The Smart Way to Win: What to Do When Customers Are Shopping Around for Prices

Hello and welcome. My name is Tavishima Ayede. I'm the host of the podcast, and I'm making today's recording at home, so expect to hear some noise in the background. Now, the goal of this podcast is solving business problems. So if you're struggling to hear customers, if your marketing isn't working, if your side hustle is suffering, if something is holding your business back, then this is the show for you. So 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 on the podcast, I want to ramble about a few things. If you've been listening to the podcast for the last 3-4 weeks, you know that there's a current engagement that I have with a client of mine who has a sales team of three and they are involved in the solar sales. Then there's also conversations that I have been having with another client who is in the business of selling all I say customer service solutions.

And of course, you know, talking to other people, listeners of the podcast, some people clients, some people not clients every now and then. And I've noticed that there are certain hang ups that seem to come around, you know, the issue of price or how to conduct yourself during conversations. So it just occurred to me that I've been coming out things from 1 angle and I just assumed that it's something everybody knows.

And yeah, that actually is my fault. I should have been pointing these things out to my clients and to those of you who are listening to the podcast today. And that's one of the things that I want to share. A lot of you assume that when you pick up the phone and you're talking to a potential customer or when you go to the customer's house, the potential client's house, or to their office, or they come over to your studio or people meet in a neutral environment or whatever.

A lot of you assume that the goal of this conversation is I'm trying to get them to buy. So a lot of you are going for these meetings, going for these phone calls, going for these networking sections, going for whatever it is. And in the back of your mind, you people are saying buy, buy, buy, buy from me, buy from me, buy from me. If that is your mindset, you'll be perpetually in bigger mode. And nobody is stupid. If you're in bigger mode, people can see it, People can feel it in sales.

You know, people call it different thing things. Some people call it quota desperation, some people call it sales breath. You know what it means basically that your mouth will be smelling and you'll be repugnant to people because you're desperate. So you're chasing and chasing and chasing and you're begging and begging and begging. That's the even if you're not using your mouth to be begging, that's the vibe that people will be getting because your mind dream is this meeting I'm going for.

I beg, buy from me, buy from me, buy from me whatever I can say, buy from me whatever I can do. Buy from me whatever I can manipulate, buy from me. That's wrong. That's not the main reason why you pick up the phone to call someone. That's not the main reason why you go for that meeting. That's not the main reason why you invite them over to your studio. That's not the main reason why you go over to the office to have that meeting.

It's not to get them to buy from you and decide to point this out because one of the people that I'm coaching right now said, oh, I wish I had your confidence. I said, and you know, nothing threw me for a loop because if it's a matter of confidence then anyway, let me just leave that aside. So that's what just got me, just me realise that we're coming at things from from the wrong angles. If you're thinking that these things are a matter of confidence or whatever, it's because you're coming at it from the level of buy from me, buy from me, buy from me.

The goal is not to get people to buy from you. The goal for this phone call, for this meeting, for this visit, for this networking session is to get the other person to make the best choice for them. Let me repeat, whenever I'm having a meeting with someone, the goal is not to get them to buy from me. My goal is not buy from me, buy from me, buy from me. And those of you who listen to the podcast and you like it and you've called me, you will attest that that is my attitude.

If I can help you, I will. It's all good. Ultimately, I want you to make the best decision, the decision that is best for you. Sometimes the decision will involve us getting into, excuse me, a, a coaching relationship or a consulting relationship, but that is because we've had the conversation and I have deemed that it is what is best for you. So for the rest of you, you know, young hearts who are calling me like those of you in NYSE or those of you just wrapping up university, you know, I don't pressure you guys for money.

I mean, like there's no need. We've had the conversation, you know, it's clear where you are, it's clear where you're heading. The small Nuggets I can give, the small value I can give, you know I'll give and my prayers are with you and that's what is best for you at the moment. For some other person, it is clear that look, you've been listening to the podcast, you like what you hear on the podcast. These are the challenges you're facing in your business and this is how much it is costing you,

not taking actions on these things. So it actually is in your best interest whether you engage me or you engage somebody else. It is in your best interest to engage somebody. But either way, I'm trying to get them to make the best decision for them, not for me. If it is me, all well and good. If it is not me, it's all good. Tomorrow is another day that one of my younger sisters like to say the many fish in the water. You say that was my don't stretch yourself.

That girl broke your heart. I be and don't stretch yourself. There's many fish in the water. That's what she used to say. That's back when were teenagers during one one more one more mature now. So this whole thing people saying, oh, if I had your confidence, it's not a matter of confidence when you're coming at it at the right approach. Now look, the reason why I'm here, Mr. Prospect, Mr. Customer, Mr. Potential customer, is to try and help you make the best decision for you.

The other person, like there's a way you'll be relaxed, like there's no pressure. It's not by force. The other person will now be feeling you like, wow, this dude is confident. It's not that I'm confident. I'm coming with the right motive, which is I'm helping you to decide what is best for you. Now, the reason why this thing came up is because I was telling in my solar clients and also my customer service person that when somebody has an alternative quote, because this thing comes up when it has to do with them price that you're talking to somebody.

You say your price is 7.5 and they say 7.5. How I have three quotes with me right now and one of those quotes said they can do it for 5.9 because you you're thinking buy from me, buy from me in your head. You're already doing mathematics, OK? Their quote is 5.9. My own is 7.2. What is the difference between 5.9 and 7.2? Is there a way I can meet them halfway or is there a way I can drop quality here or renegotiate this?

Like where can I meet them and you'll be shaking. I have been trying to tell in this month in particular is the headache that I've been having. I've been trying to tell people when somebody says I have three quotes and one of those quotes say I can do it at 5.2. I've been trying to get them now look, you're just trying to get them. You're just trying to help them make the best decision possible. Let them know that and then ask for the quote and you do your best in helping them make the decision.

In fact, this is the way that I put it. If my own quote is 10 M, the other person says I have three quotes and theirs is 8 amount attitude is oh really? You found a quote for 8 million that will cover all these specs we've been talking about. Wow, that sounds sounds pretty good. Sounds fantastic. You know, if I were you actually, I'd think about taking that offer because I can't match that offer. However, with my company, we're dedicated to making sure that people who interact with us make the best possible decision for them.

It's looking as if there's no way they're going to end up going with us because of the the price discrepancy. However, using my 15 years experience in solar and assuming that you trust me so far, can I have a look at those quotes? I want to be sure that everything checks out and to be honest, if everything levels out, I'll tell you to just go ahead and take that quote. But honestly, there are ways that people pinch here and scratch here and things might not be always what it seems, so I hope you don't mind.

Can I have a look at that quote? Just ask. Just ask because you're trying to get them to make the best decision possible. You can ask. One of the people I've been talking to said, Oh no, that was rude and you should be asking people for quotes. I said OK, no problem. If you think asking for the quotes is too forward, try it this way. So oh really? Somebody gave you a quote for 8 million? Well, that's interesting and that Eat Me on covers all these things that we've discussed.

OK, Are you sure it covers this, this and that? Ask specific questions about the quote based on the answers they give. It will now give you an opportunity to go back in and re educate. Like let's say the solar example you're giving your own quote is 10. The other company they're giving their own quote is 8 million. They say, wow, 8 million for everything, including these kinds of batteries, and say yes, including these kinds of batteries.

And then you just ask, Are you sure that they're getting their stuff from the original equipment manufacturer? And then you keep quiet. I hear what they have to say. If the person says yes, they're getting it from the original equipment manufacturer, then you say, oh, OK, all right, no problem. And then you leave it because to the best of your own ability, you've asked the question. It looks like they've gotten a better price.

You free it. But The thing is some people will say, I am not sure. Some people will say original equipment manufacturer, what does that mean? Some people will say why are you asking me that question? That is where you will now be able to engage and start educating. That is where you will say, oh, original equipment manufacturer just means the person who is making the equipment. Lots of people in Nigeria, they are buying their batteries through resellers.

And the reason why I'm asking is if you buy through resellers, you don't get warranty and guarantee. But when you come through us, because you buy direct from the original equipment manufacturer and nothing disturbed with, we're able to offer guarantees of, you know, XYZ months or XYZ years. But you can see that if you have the right approach that I'm just trying to help this person make the best decision for them and you're cool and calm and asking a couple of questions and helping them figure things out.

Your demeanour comes across different. The reason why for those of you who are talking confidence, confidence, confidence, I can't be as confident as you. Whatever. The reason why this confidence thing is entering your mind is because you're thinking the goal is get them to buy. The goal is not get them to buy. The goal is get them to make a decision that is best for them, whether they go with you or whether they don't.

If somebody has multiple quotes, ask if you can have a look at the quotes. I think you let them know that the reason why you want to see so you can help them make the best decision. But also let them know it's not by force. Oh Madam, for my own company, we don't do by force. By force. Honest to God, if you find the best a bid that is better than ours, sure, I will tell you to go ahead and take it because my company is not by force.

By force however, Madam, you know these Niger, there are ways that we in the field we know how we pinch and how we do it and how we call corners. So I just want to make sure that you don't fall for any of these things. So Madam, let me can you just send me those quotes Let me look at it honest to God, if I look at it and everything is equal everything measures up. I'll tell you, just go ahead with them. Worst case scenario, if I see the thing and everything measures up but shy, I want your business and maybe I'll try and match their price.

It's a different attitude, but the reason why the attitude is different is because you're trying to get them to make the best possible decision for them. So please don't pick up the phone. Don't go for a meeting, Don't invite somebody to your studio, don't invite somebody to your office with the hopes of let me get them to buy, let me get them to buy. Always keep an open mind and the reason why you're inviting them for a meeting or while you're going for a meeting or you're having this phone call is you're trying to help them to make the best decision for them.

So for those of you who are worried about confidence, you know, this is where the confidence or the perception of confidence, you know, starts to, to switch. If you're always thinking, get them to buy, get them to buy, get them to buy, you will always be a beggar. But if you're thinking, educate them, help them make the best choice, then you, you come across different. Anyway, I should have taken some thought and made a proper podcast recording on this one because I'm not sure if I'm expressing myself clearly.

If I'm expressing myself clearly and you guys are feeling me, please let me know in the comments section. But if I wasn't clear enough, then also let me know in the comments section. Or I give up my phone number at the beginning or the end, you know, send me a message, let me know what was unclear so I can now make a proper podcast episode to follow up on that. But Shah, bottom line, we are not trying to force people to buy from us.

We're trying to get them to make the best decision for themselves. If somebody has multiple quotes, there actually is no problem asking to see what the quotes are. If you are afraid of asking, Madam, can you send me the quotes? Then you can start asking them questions about what the quote includes and what it doesn't include based on the answers that they give. It is now you will not have room to now took yourself back into the picture to start talking about better quality.

Quality, better after sales service, better warranties, better guarantees, better quality. You know, every every every every every. But sure, don't be afraid and don't be a beggar. Just show up and try and help people make the best choice possible. So that's it and that's all for today. Remember if you'd love to connect, you can call SMS or WhatsApp me on 08064662140. Especially for those of you who think, OK, I don't understand what he's rambling about this episode, please let me know.

So thanks for your time and attention. I'll catch you next time. Same place in your headphones and in your speakers.