Don't Call Your Boss Too Early: How to Manage Big Sales Deals Alone

Lots of Nigerian salespeople believe that if you're working on something and nothing is very big, as is the correct deal, they assume that if you call OGA, if you call your employer, if you call your supervisor, if you call your sales manager, if you call your lines manager or whatever to sit with you on a couple of meetings, then it's going to help the deal to close. Now, First off, that assumption is correct in most cases.

Now this is an important deal. Having somebody who is much more senior than you in the organization, someone who has better credentials, someone who has more gravitas, someone who has more of an executive presence, Having that person along for your meetings and your calls and your visits and your whatever can help you close that deal. So yes, you're absolutely correct. However, the problem is that most Nigerian sales people or any employ employee who is selling on behalf of someone else, you know, pursuing clients, pursuing money on behalf of someone else, you just assume that because this is something that might help close the deal.

How would I put it? Let's just say a lot of you reach for that Olga card too quickly. Any small thing. Well, let me call Olga, let me call Olga Mike. Olga Mike will know what to do. Well, let me call Olga Tony. She knows what to do. And let me call Madam Sylvia. Madam Sylvia, I will know what to do. But the problem is Olga Mike. Olga Culi, Olga Tony. Madam Sylvia. The thing is they are busy. They have other things on their table.

And quite frankly, the reason why Madam Tony, sorry, I did say Madam Tony. Madam, you know Nikki. Olga Mike, you know Madam Sylvia. The reason why they hired you in the 1st place was precisely because they're already overwhelmed by a couple of things that they're doing. And so they thought, you know what, at this stage of my career, at the level that this business has got to, I don't need to be the one who will be fielding these sorts of calls,

these sorts of meetings, these sorts of activities. So therefore, let me hire someone else. So if you're a salesperson and you've been trying to call organ Mike and I'm Sylvia into the meeting and she know, I'm sure it's understandable. This is the reason why you were brought into the organization so that you can take some things off their table because quite frankly, they're busy. And also the Olga, but I'm Sylvia, Olga Kunle, you know,

they're now looking at things on a bigger, bigger level. So you might be bringing in all these deals that are, you know, 1,000,000 millions, 3,000,005 million, 10 million, you know, but I'm Sylvia at this stage in her career, she's thinking big, big. Now she's looking at all those kind deals that you know, when she goes, she close up, you know, 200 M, 300 M, you know, that kind of thing. So she's not closing deals every single day, but those two or three that she closes in the year will now go feel them as in in the office, in the firm, you feel it when she closes those two or three deals.

So Madame Sylvia, Olga Kunle, you know, Mr. Adeji, they're looking at bigger, bigger, bigger something. So that's the reason why every single time you buzz them, you know they're busy, they don't want to get involved as you know they say why are you handle it? However, remember it is true that if Madame Sylvia accompany you for one or two meeting with her presence, with her wisdom, you know she go wow the client and then wow, they will close.

So the question now becomes when should you involve Madame Sylvia? Because to be frank, you get some kind deals that if you call Madame Sylvia, she will see and say you should have called me since why didn't you call me that this guy has something. Well, I'm more the goner. So the question now becomes when do you involve your line manager? When do you involve your superior? When do you involve your guy at the top? When do you call Madame Cooley?

When do you call Alhaji Bashir? When do you, you know, when is the right time to call them? So for people that I've worked with in the past, because, you know, there are some people like Madame Sylvia for instance, who will bring me in. By the way, Madame Silvia is not a real person, just made it up. So there's some people like the Madame Sylvia's and the Olga Cunley's of the world and the Alhaji Bashir's who will call me into the company to make sure that we train up their sales team.

And you know, everything is doing good. You know, everybody's going fine. So this question always, always comes up. It has never not come up. If anybody with this kind of executive profile call me into the company, definitely, it always comes up. Well, yeah, when should I evolve? When I'm Sylvia on this. And my answer has always been, well, I hope it's going to be helpful. It's not as exact as you might want it because the principles are universal.

But you know, the application depends on your particular context. So the answer is this, number one, don't Call My Name is Sylvia and don't call Olga Cola unless this is a high value deal. High value just means big money is involved or maybe big executives are involved on the other end, right? So high value now high value is not according to you, high value is according to your organ. So you will ask Madame Sylvia. That is what I advise you, Ask Madame Sylvia.

I say, Madame Sylvia, you know, because of your expertise and your wisdom and everything, you know, if you follow me on one or two deals, you know, you go help you tell Madam Sylvia like that and of course you understand because she's a reasonable human being. But then you say, but Madam, I know good they involve you on top, you know, any small, small, small deals. But what kind of deal? There's a high value deal. There is a big deal that once I

see that number, I should call you whatever number Madam Sylvia gives you, that's it. That's a high value deal. So I'm sorry, I can't give you a scientific answer, you know that. But basically talk to your superior. They will tell you what is a high value deal. They will tell you that. Look, if it's anything that is smaller than 50 M, don't call me. I don't want to be bothered quite handling yourself. So #1 high value, the money is big or the executive on the other hand, is big.

So if you don't pursue the matter and then it gets to the level where, you know, CEO don't get involved. OK, CEO talking to junior sales Rep, you know, they can't work, but maybe for political reasons, OK, you know, say well, I'm Sylvia Abego. This next meeting they say now CEO go show. So when I say yeah, I beg, I will appreciate if, you know, you just enter, you know, one or two introductions, you know, set the mood to lay the agenda.

You know, there may be after like 1520 minutes, you know, you just come out. I'll take it from there. So high value deals then don't call your superior or don't call your line manager or whatever until you have a confirmed need. You know for sure that these people have a want. They have a need, they are interested. So don't bring them in when you're still at the stage of trying to figure out are they interested? Are they not interested?

If you call Madame Silvia at that time, it will be a waste of her time. She'll be annoyed that she was supposed to be in the gym, or supposed to be in the spa, or supposed to be speaking at a networking session. You called up for this meeting. Meanwhile, nothing is on the table. It's just the initial toasting stage. We're just exploring whether this is a good fit. Should be angry with you, and rightfully so. So don't bring your guy, your line manager in, your sales manager in.

Unless we know for sure that there's a confirmed need, then urgency and timeline Don't involve your superior. Don't involve Madam Sylvia until we know for sure that we have timelines that we're working towards. If you bring Madame Sylvia in and there's a confirmed need, you call your sales manager in. You call your line manager in and there's a confirmed need. But then people are like, well, you know, we might be able to start on this project in the first quarter of maybe like 2

years time. Madame Sylvia, I'll be angry with you. Like you brought me in for this. Yes, the money is big, but these people are not going to take action for another, you know, 12 months, 8 months, you know, 16 months. Did you have to involve me at this point? I had other things I was doing and they will rake on you, they will shout on you. By the way, I'm not saying employers shout out on people. I'm just saying, you know, now,

now Niger, now it's just the culture for now. Maybe things will change in the future. So these are some of the factors that I look at. There are a bunch of other things that I used to advise people in the passport. I can't remember them at the moment. I don't know, My pain is a little slow this morning. So, but these are the three things that I know I'll say for sure. Is it a high value deal? Do we have a confirmed need?

And then the people on the other end of the table, do they have urgency, sense of urgency and a timeline. So there's timeline. Good. No problem. Why I call Madam Sylvia more runner. In fact, sometimes I like to, how do I say it now? Should I say a pressure test? Just test to be sure that everything is everything. So sometimes at this stage, even though calling is not my responsibility, you know, I don't call for my clients.

My own is to make sure that your sales team is tipped off or my own is to make sure that you as the entrepreneur you're tipped off. But sometimes I will pick up the phone. I pretend to be an employee, a manager within the company, have a chat with the person on the other side and then myself try and gauge it so that I can also tell Madam Sylvia on your behalf, just in case you're a salesperson and you're mad. You have it.

Madam. Madam Sylvia. You've been trying to involve her and she's not. You know, she know the answer. You. You know, I'll help you say, Oh, Madam Sylvia. Yeah, I know that, you know, all the time. Chika is always trying to call you on the sense and that. But you know what? On this one. Yeah. I think this one is worth your while. And then we'll have the conversation around why she should take this meeting. It's high value.

This confirm. Need a sense of urgency. This is a timeline, so summary if you call your orga too soon, it's a problem. You're wasting their time. Then there's also a big problem because they will also have the there will be a perceived loss of authority if I call orga in too quick to the meeting. And then the other people on the other side, they haven't involved their own orga yet will be somehow like we were desperate.

You understand, we'll now be looking like small boys or small girls. So if you call Orga in too soon, yeah, there actually is nothing of loss of authority. You know that later on even we'll be negotiating and handling and or not. So even I don't, you know, lose authority, lose status. You know, you've come down one step. You know, somehow all that negotiation will happen for France, you know, will be will be somehow will be dicey.

So loss of authority and then you're going to waste August time. So let's go straight into a case study now. By the way, as usual, this case study is completely made-up. So if you hear your name or a company or this thing sounds similar, blah, blah, blah, blah, blah, it's just a coincidence because this case study is completely made-up. So now let's say we have somebody who's responsible for sales and the guy's name is Chinedu.

So he's responsible for sales, or he's a business development lead, or he's a sales associate, or he's a, you know, whatever it is that people call it these days. So Chinedu, that's the guy's name. Now, let's say that Chinedu's Olga is Doctor Hannah. And yes, if there's a Hanatu listening to this right now and you happen to go to law school between like 2000 and when do we finish law school, Sir, Let's just say if you were in law school around, like, carrying 2005 6-7.

Yeah. Your name is Hanatu. And you think my name sounds familiar. Yeah, that's you. I just borrowed your name. So I had a classmate who was Hanatu and she was interested in renewable energy when we were in school and she was going to apply for a PhD and, you know, stuff like that. Just I thought she was going to go verify the academic space only to find out years later on that she got involved in sales. And I said, how did that happen?

Hanatu, bright young girl, how did she end up in sales? But anyway, she's not doing too bad. So this is my own alternative universe now where Doctor Hanatu finished from law school with us and went on and got that PhD in Harvard and then all whatnot, and she became a world renowned renewable energy expert. That was her area of expertise and interest at the time. So yes, Doctor Hanatu. Yeah, based off a real person. So haoga she knew this or guys,

Doctor Hanatu Hanatu is now a world renowned renewable energy expert. Now, let's say Doctor Hanatu has been working on some good technology and she's that's for solar and thermal cooling. Some of you say Tavishima, you've come again making up stuff. Yeah, I understand I'm manufacturing a whole bunch of stuff. But some of these ideas are not so far fetched or because, you know, Abuja have been seeing some things. You know, you have solar panels,

then they'll be one round cylinder attached to it. And then I asked people like what is that? They say solar heating, solar heating, solar heating. I say you can use solar heat to boil water on the roof. Again, you know, so nobody has given me an explanation for how it works, but I've been seeing it all over Abuja. So I'm thinking if you can use solar for heating, then why not use solar for cooling? So yeah, just know that some of my examples are not so far fetched because people are doing it today.

I've been seeing it in Lagos. Solar heating, solar heating, solar heating. That's the boil water I've been seen in Abuja. Sorry. So for those of you in Lagos, I'm sorry you've already been seeing one or two of these things. If you live in Kano or Port Aqued, it's only a matter of time. You guys are going to start seeing nothing soon. So let's say Doctor Hanato now has developed a technology which works the other way, which is solar for thermal cooling and they cool large scale warehouses.

Again, some of you will be saying come these, your examples are far fetched. Look, it's not far fetched because earlier on in the year I'm making this recording as in 2026 there was one lady, I can't remember the name of our company, whether it's Limi Foods or something like that. The lady they provoked seriously on top LinkedIn because she they have farms in Plateau States and they farm, what are these things, these red something strawberries.

Yeah. So they farm strawberries in Plateau State and you know, because of, you know, some economic things, one thing, one thing, all these kind of issues, flights stopped going to Plateau and that was a problem because for this kind thing, strawberry by the time you, you understand, by the time you harvest them, you know, if you know, put on for fridge, you think what is spoiled quick, quick. So that's one of these things that have a very low how do I

say it now? Is it shelf life or whatever? But you understand what I'm saying that once you pluck it, you have to process this thing quick or else it won't go bad. So this woman, whether it's limey foods or something foods, I can't remember, you know, just go and do your research. Just Google, you know, strawberry farming in Nigeria. I'm sure her company name will come up. Then you will see that even though this is a made-up example, you see that look,

these are things that are happening in Nigeria today, today, today there's not no be science fiction. Those woman grows strawberries in Jos, she doesn't import them. So because flights could now not enter Jos and the woman could not move the the strawberries, quick, quick. Things were spoiling now for those of us who are from Benue State, NASA, our state, you know, all these areas, this is something we're already used to according to the BNRDA or something like that.

That's, it's not the Benway research something, something, some government agency. Anyway, So back when my brother and I were involved in export the, the BNRD something, something, excuse me, the that Benway state agency that was responsible for this kind of research, they should. And I won't lie to you, they should. And of course, you know that when Nigerians are doing research, you know that the research you didn't even do it Well, they showed that camera was 97 or 98% of tomatoes produced in Nigeria go, I'm sorry, in Beno State go to waste.

Imagine that 97 percent, 9798% go to waste. They just spoil on the farm field. Imagine because there's no cooling and transporting technology Sears with the waste food anyway. So this is a serious problem and so because of that, there are some companies that are trying to rise up to now fill the holes in this agriculture value chain. So as this woman, now they provoke for LinkedIn. This one, our limit foods people begin a show up like Madam, it's not a problem.

Now we get Co truck, we get Co warehouse, we get Co van, we get Co discord at you know. And so from there she started talking with a bunch of people in the comments. By the way, this is how you use LinkedIn for selling. I've been talking about how if you're serious about your career or you're serious about selling, you should have a LinkedIn profile and some of you team like you guys don't get it because LinkedIn is about business, personal development,

career development, blah, blah, blah. People go and talk freely about these kinds of things. This woman now, whether not Li Me Foods or whatever the name of her company, she can't go and provoke this kind of provoke on Instagram. Instagram is about flexing and showing off your best life. So she won't go and put that kind of thing there. You feel me? Their Facebook is more of a personal, personal something. She can't go and be provoking over there like that.

She can't because Facebook is a personal, personal or something you know keep in touch with the grandkids and you know all that kind levels. But on LinkedIn she can provoke like that. That what is going on with Nigeria, See what thing they happen. So that's my produce. They spoil on the field. My produce is spoiling anyhow. Now companies who are sharp saw the post, saw the comments, they begin the slide into our DM. First of all, they'll comment on the post, Oh Madam, blah, blah,

blah, blah blah. We see what you're going through. This is precisely the reason why our company was founded to plug these kinds of holes in agricultural value chain. Something, something, one thing, one thing, one thing I then they'll put in the comment. I will slide into your DM. Let us talk some more. Let's see how we can be able to help so that you don't lose too much of this current, current harvest. So there are like 3 or 4

companies that just move like that say correct, these people are sharp. That's what we call social listening in sales. So you're online, but while you're online is not to be playing around and watching video. It's because you are shiny your eye, you they shine your eye because you're looking for anybody to say any small thing PIM that might be related to your product or service. When they talk, you pounce Bros, you get this problem.

I've been there here since now this is exactly what we do. From there, slide into DM Hopefully you close on or two deals. By the way, not everything works 100% of the time. So if you try this social selling, social listening or not, don't say anything doesn't work. Like give it time. OK, give it time. Then start following podcasts. Like I think there's a podcast called social selling and that one is purely about LinkedIn.

I can't remember the lady's name. It's two people. There's well, three people rather there's a lady and and two guys. Oh, you both guy 1 black guy. I can't remember where the black guy is from. But not a bad podcast. And so those of you who are thinking of using LinkedIn to learn how to sell. So basically what I'm just trying to say is that even though this whole scenario is made-up, this is real. It's happening in Nigeria as we speak.

OK, so Doctor Hana to now she has come up with this technology for solar and thermal cooling. She's using solar, but to cool, to keep warehouses cool so that people who decide that they're going to grow strawberries in Plateau State, they have options. OK, flights, no day, no problem. Where's the nearest warehouse or yeah, delivery guy, turbo shop. Go there. Let's go and freeze these things there. There's one cooling there.

Keep everything temperature control. And yes, there are businesses like that. I didn't know that until this one. I was complaining on LinkedIn, but the people who have temperature controlled trucks, temperature controlled warehouses and the people who also do temperature controlled, what's it called? Like logistics, you know, like dispatch, you know, we'll cool it until we get to the airport. When we get to the airport, we cool it again on the plane until it gets to where it is that it's supposed to do.

So people are doing good things, big things, moving, moving, big things. Also, another reason why it should be on LinkedIn because you get to see you get to see stuff going on in Niger. You get to see that there are people that are making money are people that are making money doing some pretty interesting things. So anyway, LinkedIn is not sponsoring me for this. So let me just stop by the way, if you worked in you work in LinkedIn, come on, reach out to your boy.

You guys should, you know, come and try and sponsor the podcast, you know, give me some of that dollars so that me too, I can upscale in life. So Doctor Hanatu, she her business now, her technology, solar thermal cooling, thermal cooling and she's focusing on large scale warehouses. Now. Remember I said Doctor Hanatu, her salesperson. Now in this example, the guy's name Chinedu and Chinedu is trying to talk to some people and he's hoping that he can get a pilot partnership.

Now anytime you hear pilot, pilot just means, you know, you go test time as well. Just do something small just to see where this thing can work. So like for my radio show, when I was talking to the the execs of the station, eventually we got to the pilot stage. Pilot stage was OK, Mr. Heidi, you know, come in here and let's produce a pilot, you know, record something, let the member of the members of the editorial team listen to it.

OK, The team makes sense, you know, makes sense. So I changed them like this one, like that. That's a pilot. So let's say Cheney do now the strategy for one client that he's trying to sell into, let's say the client is called the Build it Africa. So Jinity is talking to build this Africa and Jinity is trying to secure 250M just for a pilot program like more roll out this one small. Let's just see whether this thing works and whether it's cool.

Everything is cool and no problem. Then next year, you know, we can upgrade, we can do more and more. So that's the scope Now 250 M, whether 250 million is high value or low value, like I said, it depends on your organ. There's some more guys who say 250 million. Why are you wasting my time with that? When you get to some 150 million, call me. If it's 250 million, you can handle it yourself. If you're in, if you're in problems, you know, go and meet Jude.

You know, Jude is good at these sorts of things. Or go and meet banker. You know 2 of you, I'm sure you can figure it out. Don't call me for 250 M. So it depends. So he's trying to secure 250 million pilot partnership. He's talking to a company called Build it Africa. Now let's say Africa. Build it Africa is in the logistics business. And I told you people not even though this is a made-up scenario that it happens. So companies like this already exist.

That's the reason why I'm saying that if I call any name here, it kind of sounds like your company. I beg no coincidence. I'm not calling you out by name, all right now. Coincidence. I'm just trying to flesh out a scenario here. So let's say build it Africa and that has 15 cooling hubs in Niger. You know, they get location for Lagos, Abuja, Kano, where again NASA, you know, like around Shah, they get a location like 15 and they have cooling hubs.

Now, let's say Chinedu has been talking to Build it Africa for the last three months and he has been talking to the operations manager, you know, in the posho. I'm in the posho, I'm in the follow up. They follow up every single time. Operations manager will be like, oh, oh, Mr. Chinedu, how are you doing? Oh yeah, we'll get back to you. Yeah, we'll get back to you. Yeah, I saw your e-mail. We'll get back to you. We'll get back to you.

So three months of we'll get back to you can be frustrating, right, for those of you who sell. And it's one of those things. Now eventually, let's say Chinido's persistence pays off and they're able to secure a meeting now with the COO that is the chief operations officer, the head of operations or you know, is able to secure a meeting after three months. Now that guy Tina, she need to be very excited to say correct or looking at potentially 250

million and they have got the COO, the head of operations, the man at the top, the very man the natural incident will be fortunate to say Oh yeah, let me call Mada Hannah to so that this meeting should follow me at least for the last three months when it's just operations manager Namida Ronam. Now I've gotten to meeting with the CEO or boss Madam Hannah to pull, pull one hand to answer. The conversation will start now.

This is the thing. If in this case Shineidu calls Madam Hanatu, sorry, Doctor Hanatu. Yes, Doctor Hanatu, because it's not easy to have PHDI was about to crack a dirty joke, but let me leave it like that. And then so it's not easy to have a PhD. So even though if he calls Doctor Hanatu now prematurely and Dr. Hanatu goes for the meeting, when I say prematurely, I mean Chu Chinedu has not gone through this conversation with the people on the inside,

whether with the operations manager or the CEO, he has not figured out is this in really high value? Because sometimes The thing is worth 150 million, but the people on the other hand, they know get shishi or they don't want to drop 250. Sometimes potential value is 250. But the other people, as far as they're concerned, look, we're not dropping anything more than 2013 million. So you need to have these kinds of conversations and stress test the budget, stress test price expectations before you call Olga, Doctor Hanatu into this meeting.

So if he hasn't stress test, budget asked all those kind of questions, it's premature. If he hasn't confirmed whether it is a need, it's premature. Because there are some companies, whether we like it or not, there are some companies who run these things on diesel. And as far as they're concerned, no problem. Now we're going to use diesel. All is fine, all is fine, all is well and good. For whatever reason, they decide that diesel plus NEPA, we are OK.

I guess it works for them. You need to have that conversation first because we absolutely suck for Doctor Hannah to yoga to come into this meeting. The thing kind of seems high value, but as far as I can say they will drop more than 30 M and then you know, on top of everything, like even self, we have supplier of diesel now. So like, what's the big deal? It's not only a problem. In fact, we're even buying our diesel direct from Dangote refinery.

So it's not really a problem. That meeting would absolutely suck. And if you're a Chinedu yoga, we blast you by the time this call is done as a serious blasting, dedicated blasting, focus blasting, you will hear it by the time the meeting is over. Then urgency timelines. You also need to know, you know, how soon are you guys? How soon do you want to make any changes, you know, blah, blah, blah. How, how, how come this thing came up?

Now, I know some of you don't like asking these questions. Yeah, because I'm talking to someone who's in the solar space. She's talking to a customer that might be high value client and she wants to bring our guy in. And I asked her, OK, why are they? Why did they reach out to you Now? She said she doesn't know. I said, but you need to ask. You need to ask like, OK, thank you very much. You know, after the side visit,

it looks like you guys have been living with this scenario. You know, you've been living with the UPS and the Nepal issues. Like you've been coping. You seem to have been coping with this for the last two years. So how come you're just reaching us, reaching out to us now? Or how come you're just looking at companies now? Ask and hear. Ask and then keep quiet and hear what this is that they have to say. You never know.

They might be honest and say, Oh, well, we're just curious now. If they are just curious now, research, then they do. Does that sound like the kind of thing that you should be calling your guy in for the meeting, your guy will blast you that you called me in for this meeting. These people are not even serious. They're just doing research. So you just wasting one hour, one hour of my time or guy will blast you. So some of these questions are hard, but remember, I keep telling you people, how do I put it?

Baron Tracy talks about subject matter expertise. That is the cornerstone is the beginning of selling. That's in what some of his earlier material, Psychology of Selling, the audio psychology of Selling, not the book, because for some reason the audio psychology of Selling and in the book Psychology of Selling, they're not the same thing. I don't know how that happened. I think you can even find Psychology of Selling on YouTube if you go and check.

So there's a brief part where he talks about subject matter expertise. So remember, if you're a salesperson now you'll be the subject matter expert. If in this situation, right your chin a do thermal cooling alternative sources of power, now you'll be the expert. So therefore you have earned the right to ask a couple of questions. If you don't know in these kinds of situations, they are looking at you as the expert. Like me for instance, if I'm just like I run my factories,

what do I know about thermal cooling and authority sources of energy? All I know is, you know the factory is working and I keep signing invoice for delivery of diesel and all what not like do I know any better? So please, you should stop doing Boy, boy, you know, learn how to stand firm. Stand firm. You're the expert. Ask now. Some of you are scared of overreaching. It's not a problem. I told one of the ladies that I was talking to about these things, it's just a coincidence that it's a sale team, sales team that is full of women.

Usually the other way around that is full of men and then one or two women. So this is the first time that I'm talking to a sales team that is 100% female. So I told her that, look, it's not a big deal. It's normal. I'm beside this, Nigel. There's some people who want to step you down like you're trying to, you know, let you, they carry soda too much. It's not a problem what you do when somebody tries to dress you down.

All right, empathize, apologize, refocus, and continue with your questions. I repeat, we empathize, apologize, refocus, continue with your question. This is how you do it. So. Oh, Sir, I'm absolutely sorry. I can see how my questions would have sounded this way. But, Sir, I beg No, Vex. I did not intend any disrespect at all. At all. At all, Sir. Madam, the reason why I'm asking you these kinds of question is because if I know this and this and this, we'll be able to help you in the future when it comes to this and this and this.

So, Madam, No, Vex. That's the reason why I was answering the questions. I was not trying to demean you or try to insult you in any way. No, Sir, No. You be my Oga now. Then you be Oga. Sir, I beg. No Vex. That kind of approach for most people. You don't calm down. You don't tap them down. Then we focus these questions are, Madam, it's not about me, it's about you. I'm asking all these questions so that we will help you XYZ, we will help you ABC.

We'll be able to figure out if we can solve the problem by doing 456. We focus on them then permission. So Sir, is it OK? Can I continue with the questions? You find that in most cases that's enough to get things going. So don't be afraid. And besides, I haven't met a salesperson who hasn't been washed down before. So it's just normal now. Niger, we do now they go wash you down. It's normal. So just look, get a thick skin or move on to another profession.

We're all big boys and girls here. The first time they wash you down will be confusing. Be like, where did that one come from? That was happening. But don't worry, by the time it happens two or three times, especially if you take this advice that I just gave about empathizing, apologizing, refocusing, and then continue with your questions, you'll be able to handle it smooth. Because like for me, I haven't been shout. Nobody has shouted at me in the last.

I think it's been over 10 years since anybody shouted at me last. So don't worry. It's just one of these things. For those of you who are new salespeople listening to the podcast, I beg No Fear. I'm not saying these things to make you afraid. I beg. It's just that, you know, lots of sales, podcast, business podcasts, you know now. So, so inspiration, inspiration, theoretical, theoretical. I'm just trying to keep it real here with you.

That's why I keep it practical. And then forgive me, I I've lost my train of thought. OK, So basically if she Nedu calls Doctor Hanatu prematurely, but Hanatu is going, sorry, Doctor Hanatu cousin has to have a PhD, Doctor Hanatu is going to be pissed. The other COO might be impressed that, you know, Doctor Hanadu showed up and will be impressed at her credentials and everything. But if Shinidu did not do his research well, high value,

confirm need urgency and timeline, then it's possible that you might be impressed. But then say, oh, let's talk again in six months, that kind of thing. Let's talk again in six months. Doctor Hanadu will be pierced. Katitu will be like, look, Shinidu, you should have called me in six months time when they are ready, not at this early toasting stage. So what Chinedu needs to do or anybody in this kind of scenario is we need to learn how to escalate things strategically.

All right, Escalate just means, you know, you push it up to orgas table Orgas do these things strategic, right? I know that you're looking at your quota and you want to meet your quota, but you can't really be calling orgas for every single thing. Also, another reason why I should keep on listening to podcasts like mine. Mine is not the only one, to be honest, the only just two that I know sales related in Niger, at least that two of us have been going for the last let's say like 6-7 years.

So keep listening to shows like this, you know, sharpen your game, learn your stuff. So where was I? So strategic escalation, what Chinido can do is Chinido can go for that meeting alone or now that he's been hooked up with COO, he can have a small side chat, WhatsApp chats, you know, whatever. Maybe even go to the office just to go and greet COO ahead of the meeting. Now COO as in the neighborhood, I just seem, I greet you, you know, we're going to see next week Thursday.

I just, I was in the neighborhood that same, I greet you, you know, that kind of approach. And then while he's there with COO, just do some small qualification. Qualification and discovery is when we ask questions about the person, about the opportunity, because we're trying to figure out who it did. People, are they interested? Is there a need? Do they have a realistic sense of budget? Is there a timeline going on? Abe, they're just asking questions because they're just curious, you know, is this a serious something or is it workout pass?

So Chando needs to have that conversation with CEO if you can. So if he has that kind of meeting with the CEO and they see that because they're spending money on diesel, they're currently eating about 40% of their margins. By the way, this figure that I just called 40% actually is realistic because was a couple of weeks ago, I was just chilling online and then I saw that P man, yeah, P man, Abby, P man is I think it's P man Producers and Manufacturers Association of Nigeria.

Abby ABI is it man Manufacturers Association of Nigeria and they just go on Google whether P man or man. So they are complaining that energy costs in Nigeria for some of their members 60% cost of goods. You heard me correctly. There are some people that 'cause you know, you use raw material, you pay labor, you pay this, you pay that. Some of their members are complaining that they are spending 60 percent, 60 just on cost of power, diesel, NEPA

fuel, Gen. 60%, some of their members. So they say on average 40 to 60. So this, because I'm saying, is not a lie. So let's say now China is able concern that they're actually losing about 40% of their margins and he's able to figure out that this thing is so much of an issue that they want to roll it out across. Remember I said in the beginning that they have 15 units that want to roll across their 15 units because right now what they're spending on diesel annually is 250 million.

That's how much they're losing. In fact, in my example, that's where the 250 million figure comes from. That's how much they're spending on diesel. So either 250 million, they seriously took them. It took them anyhow. Anyhow, that's all because of that. They want to move quickly because they're trying to expand into the pharmaceutical space. Maybe they've only been doing cold, cold storage for you know, people where they grow strawberry even in Abuja S

around Kasana in Warrenpa. I just discovered yesterday because my wife bought sweet corn from someone who is there. So the fellow came and delivered to the house and I looked at her and said I said babe, this is actual corn. She said yeah, I know that is actual corn. I said I thought sweet corn comes in a can and it's processed more. I said no, that actually what they do is there's a special specie of sweet corn that that's how they think tastes.

It tastes sweet before we will people now take it and can it and everything. I said OK, no problem. When she came back from work, she boiled it and when I tasted it. Hi, my brothers and sisters. Verily, verily, as you know, to the that corn is indeed sweet. I had no idea. I thought what we both used to do is you just take ordinary corn and then maybe you take it to the factory. Then maybe you boil it in sugar or something.

They now package it in the tin and they now label it sweet corn. They now sell the corn back to us here in Nigeria. That's not what they do. It's an actual specie of corn. That is sweet, sweet as hell. In fact, my older son, by the time the guy ate like half, he said no, that he can't continue anymore. I think it's too sweet. They grow these things in Nigeria. Well, funny enough, this guy too also needs cold storage because apart from growing sweet corn,

he also grows what's this thing called? This funny looking onion, the one that has small head and then long tail. Spring onion and her sweet corn, spring onion, green beans, you know, all these fancy, fancy stuff anyway, so let's just present build it Africa. They've been doing business with these kinds of people, you know, So Madame Blimey in Plateau with her strawberries and then this guy in Abuja in Gwarin Passaid with his sweet corn and his and his lentils and his spring onion and you know, blah, blah, blah,

blah, blah. So now he wants to move into pharmaceuticals, but you know, they're not able to close these contracts because they need to be able to bring their cooling performance up or maybe bring the cooling tests down. So they're trying to say how they can bring all these things under control before September, before they move. So if Chinedu has this conversation with CEO and these are the things he finds out that they're spending 40% of fuel,

that amount is 250 M, They're trying to toast other people to do business with. But before they chose those people because now pharmaceutical products, they say that the cool cooling, the cooling, how did the fridge, the chi, the cooling has to go up or maybe they have to bring the the cost. Now before that pharmaceutical contract will make sense. Now if Chinnuru is able to find this, this kind of information because remember, Olga, I was just in the neighborhood.

Yeah, we're meeting on Thursday, but just I agree to you. And then from there conversation unfold if you is able to find out all these things. I now calls doctor NATO and he says Prof I said Cheney do my son, how are you say Prof I do I beg you the office say yes, I had to come. I do come. I'm just leave you through Larry now I had to come out us to discuss something. If Cheney do now sits Dr. Hannah to down gives Doctor Hannah to this whole layup and says look Doctor NATO, I beg, I just need you one meeting only that meeting the agenda and adjust technical validation will just come in so that we'll talk with the CEO and then just verify all the technical details blah, blah blah.

Maybe from there we'll arrange site visits. Madam Dr. Hanato, I beg just that one meeting. Moore agree on technical validation after that, no problem, I've got it. If there's any problem, I'll call Jude, then me and Jude will go that kind of thing. Madam Hanato will be happy if the deal closes. Madam Hanatu will be happy if the deal does not close. Doctor Hanatu will be impressed because you will see that OK, when we hired Shinidu, we did a good thing 'cause Shinidu not correct guy Shinidu is thinking well Shinidu, you know you didn't focus so that's how you do it.

That is when you know that OK, time don't reach, time to escalate, time to call Doctor Hannah, time to call Madame Sylvia, time to call Orga Mike, time to call Chief Tony. That's how you do it. Some of you will be asking how will you be able to get all this kind of information from the CEO. Very simple. Number one, you will do not understand that sales is conversational. You treat it like other takers. So maybe you just hop on the phone with somebody and then start asking them questions in an organic, sorry, I say organic in a very, how can I put it?

You know, you have the questions on your paper 1234. You start asking it like that, like no sales is conversational. Sales is conversational. So the first approach is when you're talking to somebody, whether it's CEO or head of management or head of operations or whatever, have it in mind that you're having a conversation with somebody. It's not an interview. You're not grilling them. Some of you only ask enough questions so that you can use to prepare a quote.

And there's one struggle that I have now with this team that I'm currently working with. They're only asking the questions that they need so they can prepare a quote. How many TV's do you have? How many fridges do you have? What is Nepal like? Blah, blah, blah. Oh, OK, So yeah, here's your quote. Oh, by the way, listen to yesterday's episode where I spoke about how words can set expectations and how you should not be saying quote, but rather you should say estimate if you're in some industries.

So don't say quote, say estimates. So some of you are just asking enough questions just so you can send them a bill. No, we should be asking questions to try and get to the root of the problems. We're trying to figure out whether there is a need, whether they are interested, whether they're just curious, whether they're ready to take action now, whether they have a realistic sense of budget. So we should be asking. So if Shinidu is able to just pass Rochelle, boss, I just say I'm angry to you.

I was in the neighborhood. Or maybe he now has the phone or maybe he now has the WhatsApp number and say boss, you know, just wanted to say hello. Or also before we have this meeting on on Thursday, I just wanted to be sure that we are in agreement on the agenda. The things that we'll talk about, we'll say, Oh yeah, sure, young man, you know how sometime then we'll chat. Some of you say I'm being optimistic. Yeah, of course.

Now of course I'm being optimistic. Now we're in sales. If we're not optimistic, what are we doing here? If you're a pessimistic person, then resign, please go on to another job. You can't be pessimistic. Pessimistic and networking sales. So we always assume that things will work out when we go on. We hit the K leg. OK, no problem. We'll sit down, talk to our senior colleagues, you know, we strategize or listen to some podcasts, come up with some more ideas, we strategize and then we try again.

But for sales people, I beg, we always assume that this thing is going to happen. See sales people and doctors, you know why I like doctors are optimistic people too. OK, the situation looks bleak. But in this situation, normally survival rate is 30%. Doctors just assume that their client is part of the 30%. They go, they go raw farm. Now 30% of people survive. OK, no problem. Oh, Boucham. Let's see if you'll be in the 30%.

So sales people, you know, should be like doctors. Always optimistic. All right. Because somebody told me that I behave as if I'm a character in a Disney movie. Yeah, of course I do. Life is hard. How will I go around, you know, be assuming that things don't work in my favour? So, yeah, if you can't stand Disney movies, then, you know, sales is not for you. Go and do something else. Where was I? OK. So be conversational.

Yeah, so, so Sir, I just want us to be sure that the agenda. So these are two different ways I'll now put it. One is, Sir, I just say I won't greet you as in the neighborhood. I say I won't greet you. Then from there conversation will issue. Another one maybe is WhatsApp, you say, OK, Sir, looking forward to the meeting on Thursday. But before we have this meeting, I just want to be sure that we are in agreement on the agenda and some of the issues that I

want us to talk about. And then from there, continue the conversation, you know, asking them questions about the energy costs. So I see no questions about greed instability because you know, I'm making this broadcast in 2000 and 2026. And we all know that omor the greed, hey, the greed has been unstable, very unstable. 20252026, very unstable at the time of making this recording, I think was it last month that the greed disappeared?

The power grid disappeared for like 3 days. You know, these are the kind of conversations they can have. Oh, I'm looking forward to looking working with you, Sir, blah blah, blah. I'm sure that we'll be able to give value to your situations. Because honestly Sir, that thing that I saw in the newspaper last week about the grid collapsing for three days, Sir, I'm sure that was not easy for you people. You see, you say it conversationally, you say it in a conversation.

You don't ask them, Sir. How did the last three day national power grid collapse affect your business? If you ask it like that, nine, you know, nine interview now and who wants to be interviewed? We're making like conversation ourselves, looking forward to help you out. I'm sure that we can because honestly, this is one that the grid collapsed for three days. I'm sure that this indeed went for you people because even ourself, we, we felt it.

And then you get specific because Kano can be very Kano is very, very hot. Kano is very, very hot, Abuja is hot, Lagos is hot because it's, it's humid. You know, you say conversationally and then you start talking about specific locations in Kano, Abuja, Lagos, that is where you start getting direct figures from there. So I'm just curious this diesel problem self like what solutions have you tried before? And then you hear because if they have actually tried to install solar before and the thing did not work, it's a good thing to know before you head for that meeting.

You didn't know what have they tried before? But remember, conversational if you just say, oh, Sir, I have another question to ask. What solutions have you tried before to solve this problem? You sound like you're doing jam interview. Conversational. Conversational, please. Conversational as in with the flow with the Yan. Remember, you are the professional. That is the reason why this person is talking to you. If this person did not rate you,

you will not be having this conversation. I need you guys to understand that if this person did not rate you, you would not be in his office right now. The reason why you're in his office now or in her office now is precisely because the person raped you. If they don't rate you, do so. Is that riff raff? Tell him I'm not on seats. If you're there in the office, if you're there in the e-mail, if you're there in the WhatsApp,

the person they engage, they rate you, feel free. You're a specialist. Of course, be mindful of their time. But I'm just saying we should stop feeling like boy boy. We're not house boy. We're not house girl. We are professionals. Excuse me? We're also educated people. So stop being afraid conversational. After a while you start talking on some money things in a soft, soft way they say. Also, I was just curious, assuming that the meeting goes well for this kind of expenditure, do you guys require board approval for that or is that something that is within your own purview?

Just ask the guy because it is nice to know. Excuse me, sorry about that. It's nice to know. The reason why it's nice to know is because it will help you to be able to plan the, the sales process on your own end. You now know whether, OK, by the time we finish this meeting, the next hurdle is we're trying to connect with members of the board, you know, to transfer. We can push forward the agenda. But you, you need to know, ask in fact, anything concerning money, I'd like to bring it up early.

Let's get that out of the way because whether we like it or not, we will have the conversation. The problem is some of you are waiting to have the conversation in month 3, then you now hear, oh, it's too expensive or the board is no longer interested or something like that. No, no, no, no, no, no. Bring it up early. If the board is not interested, if there is no budget, if it is something that is his own within his own power to settle from his own company's budget, hear it in month 1 so that if there's a problem, we'll dissolve this relationship in month 1.

Instead of talking to people for three months only to hear at the end of month three you're too expensive, It is not approved. Next budget cycle, the other priorities morning conversations early then. OK, I wrote out the question here. I know for some of you this might be too direct, but if you're brave enough, it is OK to have some of that. OK. So Chief, assuming we have that meeting on Thursday and we agree on every single detail, now we're ready to move forward, who else are we going to have to talk to?

I have to go through a process with legal and busy procurements. Was it your board? Just ask him like that, just so you know where you're looking at, where you're facing. By the time you ask all these kind of questions like this, you have enough information to call Doctor Hannah to yoga or Organ Mike, your boss, or Auntie Sylvia, your line manager, and have a very frank conversation with them now, because salespeople are always optimistic.

Madam Dr. Hanatu, who has more experience, or Guy Mike, who has more experience, Auntie Sylvia, who has more experience, You know, Alhaji Hamidu, who has more experience. They both now tell you that OK, Chinidu, you, you have done well, but you know, you could have done this like this. You could have done this like that. It is still too premature for me to go on yet. Go for the meeting. When you go for the meeting, the strategy is you go down like this.

You go down like that. Make sure you ask this kind of question. Make sure you ask that kind of question. You know they will not advise you because you clearly have gone and spoken to somebody and done some research and you cannot have a productive conversation. You don't just call up your superior. You don't just call up your guy and say that Madam, I have a big fish and I need you on this meeting. So actually they do you don't come against it.

Madam, please I beg on this one. Trust me, I beg, trust me, trust me, it's a good deal. That is how you learn your ruin your trust. So you do all this work, you get all this extra information. Even if the deal will not close your superior yoga, they will say Shinadi is a correct person saying that salesperson be that because they will see that you put a lot in and you're able to get information so that you as a company you can properly access.

Is this a high value client? Is there a confirmed need? Do they have a budget? Do they have realistic price expectations? And is there any sense of urgency? Is there any sense of timeline behind these people that we're talking to? So that's how you get things done. And it's been an hour. So let me just bring you to a close. If you'd love to connect with me, you can call me, send me a text message or WhatsApp message on 0806466 2140.

If you're interested in the 15 minute sale audit or you want me to look at any of your company processes, that's not a problem. Call me, send me a text message or a WhatsApp message on 08064662140. If you're shy and you just want to say what's up and that's not a problem, just send me a question on WhatsApp and we'll we'll chat. We'll chat then. OK. You can also drop my WhatsApp channel. So just send a message and I'll hook you up so that on the WhatsApp channel, you'll be able to see updates, you know, when we drop new episodes or if I'm speaking somewhere in your part of the city at least, so you know, I'll be able to show.

Let's see. OK. I haven't spoken in Port Harcourt. I haven't spoken in Kernel. So you know, those of you who are based in pH Kernel in all those areas, you know, I'd like to come and see your cities. So talk to your Olga, talk to your event planner. You guys should have me out there. Let me come on, vibe with you guys and let's see how we can help solve whatever problems that you guys have going on. So that's it. Thanks for your time and attention.

I'll catch you all some other time.