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Hello and welcome. My name is Tavishma Ayede. I'm the host of the podcast that I'm making today's recording at home. So I expect to hear some noise in the background because it's late at night and everybody's home. Now the goal of this podcast is tackling business problems. So issue the customers, marketing, side hustles, something holding your business back. Then this is the show for you. Subscribe on Spotify, YouTube,
Apple, or any player of your choice. And if you'd love to connect, you can call SMS or WhatsApp me on 08064662140. Today is going to be another diary episode, but I apologize in advance because to be honest, this is diary episode where I don't take. So I might have forgotten some of the things that I would have loved to emphasize over here on the podcast, but let me just go through my notes anyway and see what I can dredge up, see what I
can remember. Now, this was a live call review session that I'm doing with one of my clients. Now, typically when I do this sort of thing, I like to be, you know, face to face, flesh to flesh. Like I'm over here, I'm sitting down, you, you're over there, you're sitting down, we chilling, we're across the desk and you're getting ready to make some phone calls. And then we'll talk you through a couple of things. Oh yeah.
Before we call, what's the game plan? Now, this step is really important because lots of you, before you call somebody, like you just call and you just freestyle and. And unfortunately, yeah, like it's the wrong way to go about it. You can just be picking up the phone and just be freestanding. Anyhow, when you want to call a particular person, you need to have some game plan, some outline like what do I want to achieve on this call and happens with every single prospect.
Now, the best that can happen is maybe sometimes you're talking to contacts or prospects that you met or they met you in a similar way. And so because of that, the frame, the, the conversational framework is going to be the same. Like in this case, it's for of course, you know, my 3 Musketeers, you know, Cheryl, LC and Rudolph. Well, in this case, we're sharing what we're talking about and I was calling customers that responded from responded to the company's Facebook advertisements.
Now this is your first time listening to the podcast. Don't worry, you'll catch up. But shall just there's plenty of episodes in the back. Just try and listen, By the time you listen to like 2 weeks worth, you will hear some more diary sessions where I get the proper, you will get the proper background as to who these three people are. But just suffice to say that you know, they sell solar, solar equipment. The company is based in Lagos.
And then I am their trainer. I'm trying to make sure that they know how to have conversations with people the right way, especially conversations that convert people into becoming customers at the end of the day. So anyway, yeah, so that's it. It was nice to have an outline what I want to achieve on this call and that's the reason why I keep giving you guys this general outline for conversations. Greeting, intention, question,
proposal close. Always start off with an appropriate greeting. Write that thing down on paper. Then intention. You need to be able to get to a quick, let this person know why are you, why are you calling questions? Because always our salespeople, we suppose have questions, these questions that will help us understand who's this person? What's the problem? What do they need? It is when we gather all that info, we'll now be able to move to the next step, which is proposal.
Proposal is the part where you say OK Madam, I've heard you. Based on what I've heard, I really think this what we should do next. And that's one thing that is missing from lots of you who are trying to close the sale. How can you finish your conversation and just say OK, I'll be in touch. That What kind of rubbish is that? What do you mean I'll be in touch. That conversation is going nowhere. You just sat down. You were just talking, friendly talk and it's OK, I'll be in touch.
Like no, there should be something you propose. You are the salesperson, be in charge of the conversation. You're not also OK, My base on what we've discussed, I think the next step is let me send you a proposal, blah, blah, blah. Or the next step is let's go for side visit or the next step is you'll be having one or two objections. OK, you know what, let me send my engineer. Let them come on site so that the engineer will see what's going on.
Basha, you should be proposing something on every single call. Don't finish your call and say so we'll be in touch now that's rubbish. I'll be in touch is rubbish. And if you've been saying I'll be in touch, knock yourself on the head right now and then listen to this podcast so you can find out better things to do. So I'll be in touch is rubbish. So that's proposal. Then the final state is close. close is when you get the person to take action and that specific thing you're proposing.
So if you say OK, but or Galenos, the next thing is, you know what, I think engineers should come and see what's up so that we'll be able to figure out what's going on. And if organ lino says, yeah, you know what, that makes sense. The next thing is where organ linos, my engineer is free. Wednesday, Thursday. How far will anybody be on site? Wednesday, Thursday. That's you closing. You're trying to narrow down on what the next course of action is to say no, I'm not available.
Wednesday, Thursday. What about Saturday? Say OK, Saturday, no problem. I can send somebody on Saturday and there's a Saturday. What time? Morning, afternoon or evening. I will go to Shosh. So like around that time, 2:00 PM, it's OK, no problem. 2:00 PM, my engineer will call you at 10 AM to confirm. Sit down is OK. So no problem. You now got the fault, man. That's it. close. You've gotten organized us to take action.
You people will have agreed. You put it down on calendar. Of course, remember, the organ liners is going to forget. So as soon as you're done, you send the conversation organ liners pleasure talking to you concerning your social and soul project. Remember, just as we agreed, engineer will be coming to the site on Saturday. He will call you around 10 AM. You will see on site at 2:00 PM That's it. They also schedule reminders for during the week.
That's simple. But either way, before you pick up the phone in your head, just have one small outline. See. Well, not in your head because write it down first. If you're new, be writing it down. After a while, the thing will become internalized. So for me, it's internalized, but I still keep the discipline. If I'm calling somebody, I have pen, I have paper. If I'm receiving a phone call, I have pen, I have paper. Now take some calls on the move.
When that happens, I try to limit the agenda to just one thing so I can remember. Because if we go and discuss 4567 things is wahala. So I try and limit the agenda to one thing and I say, you know what? But I'm age, I'm on the road right now. But I understand that you want us to discuss this particular part of the project and that particular part of the project. So how about we do it this way? I'm emotional man, so please give me like 2 hours by the time I get to my desk, Let me call you back.
Then we'll discuss all these other issues. But at least this one and two, I remember those ones. We'll just take it from there. So always come up with an outline. Then this formula that I give very, very simple, very, very simple or use it greeting, appropriate greeting intention. Why are you calling? Question, ask them question, Understand what's going on proposal. When you understand what's going on, you make an adequate proposal and then close.
Get them to take action. Schedule something on the calendar. Both of you agree. What is the next step? Am I going to do something for you? Are you going to do something for me? Are we going to do something together? Are we going to go somewhere? Are you going to send me something? Am I going to send you something? What should I schedule something? Propose something. If I catch any of you saying I'll be in touch, I will knock you on the head.
That's rubbish. Excuse me. So sorry. I forget that that some people who are listening to these podcasts that are 65 and older, please, my seniors. It's not people that I'm talking to. I can't go and be knocking my father's mates on his head. Oh, I had for that case. If I can't knock my mother on her head, that's not possible. So. So the first call now was showing. We did our live call session and this is how the call went.
So where was I? So he called. Now I will say the person's real name and I've already told you guys about data enrichment. That's the last podcast episode I made, so I won't repeat myself here. If this is your first time listening to it and you hear data enrichment and you're wondering which one is data enrichment? Is there something like data poverty? Listen to the last episode. You understand it will all be clear and make sure that when you call you MA, you will do data enrichment.
So after data, we didn't do data enrichment. In fact, you even see why data enrichment is impossible in this case because we did not do it. If we had done it, there would have been one or two things that would have seen that would have helped us to plan and anticipate certain elements during the call. So we called the guy, remember that showing them showing Elsie and Rudolph their solar cells. So he called the guy and the client said that he was interested in 15 KVA
installation with 10 solar panels. So once he went very specific like that, you know, this is a problem with my team showing us assumed that, oh, you know what, anybody who calls it a very specific request, the person knows what they're saying. Because that guy, he sounded like he knows what he was saying. He sounded like it, and it's something I've been trying to tell salespeople that, well, you know what? Don't assume that everybody knows.
Also, you're the sales professional, so you are the specialist. Until you know. To the contrary, assume that you're the one who knows also. So don't just assume that, OK? This person sounds like they know what they want, therefore they know what they want. It's not the case. You are the professional. It is something I learned early when I was a wedding photographer. Some brides want some kind of photos to be taken in some locations.
I'm the one who is a professional. I have to tell them that Luke but this thing that he want to shoot cannot be shot except if you know who rough it and then later will do in Photoshop. What you want to do cannot be done can't. And you need to begin to the habit of asking people why this and that is OK. Why do you want it? What are you trying to achieve so that you can give your professional opinion, say, ah, Bros, based on what you're saying, this configuration that you've called, you know, quote up is no way to work.
Anyway, he did a bit of that because, you know, I don't understand this solar mathematics, but he was telling the guy that the number of solar panels is not going to be enough for the setup. The guys I understand, but you know, based on budget, let me just start here. I know that later on I'll have to upgrade. And the client also asked about the possible client asked about financing options. She told the guy and no problem,
financing is there. You drop 30% down and then this is how you liquidate the rest of it over the next couple of months. The guy said I wasn't, it sounds interesting. Then we also figured out that the client was based in Lagos. So Sharon, I told the guy that, OK, you know what, all these, I'll prepare something so that you and I will discuss later. So like, sure, I can call you again by so so so the guy said no problem, call me anytime.
And then they ended the conversation. So I now asked everybody, Rudolph and Shell, Rudolph and Elsie, less access. How did the call go? Now, some of you say that conversation was all right and truly, truly conversation was all right now because she only demonstrated his knowledge and expertise in advising the guy. His composure was on point. You know, they were flowing, so all was well, very good. But by the time I have some questions, a couple of things became clear.
We had already noticed it. I just wanted other members of the team to see it themselves. And then what show What we decided was that there are some elements that were missing. The thing is before any of you are preparing quote for somebody, not just in solar but in whatever business you are, before you prepare a quote for somebody, you need to ask some kind detailed questions so you know exactly what it is they're quoting, quoting for.
So Rudolph, who is the oldest member of the team, oldest Aspire, he's been working longest. He said I should, they should have asked more questions like number of air conditioners, number of water pumps, you know, things like that. Else he said we should have asked about exact location and whether the property was residential or business, You know. So these are some basic questions that we missed because you remember when Shell had the guy give very exact recommendation, 15 KV
installation, 10 solar panels. As in the guy Shah, he said it like he was a pro. She'll just assume this guy knows what he wants. So this guy's probably an engineer. And I say, Cheryl, how do you know? I've been telling you, let's not assume anything that we assume we ask. Like if that was your first impression, you say, ah, bro, you really know. It seems like you know this thing very well. Are you an engineer? You know what the guy says based on his response, you now know what is next.
The person says, yes, I'm an engineer and you now know that you 2 of you can start talking technical, technical St. but ask. Don't just assume that because the person sounds like he knows what play ask like nobody can come and bamboozle me by saying, oh, I want to do a documentary is going to be a three camera shoot Something something some the first thing I say is OK, wow, OK, interesting. Looks like you've already thought this thing through.
I'm already have you done, have you developed a treatment with any other person? I will ask. So yes, we developed a treatment with so, so and so company and you know, OK, how come you didn't go with them or what was the problem with the treatment you guys came up with? We will start asking our answer. I'm not just assuming that all this person has asked about the documentary as if they know all the specs. Therefore this person is a pro.
I will ask and then we'll have a fruitful conversation, then I'll be able to educate the person and I'm OK. You know what, you develop this treatment with somebody else for A3 camera setup. But from what you're saying, to be honest, execute this thing nice. You know, we need A5 camera setup, maybe a mixer on site. You know, we need this, we need this, we need that. So yeah, in my own best opinion, my best opinion, this is how we need to carry this thing out.
So our gap prospect, you really have a choice to make on your hands here. You know, you trust these other people and the expertise. Are you going to go with them or do you buy into the vision that we have crafted over here? And then I leave it up to them to decide. But I'm not going to take your hood line and sinker that somebody will come and tell me the the specs for the shoot and just dictate and I'll just say yes and then deliver.
No, I am the one who is the professional. I'm the one who knows camera work. I will ask questions. So please, whenever you're with a customer or potential customer, somebody calls with a very specific quote. Don't anybody bamboozle you. You are the pro. You've been doing this for a while, except this is your day one. OK, if you if this is day one and you know you haven't done anything, I understand. But for those of you who've been doing this thing 345 years, you have some expertise now ask some questions.
So we all agreed, yes, there were some issues that were outstanding. And so I told him, you know what, let me call this guy back. But first I asked them, like, if I call, if I call back, will I spoil this thing? Because, you know, they are the ones who are professionals who sell solar. So I need to take dressing from them. So Rudolph, who's the oldest who's been there longest? He said, look, Mr. Tauf, if you call back, what exactly are you going to say?
I'll say, look, I'm just going to say that look, I'm a supervisor in the in the firm. And then my younger associates spoke to me about this deal while coming up with a proposal. Before we give the proposal, I need to ask a couple of more questions. So everybody agreed. OK, if it's like that, no problem. After all, I can't pretend to be a supervisor. By the way, it's not a lie. I'm the sales trainer. Yes, but in a way, you know, I'm supervising them now.
So not a lie. It's not a lie. So I said no problem. So I took the guy's number. Then I gave a call. So when I call the person back now and I started asking for more particular things, we now discover some background to the story that we did not know. The reason why we did not know is because we did not ask the questions. So Yani, with the guy, it became clear that look, this project is not for residential and it's not for office.
Well, it's for business. Well, it's for a filling station. And what the guy wants to power is not the building that is next to the filling station. He wants to power the four pumps themselves. And then of course, I asked him, this one that you say 15 kva, blah, blah, blah, blah, blah is as if you have you have discussed this thing with somebody before. And the guy say, yes, in fact, two or three other businesses have come to do inspection.
I say, yeah, they've come to do inspection. I say yes. I say this year. I say, can't remember the last time the guy now started being cagey. Of course, you know, when you're in sales, people don't want to give too much information. You say, well, showers this year. And then I leaned in some more. So look, that's the case. It's as if you're ready to execute on this thing. These two, three quotes you already got, Why don't you just go any of them?
And guys are, you know, it's based on budget. Now I say, OK, in the advertisement when you reached out to us, you indicated that. So let me look at her. Five indicated that between 5:00 to 10:00 M is the budget that is comfortable for you, Is that correct? The guy said yes, but I remember that time that Sharon was trying to educate him because you know me, I don't know solar, but at least I was listening to the conversation when she was trying to educate him about number of panels.
So I said, let me just freestyle. So I told him. I said, bro, you know what? I know you've indicated 5 to 10 is realistic and you've looked at other proposals. But let's be honest here. If I go back and I talk to my technical crew and they say that based on panel, based on everything, the realistic budget is more like 15. How far is 15? Is 15 doable? The guy laughs. I said no, let's let's be straight now. Is 15 doable or should we end it?
The guy said not only end it, we should kill it. I said OK, 15,000,000 we should kill it. He said kill it, we'll stop it there, it's OK, no problem. But at least with the way we spoke now I know some parameters. It is filling station. It is 4 pumps. He wants to power 4 pumps without powering the lights. He gave me the kilowattage of the lights and then for the office just to power 1 fan. He's looking at between 5:00 and 10:00.
If we stretch beyond 10, it's manageable. If we enter 15, we should just kill it. You can see that now I have my parameters, the parameters of the deal are taking shape or the parameters of the proposal like I understand and everything has been need to take shape. And then of course I also asked, OK, in case we need some photographs, somebody should just take small picture sent to our engineer so the engineer can see, is that OK?
The gas station, no problem. I said, what if want to send somebody on site? He's saying no problem, there's always somebody there, There's always somebody there. Now, of course, you know, how soon are you willing to take action? You know, on this thing? He didn't give me timeline because you know, some people like to be cagey, but he says soon, He says very soon, that's OK, no problem. My guy will call you back later.
He's going to be in touch. You guys are going to orally discuss some setups then based on where we're looking at budget wise? You know, after that, we'll now send a proposal. So how about that? Was that cool? The guy said OK. I said, oh sorry, before I go, I forgot to confirm. Where's the location? He gave me the location. It says Abu Legba in Lagos. I've been in Lagos in a while. So when I was scribbling Abu Legba, I was even now thinking,
how do you spell Abu Legba? Anyway, I just wrote rubbish on my notes. See, this is the reason why we should be keeping pen and paper handy because The thing is when you're talking to customers, all kinds of details are dropping. They're dropping details, dropping details. If you're freestyling as they're dropping, you are forgetting. So just pen and paper, just the scribble, just be writing, put it down. The importance of all these thing is as you put it down, go and put it on CRM.
If you don't have CRM, that's customer relationship management tool. Put it under the contacts name on your phone so that any single time you want to call the guy and then you open the phone. Let's say the guy's name is Romeo and Juliet. By the time you open your phone and you check Alhaji, Romeo and Juliet, other details, you see this whole history. I called him On this date. This is what we and after that, this is what we and proposal.
This is what it was. You just see outline. Everything will now register in your head. You will now be able to call Alhaji, Romeo and Juliet and have another productive conversation. But either we'll be writing some of these things now. So like I said, there's a lot more things honestly emphasize, but I also can't remember because this was a while ago. But the main thing that I'm getting on this mic right now, but I'm making this recording is I'm hoping in the future that Shell will listen to this and remember.
And also some of you who are in a similar situation, I'm hoping you guys will listen and take it to heart, but just know that you're the professional. When somebody calls you with a specific quote, be curious and ask how did they arrive at it? Don't just assume that this person knows what's up. You know, when the guy called, Shawn assumed that because of where this guy was talking, he assumed this guy's an engineer. Meanwhile, this guy is not an engineering nothing.
He's not an engineer. He's just a normal entrepreneur like the rest of us who has gotten into oil and gas business. So don't assume all these things that we keep talking about on the podcast, Qualification and Discovery, they're out of asking questions, the kind of questions to ask, the different qualification frameworks that are there, how you guide the conversation along. All these things are important. But the thing that I want to stress today is Please remember,
you are the one that is the professional. Even if you've only been doing this thing two years, to be honest, your two years experience is more than the experience that your your normal clients have. Please understand me, if you're a tailor and you've been tailoring 1 1/2 year, the experience that you have is more than the average experience that you other people have about tailoring. Like take me for instance, I woke up the tailor and I start telling him I want this, I want this, I want this, I want that.
And the guy says OK Sir, OK, Sir, OK Sir. No, you are the professional now ask question. Now sadisting you're telling me is it for you or for somebody else? Yes, I know Vex, but you know your body size. Now, if we make it like this, if we make it like this, you know, we're not too sweet, you know to tap because of this, because of that. So you know what, because of your body size, you know, we're supposed consider like this,
consider like asking, have a conversation with this person. You are the professional. Because believe me, there are lots of times that the customer will come and say give me this, You say yes Sir, you go and give them exactly that. At the end of the day, what you gave them was inadequate. The inquiry will start. And that's the reason why Nigerian business people say customers don't know what they want. The problem is not with the customer, the problem is with you.
You're not asking enough questions. Ask ask questions and know that you are the professional in this situation. Of course, the time will come when you meet somebody who has expertise. When he has expertise, then you know, blend accordingly and go on technical. So for me, when I was in events as a photographer, I know that I was a professional and I'll ask questions and I will give my opinion, I'll ask the questions that I need.
There was 1 rare case that the babe, the bride was a photography enthusiast. I was myself as an enthusiast. Oh, that was a different conversation. We went technical. OK, you won't like this, you won't like this. I normally shoot depth of field. My aperture I like between 1.8 and 2.8. All the aperture is OK for you. That kind of couple, they knew exactly what I was saying. The normal couple, by the time I say aperture, the glaze over,
they say a beginning. They wonder what is this guy talking about anyway? So please just know that you guys are the professionals. Please ask enough questions. Ask enough questions before you give quote, ask enough questions. I've done plenty of episodes about the kind of questions I should ask. Just keep listening to this podcast. These are the sorts of things that we talk about every now and then. So let me just wrap it up here.
I think let me just let me just stop here. So that's pretty much what I wanted to talk about on today's episode. So that's it. And that is all. So remember, if you'd love to connect, then call SMS or WhatsApp on 08064662140. Thank you very much for your time and attention. I'll catch you next time. Same place in your headphones or in your speakers.