks. All these back and forth come with Wi-Fi, come with friend call mechanic, see 2-3 weeks, maybe one month if you're buying a new TV, flat screen TV, depending on how paid up you are, maybe one or two visits to the shop and then you buy so TV,

that one can be 4-5 days. You've bought the TV. Buying a family plot of land, OK, it's a little much more complex. Buying a brand new house, that one is maybe six months, maybe one year before you finalize because you know, the usual now you seek wifey's opinion. If you're a woman, you know, you seek husband's opinion or, OK, you're not married, you might still want to ask your best friends, like, OK, I have money, how to buy land in Metama District, blah, blah, blah.

Oh, Sister Grace, what do you think? You know, you asked two people because very few people just go out and buy land just like that without talking to anyone. So buying land, buying house six months, one year, I don't know. I don't sell. I don't sell land, so I have no idea. But for President Tinobu buying a brand new jet, on the other hand, first of all, they have to raise requisition, people have to submit tender, they do RFP

requests for proposal. There'll be committee meetings, there'll be Senate sessions, there'll be official procurement process. So maybe for official jet, maybe one year, it might be two. It depends. So your sales cycles, it's different. And these are the factors that depends. However, if you take the initiative of the process, if you spend time on these analysis and you ask direct questions around time expectations, you should be able to close the deal sooner than you expected.

And that's all for today. And we wrap it up. Since we're 30 minutes, connect with me on WhatsApp. The number is 08064662140 and the country code is +234. Also connect with me on LinkedIn. My name is Tavishima Ayede, I'm the host of the show, and I confirm the spelling of my name, so you can search for the right person on LinkedIn. My e-mail address. What else? Yeah, my e-mail address is also on the link. We're listening to this episode if you're an e-mail person.

So thanks for your time and attention. I'll catch you guys at the next episode.