Is this deal moving forward or not? The real reason why you're waiting indefinitely for client

Good morning and welcome to the show the sales for the Nigerian businessperson podcast yesterday. We looked at the question, should you have to wait for weeks or months to get a response from a potential client or customer stakeholder? You know, whatever did you have to wait, weeks or months when you are having sales transactions or certain initiatives with people? Now, we tackle the question yesterday but we did it in a what should I say?

A half-ton Manner and that's because I overestimated Add the amount or rather underestimated, the amount of time that will be needed to sort this out. So yesterday, what we tackled, the first half of it, if you want more details of this, your first time of listening to the show, then after you're done listening to this episode, just skip back to the previous one and you're going to hear about everything in more detail.

At least the first two points that we tackled And this is the way that we looked at it yesterday. Whether you have to wait, weeks, or months, depends on a couple of things, it depends on the sales cycle. Some businesses, some Industries, some context, have a long sales cycle, and others have a short sale cycle if it has a short sale cycle example, that I gave, I think one of the examples I gave was, if you do small jobs for our foreign listeners, I think small shops would be hors d'oeuvres.

I think that's horderves. So, if you're doing small jobs, if you're doing Hors d'oeuvres party treats not to really short sales cycle. So you can expect to wait minutes, maybe even hours before I get a response. So it's possible if you're doing small jobs and all those that you have the conversation with the potential client by 9 a.m., and it wouldn't be out of place to call them back at 9:30, to find out. How far are we moving ahead or not?

If you're waiting two days, three days and you're in the hors d'oeuvres, small jobs, Party packs. You know, those kinds of things you are in that space. It's almost guaranteed that you would have lost the deal. Because if Mom calls you today because you want to party packs party treats, the birthday is on Friday, the rest assured, she calls you today, she didn't call you back on Tuesday. I mean by Wednesday she definitely has got someone so those are short sales Cycles.

Now, one of the things that determines the sales Cycles also interrelated factors like what are you in a simple sale or in a complex sales situation and that's determined I mean, by the nature of the product, or the nature of the service, is it a commodity? The complexity involved, is it something simple? Is a complex, the example I gave yesterday was that a handbag is simple, the car is complex. And then, in relative terms, the car would be simple and then the plane would be complex.

So you should expect the sales cycle to be different for each sales cycle for handbag. Obviously, she be shorter the sales cycle for a plane should be the longest and the car somewhere in between. Then they also the number of people involved in the interaction. That's also important. The last people you have the shorter, the cell cycle is going to be for the orders. The party treats the party packs. You only speaking to one person,

you're speaking to the mom of the celebrant so you can expect things to be done. Sharply, we can expect things to wrap it up sticking with the event Motif. If you are a wedding photographer on the other hand, you expect you're talking to the bride, you're talking to the groom and then sometimes you also talking to the person who happens to be paying. And it isn't always the bride and the groom who are paying jointly, sometimes, it's Mom and Dad or sometimes it's the famous Uncle, the loving uncle wants to pay the bill and you can expecting to take quite a bit of time because you might agree very quickly with the bride, I

may be the groom is nonchalant and it's like whatever my wife wants. That's fine. Then you have to contend with the uncle whom I think that look. Okay, you guys are giving me a bill for 400,000 just for photos. This is And then, you know, you haven't, you talked back and forth and deal with all the things I didn't you. So you can expect that to be a longer sales cycle. So these are the things that we ought to consider before we have a realistic idea of whether we have two week days, or weeks or months or minutes before we get a response from a potential customer a client or you know,

stakeholder investor, whatever these are, the things that That determine it. So don't always lose heart. If you've waited three or four days, it depends on your context and the other hand, don't lose heart. If you've waited two or three months, it depends on the context. And these are the criteria that we are going to use the help. Sorry, the craft had are going to use to try and figure out what's going on. Like, I also mentioned yesterday, the sales Clinic is starting on the 27th of March and that is in three days.

And it's going to be personalized, sales coaching. Of our WhatsApp and that's the whole point of the session. So that if you happen to be facing these kinds of problems in your business, or in your career right now because there is some level of stakeholder management and agenda management that goes on in corporations. So these are the sorts of issues that you're facing. I'm available to help, sort all these sorts of things out.

So, where are we? So those are the first two things that we looked at yesterday, the sales cycle and then the type Of the business situation. So I know long sales cycle, a short sale cycle you in a simple situation or a complex, sales situation, you have more details are more examples if you listen to the previous episode. Now, the final thing that we didn't address is what I have to wait minutes or weeks or months to hear back from potential customer or by the way you notice I didn't say yes because regardless of the cell cycle if you are waiting yes, rest assured that you're out of the loop.

So if You so things like industrial machines and planes and things like that, that people don't just decide to buy those things right now. If the company decides, okay let's say okay back to Nigeria where we have power difficulties if you live in a community and the community has been having lots of power outages. They've complained to Napa. That's the okay, was not never any more we call it phc. And now the power holding Corporation the complain to the power holding Corporation.

Asian the power holding Corporation. Say, look, we're backed up, we don't have enough M and the community decides, you know what to help with this, we are going to get our own M. So I not meet a Transformer, we're going to buy the Transformer ourselves and then we'll have you guys hook it up later. Now for those of you who are foreigners listening to this show, I mean that sounds incredible. But in Nigeria, it happens all the time, especially in Lagos where it's crowded and overpopulated to Legos.

Count know sometimes communities, just just get tired and then they Go ahead on the buy, the equipment themselves and then the power company comes out hooks everything up later on. So, if as a community, you guys decided, you know, what went to buy a Transformer now Transformers really, really, really expensive. My guess is that, perhaps they might need to be imported. Some research is going to have to be done about what kind of transform others, the community need.

Is it a 5k v? A 3.5 KVA is 1.5, you know, whatever those of you who are Engineers, you know, the technicalities about these sorts of things. So this Is a this is a huge commitment. So the community decides today on January the 1st you can don't expect that they're going to buy it on in your in February or March or April sober online. What I'm trying to say is that when people make all these huge considerations, if nobody has gotten back to you in a year,

let's say the community the head of the landlord's Association reached out to your company because you guys import you guys in, Porter Transformers and all these electrical infrastructure if they reach out to you January 1st and you wake up one day and it's you know, December 15th. I mean rest assure that you guys off the table, it's been too long. So that's the reason why I didn't say. Yeah. Because no matter the sales cycle long or short, if nobody has reached out to you in a year, I think you guys are.

Let's just think we should be confident that somebody else has walked off and with the deal. So yeah that's definitely too long. Yeah so that's it. Okay. Now the final thing that we have to consider is what they have to wait, weeks, months minutes, you know, depends on whether you are in a continuation or whether you are in an advancement, let me repeat, whether you have to wait minutes, days weeks, or months. Depends on whether you are in a country in a continuation or you are in an advancement.

Now, that's a little technical sales time, so let me explain what they mean. Mean, it continuation. Is that situation that you're in? When you there's another custom on the other end, there's another person. You guys clearly have a sense of Rapport. You guys like each other. You guys love each other, you flow really well. The phone conversations are Pleasant. The emails are Pleasant the back and forth is really, really Pleasant and polite, but for some reason, whenever you guys hook up, whenever you call,

whenever you visit that potential customer, even though you're nice and you're just about everything, there's no clear agenda. On the table about why you guys are talking or what you're supposed to do next. That is a continuation. That is a continuation. Because when you're stuck in, that kind of behavior pattern meeting after meeting after meeting you guys show up, it's nice. Its pleasant you guys. Talk the whether you talk real,

housewives of Atlanta, Real Housewives, of Abuja talk about holidays, joke about children. You talk about everything but there's No clear agenda or framework on the table about this is what we need to achieve. This is what we need to move, forward to seal the deal. Then you stuck in the continuation and continuations. Unfortunately, go on forever and you discover that someone else has won the deal. And this is something that my wedding photographer friends back when I used to be in the event, space wedding photographers wedding planners is one thing that used to get them.

Really, really surprised the be like, I thought everything was going on, well, like no used to vibe. You know, we had coffee, I brought them gives, you know, we used to hang out. I haven't saw them in church. I thought everything was okay. And, you know, next thing they go with aku-aku wedding photography. Like, how did that happen? Seems to come out of nowhere. He just blindsides them. One of my friend's wedding planner, the shower one of those them.

Like, so such moments, like, she couldn't believe that this bird, this bride that got on so well with her, they were talking personal issues to are talking relationship issues. I mean, they really developed it. Deep deep deep relationship and then just woke up one day to find out that another wedding planner was doing it and in our opinion was wedding planner who was not as talented or sophisticated or was the word creative and all that.

And that's because you guys are stuck in the continuation. You have Rapport but there's no clear agenda when there's no clear agenda. There's room for the person. Who might even have the lesser amount of Rapport, but he has a clear agenda or she has a clear agenda to move this thing. Forward that leaves room for the person to just go ahead and steal the deal. So it's nice to be friendly. But business is not about making friends by any, that's a separate term podcast episode.

I'm not saying don't make friends. I'm just saying that. Be careful about being stuck in continuations. A couple of us that have been stuck with them, Stuck in them and it really hurts. Well, the good news is there's a way out of it. Now that is what where we come to advancements. Now an advancement is that situation in the conversation that stage and relationship, where there is a clear agreement by the parties on what the next step is That is where you want to be and that is where you have to be to move things forward.

If you're stuck in a continuation, you're not only going to wait minutes, you're not only going to wait weeks. You might also wait months because you are stocking the continuation. It's not clear what the outcome is supposed to be. So you're always going to call. Say what's up? The children. Are you back from travel? Congratulations on the promotion, all these, Nigerian elections, really turned out to be terrible or Trump is running again.

We're in for interesting times or Trump is about to be arrested. My son is graduating in all those kinds of conversations and it's just going nowhere. Yes. You want to wait weeks? You're going to wait months. I guarantee you. But if you have advancement where there are clear agreements, or the next step is by both parties, then things are going to move on quickly. How do you get advancement? It's very simple. You get an advancement by doing that at this current meeting.

Let me repeat you gain an advancement by doing that at this current meeting. Too many people. Wait and finish this meeting finish this phone call finish this house, visit and then after that, they now and try to figure out. Okay, what's next? What is the next item for follow-up? How should I continue my follow-up? You agree to that right now. So if you're on the phone with the person now, and you're done with this. I'll talk how was your holiday,

congrats on the promotion? It looks like Trump is running again. We're in for interesting times. You know, quickly move down to business, okay? The last time that we saw at least let the community and even though you say 1.5 K VA, I really think from the number of people in this community that really, what we should be doing is a 3.5, KV a generator. So I know you're talking to our competitors. You're telling them 1.5 KVA,

they've given you a price, it's so on. Million but really I think this is what will best serve your community and this is my honest and my professional opinion of course they're going to bulk because the community doesn't have much money and then you know that's where you now you see some feedback and you put a proposal on the table you know. So how does this budget sound? Okay I know it sounds like it's Way Beyond what people are supposed to be where I'm sorry it's Way Beyond.

What you guys are comfortable with what? You know what the inspection that I did was just me eyeballing it. How about next time I come with my technical crew? We're going to go from house to house. Would do ten houses out of the community, come up with an average and then come up with an exact what we think technically speaking, the community, the amount of power, the amount of infrastructure that the community needs, if they agree to that, the next Well of course this is going to be the issue,

of course. Let's see if you're going to fly out your crew by yourself over there going to be at the cross. You're sorry, the cost of that. You also put that on the table and then there's also the matter of how soon you're going to need the money to have the, your Tech Team, calm down because if you agree, that inspection is going to be next month, then I'm assuming that you want to deposit by a certain date. So that's something you have to bring up as well.

Now, I know that this example is too highfalutin because Not all of us sell Transformers or import Transformers, but I'm trying to use that as an illustration here here, with the community. Had, you've done the small talk, you said, look, Olga you guys are saying 1.5 kg. I really think 3.5 KV is what you need. You know, what, to prove. The point I want to bring the technical crew. Are you guys trying with that, okay? But for the technical crew to come here, we're going to need 150k.

You know, to bring the boys down by bus. Can you guys raise 150? Okay, correct cool. Now I want the boys to do this thing by faith. 14th. So in that case, what would you need a 150 K by January 31st? Can you guys raise that money? Okay. All right, no problem. So I'm going to holler at you January, 31st 450k so that we can make this thing happen. Are you guys cool with that? And the community had, as many say, cool or he's going to say,

you know what, let me go and talk to the other members of The Residency Association or the, let me talk to the landlord Association or whatever and you say okay. All right, no Allah. No problem. But member shh is January 31st that we need the cash back. So you know can I call you by January 14th? To see how far my new cell? Yeah. No problem, January 14th. Yeah, that's two weeks away. We can make it happen and then you end the conversation.

In this case, you have a clear advancement it's already clear. What the next step are, what the next steps are going to be. You're going to wait for two weeks. If you don't hear from him, you call him on January 14th, say how far as the Landlord Association met, you're either going to hear? Yes. A handle. Let's assume that you've heard. Yes. And then the expression is going to be very simple diagram of the meeting positive or not.

If it's positive, then it means that the next step is the 150k that they need to be. And after the conversation it's also claimed going to wait two weeks and then call them back. If you haven't heard from them, they say, how far we need 150 K so that we can send the boys down. So you can see how in this case, there is a very clear sense of this is where we are now. This is what We need to do next to move the ball forward.

That is an advancement. In this case, you're not having to wait too long. In fact you might even wait days in some cases because it's possible that you might call the guy back after the first two weeks of January 14th. And he says, oh sorry. I forgot the Landlord Association. We didn't meet in fact, thank you for reminding me. Let me hook that up right now, and then they might meet in two or three days. And then you have the budget in that case, you didn't have to wait two weeks, because those are class sense of what it is.

To do next. You guys want another advancement and he gave a clear roadmap for how it is that you're supposed to follow up. Now, maybe I should have used Transformers, what the thought process is still the same. You should have clear advancements. Now back to the wedding. Planner is the same thing. Donald Trump is running again, blah, blah, blah, how was your holiday. You guys just came back from America? Have you decided what you're going to do the honeymoon?

Okay, all right. No problem, let me know. Take up much of your time. Let's get down to business based on what we discussed. Last time, I think that one, two, three and four are the kind of ideas that we should pursue for your wedding and then you ask for feedback. So what do you think which ideas catch your fancy? And the bride is going to say? Yeah, I like number one but I don't like this about number one. Can we incorporate elements of number three here?

And we change this? And can we add that? And you say something like okay, yeah, yeah, that's that's true. It makes sense. How about I do this? Since I only came here with costings four, one, two and three, but you've come up with some Costume ideas. Can I have one week to make some inquiries about how we get this, how you pulled this off, and then I give you a new budget and then the bride you say, yes? It's okay. All right, no problem.

And then you move on. In this case, it is very clear. You put together a couple of options, you made a proposal, the person wanted a few tweaks. You've asked, for some time to get back to them with a new budget and new options. In this case, what you have is that advancement because we finished the meeting, the bride knows what's coming next, you know, what's coming next? If you're stuck in our whole continuation, the loop where you call the bride, how you doing?

How's Mom see how the wedding planning? How's your husband? As marriage prep? Are things going your nephews and nieces? Are they getting ready to come? Everybody's going to be at the wedding or really good real good, or glad to hear that, glad to hear that. And then you end the conversation. You are stuck in the continuation and you're bound to keep repeating the same thing over. Over again, and you're going to do that for several weeks until you start seeing pictures on Instagram.

And then the bride is married and somebody else ended up being the wedding planner. So, yeah, that's the final thing. And that's how going to wrap up the question of whether you have to wait, weeks, or months to get a response. And so, it depends, not just on the length of the cell cycle and the kind of situation you're in, whether it's simple or complex, but it also depends on whether you have the skill and the mindset to make sure that You are not stuck in continuations.

If you are stuck in a continuation guy or girl, you guys are going to wait forever. But then, if you have the mindset of gaining advancements, every time you guys have a conversation, then expect things to move along reasonably. Well, without all the emotional angst that comes along with thinking and waiting. I go with they call me when we they call me, do they like me? Don't they like me? Are we going ahead? We know going ahead.

Should I call them? No, I shouldn't call them. Should I follow up now? I'm not going to follow up. It should I call should I email? I mean, you guys get the picture. So, if you get to be able to figure out these three things that we've spoken about, come up with a plan, the emotional angst shouldn't be a part of the problem. So, thank you very much for listening to the sales for the Nigerian businessperson podcast. Thanks for the time and attention.

I'll catch you guys at the next recording tomorrow.