The Soft Close: How to Close Deals Without Being Pushy

Trial closes or soft closes are an effective way for you to get the deal, collect the money when you're having a business conversation with someone. Now the reason why I'm making this podcast recording today is because lots of Nigerian owners haven't gotten the memo. Lots of Nigerian business owners, entrepreneurs, self-employed people, they haven't, they haven't heard about the technique, they haven't heard about the approach.

And so because of that, the average Nigerian seems to go for the meeting, have the conversation, make the proposal, make the presentation, send over the PDF, send over the whatever it is. And then they just keep quiet. Some are expecting that the other party is going to say, OK, how much? Can I have your account details, please? Now, there are times that you're dealing with an actualized buyer who's going to ask you outright.

OK, so how much? Yes, I can afford it. What's your account details? And then the person pays. But honestly, those people are few and far in between. In fact, in my back when I was a wedding photographer, I only met one of those people and she was very straightforward. You know, here I am. This is what I want. This is how my parents marriage was. This is the kind of book that the got produced when they got married in Cyprus.

I'd like to have something similar done. Can you do this thing or not? OK, now that you can do it, what is your account details and how soon can I have it by? That was my first and so far that has been the last time that I've met one of those people, right? So we can assume that we are always going to be dealing with actualized buyers in our business. That's people who know exactly what it is that they want. They know exactly how much that they're willing to pay for it and the moment you quote your price, they're going to pay you the exact amount and they're not going to argue.

So that's not going to be the case. Now for the rest of us, you have to get familiar with learning how to close. And one of the easiest ways of learning how to close is to try out trial closes is to try out soft closes because they're easy to do. They're very conversational. They are nothing fancy and they are nothing they're not threatening. So yeah, lots of what should be trying it for our business. So excuse me. All right, So before we get into the meat of the matter, if you'd like to connect with me, you can call me, send me a text message or a WhatsApp message on 08064662140.

And if you're interested in a 15 minute sales audit or some sort of business audit or process audit, you can WhatsApp me on the same number 08064662140. And if you'd like to join my WhatsApp channel, just send me a WhatsApp message on the same number and I will hook you up. All right, So the reason why I'm talking about this today is because I just had an engagement with a salesperson who sells on behalf of someone else.

And it's absolutely beautiful when a business owner has does the hiring function right for the sales rules because when you see work, it's absolutely magic. So a couple of days ago, I was waiting to pick my wife up. And so I figured the kids and I would just hang out somewhere, have a quick bite, and then go pick my wife up when she was ready. So as I pulled into the parking lot, I noticed a building. Well, truth is, I have always known that that building was there because one of my clients who was a one of my wedding clients used to own a business in that building.

Oh, sorry. One moment. I'll be back. OK, sorry about that. I'm back. You know, speaking about my wife, she's the one who called actually, because I make these podcast recordings from my phone, like some of you have already figured out. So yeah, I dropped her in church for Stations of the Cross. She called, so I thought she was ready for me to go pick up. But anyway, she just wanted to give me updates. OK, so this podcast is definitely not about my wife.

It's not about my family situation. We're talking about how you can use soft closes and how you can use child closes to move your business forward. But while I was thinking about that or meditating about that, it now occurred to me that I should talk about why hiring right for the sales role in your business is the right thing to do and also why it's a good idea to train your sales team. And I was in the middle of telling you guys an encounter that I had with my kids.

And you guys will see why it is in your best interest as a business owner to make sure that you hireright and that you also train your sales team. So I just pulled into the parking lot now with my kids about to go in. But then above the restaurant, the eatery. Look, I'm the same restaurant. It's not a fancy place, actually it's what's this place called again? I think it's called the place. Yeah, it's called the place.

They have locations in a few places in Abuja. But I hear that it's mostly, excuse me, I hear that it's mostly a Lagos thing. So you will know about that. So the place is now in Abuja. So I pulled him to the place. But then one of my former clients when I was a wedding photographer had a child's daycare, you know, party entertainment business on the top floor. So I looked there and I was like, oh, OK, these people are still here.

And I was wondering whether I should give her a call. And then I noticed that one gentleman saw me and then he started walking towards the car and then he looked straight at me. And then he says Kid City because that's the name of the business. And then I said, oh, no, actually I'm just heading. I'm just heading to the place. I was like, oh, OK, all right, no, I'm sorry, forgive me. I just assumed I saw you and the kids, and I just assumed that you were coming up to Kid City.

I said no, no, no, no, actually I was just heading to the place. But I'm familiar with the business. The so and so still run it. And then he's like, oh, no, actually it is so and so. And then he called another person's name. Then from there, the guy slipped into, OK, well, since you're familiar and you know all of that, would you like to have a look to see what facilities that we have now? Because since the last time you were here, I'm sure some of the things have changed.

And then I said, no, not really. I'm in a hurry. But I told the guy, OK, look, let me give you my phone number. Just send out some stuff. Let me have a look at. And then he said, OK, no, Anna took my contact details, made sure he collected my name correctly, stored it right there in my front. And then he said I'll be in church Sir, so no Allah. So me and kiddos went to the place and then we had some asun rice, which is not bad, actually quite good, quite good.

The asun rice was quite good. So I had some asun rice while waiting for wifey. Then while I was there, I was just thinking that man ain't that good like that was was was really good. The guy works in the business. Business is called Kid City. He is the manager of said business. And by guy just assume that any single parent that shows up there with two or more children, the person is coming to this place. Now, of course, he knows that that is not the case because in that same building, there's the place, which is an eatery,

there's a restaurant next to the place, then there's also a hotel in that same building, and then there's ATV studio in that same building. Yeah. So when I was on TV, that's where I did my TV interview. So actually, anybody who is dropping with their kids can be going to any of several places, you see. But the Lamba that the guy use, the scope that the guy uses, anybody's a potential client in so far as anybody drives into this place, it is a parent and I

see children. I will approach the person. Now in sales, this is what we call the trigger event. And then this is also what we call ICP. So let me explain. The ICP is your ideal customer profile, your ideal target profile, your customer avatar, your whatever. Now, the rationale is if you know your ICP, when you physically see them, there is a reasonable hope that this person might be interested in your product or your service.

So one of the reasons why when I start working with a business, when I'm consulting for a business, one of the first things we drew or I try to do is let's figure out this ICP is. Because honestly speaking, the problem is that a lot of you have business people, a lot, sorry, a lot of you have sales people or you have not trained them on who the ICP is. So because of that, your sales people are out in the world or out online.

And even when somebody might be a potential customer, they cannot see it. It will not click because you have not shown them. But when you show them and you give them small training, when they see anybody online or they see anybody in the real world that matches that description, they can begin the pursue because somebody have told them that this is who our ICE is. So obviously the owner of the business has called a meeting and has told them that look,

organ manager and sales team say, yes, ma'am, you see anybody that drives into this complex, so long as they come out of this car, they have two or more children, they could be a potential customer. Once they match ground, approach them and just tell them that, oh, Kid City is that simple. I know that somebody trained them or nothing, and it's not a bad move at all. So for those of you who are business owners, you need to train your team.

This is the ICP, this is the ideal customer profile. This is our ideal audience. These are the kind of people want to do business with. If you see which or two Crocoro eyes any kind of characteristics like this, assume that that is them approach and let's see how it goes. If you are online and you see any kind combination that OK, this person might be a potential audience. I approach them online and then let's see. But we need to have that conversation on who the ICP is that your customer profile.

So that guy that approached me, I said correct nice one anyway, so picked up wifey went home then by the time we got home is now difference of like maybe like 2 hours. Those ready WhatsApp message in my inbox and then. OK, What name will you use? What lady now? Because her name is not popular. If I use her name, she'll know she's the one. She hears this thing. What name will I use now? OK, coffee. Let's just say coffee.

So I saw a message in my inbox. I was like, hello Sir, this is Miss Coffee. I got your phone number from Mr. Chukudi, who's my manager. He told me about the conversation that you had. I'm over here to answer any of your questions and I'll be awaiting a response from you. Sash and Apple question mark. But I said correct, it's super have been trained. Because remember when I talk about the use of WhatsApp here, I talk about how when you're on WhatsApp, you are trying to engage somebody in a conversation.

You are not just trying to show up and throw up or make a sales pitch. So she didn't get this number from her Olga because remember I was talking about let me see something, let me see some prices. She could have just collected my phone number and say hello Sir, my auger Brochukudi say I should give you this flyer. She'll copy the flyer, paste the flyer and then she'll go and tell Olga I've done my job, that's it. Then she wants to collect salary because she has been copying and pasting price list in WhatsApp.

But no, she tried to engage me in a conversation. First of all, build rapport, mentioning the commonality and the prior context. Now, hello Sir, my name is Madame Coffey, my line manager, Boss Trukudi said both of you had a conversation around. So I'm here to answer any single question that you need and I'm looking forward to hearing from you, Sir. Question mark bomb. You know it's not really a question, but you see when I

keep saying over here that you end your WhatsApp messages with a question so that you prompt somebody into a conversation. Now in our own case, even though technically speaking is not a question, just by throwing in that question mark like she, she did invite a response. I hope you guys are feeling me. She's inviting that I should say something, which is what you should do when you reach out to people on WhatsApp. Remember WhatsApp SMS

conversational mediums. That's the reason why I say that we should not do e-mail unless we have absolutely no other choice because e-mail is not conversational. You can't pull all these moves over on e-mail because first of all, e-mail has the worst open rate. People are not going to open the e-mail. And then e-mail is a more formal something. It's not a conversation or something. So if you can get somebody on our WhatsApp SMS level, it's good.

Then of course, you know, conversation bouncing back and forth. She sent, she said sat Novicks, you know, let me send a voice note. She sent a voice note where she explained everything. That was also another good move, collect permission and the voice note because honestly, when people are texting, when people are texting back and forth, a lot of things get lost in context. But she took permission first. For some reason, lots of Nigerian people just assume you can't be sending voice note to people somehow.

Like why? Like I don't know you before you send somebody. Especially nowadays that people are security conscious. Before you send somebody a link, take permission. Oh Sir, I have a link that properly explains blah blah blah. Can I send you the link? It's nice etiquette. Some people just go they send you a link anyhow. Like why? I don't know you. I want to click on what? Click on what I don't know. So you take permission.

Also I have a PDF that can better explain. Can I send you a voice note? I'll be able to explain better. Or can I have a link? Can I send you a link? The link is going to properly explain this is this and that that that take permission. So she did that, which is why I can't. I know for sure that you know that place gave these people training. See where train is important. First of all, high right people who can take instructions.

That's the good part. Then next you train the people. So she said voice note, but I still wasn't going to let go because you know me on the brush off. To be honest, I was trying to brush them off. So I still went on that whole PDF thing and everything and all not so no problem. She sent the PDF. But then the next thing that she asked, and this is where trial closing comes in, next thing that she asked, the next thing that she asked was this.

She sent over the whole thing. And then she said, Sir, based on what we have been discussing, is it the Easter package that you are interested in? Can you see she don't do soft clothes narrow. I'm talking to somebody. Let me narrow this person into a couple of options. Other people would have just sent the, the, the brochure, the PDF, the whatever. Just send it and just leave it like that. She's using track closes trying to narrow it down the visa package you're interested in.

In fact, that's even a way of focusing people on specific aspects of your proposal. You send them documents bra, but then to make sure that they read it, you say, OK, based on what we've discussed about so far, are you I'm assuming you're interested in aspects ABC of the proposal that I've sent you. It might force a couple of people to actually open up the thing and look at AB and CI said no, I'm not interested in that because your Easter package ends in two days and I'm not going to pay money in full just to put my kids in two days of this program.

I said OK, so absolutely correct. From there, we now enter into how I say like pay as you go type options of a program. Now you see why I say that you as a sales professional, you as the business owner, you are the one who needs to take the initiative because except if you're dealing with an actualized buyer, the chances that somebody will just show up and say this is exactly what I need is exactly how much I have was your account details.

But I mean, the chances of that are very slim. You have to be the one who is taking the initiative and guiding the conversation to the best of your ability. You are not violating anybody's sense of freedom at all. You are not forcing anybody to do anything at all, because at the end of the day, yours is just to propose. It's up to the other person to accept. And then of course, you know, in a job nowadays, if people don't want to be blunt or they don't want to be rude, they just simply goes to you.

So don't worry, you're not doing anything wrong in being assertive and staring the conversation. So I said, OK, this looks good. I wasn't going to let them, you know, I wasn't going to make it easy for them now. So. OK, yeah, this looks good. But I've already made plans for Easter. Then you hear what this girl did What? Miss. Miss Coffee. What she did now was Miss Coffee said OK, fantastic. That's not a problem, Sir. So does that mean you will be bringing them in on Tuesday?

Because after all, Easter is Sunday, after Sunday, Monday is public holiday. You will assume that that's for family time. So you know, it doesn't mean you'll be bringing them in Tuesday. Can you see soft close, trial close, assumptive close. In fact, that's all I need to talk to you guys about today. Assumptive closes and assumptive closes when you assume that you are going to get the deal and you continue the conversation as such.

If somebody puts a red light and they check you, you now know that. Oh, OK, no, we're not going forward. Like let me give you an example. I tried an assumptive clothes on someone a long time ago back when I was in the event space. So I think what I told the lady was so after you make the first payment, we're going to do this da da, da, da and then she's right for a pastor. She now laughed and she smiled. She said a young man, I like you.

I said mommy would help us. She's a young man, I like you. She now quoted one scripture verse. She said you are calling forth into life what has already something, something, something, something. I said, yes, mommy now, so breach it. But anyway, that one didn't work because she checked me straight. She said, no, that will not be moving forward because we actually need to discuss social swirl. So concerning video, I want this thing to be a paid package.

I'm not going to negotiate with a photographer separately and with a videographer separately. So I said, OK, all right, no, Alama. So in that case should I have a member of my video crew along for the next meeting And then you know we rescheduled you see, but I did I did a trial close there. I said, Madam, when you make the first payment, what we will do is now assumptive close be that we there assume you assume that is a done deal and they continue to flow.

These are soft, soft, soft, no high pressure ways of closing, very soft, no aggression. The people are not on board. They will check you do public lights. If anybody's continuing with the assumption, obviously it means that we are still in play. That is what will now give you the full confidence to say, OK, Madam, the final thing left to do now is just to transfer account. Transfer to this account or how would you like to pay cash or POS or Madam?

Are you paying you full or do you want to take advantage of some of our flexible payment options? Basha in doing assumptive clothes, you assume that this deal is done. You just they take out soft, soft, soft. You can get closer ultimately to the final close at the end of the day. So back to Madam Coffee again, not her real name because you know, you know her name has something to do with coffee. So that's why I'm just using it.

So in case you listen to this thing and you're wondering, is it me? Yeah, it's you. So that's how Madam I said we've already made plans for Easter. Madam Coffee said OK, fantastic, that's not a problem. Will you be bringing them on Tuesday morning then? I was impressed. I was really impressed anyway, so I said no, most likely it'll be Thursday or Friday. I just said OK, fantastic, thanks. I look forward to hearing from you.

And anyway, that's how that conversation ended. Well, I don't have the WhatsApp message up here in front of me, so I can't remember how the conversation ended. But you can see how first of all, selecting rights, people who are willing to take training and people are willing to use initiative. And then after that training people on some simple techniques. You can see how it can make a difference in your business, in your business.

So first of all, everybody have been trained up on the ICP and some very simple ways to approach people who enter into the Plaza. You see a young man with two or more children, or you see a young woman with two or more children, or you see Oka and Madam, four or five kids, approach them and say Kid City, right? And then from there, conversation will ensue. If it is Kid City, you will bring them up. If it is not Kid City, you will talk to them about some of the things that we offer and whether they're interested.

And then of course, you know the manager. Let me just come down. Boss Chukudi, the manager, Boss Chukudi and then the lady upstairs, Madam Coffee, they clearly have this smooth partnership working well that Ross Yukidi will talk to people downstairs and they will funnel them to Madam Coffee upstairs. And then she's one who's responsible for closing the deal. And then her assumptive manner in moving the conversation along.

It's, it's brilliant. OK, maybe not brilliant because it doesn't require brainpower, but it's simple and effective and lots of Nigerian business people should be doing that. We should be using assumptive closing techniques. We should be using trial closing techniques. It helps us to test the temperature. When we're having a conversation with someone, we will know whether this person is actually interested. It will give us a sense of when to accelerate.

Put your foot on the trotto and move forward or whether to match break and do U-turn because based on the responses that people will give you while you're having this conversation, you will know whether or guys feeling me or Madame is irritated. So honestly, something that simple. Unfortunately, my family and I, we've made plans for Easter. Oh fantastic, that's not a problem. Does that mean you were bringing them in on Tuesday?

It's not an insulting thing to ask, it's not too intrusive, it's not too troublesome and it's a fair assumption to make. Then at that point, somebody can clarify and say actually young lady, you know, I'm not really interested. Then she will end it there. Or if the guy doesn't want to be too bold, he will ghost. But The thing is, you, you tried your best and if it works, he will go to your Commission. So Nigerian business owners,

please, assumptive closes, trial closes, very effective, very, very simple. So like when I was talking to that Madam, in fact, I'm good. I'm happy that I'm using that example because these things don't work all the time. I don't want you to give, I don't give anyone the assumption that every single thing I see on this podcast is going to work exactly like I say. So like with the Madam, I assume, I say when you make the first payment, Madam, we are going to blah, blah, blah, blah,

blah. And then you know with this small building rapport, she said a young man I like you. I said I'm mommy waiting now what did I do? So young man like you you're a Christian. I'll be I say yes, I'm a Christian you're a person of faith. I say yes man. How did you know she now quotes you job because you are calling forth into live something something something yeah, mommy here so and then she say no, I do not want to negotiate with the photographer and the videographer are separate.

It has to be one team that will carry the whole 2 teams. And So what I now try to do next was OK. I know that was OK, but I'm so does that mean you would like us to reschedule so I can come over here with my video? She said yes. Good. So I, they assume I, they assume I, they move the conversation forward step by step. Didn't close. Madam Coffee, well misses coffee because on his MSI think Ms. is miss I'll be misses. So Madam Coffee on is oh, OK.

Does that mean we're bringing the kids over on Tuesday? They assume you're moving the thing forward. The first time I was conscious of this was when I lived in Lagos and back then I just learned how to drive Mumsy had one small Honda Civic like this. And then the thing was giving us a battery issue, so decided to go and buy battery. Back then battery was like I think like 5K or so or maybe like 7 or five. So then I got there and we're talking about different batteries and Sharp also too happy with those 5K batteries anymore.

When I was looking at one of those 75 batteries, there's also another battery that was like 1313 grand. At some point in the conversation I hook because to be honest, I don't know why I hook. I was just thinking. Then the guy did something that I've now forgotten. The guy now asked me, Bros, which one is your car appointed to the Honda Civic? So that black when I be. So, yeah, they now shouted at the back of the shop.

You could say, Sir, he said go and bring to Korea. That's what he said. Name me. I laugh as our Bros relax now to Korea. Out isn't only one car. And then we haven't even agreed, you see. But you see how using some assumptive techniques, he was able to revive the conversation and give it some direction. He's talking to somebody the passengers hook. I can't remember the mathematics I was doing in my head. Maybe I was just thinking, OK,

how much is my pocket money? If I buy the one that is 75, how much of my pocket money will remain? If I buy the one of 13 grand, how much I will remain, You know, stuff like that. But he just says, Bros, where's your car? I said that one saying that black Honda Civic. I'll be yes, and I'll shout Chukudi, Sir. So go and bring to Korea. I've never forgotten that. Assumptive techniques, soft soft, soft closing, simple ways that you can use to move your conversation forward.

So that is it and that is all for today. Now remember, applying these principles can be tricky. So if you need any help in applying these things to your particular circumstance, all you have to do is to call me, send me a text message or WhatsApp message on 08064662140. So that's all for today. If you've gotten value from all the things that we've spoken about so far, subscribe on Spotify, Apple iTunes, YouTube, any player of your choice.

And also, please spread the word, Let people know that we have good business content like this on the African continent and we have wonderful podcasts like this in Nigeria. Let them know and tell them to subscribe. Let's raise the level of business practice in Niger. Let's make things more professional. We can't keep being peddlers in our business. Let's raise the level of the game. It's part of the reason why I run this podcast.

So thanks for listening. I'll catch you guys some other time.