Stop Getting Ghosted: How to Lock In Your Next Meeting

Hello and welcome to the show. Today's podcast episode is going to be a Part 2. So this is really, really important. If this is the first podcast episode you're listening to, just realize that this is a Part 2. So you're catching us mid discussion. Yeah, let me put it that way. And what we're going to look at today is what to do when you're having a conversation with a potential customer, a potential client, potential investor, a potential stakeholder, a potential whoever, and the person says, let me get back to you.

Yeah, let me get back to you. So typically what we call these objections in sales, whenever there's any comma, any K leg, any question mark, and it looks like people don't want to continue the conversation. They don't want to continue the agenda. They don't want to pay you a deposit. They don't, you know, whatever it is, they are not ready to make the next step. So yesterday, sorry, not yesterday, because actually I'm making it the same day.

So in the previous episode, what we did was we looked at some advanced techniques for dealing with this objection when people say, let me get back to you in business, how to handle it. But as I uploaded the broadcast now, I just realized that like what I discussed like that's, that's pretty advanced stuff. And some of you might be at the beginning of your sales journey or might be at the beginning of your business journey, and some of you might not be confident enough to pull that off.

So what I'm going to do in this particular episode now is to look at some other approaches that you can use, which take the objection at face value and you try and deal with it. So maybe that is something that you can do for now, those of you who are still beginners, because some of you might think that what we discussed in the previous episode is quite a bit advanced and you might not feel like you might not be able to to do all the things I suggested.

So in the previous podcast episode, what I suggested was whenever somebody is giving you an objection, what we have to do is to get to the root of the objection. We need to find out the reason why they're saying what they're saying. So if somebody says you're too expensive, instead of trying to price back and forth and haggle and negotiate, the proper thing to do, the advanced thing to do is actually to pause. Well, first of all, empathize,

agree, ask a couple of questions to figure out what the problem is. Because some people when they say you're too expensive, what they mean is they don't have the cash 100% now and they're OK with flexible payments. Some people when they say you're too expensive, what they mean is they found somebody else who's going to do it cheaper. Some people when they say you're too expensive, what it means is they have unreasonable price expectations.

But The thing is, unless you empathize, first of all, calm the thing down, ask them questions, realize the root cause, you will now not know the next step to take to be able to resolve the issue. But those are advanced techniques. Now the simple thing to do is to just pay attention to whatever the person is telling you, which is the person says you're too expensive. You just assume now, OK, that is what they mean. And then you start pricing.

So also when people say, let me get back to you, there's a much, much more basic approach, a much more simpler approach while you're trying to get your confidence up, which is where you just deal with the assumption. So deal with the objection as they have said it to you, as they say, just try and deal with it. You take the thing at face value. You don't assume there's anything deep. You don't assume there's anything significant.

You don't try to do any kind of investigation. So as they say it, as they say, let me get back to you, Maya, you try and tackle them. So that is what we're doing in today's podcast episode. But Please remember, if this is your first time listening to the podcast, please, please, please, Please remember that this is a Part 2. My own professional recommendation is that we do not do what it is that I'm about to say here, especially if you've been in business for a while.

If you've been in business for, you know, 2-3 years, it's time for you to take the advanced approach and try to figure out what is really going on. But if you're brand new, brand new, brand, brand new, fresh, OK, then go ahead and try some of these suggestions that I'm going to suggest now. But please, for those of you who have been in this space for a while, you're no longer a jam bite in business. You're no longer a newbie.

You're no longer a fresher. You've been around the block a few times. You've already handled one or two clients. I beg of you, try the more advanced techniques instead because you will benefit more from that. Because if you try these techniques, I'm going to teach you now I have 3 examples. You might end up in that game of, you know, following up for the sake of follow up, chasing people that know the answer for this disease that, that, that because you have not covered the root issue.

But for those of you who are new and who haven't gotten the confidence yet, OK, it's good. No problem. You guys can try this. By the way, if you'd love to get in touch with me, you can call, send me a text message or a WhatsApp message on 0806466 2140 so that if you're having these kinds of problems in your business, reach out. Let's see how we can get this thing solved, how we can move your business forward. For those of you who are saying this guy's out, he's expensive,

don't worry, not to be afraid. I do offer free advice. All you have to do is just let me know that you're looking for free advice in the very first message, in the very first call, and I'll get you sorted. But I'll answer one question only because if we want to do anything more in depth, we need to sit down and we need to invest some time. And you know now, and I'm not doing this as a charity, so I'm not going to start investing hours and weeks and months of my time without seeing some, some returns.

You understand what I'm saying. But anyway, no problem, you're facing these kinds of problems in your business. Reach out 08064662140. I'm willing to help for free so long as we answer just one question. All right, so now back when somebody says let me get back to you. So what do you say? Now remember, this is Part 2, Part 1. That's all the advanced stuff. So when you're done listening to this, if this is your first time listening to the episode, please scroll back.

I listen to Part 1. I beg of you, listen to Part 1. Please listen to Part 1. OK, I think I've said that warning enough. Yeah. So Part 2. Now, when somebody says let me get back to you, we'll just take it at face value. You know what? Let me just explain one more time because I'm sure people don't understand what it is I'm trying to say. When I was in university, there was this babe that I wanted to die for. I thought that it was like if any oh you know when you're ready to put your life on the line, as in I was ready to die on top of her matter and I

pursued this matter vigorously. I say if no be you, it is nobody. But then the girl told me that oh she wanted to graduate first class because she was studying pharmacy and she was close to 1st class and everything and she didn't want any distractions. When she told me that she didn't want any distractions, this thing made sense now since I was in love with her, you know now when you're a teenager, but know how love can be now.

So since I was in love with her, I said, you know what babe, you're absolutely correct if I it's even unfair of me to be a distraction for you. In fact, we should not even continue this conversation right now because she was in her room when we're having a conversation. She was recovering from tonsillitis and I told her that in fact, you know what? I understand that you're not feeling too well right now, but we can't let your studies slack.

So just, you know, no, just you know, rinse, gaggle and let's go. I'll escort you to to the hostel, you know, so that you can, so I'll record you to library so you can go and read, you know, you suppose read because the exams are coming soon, you know. So I did the good dutiful, you know what a good Romeo would do. And I saw her have to go and read so that she can graduate first class. And I gave her space because I was in love and I said this girl must graduate first class as I

would support her. She would graduate first class. That's what she told me. But then Sunday morning, because we used to go to the same shop Sunday morning, one rude boy on campus is one that came and dropped her in church. The guy who stayed during the whole service. And then I know I was not asking other guys like what's up now? Like that guy we did with Chin and like who is who is he? You don't know. I said no. I said I told you without.

I said who is told you? I said that's her boyfriend. I say I was weak. I was seriously weak because I think it was like Tuesday, Tuesday night, Tuesday, Wednesday night, she said she can't be with me because she wants to graduate first class. I took her at face value and I say come, let us go. I say freshen up, no problem, let's go. I'll escort you to the library so you can go and read. I give you space When you finish reading, I'll even escort you back that.

Don't worry, right now it's on a platonic level. It's just a friendship, something because I will support you to finish first class from this university or Buffalo University, the greatest university in the world. I took her at face value. She gave me an objection. This is the reason why I can't be with you. I want to graduate first class. I took the objection at face value and I said no problem, should be in our first class.

I'll support you thinking that while I am waiting in the wings, you know the city is a matter of first class. She'll graduate first class and then, you know, should not have time for me and then we'll live happily ever after. I took the objection at face value. Meanwhile, Sunday morning, Oh, you may can't be wicked. Sunday morning, she shows up with a brand new boyfriend after telling me that first class was the problem.

So you can see that is the reason why I'm saying listen to Part 1. Because this whole thing of taking objections at face value, you end up running into all kinds of problems because you are not treating the core issues. If I had used an advanced technique on her, which is, oh, you know what, it makes a lot of sense. Our parents send us to school so that we can study and things like that. Yeah, will be nice. I think you should struggle for a first class.

But then I gave her some advanced technique. For those of you who listened to yesterday's episode, you will, you know the following funneling technique that I'm talking about Now see, if I tried to use the following technique to say no pressure, no be by force. It's not by force that it must this me or they must marry me. No problem. I respect your time. But just so that I would be mature about this thing because you know where you need now.

You know I'm a 18 year old boy. You are anyway, let me not see our age. Some of you come here paedophile, but put it in context. I was 18 then. So even if I senior and by two years you you see that you understand the amount it makes sense. So what mature people now we're starting life on our own, Joe so that I know would they pressure you anyhow? Would they follow you? They do follow up on you anyhow. Anyhow, no vex, let me just ask you one or two questions because I need to know exactly what's going on.

And honestly speaking, if you say no, I no want to, no problem, we'll go and I'm here. It's not a big deal. Of course she would have said sure, no problem, that's OK, no problem. Usually when guy, the toast babe and the babe say I want to graduate first class, normally it's one or two issues, you know, go pass, I'm not interested Aspire the baby is not interested again or the baby if you say maybe the guy will make you know, like a good boyfriend isn't maybe you're not husband material or OK, what kind of option would they give any?

I would have given an option or three and then would have I would have asked her. But of course, after trying to calm the mood that you know what, it's not by force by force. Even if you say no, it's not a big deal. It's not a big deal. Like we are mature people here. So if I'd done the funneling technique, I should have said, OK, well, actually, to be honest, there's somebody else that I was talking, I've been talking to.

And I think that this is going to make a better boyfriend, at least what I've got into the real issue. All right, now, whether my next step would have been or have broken down there and then get on my knees and begin. They cry, say why, why now? Why? That's not a real name, by the way, just in case there's any chain here who's listening to this? And you want to owe you. And you think that. Oh, you know, maybe I was feeling you.

It's it's not, it's not you. There's one chin red. I used to feel chin redo, but she was my senior, so I didn't have leave out to actually tell her that that was liking her. So that's how that one, that's how that matter went past when if any of you know, chin redo. So shout out to chin redo if she graduated from OAU. Yeah, that's her. She was she was my crush back in the day. Where was I now? Where was I? So I would have gotten to the real issue then.

I wouldn't have been surprised when on Sunday morning she showed up with a brand new boyfriend. Brand new boyfriend. In fact, some people are abusing me that maybe it's because I don't have car, that's why. Anyway, you know, it's just one of those things. But women human, you can't be wicked. So. Oh, Speaking of women, International Women's Day is the 8th of March. Yeah, that's true. I should do an episode about that.

OK, so this is the reason why I am saying that you should listen to Part 1, because when you take things at face value, sometimes you'll miss the points. You go off points and you find out that you're chasing somebody, chasing an opportunity, chasing an agenda that has no realistic deal of closing. Sorry, realistic chance of closing at all. Because I was assuming that no problem, once she graduate first class, me and her will be good to go once she gets her GP back on track.

But meanwhile, I didn't know that there was another boy in the waiting and the boy was a club boy with card. So when in a business setting, now let's go back to business. Somebody tells you, let me get back to you. If you want to take it at face value, the approach is similar. Number one, you're going to agree and you're going to empathize #2 you're going to ask some questions and then #3 you're going to try and secure an advancement.

Now, to agree and sympathize just means you want the person to know that what they're saying is reasonable. What they're saying makes sense. Also, when you don't argue with them and you say that what they're saying makes sense, they will be calm because they are calm and they're not fighting. Again, that is what we give you permission to ask questions. From the questions you ask, you have more information and you will be able to secure an advancement.

Now an advancement just means that you and the person that you're talking to, both of you have mutually agreed to the next steps. Both of you have mutually agreed on what it is that you guys are going to do next. The reason why this last stage is important advancement is because if somebody says let me get back to you and both of you do not have, you've not secured an advancement, you're not mutually agreed on the next steps from there, you will enter into ghosting.

I repeat, if somebody says let me get back to you and you say, OK, no problem, I'll hear from you. The chances that you call the person that week, next week, they don't answer. You send text message, they don't respond. You send e-mail, they don't respond. By the time you're chasing them for, you know, three weeks, you're not wondering. I mean, they don't block me, you know, because you're not seeing read message receipt on WhatsApp or something.

So the chances that all of that long story, all of that complication coming up is high. So whether you are using the advanced versions, the advanced technique, I'll be the advanced framework that I discussed in the last episode or the much more simpler one that we're discussing now. Do not end that conversation without an advancement, you hear me? Do not end without an advancement and I can tell you, I can tell you wholeheartedly for free.

If you did try and secure advancement and the person no one commits the person, no one advance, then chances are their mind is not there. Basha, we will always try and secure an advancement before we leave when we are here in all this. Let me get back to you kind of talk. So option A somebody says, let me get back to you. You agree with your empathize. Oh, yeah, that makes a lot of sense when we're dealing with expensive items like this.

Yeah, it makes sense that you take time to think you through. In fact, me personally, I don't even decide on anything that costs more than two 2,000,000, two 3,000,000 without discussing with my wife. So it's OK. It's OK. Go ahead, Sir. Take time. Take your time and, you know, think through it. That's agree, empathize. People will be calm. You can now ask your question. OK. Sir, is there anything in particular that you're trying to take time to think things through?

Is there something that I may have said that you aren't clear about, something that kind of confuses you? That's the question you ask and they hear what it is that they have to say. But remember, when they talk like this, we're not trying to pin them down for another 30 minutes. This kind of question should just give us some extra, what will I say, extra bandwidth, extra emotional cushion. Just help us understand, know what's going on here, what's going on here.

But remember, we're trying to be basic. We're not trying to tackle anything right now. So when they answer, your next step is advancement and advancement in this case, you can also ask a simple question, when would you like me to get back to you or Bros, Madam, when would you like us to talk again? And then you keep quiet and you hear what it is that they have to say. If they say no, no, no, don't worry. I'll get back to you.

I'll get back to you. It's just a matter of you have to borrow from the advanced techniques. Say, OK, I understand, Sir. Not that I want to rush you, but I just want to know so I don't follow up with you endlessly. So when you say you get back to me, are you thinking in like 2 weeks, a month, if at this point somebody's still saying, oh, no, no, I said I'll get back to you. It's it's it's OK, Mr. Tavi Shimal. Well, I'll get back to you.

I'll get back to you then. Chances are this person is honest and he'll get back to you or, or a person is not feeling it. But in this case, you've done your best. You've agreed, you've empathized. You asked a question to see if there were any particular concerns that they had or maybe there was anything that you didn't quite represent properly. Then after that, you tried to secure an advancement on their own terms as option A, then option B.

Let me get back to you. So, oh, that makes sense. That makes sense. Most of the people that I deal with, you know, typically need a couple of days. Some people serve you in a few weeks to think about this whole thing. So yes, Sir, Yes, Madam, take your time and consider whatever it is that you need to consider. Then the question comes in. So Sir, Madam, after you consider this proposal, after you consider this XYZ, what would you like us to do next?

And then you keep quiet. Now you listen, if they cannot give you any clear, you know what they're expecting to happen next, then just know that you're on some shaky ground. If somebody says, oh, by the time I'm done considering this and I come back, I think it'll be OK for us to start examining, start negotiating on price packages. If somebody answers like that, good. You now know that you are, you're on the right path.

You know, you're, you're making progress. If someone says after I consider the proposal, if I don't have any more questions, I think we'll be ready to go ahead and make a deposit. Good, you're on the right track. But like I said, you know, asking this kind of question or just trying to get some emotional cushion, just know where we stand also so that when we start the conversation again, we'll know how we'll push it. So when the person gives you that answer, the answer is sounds favorable.

Good. We still go for an advancement. We try and secure the next mutually agreed upon action item. Even if the thing does not sound encouraging, still we'll try and get an advancement. You know, you never know. Now sales is about moving things forward one step at a time. So after consideration, what would you like us to do next? The answer next. OK. All right, Sir, do you think two weeks from now would be a reasonable time for us to check in or reasonable time for us to touch base?

A reasonable time for whatever. Remember I told you guys, especially those of you who listened to the last episode, that I don't like leaving it up to the other person. I don't like saying why would you like to get back? Why would you like to get back in? When when do you want us to talk again? The reason why I don't like that approach is sometimes you say, why don't you like us to talk again? Somebody. Oh, yeah, call me in four months time.

I don't like that kind of answer. Four months. Anything can happen in four months. So usually I've had to be much more proactive and I'm the one who recommends a timeline or who recommends a course of action. So in this case, you know, this is, this would be me stylishly trying to put forward a period of time. Remember in the first option we say, why would you like me to get back to you? We left it off to the person this time.

And I'll say something like, do you think two weeks from now will be a reasonable time to check in? Would two weeks from now be a reasonable time to touch base? Do you think two weeks from now will be a reasonable time to open the matter again? I'm trying to narrow it down. Then based on what the person says, you now know whether you're making progress or not. Some people might say 2 weeks, 2 weeks is too long, will be done before then.

And yes, there are some people who have responded to me like that. Two weeks, 2 weeks, 2 weeks is too much. Now. Friday morning you'd have heard. You should have heard by you should have heard from me. In fact, this one happened to me last week. Yeah, I said OK. So do you think a week happens a week out a week? A week is too much now, like my old guy is a very sharp, sharp person. If there's anything tonight self, you will hear it tonight.

You say yes, now it's OK. No problem. In that case, tomorrow is Friday now. So Friday morning. I'll boss you if if nothing is here. No Hala, no problem. And just like the guy said at night, the guy pinged me. By Friday morning we had a date, and then by Monday I showed up in the office for the meeting. But you ask, do you think 2 weeks? Do you think one month? Do you think 5 days? Do you think one week? Do you think whatever it is you feel like proposing, do you think XYZ time from now would be a reasonable time to check in,

to resume, to start a discussion, to revisit the matter? Do something something you know, do whatever, but you can see that it's still the same. Agree or empathize, ask a question, try to secure an advancement. Then option C, somebody says, let me get back to you. You say that makes sense. I understand that you like to think through a couple of things. And then you ask your questions After you have considered the things that when would you OK

now after you've considered this XYZ, would you be ready to take the next step? How will I put it? OK, Sasha, no problem. Yeah, take your time. I know this is a lot to think about. You want to review everything that we've spoken about. But I hope you don't mind me asking. But I hope you don't mind me asking. After thinking through all these things, would you be ready to take the next step? By the way, in this case, next step will be whatever is the reasonable next step in your own sale.

So let's say in your particular industry at this stage, next step is they pay a deposit or next step is they sign documents or next step is they come for site visit. You know, whatever it is, that is what you would say. So let's say deposit now. So. Oh, yes, Sir, that makes a lot of sense. Take all the time you need, Madam. Take all the time you need to consider. But I hope you don't mind me asking, Ma, by the time you're done with consideration, by the time you're done thinking through everything, would you be ready to make a deposit?

Yeah. And keep quiet. And then see, remember, like I said, we're just trying to get some emotional cushion. We're just trying to feel where are we? Where are we, you know? So depending on what they say, you will now know where you stand. You understand, you will now know whether if if you do pursue them, you're pursuing in good confidence or whether you know that this thing is shaky, like it hasn't really clicked. So here what it is that they have to say.

Then anybody who says that you're sure they'll be ready to take the next step. Good, fantastic. You can continue to pursue confidently if they say no, that they're not ready to take the next step or they say it depends. OK, good. Remember, especially for those of you who listen to the prior episode, that just means that there's something in the previous step in your sales process that you did not address very well. So you now know that when you resume, you have to, you know,

you have to try and reason it exactly what's going on. And by the way, can you see why I recommend that, you know, if you're confident enough, might as well just go ahead and try the advanced techniques because it's better to try and figure out now what it is that is going on. And then we'll try and tackle this and try and move forward then the advancement. Now, in this case, another way of being more all I see, I don't want to say forceful because some of you will be afraid if I

say forceful. Another more assertive way of trying to drive it forward would be to say, OK, OK, let's rewind. OK, Sir. OK, Madam, that makes a lot of sense. Sure, take your time. Consider whatever it is that you need to consider. I don't like to push people anyway. But Madam, I hope you don't mind me asking, after you're done considering the document, after you're done considering the proposal, after you're done thinking this through, would you be ready to make a deposit?

Madam says, oh, that depends on what we turn up. OK, ma'am, that's fair. Makes a lot of sense. Most of my happiest clients have taken about two weeks to consider the proposal when we're at this stage. So would you say that'll be OK for you? 2 weeks, Ma. You see, I'm now trying to secure an advancement by suggesting something and I'm trying to use some what we call that I should say social proof. You know, like Madam, most of the people who have gotten to this stage and I've said let me get back to you, let me think about it, let me blah, blah,

blah, blah, blah. Normally they take like 2 weeks and then we know whether we're moving forward or not. So Madam, how do you feel? Are you good with that? So any kind of combination that you want to run, that is pretty much how you do it. When you're taking these people at face value, they say, let me get back to you, let me think about it, blah, blah, blah. That's the approach. Agree, empathize, ask questions, and then you try and secure an an advancement.

The difference between this basic approach and the advanced approach is just that. And the much more advanced approaches in the questioning stage, we're actually digging down a whole lot more to try and figure out what the real issue is before we go this one of taking it at face value. The question, no, go too deep, just a light question to just give you a sense whether you're hot or you're cold. But, you know, go to probe if there's any major issue when we resume, we'll see if we can rescue it from there.

But yeah, that's it pretty much. But but yeah, there you have it. If this is your first time listening to the podcast, please just remember this is a Part 2. So scroll back and listen to the Part 1. If you did not understand my parable, let me repeat it again. If somebody gives you an objection and you take it at face value, you might be dealing with something that is actually not the main issue. And these things happen all the time.

In fact, there's one of my friends who's a wedding planner. In fact, she's one of the people who's responsible for this podcast because she thought I was my friend Laura from posh and Pristine events. But she's no longer in Niger. She has relocated with her family to, I think, Canada, I think. And we lost touch. You know, it's just like that. You have good friends, but you know, sometimes Japan, life circumstances come in the way.

So she told me, now, look, Tavishima, you're really good at what it is that you do. Come train my ladies. I said, really? She said, yes, and I even pay you. I said, you'll pay me. She said yes. That's how this journey began. She said, come and train my ladies. You're good at this. I showed up, she paid me. She's even my friend again. I know what I say that anybody who even pays me money is my friend. So she even became my friend times 2.

So she was my friend before. Now that money has entered the matter and she has given me money. She's my friend times 2. That's how the thing started. And she was from ATV background from a traditional media, my background. So she started talking about, oh, Tashima, you've been hearing this new thing called podcast and say pod what and podcasting. I was saying, what is that? You know, And then we started talking, I think I should start a podcast.

That's she's saying she would start a podcast. I said, OK, Misef, I suppose to start a podcast. And then that's how the journey started. So Laura is responsible for it. So one day now there's this babe that Laura was talking to, because remember, this is events, wedding, weddings and events. So there's a babe that a few of us were talking to her at the same time, because you know, me, I was trying to close the deal from a photo angle.

Then Laura was trying to close this thing from a wedding planning angle. Then my guy Shagun was trying to close it from a video angle. Then we again, this other guy, I can't remember his name, Nana Nana was trying to now close it on a drinks angle. But he was now he was talking to the guy. So, you know, sometimes, at least in in that industry, in events, you know, sometimes that's what they're on. You know, all of us, we could all I put it, you understand what I'm trying to say, like all of us are we're friends, we're all trying to pursue the same client.

So once in a while, you know, like if your own like if your own don't click, you know, you cannot advise somebody that OK, now, so I take dorm, you know, blah, blah, blah, just to help the person for the due to close. So when the babe agree for me now, But when I say I agree for me, I mean professionally like to pay deposit. Oh close the deal. And then I told Laura. Laura was like really really But she told me let me get back to you.

That's what she told me. Even though you know we're really flowing. I thought we're friends and everything. Let me even try and call her again. I said OK, no problem, no problem. You can try then only for a week later. Now when they called us for a vendor meeting, I noticed that all of us show, you know, I was there, Shegun was there, Nana was there. We now didn't see Laura and say, ah, what happened? So after the meeting now,

because before you, I don't know about now, but back then the tradition was like the after the bride has picked her vendors, there will be a meeting where some members of the family, maybe like Mumsy or her sisters or her aunties will meet with the wedding vendors just to, you know, have a talk, get acquainted. And so you can start planning everything on a centralized level. Excuse me? At least in Lagos and in Abuja back then, that's how people used to, used to do it.

So she called for the vendor meeting. So her sister was there, some people from husband's side of the family was there. And then a different wedding planner. We now didn't see Laura. So that's why I called Laura now, I said, what's up now? And Laura, Laura was, was, was was very sad and Laura was heartbroken because Laura thought that both of them were getting along as friends because they used to vibe very well. They used to flow because Laura is a very nice person.

So when the lady said, excuse me. So when the lady said, let me get back to you, she just took it on the same level that, you know, you would take it like when the friend says, let me get back to you. But lo and behold, was not the case. Obviously there were some other issues because on that final day, another wedding planner was the one that we saw. So this is what I mean by when somebody gives you an objection. If you're, if you're saying, let me take it on face value, you are giving yourself the possibility of, of, of long jump, serious long jump.

So that is why even though the advanced techniques are harder, you're better off trying to calm the situation down. No resistance, no query. Then you ask questions, you try and figure out what's going on. When you know what it is that is going on, you put a new proposal on the table and then you now try and get an advancement to try and reschedule. That's why it's the best. That's why it's the best because taking somebody at face value when they say, let me get back to you when they say you're too expensive or when they say I'm traveling to Villa, I'm coming back in two weeks, coming in two weeks or whatever.

Taking people on face value, you can end up in stories that touch, especially when you're going through a dry period and this is the only customer, this is the only potential customer you're talking to, you know, so like now this is 2026, we're now in March. So let's say January, no, no customer, February, no customer March, only one potential customer with the Markham close marking, holding this one tight. Then the thing does not close.

Go begin. They cry. You say school fees, how will I do it? Or DSTV. How will I do it? You now start thinking my old Oger, should I call him back? Maybe they have not hired somebody. Maybe my job is still available. Let me call my old oger. Let me see, maybe we can make things work. So yeah, if you must take people at face value, this is the podcast episode for you. If you want to try something in advance, listen to the podcast episode before this.

And the approach is essentially the same. The difference is just the level of how in depth you're going to go when you're asking questions or trying to figure out exactly what the problem is. So yeah, that's it. That's all for today. Remember, if you're experiencing too many objections in your business, too many comma, too many K leg, too many detour, too many Rd. bump, too many speed bump, too many gully in your sales process, too many things that are slowing down.

The thing is not clicking. Call me, send me a text message or WhatsApp message on 0806466 2140. Don't worry if you think I sound expensive, that's not a problem. I'm OK to answering. I'm OK to answer questions for free. So just make sure that you say so in the very first message. I'm looking for free advice. No problem, we'll have the conversation, but I will answer one question only and we have to go in depth to start solving serious fundamental problems in your business.

Then it is only proper that we start investing the minutes, the hours, the days or the weeks that will be required to fix this particular problem. So that's it and that's all for today. Thank you very much for your time and attention. I'll catch you all some other episode.