STOP Selling Logic! I Show You How to Sell Emotionally

Today on the podcast, we're going to look at how to play up emotions when you're trying to sell your products or services. In other words, what we're going to look at is this. You have a product, you have a service that you want to sell. And you think if you can pluck at people's emotional chords, if you can play with their emotions, if you can say one or two things to get their hearts to do Bing BIM, then you'll be able to sell your product.

So we're going to come up with ideas for how to play with people's emotions so that we can sell our products or services. And before we begin, please, the caveat that all the things we discussed here are to be used in an ethical manner. We are not fraudsters, so we're not trying to frighten people unnecessarily and we're not trying to hoodwink people. So we should always be above board and always try to get people to move for their own benefit and not for our own benefit.

Now, before we continue, I'd like to apologize because I'm out and about. It's a Saturday evening. For those of you who listen regularly, you know that the kids are having catechism classes. So I'm here in church. So you're going to hear other teachers instructing the kids and, and in the compound next door, they're doing some construction. I think they're building some, some shopping mall or something like that. So there's going to be lots of noise in the background.

Now, if you love these sorts of things, how do you sell? How do you sell more effectively? How do you retain customers? Then subscribe to the podcast because that's the that's all we talk about over here on the podcast. So subscribe on Spotify, YouTube, Apple, or any player of your choice. And if you'd love to connect with me, then you can call send me a text message or a WhatsApp message on 08064662140. My name is Tavishima Ayede, I'm the host of the podcast.

You can also find me on LinkedIn. Don't bother for checking for me on any other social media. So excuse me. So don't bother looking for me on any other social media because I have none. I've shut everything down. So like I said at the top of the show, how to play up emotions when trying to sell your products or ServiceNow. Some of you are going to say that or more. This thing sounds like manipulation. Now, is that true?

Is this manipulation? Is this being manipulative? And it depends. It really depends. Now, this is the way that I like to tackle it. My wife doesn't agree. Not everybody agrees with this, but in sales and business development, this is how we tell the difference. We try to get people to take actions for a number of reasons, but there's a difference between when we're trying to get someone to take action because it is going to be for their own benefit and it is for that person's best interests.

And then there's a difference when we're trying to get somebody to take action because it is going to be in our own best interests. Now, the way I explained it to my wife and she kind of understood, but she still refuses to agree, is this. If I tell my son, Chief Ihana Cho's daughter is the correct girl. She's smart, she's articulate, she's intelligent, she's driven. She has a strong prospects. You're you even like her.

She might as well see the girl. Sir, she feels you. So how far? Go ahead. I think this will make a good. She'll make a Good Wife for you. If that is the nature of the conversation. You can see that I'm trying to get my son to take benefits. Sorry to take action as per see this Fine babe, everything checks out. So what's the problem? Why are you not going forward? Because this thing will pay you. Well, in that case, I'm not being manipulative because I'm trying to influence him to take action for his own benefit.

I want my son to marry well, marry a correct wife. But then if I tell my son, you see this chief here, not sure over here he is the he's the CEO of so, so, so and so industries. Have you noticed that chief here? Not sure. They don't have one single boy in that house. And then this girl, that's the first daughter. If you marry this babe you stand the chance of being a heir to, even if you're not a heir, at least you'll be able to benefit from a billion dollar dynasty.

If that is what I'm telling my son now, for instance, you can see that I'm not really looking out for my son's benefit anymore. I'm thinking about the power and I'm thinking about the influence that we will get collectively as a family where my son marries Chief Hannah's daughter, then the rational is if he marries Chief Hannah's daughter, as in it will be set for my family. That's the idea. So in that case, you can see that there's some manipulation going on in scenario one.

See, all things are equal now. The parties are still the same. But scenario one, I'm saying, my son, you know, make sure you marry a correct woman. That life can be hard as it is. Marriage can be hard as it is. You already like this girl. This girl already likes you. I don't know how much longer I'm going to be alive. I would like to see you marry before, before I die. She seems like a very good girl. Go ahead, marry her.

In that case, no manipulation. You can see that I'm talking at his emotional strings. But the second one now see this family, See waiting. They carry, after all, the girl is not bad. If you go ahead with this thing, look at the billions of dollars I will have access to. So you can see in that case, I'm still talking at his emotional heartstrings where you can see that manipulation in that case now on one day. So I explained it like that.

And my wife, you know, she now understands that there's a difference between what I do and what charlatans do, although she doesn't quite agree with me on the definitions. So 1 moment I had to check a notification on my phone. I still make the recordings on my phone. So I just want to be sure that it was nothing important. So yes, we play up emotions for a different number of reasons. So when we are face to face with a potential customer, with a potential client, if it is only our money that we're looking at and we're trying to make their hard to be big beam, then that is manipulation.

It is unethical and it is wrong. In fact, I, we as a family went through this recently when my mother-in-law insurance, people were putting serious pressure on her and she was trying to, at some point she was almost barking, she was almost caving in. So my wife and I had to have the conversation with, with, with my mother-in-law. So like, look, mommy, we have discussed this thing for your retirement. These are the goals you want to achieve.

This is what you're planning for. So therefore this is the kind of package that suits you. The fact that these guys are putting pressure on you or the fact that everybody in your office is doing like this is none of your, is none of your business. You have sat down, you have discussed with all of us and we, your children are saying what you decided is the right one. Just leave it like that. But these insurance agents, they kept on going on and on and on and on.

Anyway, at the end of the day, my mother-in-law stuck with what it is that she's supposed to go to what we had decided. All the other people in the office, they went another way. Now, funny enough, now that mother-in-law is in retirement, she's enjoying herself and she's saying thank God I did not listen because all the other people in the office who went with the other package, they are now crying and to convert it is a problem.

So clearly the insurance agents were pulling on people's emotional strings, but they were only being focused on their Commission. The insurance agents just wanted their own Commission. So they were applying pressure, using emotional tactics. You know, it's a pity, but you know, this is what people do to our mommies and daddies as they grow old. You can just show up, you know, use small grammar, you know, emotional tactics and their.

And then before you know it, you get mommy to commit to something. You get daddy to commit to something. In fact, my father fell for one of these things. If I tell you today, I'm still angry over those, those idiots. So if you're only concerned about your Commission, if you're only concerned about your profits margin, then yeah, relax. You'll beginning to be manipulative. You should be thinking about what this other person needs.

So if you sell insurance, it's not just how much Commission am I going to get if woman takes package A, It's also a serious conversation about mommy. You know what, what are you trying to achieve for your retirement package? Are you looking for the retirement package that when you take it, you will have X amount to be living on a monthly basis so you can cover, you know, rent, food, medical? Or are you more concerned with,

you know, God forbid if the time comes, how much you will leave behind for your children and then you ask and then you now make a recommendation based on that. So initially I didn't intend to go into all of these ethical whatever, but you know, I have to, I have to especially at the beginning of today's episode because I don't want anybody to listen and go away thinking that I am endorsing some kind unethical behavior and predatory behavior.

So the reason why we're looking at this today is because in the video that someone sent me about a tech bro who was in Lagos talking about what to expect if you're in the startup space, what to expect when it comes to sales and marketing. The fellow who was giving the talk, he told them when he was on stage, he said and I quote him. He said we have to move from a place of translating abstract ideas into emotional narratives before you can sell.

Let me quote the guy again. The guy stood on stage in Lagos talking to people in the tech space and people who are want to be entrepreneurs, who want to start a startup. And he told them, and I quote him, we have to move from a place of translating abstract ideas into emotional narratives. That's what he said before you sell. Now, the reason why we're making today's episode is like I told you, that's one problem with all these things.

People stand up and then they say something that is grand and it sounds like it's full of wisdom. They say it and then they just work out. But they didn't tell you the whys and the how. So you leave there. You write down on your pad, yes, translate abstract ideas into emotional narrative, and you think that that's how you're going to have a successful startup. But The thing is, the guy did not tell you how. So what he said, yes, it has some truth to it, but he didn't tell you the how.

He didn't tell you the why. He didn't tell you the principles or the dynamics behind it. And that is why we're going to explore some of these things. So yes, he was right. Especially for those of you in the text space, there are plenty of abstract ideas in what you would do. Abstract meaning, you know, it's not concrete, it's just the idea. But you have to be able to translate those into emotional narratives before you can get people to take action.

So yes, for those of you in the text space, you need to pull upon people's emotional strings. You need to pluck on some emotions when you're trying to sell because people only take action when there is strong emotional reason for them to move. I repeat, people only take action. They will only buy, they will only engage your product or your service when there is a strong emotional reason for them to move. If there's no emotional reason for them to move, they're OK.

So back to the example about my son getting married. By the way, my children are not that old. You know, if my son doesn't feel like he wants children and he's OK leaving the single life, if I don't apply emotional pressure and say my son, see the Gray hairs on my head? Do you not know that I'll be clocking out soon, remaining small? I don't buy tickets. Make your father a happy man. If my son is fine the way he is just enjoying that single life,

he won't take any action. But then if me and my wife start to apply pressure on the guy to say yes, I know that you are enjoying this single boy life, but look at me, see your mother, see my hand, see as my hand is empty, look at my knee, there's no baby bouncing on my knee. What kind of life is this? The money I have made train you people have trained you people. The remaining thing now is to see the generations after me.

Now look at me, see as this house is empty, no grandchildren running anywhere. Yes, these are some of the emotional tactics that some of your parents will use on you. Excuse me, for those of you who never married, get radio. These are some of the things that your parents should be saying. So unless there's an emotional reason, nobody's going to take action. So whether in personal affairs or in business affairs, people need a strong emotional reason to take action.

If there's no emotional reason and everybody's happy, don't do anything. They'll say, let me think about it. Let me get back to you. OK, Hold on. Let's have an interdepartmental meeting. The meeting is scheduled for March next year. So after March next year, I'll give you a call. There's no strong emotional reason to move right now. That's the reason why in November of 2025, November, December, they can be telling you that.

You know what, just relax. We're having departmental meeting July next year. After July next year, we'll give you a call. Your mind, you'll be thinking these people are not serious. It's not that they're all serious. So it's just that emotionally everything is OK. Everything is cool. There's no reason to rock the boat. There's no problem. If there's no problem while we be running helter scatter, everything is all right.

So let's relax. Should be management meeting is June, July next year. Yeah, no problem. June, July next year. Well, after the meeting, if there's a need, we'll give you a call. So this is the reason why you need to be able to pull on people's emotional strings to get them to move. But remember, we want them to move not just because our profit or our Commission is at stake. We also want them to move because it is in their best interest to move as well.

If it is not in their best interest to move and really if they wait till July next year or even if they wait until five years, you know nothing will happen then I just, I think just just let it go. Go and look for somebody that has a serious problem and they help that person. So like I said, for those of you in the tech space, this is really, really important because you guys have plenty of abstract ideas and you guys are in love with your features.

That is why any small team will say web three. You say cloud computing, you say AI, you say low latency, this high latency, something something, blah, blah, blah, blah, on and on and on and on. You guys love your ideas, but nobody is just going to move just because you said Web 3 or because you say cloud computing or because you say AI. These things mean nothing until we can attach them to an emotional need. So like now you know, there's four more.

Nobody wants to be left behind. So if you now say, oh, so, so, so AI solution and you can get some AI, some investors to drop money, but that's because you have attached to some emotional needs. They don't want to be left behind. The whole world is moving AI, so don't want to back something that is AI. So if you now come and say this is my grand idea and you know, it is AI, this AI that you can collect money from them because you have attached these features, web 3, cloud computing, AI to an emotional need that these people feel.

So how do you uncover emotional needs? You have to uncover the emotional need first before you can start pulling on somebody's heartstrings. Now, there are several tools that we've spoken about lots of times on the podcast and we're going to explore today. We're going to look at three things in particular. Number one, we're going to look at ideas around the value Trinity. And this is not original to me. This is something that I heard first from Victor Antonio.

And of course, Victor Antonio was quoting somebody else. I don't know who he was quoting, but Sha, if you hang around, listen to Victor Antonio's podcast, he's an American based, he's an American sales trainer. Then if you hang around and you listen to some of his stuff, then you'll be able to find out where he got the value Trinity from. So value Trinity, Victor Antonio. Then there is Spin Selling by Neil Rackham and yes, this is another book that was written in 1976 or 1986 or whatever.

And I'm saying it again, you all should stop looking at when the book was published. The thing you should be paying attention to is whether the principles apply today or can be applied today. So nobody should come and tell me that I'm quoting books from 1986. It don't matter when the book was published. Can the principle be applied today? That's all you need. Can it be applied? Yes. In that case, read the damn book. I'll stop this.

I can't remember. I was listening to 1 Christian apologist and he called it a chronological snobbery. Chronological snobbery? If it's new, it is good. If it is old, it is bad. We're mature people. We're rational people, so we take things on a case by case basis who assess this idea and see whether the idea is good or not. It does not matter whether the idea or the thing was invented in 2025 instead of being invented in 1995.

S spin selling Neil Rakam yes, is 1986 or 1976 or whatever. Sha read the book if you can. Then we're also going to look at ideas around urgency. Now remember the reason why we're looking at value Trinity spin selling an urgency is because we're trying to uncover emotional needs. It is on to you uncover the need that is there that you now know how to pull the shrinks. But with the example of my son when that time comes.

Unfortunately, my boys are handsome men. And even now at this small age, I've noticed one big problem. All the yellow yellow bright bright ones. Those are the ones that they like hanging around. So I'm trying to teach my sons, actually my older son, it's not like that. It's not according to the color, but I don't know, they just like them bright. So once they look bright, their nose is pointed. They are tall. And the sound, you understand,

you know that accent. Now they have that accent, my songs will be all over them. So I'm trying to get them to understand that nose. It's not like that. Yellow skin is nice, pointed nose is pointed, nose is nice. Long hair is nice. But anyway, let me not bring my family matters into this broadcast. So where was I? So emotional needs. So if my boys now, because they're handsome and because we're going to be very successful and they're wealthy and they're enjoying the single life, if they're not emotionally, I have to uncover the emotional needs first before I know what to block.

So if it's that marriage is not hungry in them, children is not hungry in them. But I discovered that, you know, they look up to me and my wife and all to make us happy. Now I can play on a heartstring to say, make an old man happy before my time comes. All right, now, where are we? So you're covered emotional need first before you know which emotional need you're going to play on. Now, the value Trinity. I've said the time and time again on the podcast, so no need to go into too much detail, but they're there.

Behind the value Trinity is this, that there are three main things. Anytime you hear Trinity, just like, you know, Trinity, Father, Son, and Holy Ghost, Trinity is 3. So every time you hear Trinity, it means three. So the idea behind the value Trinity is that people buy for three main reasons. Again, sorry about the noise in the background. So Makada guy just drove past. Like I said, I'm in the church parking lot. So people buy for any three reasons #1 because there's a physical benefit.

Physical benefit just means the thing will benefit my body. Then #2 psychological benefit. Psychological benefit just means this thing will benefit my mind. And #3 financial benefit. Financial benefit just means this thing will benefit my pocket. So value Trinity means that people buy for three reasons. Any of the three, all of the three combined. Number one, this thing will sweep my body #2 this thing is good for my mind #3 this thing is good for my pocket.

So when people see any of these things, they move. In fact, if you can combine all three of them, oh, they will move. The thing will make me look good. It will be good for my body. It will be sweet on my body. It will be good for my mind, give me Peace of Mind. And The thing is also saving money. They will move, they will take action. So that's the idea behind Value Trinity. So when it comes to physical benefits, of course, we just figure out what the deficiencies that the person has.

Well, first of all, you try and figure out the ideal that the person has and then try and look at where the deficiencies are and then play on that. So those of you in the skin care space, that is what you people do. And that's the reason why I'm angry with all of you. I'm angry with all of you skin care people. I won't lie, I'm angry with all of you. Before we came back to my, to Niger, my wife was confident. She was happy when when in Scotland my wife know the rub cream, she know they use makeup nothing natural beauty as in how was off to bath then she now put lip gloss, then she now use tiro eyeliner.

That's it. My wife was set natural beauty. Then we came to came back to Nigeria. Now you Nigeria women have people talk now say how you will rub powder. She was perfectly happy. You say she won't. You won't rub powder like powder for what? You should just leave my wife alone. I'm angry. I choose skin care people. So they say she must rob powder. That if you're a working class girl, they're supposed to be using powder.

The how you use lip gloss. They are not a teenager again. They are now a woman of a certain age. You suppose they use lipstick? Then what? Again? On and on and on and on and on. The mental warfare, you skin care people and I'm angry with all of you. So that's what skin care people do, physical benefit. That is what they're playing on. You figure out the deficiency. If the woman is too black, you tell her use this pineapple soap.

You make you yellow. If no one is too yellow, use this doodle or so you'll make you turn. You're just trying to figure out what is this person's idea of beauty? What is the vision? Where are they heading to? Then you play up the deficiency or you play down the you play up the aspiration, Abby. So I'm confusing myself. Shall you understand what I'm trying to say? If the deficiency, play on it. If there's aspiration, play it up.

So for people who want their true color in quotes, as they say, they say in this soap, we will bring out your true color. For those people who want the true color to be brought out. That's why you play upon that uses purple soap. Your recolor will come out and say, Madam, see, look at your thigh, see the inside of your thigh, Look at your hand. You see the inside of your hand, look at your your chest bone area. And that is your natural color,

Madam, not these black dice on your face. So this color, if you want this color to come out, you will now use this soap. You skin care people. Anyway, let me move. So yes, physical benefits. That's what skin care people are playing on physical benefit. Buy this soap, buy this cream, buy this thing. It will be sweet on your body when you step out. People will say wow, your future will be bright. People will see the shining from you before you enter into the room.

So that's what they're playing up. Skin care people, physical benefits, then psychological benefits. Now that's the one that is kind of complicated small because you know, people have fears, people have anxiety, you know, so that is where you're trying to figure out their fears, their anxiety. And then in selling, you're trying to play up security, you're trying to play up protection or you're trying to play up Peace of Mind.

So sometimes solar sails is a psychological something, you know, Peace of Mind. So for me, some of you say, how can solar be Peace of Mind? Don't worry, I'm coming, I'm coming, Why not? There might not be many of us, but for some of us it's purely Peace of Mind. So when I was a, a younger man, I'm still young, I'm still very young, I still have him in my body. So I know I sound old, but I'm still a young man. But when I was a much younger man and my wife and I were thinking of starting a family, I

noticed then that when she was pregnant, two things happened #1 her nose tripled in size. My wife's nose was big as a really big. I was shocked because when we first met, my wife had a very small nose. You know like Michael Jackson kind of nose you understand they're out of nowhere pregnancy, but the thing just inflates. I see here. This is my wife's new face. Then any small thing my wife was just complaining of heat.

Any small thing complaining of heat even on a cold day my wife would say she's hot. There were no partakes like she will now be even complaining. The more then I had one deal at the time and the deal gave me 500 key and I said Tarish you know what now is the time. So that's when I went to go and get inverter at the time it cost 150 K. Some of you say what did you say? And I say yes, when I bought my inverter it cost 150K.

Now my inverter is ancient of this really old. So that's when I bought 150 K plus installation. Then we still we still even had 350K change on top. So that's what I used to now fix the bathroom in our house as in to buy a nice proper what's it called? You know that I've just a bathtub. You know, you change the bathroom so that you walk in and you slide the door and you know, just something nice for wifey. So where was I?

So for solar now that was me making the purchase based on psychological something. Nah ha, we are pregnant. Wife is really complaining of heat. If we don't fix this thing now, by the time the baby is born, how will we cope? So the moment I got some small money, I want to go and get alternative power source. So sometimes when you're selling solar, you're selling psychological, psychological benefits. So solar sales and then of course, insurance.

Like I said at the beginning of the show, those of you who are selling insurance, you know it's mostly psychological as well. You know, you're talking to the old woman, you're applying pressure on her. You people that behave like this, I would swear for you, but we're not supposed to use bad language on the podcast. So, you know, you're applying pressure on our mommies and our daddies, but essentially psychological mommy, right now you are working.

You are used to living on a lifestyle OF500K every single month. When you retire, you will not be receiving 500K every month. Are you worried about how to maintain your current lifestyle? This package that we are sending, this annuity, this, whatever, this, this, this, that, you should be able to guarantee you, you know, so you can see it's emotional something. What quality of lifestyle will you be able to maintain after you retire?

And then, of course, your psychological issues, apart from maintaining a certain quality of life, God willing, sorry, God forbid, when that time comes, when you pass, how much are you concerned about leaving behind for your children or your grandchildren? So you can see solar insurance, you know, some emotional something going on there. Then people also have feelings for professional status or personal status, you know, ego,

Yeah. Ego and advancement, yes. So when we're in the wedding space, that's what we used to sell because people want to look more superior than how I put it. You know, they want to be at the level of their superiors or they want to be above their peers. So in weddings, essentially that's what we were were selling back in the day. I thought was ridiculous. By the way, just have the wedding of your means. If all you have is 5:00 AM plan your sorry.

I know that now things are more expensive, but back when I got married, yeah, you could get married with 2 million comfortable 2 million you set yourself up. So those has always been my own take. But people always want you know, they want an idealize something because you want your wedding to be won in town. You want to be on Bella and Niger. You want your wedding to trend. So yeah, that's what we're selling back in the days.

Back in the day, wanted to add people to achieve a certain personal status. So that's what we're selling in weddings. Then there's also the need to belong, you know, social proof, you know, validation. So like car sales now, for instance, you are sending cars. Sometimes also people are selling. You're just selling, you know, social proof. I have arrived. That's people are selling. I'm not saying he's right or he's wrong because me too, when my own money comes in, ah, you guys will feel me in Abuja.

You will feel, oh, let me, let me stop bragging, let me stop boasting. So these are the example of things that are being sold. It can also happen in the business context because in the business context, you can tell somebody that you're trying to sell your product or service to. You can tell them that look, Olga, so, so, so, so your competition in Lagos, they have already adopted this system. So this thing I'm selling to you is not just an upgrade.

This thing is becoming industry standard, Auger. It is not a good thing, Madam, is not a good thing. If you are left behind, see all your mates in the industry are doing it, see, that's you selling psychological benefits. You know, the need to be long so you can see psychological benefit and is a little bit dicey, but yeah, you're figuring out what's going on in people's minds, psychological issues, and then you're playing the emotion up or playing it down as the need be.

Then financial benefits, I think that was that one is the most straightforward. Financial benefit just means Bross, Madam, buy this product, buy the service. It will help you to make more money. That's it. So wealth management services essentially that's what it is. Boss already know that you're rich if you go with IED Wealth Management Capital, This is what we will do for you. We'll help you grow your investment portfolio.

We'll help you grow your wealth by XYZ percent. So that's it. Financial benefits. Buy this product, buy the service, it will make you money. Your pocket will be hefty, your bank account to become obese, your bank account to be overweight. You're selling financial benefits. Then the other angle of it is where we are trying to help people prevent loss. So boss, buy this product, buy this service. He will prevent you from losing money.

So those of you who sell accounting services, I'm assuming that is part of what you sell. Now, look, book me as an accountant. All those people that are stealing money, your company will find them and will limit your losses. So that is how you use the value Trinity to be able to pull on people's emotional heartstrings. Then SPIN selling. How does spin selling play up emotions? Now for those of you who are regular listeners of the podcast, you remember that SPIN

is an acronym for four things. Number one, situation questions. You're asking them questions. Where are you guys now? What would you like to be? What solutions have you tried? What are you working towards? That's the situation. What's the 411? What's on ground like, what's up, What's going on? Those are situation questions. Then two problem questions. You're trying to figure out what the problem is. How much loss are you guys going through right now?

What are the bad things you're experiencing right now? Those are problem questions. Then implication questions. That is when you ask them questions like if we don't do anything about this, like what's worse, that will happen. Some of you are thinking is this complicated? No, it's not complicated. It happens all the time. It happens all the time. If you don't believe me, think about it. The last time we had the plumbing issue in the house and he called the plumber and the plumbers say, oh, this the problem is leaking here.

This this thing is this head is weak. The head of this thing is weak. That's the reason why the water is dripping. And then you're thinking and then you say, well, Madam, you know, it's only just dripping. Now, if you just put a bucket here, then there's no need to change it again, Abby. And then you say, yeah, sure, no problem. Or your mommy said, OK, no problem. If it gets worse, we'll call you back. That's exactly what's going on.

Implication question. We've identified what the problem is. This is where this thing is leaking. If we don't do anything, what's the worst that will happen? And we'll continue to drip. OK. If you continue to drip, we'll just put the bucket there. We put the bucket, problem solved. Then the time that the thing finally burst, what happened? Water is pointing helps you now. Call the plumber to come and fix it. That is implication question.

If we don't do anything now, what is the worst that will happen then? Need payoff questions. If we fix this thing now, how is it going to benefit you? So it's important to ask all these sorts of questions, whether you're a plumber or not, you know, even in business settings, ask all these questions because once you discover what the payoff is, play up the, the, the, the benefit. So you're telling me that if we fix these things, you'll be earning an extra 5 million every every quarter?

Play it up, buy my product, buy my service. Because if you do it, this is the upside. You continue to play the upside, the offside, the offside. I say offside, the upside. So like treasury bills, those of you are in the financial sector, Treasury bills and fixed market instruments is the upside. You'll be telling them now look Bros, you know that in the market there's up and there's down, but right now the current in the current, what's it called, the CBN something rates and whatever it is, the current CBN rate is 15%.

So, OK, if you drop 1,000,000 now, that means over the tenor of so, so, so and so days or so, so, so and so on, you'll be getting one 1,150,000 whatever back. So again, let us move now. This is the upside, this is the upside. You continue playing it 15%, fifteen percent, 15%. That's what you're playing. That's what you're stressing there. For those of you who are selling money market instruments, you know, the thing moves up, moves down, you know, there you'll be playing the all I put it, what you're now stressing is the the potential money that they can be making.

Because with treasury bills, what you'll be saying telling them is look or guy, if we go with treasury bills or we go with fixed instruments, we are making 15% guaranteed. Whether the dollar goes up or down, whether the economy goes up or down, we'll be making 15% guaranteed. Then for those of you who are in money market instruments, those that go up or down, what you'll be selling is the potential. You say that, look, if you stay here, you're getting 50%

guaranteed, but you are losing out on getting probable, you know, XYZ percent more than we are making now. So you're selling a future upside. So you can see that, you know, you can be, you can stress it either way, but sure, The thing is, you need to know what the implication is. If we don't do anything now, what's the worst that will happen? So Sir, let's move now. Why are you happy with this 15%? Oh, you're happy with the 15%?

OK, leave the person. The best is not happy with the 15% is we have these other products and we could be potentially making this amount more. And it says ready 14 minutes. So let me just quickly wrap this up then also mentioned urgency. Urgency is also something we can use to pull on people's emotional heartstrings. So urgency just means there's something objective, something external, something discernible, something we can see, something we can point to, something we can figure out some reason why people should take action anytime soon.

Sorry about that. I had to adjust my glasses because, you know, it's hot in the car. You know, it's not like before where we used to buy fill up the tank with 5K, then we just used to run AC anyhow, you just park somewhere. Does they run AC of like 3 or 4 hours? You know, now team has taught us to respect ourselves. All right, what was that? So there's something that we can see that we can point to that shows that somebody's ready to take action soon.

Now, this is one thing that me personally, I enjoyed because I started off in events and weddings, because in events and weddings, the urgency is already baked in. It is already baked in, the wedding date has been fixed and the wedding date is is growing nearer and nearer. The more time they waste is drawing nearer and nearer. So that's one thing that used to help us when we're in the event space and in the wedding space,

the date is fixed. So urgency is already creeping up. So in our case, all we had to do was just simply state the obvious. You tell them now look Madam, your wedding date is January 26th. All the things we need to design the hall, we have to finish fabricating, fabricating it one week before and Madam fabrication it takes three weeks. So, so we actually need a deposit by December 10th latest because during Christmas everywhere shuts down, the boys will not be working again.

So, Madam, if we are going to meet January 26th wedding date, we actually need to collect deposit December 10th and Madam. You can see now that today's date is December 1st, you see. So there's urgency. There's something that is objective. Objective just means how I put it. It doesn't depend on you, it depends on other factors. It is external. It is something that is easy to discern. We can point to it, we can figure it out.

We can rationalize it to say this is the reason why somebody has to take action soon. So that's in age to help us when it came. It comes to wedding assuming you're the preferred vendor. If you're not a preferred vendor, continue to do urgency. They will ignore the hell out of you. Before you know it, wedding will come and pass. You see that they use somebody else. So the key with urgency is first of all, try and discover what that thing is.

What is the objective thing? What is the external thing? What is that thing that we can point to? What is that key thing? Once you figure out what it is, you just keep on reinforcing it and reinforcing it throughout the process. So like the new tax system that's supposed to come in now. So those of you who are accountants, I guess that's a sense of urgency that you will use. You have to tell your clients now your potential clients that look boss, Oga, Madame, sister,

mommy and daddy, like we need to take action soon. It is currently December 6th. The ACT takes comes into effect. So, so the year 2026, we actually need to get going on this thing now, now, now if we are to prevent, you know, liabilities to prevent this, to prevent that in this coming tax year for 2026. So for those of you in tax, you actually have urgency now because there is something that doesn't depend on you and doesn't depend on the client.

It is objective, it is external to both of you. It is something that is easy to discern that you can continue to press and press and press to say Bros that how far is December 6th time is going everything entire Christmas season Revenue Service them they will shut down for Christmas. So once he reaches like December 15th, no action no and of course they won't open again until like January 8th January 10. So I got the time is now.

If we're going to move the time is now. If we're not moving, let me know. Let me free this thing. So these are some of the ways that you can play on people's emotional heartstrings when you are trying to sell your product to your service. But remember what I said at the start of the episode, I beg you should use it in a very ethical manner. We should not just be looking at what our Commission is. We should be trying to focus.

We should be trying to focus on what benefits it is for these people. Everything is only going to benefit you. I beg remove yourself from the situation and spare yourself the curses because those of us who are the children of people and we feel like our people have been taken advantage of. You know, we're staying, we're crossing all of you. Our prayers are following. You don't want to take advantage of anybody. Don't.

If the upside is only for you, that is commissioned. But then to them, what are they getting? Please remove yourself from the situation. It is only money we're looking for. There's no point in collecting money and then shopping courses as well. So free yourself from people's courses. Even though my father has been dead almost like 20 years now, I'm still angry and I'm still cursing those people. OK, actually I'm kidding, I'm not cursing them but you understand what I'm saying.

Like people still have bad intents towards you. So be ethical about this here when it comes to talking to people's emotional heartstrings. So that's it. And that's all for today. Remember, if you would love to connect, you can call, send me a text message by WhatsApp message on 08064662140. Thank you very much for your time and attention. I'll catch you all some other time.