How to Sell to Someone Who Already Has Everything

Hello and welcome to the podcast. Today is one of those late night recordings, so I can't be my usual life itself because I don't want to wake up the whole house. And what I want us to talk about today is how to handle objections and then why it's important to know your unique value proposition or your use case scenarios when you are in sales. Yes, I know I've dropped a lot of technical terms on you guys, especially people who are discovering the podcast for the first time.

So let's break it down. First. I said handling objections. Now, objections are things that people routinely say when they don't want to buy from you or when they don't want to continue the conversation, continue the agenda, continue the whatever. So if you tell someone, here's the proposal, I have package A, package B, package C, which one are you interested in? And they say, let me think about it, let me tell my wife, let me talk to my brother, let me pray about it.

Whatever they say, that is an objection. An objection because they seemingly don't want to buy or don't want to continue the conversation, continue the interaction anyway. Nobody by force as a people don't have to buy by force, by force. So when we're faced with an objection, what we're supposed to do is to try and figure out whether people are trying to brush us off. And honestly, they're trying to brush us off. Then we suppose step like there's no need.

There's a brush off just fasci like you can't move forward. But then other times the reason why people come up with objections is because they have substantial concerns or significant questions that are yet to be dealt with. And the reason why we should handle objections is to try and figure out exactly what it is that is at the back of their mind. So if somebody says let me pray about it, let me talk to my wife, let me talk to my husband,

let me talk to my pastor, send it to my secretary, blah, blah, blah. And you ask them a couple of questions and then you see that they don't understand some key terms. OK, good. When you explain the key terms, then the conversation is back on track. Or if it's that they understand what The thing is, but they don't think that you have this skill to be able to carry it out. OK, then maybe you have some more conversations that need to be had.

But sure, an objection is whenever someone use an excuse for why they don't want to go ahead with the conversation. Now, what we're supposed to do in that situation is we're supposed to try and figure out exactly what it is, is what it is that is going on. And so I'm going to explore some of that today. Now, the reason why we're going to explore this today is because I was sitting in on an interview session for one of my clients.

Now, I don't offer this as a service, but I do it for my friends. And so excuse me. So for those of you who've been listening to the podcast for a while, you know that my friend is anybody who has given me money before. So if you've been my client in the past, you paid me money and you call me up and say, oh, boy, how far? And they do interview about, you know, of course you don't give me your own, your own take on one or two candidates.

Sure, no problem. I'll do that. Because what are friends for? You know, you give me money in the past, so what's the big deal? I'll show. So that's how I show for this my guy now. And he and his human resource officer, Abby. Yeah. Human resource officer were interviewing salespeople and the HR. The person in HR wanted the salesperson to do a role play and I think the person fumble the role play, she know to handle him well.

And that's the reason why I say come, let me hop on this recording before I forget and just make this episode. Because if I sleep and then wake up, that's why this is a late night recording. If I sleep at night, I wake up. I would have forgotten this episode. So #1 this person didn't handle the objection well. So those of you who are professional sales people listening to the podcast and those of you who are business owners, you will learn by some of the things that we're going to tackle now about how this young sales lady didn't handle this objection well.

Now, part of the reasons why she formed this objection was because the lady doesn't know her unique value proposition or she doesn't know her use case scenarios. OK, big grammar. Now, unique value proposition just means why do people do business with me? That's the simple thing. The answer to the question why people do business with me, That is your unique value proposition. When you know what that is, you can key in, you can lean and lean on it.

You can stress it in conversations, in marketing materials, you know, things like that. So you need to know, by the way, the answer to the question, why do people do business with me? It's never what you think, it's hardly what you think. So you're better off having honest conversations with your customers and asking them that question, why do you do business with me? Sometimes they'll give you an answer that no makes sense, like you don't know what to do with it.

For those of you who've been listening to the podcast, you know that the first time I asked somebody that question, why do you do business with me, especially when I was a photographer. Oh, by the way, my name is Tavishy Maiden. I'm the host of the podcast. I'm a former lawyer turned business consultant. I dabbled in wedding photography for for a bit. So as a wedding photographer, my best client at the time, when I asked her why she did business with me, she said, honestly, I

don't know, but I like you. So in that sense, like what will I do that kind of information now you know, I'm the most likeliest photographer. Like I have no idea. But anyway, after talking to more and more people, I found out that the reason why people did business with me was they like the fact that I was professional and I was on time. And one bride said you are the only wedding vendor I never had to worry about. Now in that case, you see how I

can take that that UVP and start leaning on it in other sales conversations. Like look, I'm professional, I'm always on time. I don't disappoint. In fact, so so so, so who was my bride from 20/26/2020? Whatever said I was the only wedding vendor she never had to worry about you can see that it lends credence to the situation so you should always try and discover what your unique value proposition is you should always be talking to your customers talking to your clients to try and figure out why they did business with you now use case scenarios use case scenarios just means what are the different situations under which people are using my product or using my service.

Some of you are wondering what's all this grammar? Don't worry, I'm I'm getting somewhere UC as everything will correlate, everything will blend now. Oh, by the way, if you want to connect with me, my number is 08064662140. You can call, send me a text message, send me a WhatsApp message. If in your business you're not sure what your use case scenarios are, what your unique value proposition is, or if you're having problems dealing with objections, call me, send me a text message, send me a WhatsApp message.

The number is 08064 662140. I'm OK with answering questions for free. So if you want free advice, just make sure you let me know in the very first message and I'll answer one question and one question only. If you want us to go deeper, you want us to have a deep dive, we'll need to sit down and have a proper consultation. And don't worry, we have packages ranging all the way from high class people to middle class people to a Nokia.

Money your way, you'll be covered. So we have gone through what objections mean, we have gone through what use case scenarios mean, and we have gone through what's the last one unique value proposition. OK, sorry if I'm not coherent. You know, it's a late night and you know I'm freestyling here, so I'm just holding all the ideas in my head. I didn't quite sketch this out. So like I said, the reason why I'm talking about all of this tonight is because I sat in on an interview session where one salesperson formal the opportunity.

So my client, the one that I call my friend because the guy don't give me money before, that's the reason why I can do him a favour and sitting on an interview session. So they're interviewing someone who's supposed to take the role of a a sales Rep to sell solar. And so the human resource person is like, I have no problem now should be you want to sell solar. Oh yeah, I'm a client, sell to me. So first of all, that's how the big con is.

Sheikh, she said, ah, that she's tense. By the way, it's normal. And it's OK to say that you're tense during an interview, especially if you have somebody who is in human resources, because human resource people, they're your allies, all right? If it's just the organ that is there, your guy will say, come on, what do you mean by your tense? You know, you shout at you and then you gave him more tense. I'm not condoning it.

I'm just saying that's what happens in Niger. But if there's a member of human resources that you can say that kind thing and the member of human resources, you know, down your side, don't calm you down, don't soothe you. So that's what lady said, ladies, OK, no problem. In that case, let not be solar. Use your own example. When she said it, in my mind, I was like, correct. Because this lady who was talking to us, she was coming from the telesil's background.

Her job used to be, she used to work with, with the what I call them now a financial company, a company that sells, sells loans, sells credit facilities. So I was thinking this babe will use loans because, you know, that's where she was coming from, which is what she did. A very smart move. So by the way, when you're sitting on an interview and they want you to role play, they give you an example, you fumble and they say, Oh yeah, use anything you want.

Please go and use the one that you are familiar with. But this is where the problem happen now. So the babe started off now the role play trying to sell to the human resource professional. And then she told her that, oh, if I want to sell loan to you. And then the human resource professional during the interview said I don't need a loan. I'm a rich client. And then that's how the girl formal and then she started trying to sell something else.

They started talking about generator. And then at that point, ah, I shook my head. So more see, decent opportunity. You just missed it. You just missed it. Now, the reason why the lady fumble it was because number one, she doesn't know how to handle objections #2 she doesn't know what her unique value proposition is. Number 3, she doesn't know the use case scenarios. Remember, the use case scenarios are different ways that customers, potential clients,

you know, whatever the different ways that people interact with your product or your service, you should know. If you don't know these things, you can't be nimble, you can't be moving quick, quick, quick when you're having conversations with potential customers. So let's rewind a little bit and let's see what is actually got wrong. First of all, in dealing with objections. For those of you who listen to the podcast Steady, you already know, for those of you who are brand new, you break it down for you a little bit.

First thing you do when somebody gives an objection is you agree. You don't agree and say you are right. What you do is you're just trying to empathize with the person to let them know that you hear them and what they're saying makes sense because it allows people to calm down. And when people calm down, when they pipe down, you now move to Step 2, which is you now ask some questions. Because remember when people give you objections #1 it can be a brush off and a person, they brush you off, then go.

Brush off means, you know, get the hell out of here. Like leave me alone. So then they brush you off then just go there's other fish in the sea you find market another day. If now brush off go. But then there might be legitimate concerns. There might be legitimate concerns or questions. You know, you try to figure out what it is is going on. So it's agree with the person and then they pipe down low there. You ask them question.

It's from asking them question that you now get to the root of what is going on. Is that you say something that they didn't understand? Is it that they have a question that you didn't answer or you know, or maybe they don't trust you. Whatever it is that we need to get the root of what is going on, because it's only when we know what's going on that we can address these this concern. That is how we deal with objections.

Now, based on the question that you ask and based on the, the, the information that you elicit, you'll be able to move to the next step, which is when you make a new proposal, now that you've understood what's going on, you can also oh, Madam. And at this thing, you explain it and then you give a proposal, which is you trying to sell again. And then after you give that new proposal, you now try and close on this deal.

So in summary, that is how you handle objections. First of all, I agree. So that they will calm down. The goal of them coming down is so that you can ask them question. When you ask question, you're trying to figure out what exactly is going on. Is it a brush off? If there's a brush off, you tell them, thank you very much, Ma. You know, enjoy your day. Can I leave a couple of Flyers? If not, brush off, go. Like my father used to say, you don't wait until they pour hot water on you.

So if they're brushing you off, then go. If there's a legitimate concern, if there's an unaddressed questions, if there's anything else that is on their mind, go ahead. See how you tackle it Then with the new information you give a new proposal, then you try and close again and so will they do. So how does this now tie in with doing your unique value proposition and use case scenarios? OK, no problem. Let me step back a bit and then we'll see as everything supposed blend.

So this lady starts off the role play trying to sell to the human resource person and the human resource person says I'm a rich client, I do not need your loan. That's where the girl fumble. She now started trying to sell generator. The reason why the girl humble is because she assumes that every that people who buy loans, people who collect loans, people who collect credit facilities, she assumed that it's only people who not get money.

We need loans now in a sense, yes, in Niger and all the people where they carry loan, you know, you understand, like they're falling on hard times, you understand. But it's not everybody with a pursuit loan that is broke. Dangote has taken loans from banks and in Niger who reach past Dangote who meanwhile the guy they carry loan, Illuminu, the guy they carry loan, everybody they carry loan whether you are rich or you're poor.

This sales professional did not know her use case scenarios. As far as she was concerned, maybe in the past she has been selling loans and credit facilities to people. We poor people, we broke people, we don't care. It doesn't mean that it's only broke dry care people that need loans. Rich people need loan too. So you see you need to know your use case scenarios, How do people use loans and how do people use credit facilities.

You need to know that if you're in the business of selling loans and selling credit facilities that will give you flexibility, it will make you nimble. You'll be thinking on your feet when you're talking to people. Somebody won't be able to tell you I'm a rich client, I have money. And then you will now fumble. You will now collapse. You should know your use case scenarios now if this babe in the past after she closes every single deal goes and ask people,

oh, thank you very much Ma for accepting the loan blah, blah, blah. I hope everything is working, going OK. Business is moving on smooth. Now you now ask the person. Oh, please, my beg. No vex. You know, I appreciate you as a client just to help me with my ministry forward. You know, I just want to know like why do you decide to do business with me? You'll get to hear some interesting things. You get to hear that. OK, Maybe even though somebody took the loan because initially they pray they were dry like nothing, nothing like, you know,

dry bones like in the Bible. You might find out that the person actually used the credit facility to resuscitate their business or to patch cash flow concerns. This is something that you can pack in your head that will become useful later on. Now let's go back. You're trying to sell the loan. Madam says I don't need your money. I'm a rich client. I don't need your loan. First of all, you agree, He said, Madam, when I grow up, I

want to be exactly like you. Madam. I want to be a rich baller like you, Ma, Please, Ma, when you enter into your Kingdom, Remember Me in your glory. OK, So that's a different way of agreeing. That's the kind of thing that can cause somebody to laugh. I say, my dear, you know that kind of thing. You find ways of agreeing. There's a there's a client that I was doing some work with. You guys should remember now if you've been listening for the last two months, the one that is into audiobook productions.

I told him about how some people say in this tin Abu economy and the guy, he started using it and the thing works for him. They say how much you say between this and between this and the person who say you say how much, how many, $1000. And then the guy will just laugh it off and say, yeah, I understand that in this tin Abu economy, I understand why $3000 should be such a big deal. Some people say some people continue the conversation, like,

honestly, you have no idea in this economy, do you know how much school fees is, blah, blah, blah. By the time you talk like this back and forth, like what's happening, you and the person who are getting on a level, the guy's relaxing his guard, he's coming down. Yes, that is talking about school fees. From there, you can be slightly into one or two things, eventually be able to say, oh, but we hope you don't mind me asking.

You can ask you a couple of questions and you know, from there you ask question. But if I was over green, so me with my own style, when somebody tell me I'm a rich client, because that's happened to me before, you know, that's my own attitude of answering nothing like ah, Amen. Or when I grow up. That's why I won't be. I want to be large like you Bros. I want to be a bigger boy because I was trying to sell on behalf of my client one time and the guy was talking about how the money was nothing like this is nothing at all.

Because like when times were good, the guy said that this 600K that we're talking about, that's what he used to use and buy Hennessy for him and his boys. You know, I didn't fumble, I didn't crumble. That's what I say, bras. That's what I'm trying to be like that. I feel you. I feel you that they send me to, I'm heading to. And then the guy laughed. Before I knew we were talking about school fees because, you know, I'm a dad.

He too, is also a dad. And then later on, I was able to refocus. Anyway, back to this Madam thing. Let me not take you too long. So Madam says I'm a rich client. You find ways of agreeing. So whether you say in my own case, like, oh, Mommy, when I grow up, I want to be like you, that's your way of agreeing. No problem. Or you can say, let me see. Oh, I can tell ma that. I can tell Ma that you don't need this money and you're quite wealthy.

You know, that means business must be going very good. OK, let me use that one. So you agree. And then so that means business must be going very good. Now most Nigerians, oh they say, they say well we thank God or they say OK, well it could be better. But from that it looks as if business is going good. You can also asking questions about business and career because the goal is if you know your use case scenarios that people don't just take loans because they are broke, but they take loans because they're trying to use leverage to grow the business or they're trying to smooth over cash flow concerns or things like that.

You can now start asking them about their business. You can now start asking them about capital expenditure. You can now start asking them about goals or business expansion and blah, blah, blah. It is then later on that you can be able to say, oh, ma, you know, even though business is actually doing very well and this and this and that and that, actually most of my most satisfied customers have taken loans, not because they were broke, but because they wanted to use it to finance business expansion into this, into this,

into that, into that. Now you talk like that, somebody will look at you and say, oh, this girl is sharp. She know it in She's a yarn. Don't know that you're a cosmic professional. This is the kind of thing that some people say. Can you explain or can you tell me more? You understand? It's the kind of thing that you can use to secure another meeting so you can go and sit down with the person to go and let them know how It's not only people where they're broke,

where they collect loan. They're even bigger boys, bigger girls, Khashoggis, even themselves. They're the collect loan because they're using loans to do different things. They're using loans as leverage. They're using loans to to to for business growth using loans because they're pursuing returns in the future. Hope you guys are seeing how everything ties together. So please, as a professional salesperson, right? No matter what it is you sell,

whether you sell loans, whether you sell credit facilities, whether you sell wealth advisory, whether you sell solars, you gas to know your unique value proposition. Why do people do business with me? You also need to know your use case scenarios, what are the different conditions under which people have been using my product or my service? So that when you are trying to close the sale and somebody give you small glass boots, you will know how to agree.

Ask some questions. First of all, you'll agree just to bring down the temperature. Let people be calm. Then you ask some questions so they'll be able to figure out what's going on. Whether it's a brush of is a brush of then leave. If not, there might be some issues, maybe they have some correct questions that they need answers to. Then you answer the question, you address their concern, they now make a fresh proposal.

So in this case, like, OK, Madam, now that you know that we can use my company's credit facilities, you know, as leverage for business expansion, would you be OK with me coming over to the office next week Friday so we can see how the different packages we offer can be used in this initiative? This initiative, that initiative that you discussed in your office, that's how it's done. So anyway, since I used solar in this episode and credit facilities and loans, not everybody's business applies,

but shall the principle applies no matter what business you're involved in. So if it seemed like this was very heady or whatever, you know, no problem. Just listen to the episode again and try and apply the principles. Basha, everything is to confuse you. I give my number at the beginning and at the end of every podcast episode. Excuse me, you can call me, send me a text message or a WhatsApp message on 08064662140. If you don't know how all these things you're talking about applies.

Like I said, I'm OK with giving free consultations. Just tell me in the beginning of the message or via phone call that you're looking for free business advice and I will answer only one question. So think long and hard about your one question before you call me, because I'm only going to answer one. If you want us to go in depth, if you want us to do a deep dive, that's not a problem. We'll have to book a consulting session.

If you're a Khashoggi, no problem, we've got something for you. If you're a middle class person, no problem, we have something for you. If you don't get money, no problem, we have something for you, right? So whether is 6 digits, 5 digits, 4 digits, 3 digits, we have something for you. If you're looking for 2 digits, I'm sorry, you're talking to the wrong person. You know, move on to someone else or just use charge EPT.

You'll find some good advice from there as well. So again, the number 08064662140, even if you don't have any questions, you just want to heal me. I don't mind that one guy made my day-to-day one guy and then one babe, you know, since I'm freestyling right now, I can't remember their names, but the guy just reached out to say that he discovered my podcast. The guy is into retail. He has his own clothing line. He just wanted to say big UPS

that I'm doing a good job, man. I think sweet my head die. So you just want to say what's up? Reach out 08064662140 You people will reach out. You just we you just want to heal a boy. You just want to bless your *** I really appreciate it. And simply one of those babes. She's a law student year 2. So she just discovered my podcast. You know, this disease that that that say the podcast, sweet podcast. You know, she says she's locked in that, you know, they go anywhere.

I mean nothing sweep my brain that. So if you want to heal your boy 08064662140 no problem. I'd like to hear from you with your, you're in the bind. You need free business advice. It's not a problem, Just reach out. But I'll only answer one question. All right, so that's it. And that is all for today. Remember, if it seems a little bit heady, just go back, listen to it again. You'll be fine. Or subscribe to the podcast because I never stopped talking about these sorts of things.

That's what we do here every day on the podcast business goodness. So thank you very much for your time and attention. I'll catch you all some other time.