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Lots of Nigerian business people or self-employed people or people who sell on behalf of someone else assume that if they have the best solution, then that is enough to close the deal. I repeat, there are lots of you listening to the podcast now who think you should win the deal, you should close the sale because you have the best solution, because you have the best product, because you have the best service. So that's what we're going to look at today.
Is that enough for you to close the deal just because you have the best or because you are the best? Unfortunately, the answer is no because there are other things that are involved. Now before we continue to break it down, let me introduce myself. My name is Tavishima Ayede, I'm the host of the podcast. I'm a former lawyer turned business consultant and what I do is I solve business problems, especially from a sales and business development perspective.
Then apologies, making today's recording out and about so you will hear noise in the background, but I'll make sure that I deliver the best quality that I can to you guys today listening to the podcast. Then if you'd love to connect with me because you have questions, comments or queries or you just want to connect, you can call, send me a text message or a WhatsApp message on 08064662140. So excuse me, especially if you believe that you have the best solution and you go out into the market, but you're finding it difficult to close deals.
I would love to hear from you again. The phone number is 08064662140. So back to the main question now, the fact that you have the best solution, the fact that you're the best, the fact that you graduated first class, the the fact that you know, you import direct from China, you know, direct from the manufacturer, the fact that you have the best solution. Is that enough to close the deal? The answer is no, because there are lots of other things that are involved.
And just to keep this podcast short and simple, I have decided to select three things that you need to look at before you can close the deal, even if you have the best solution. And by the way, let me point out to you guys, every time you're talking to a potential customer, the chances are that the potential customer does not even have the technical breadth, the technical know how to even determine whether you are the best or not.
And The thing is, you're not the only person running around saying you're the best. Your competition is saying exactly the same thing. And your customer, the potential client does not even know how to figure out how. So you're running around saying that you are the best, but so is every other person who is getting in touch with the potential customer. You're running around saying you're importing directly from the manufacturers in China.
Well, guess what? So is everybody who is trying to sell to that potential customer or client. So you're running around beating your chest saying you're the best, touting your expertise, but that's exactly what the competition is doing. And unfortunately, your client doesn't know how to separate the wheat from the shaft. Now the keeping very simple. I'm going to use the example of an architect, excuse me, just because, you know, it's a service based business.
And of course you know, because I went to school and above me at World War University and I graduated from law. But those of us who are in law, you know, in architecture, medicine, you know, accounting, you know, those, you know, where the people used to feel as if were the cool kids. And then obviously in a way, somebody who graduated first class in architecture, they think they're better than the person who graduated third class or the person who graduated with the past.
So in those fields, at least in those services, law, architecture, accounting, medicine, there's kind of this understanding that if you graduated top of your class, then you have the best solution, you have the best service, you are the best quality, but it's not going to be enough for you to close the deal. But remember, the arguments that we're going to look at today apply even if you're a service provider. So if you are the best by virtue of the fact that you graduated first class, no problem.
The argument still is the same, but if you are the best, because you say that you import directly from the manufacturer in China and you have a Direct Line to them, you know all these things still apply. So let's get back to the main issue now. Having the best solution, is that enough to close the deal? The answer is no, because you can have the best solution, but if you don't make the best proposal, you're not going to close the deal.
You can have the best solution, but you if you are not the easiest person to understand and if you're not the easiest person to relate with, you will not close that deal. So please listen, especially for those of you who have first class brains, these these are some of the reasons why we're not closing the deal. You have the best solution. Yes, technically speaking, your product or service meets all the parameters, but your proposal was crap.
You are not easy to understand and then you also lack the skill of gaining advancement when it comes to building relationships and how I put it now trying to grow commercial relationships, let me just put it that way. So these are three factors that could be blocking your path to success. Even though you have the best solution, your proposal was crap. You are not easy to understand, you're not easy to relate with, and then you have no skill when it comes to gaining advancements.
So let's take these things, you know, step by step. Now the best proposal, right, is not based on technical parameters because for those of you who come from technical spaces, let's say like, OK, let me just use a solar for my client based in Lagos because he had a former salesperson who was sharp, very, very sharp on the technical side. And then this my client, they like to import directly from the OEMs. That's the original OEM.
What's that again? Original equipment manufacturer, Yes. So they would import directly from the OEMs and everybody was technically on point. And because they were technically on point, they had this habit of sending out proposals that had all the technical guiche Bao inside. Now remember what I said, your client doesn't understand all these technical details. If you're in solar and if you're an architect, the chances are your client does not understand all the technical whatever.
And if you're a wedding photographer, chances are your clients don't understand all the technical thing, you know, framing, rule of thirds, composition, this and this and that and that and that. So if your proposal basically is the best proposal possible from a technical standpoint, but then the customer reads it and they don't understand how this solution is going to help them meet their needs or how it's going to help them in their present circumstance, then actually you do not have the best proposal.
So the best proposal is not the document, the PDF, the PowerPoint slide, the whatever that is best put together. But it is the simplest document, the simplest thought process, the simplest demonstration that shows the client that this is how my solution meets your needs. This is how my solution will solve your problem. This is how my solution will act in your present circumstance. If you're able to achieve that, then you have the best proposal.
And that's the reason why there are some people who can close the deal just by using a pencil and a sheet of paper. In fact, that is what I prefer. I like it when the person is sitting next to me and then we just sketch them out. We're talking and I'm writing and I'm scribbling and I'm showing and I'm demonstrating. No PDF involved, no PowerPoint involved, but I'm able to use a pencil and a sheet of paper to show that.
Bros, I understand where you're coming from. I think I understand what it is we're trying to achieve here. What we're trying to achieve. Is this it? Oh, I'm correct. OK, good. In that case, this is how my products, this is how my service, this is how my whatever will help you achieve this and this and will help you initial present circumstance. The best proposal is not a matter of technique. It's not a matter of writing style.
It's not a matter of technology. It's not about PowerPoint presentations and all that. So I'm not saying PowerPoint presentations are bad, but if your PowerPoint presentation doesn't answer these simple questions, if it doesn't show the customer that you understand them, that you know the problem that they're dealing with, that you understand the vision that they're trying to achieve, that you understand the destination that they are trying to go to.
And if you're not, if your proposal is not able to answer that question, that this is what my product or my service is going to do for you, Sir, or do for you, Madam, then you do not have the best proposal. So let's stop focusing on the technical aspects and on technology. Let's just make sure that we're able to adequately understand what it is that the customer wants. We understand what their problem is. We know where they're going to.
Then we get some feedback on that. Then given your tool of choice, if you prefer WhatsApp, if you prefer PowerPoint, if you prefer e-mail, if you prefer, you know, whatever it is. So given your tool of choice, if you can just simply show there you understand them, I show that this is what your product or service will do, then you'll be fine. So in order to have the best proposal, we need to engage in need analysis. Need analysis just means from a technical standpoint, there are a couple of things that you need to know before you deliver a solution.
So therefore you have to run through the whole process with them. So for people who are involved in solar, technical analysis means you need to understand how many TV, how many deep freezer, how many rooms, how many bulbs, then what are they trying to do? Do they want to use the AC overnight? I be do they want to make sure that everything is fully powered during the day? Then at night everybody, you know, they just offer everything and then they just sleep with fan.
We need to understand exactly what it is that they're trying to do. And then if you're in solar sales, you need to understand what's going on. Is the person trying to power a plant I be the person trying to power an office. You need to know exactly what is going on. So from your technical checklist, you need to find a way of engaging in that conversation. The same thing if you're an architect, you need to, you know, technically speaking, what architects, architects need to know.
OK, I guess you need to know what the purpose of the building is, you know, from a functional perspective. But get out your checklist and make sure that you have that conversation. Now, the fact that I'm saying you need to have the checklist and have the conversation does not mean that you turn this thing into a, an interrogation. You have to keep it conversational because if you make this thing an interrogation, the average Nigerian person is going to be like, oh, bronze, this your question yourself, this your jam question.
I don't understand. So keep the cost questions conversational. And then whenever people are like this, your question yourself, we always have to refocus to say, oh Bros, Madam, I beg Novak's the reason why I'm asking you all these questions is because I like to take the best care of my customers and I would like to make sure that one is 1. So Madam, the reason I'm asking all these questions because when I designed this house, I want to design it one time and design it according to your spec so that once I just drop you, bam, we have everything like that.
This one, you know, no go, come. I want to make sure that I understand your vision, correct? So whenever people are like, boss, this your question because the last person I spoke to didn't ask questions. And yes, this is something you hear a lot. You will hear this a lot because lots of people in Nigeria come up with proposals without asking anybody any single question. And that's terrible because I've said in the previous podcast and I'm saying it again, you give somebody a proposal, you didn't ask question.
That is when you run into those situations where for a project you build somebody 4,000,000, by the time you start, you realize that you need like 6.5 million to complete the project. You didn't ask questions in the beginning. How did you know that the proposal that you were sending was adequate? How do you know? The answer is you don't. So what you do is get out that checklist. Yes, people who complain because other professionals in Nigeria are not asking questions, use that to search your search.
Set yourself apart, explain to the prospect, explain to the potential customer. Madame Novaks, the reason why I'm asking you all this kind of question is because I just want to make sure that by the time we designed this, your solar system, by the time I designed this your house, by the time I do this, XYZI want to make sure that one is 1 because I take care of all my customers. I want to make sure that we're going to deliver something that is up to spec, that is up to power for you.
So I want to make sure that I understand the vision. I want to understand exactly what it is that you are you're all going through. Explain it like that. Once you explain how you refocus from the customer's point of view, a lot of people are going to be much more patient to hear you have worst case scenario, somebody would like, oh, you know what? I have a meeting, you know, can we reschedule? Maybe just come to the office on Thursday.
Let's talk some more. So where was I? Yeah. So we need to engage. You need analysis from a technical point of view. You know all the things you need to ask. So have your checklist, but remember, keep it conversational and then always refocus back on the needs of the customer. Madam Olga Ross Sister, the reason why I'm doing this is I'm just trying to keep it focused on you want to deliver the best. So you must do need analysis.
You must do a client consultation like we used to call it back when I graduated as a baby lawyer from Obafalore University. You guys do client consultation. So as a lawyer, we always had to sit down. We didn't just show up and say, oh, Madam was the issue. Then we now start writing letter up and down and then start going to court. As lawyers, we were trained to be able to, you know, get them to start talking. Madam, So what can I do for you today?
And then, Madam, we'll start from the beginning. Now, when we're growing up in the village, my father had many wives, their mother was the preferred wife, and this and this and that and that. You believe they did jazz for us. They did this, they did the person who talked the whole life story for four hours. But it's important because you're going to get the whole background and you're going to be able to figure out what are the most important factors that you need to consider.
You know, because now you understand how this quarrel started, who the main parties are, what the main legal issues are, and then stuff like that. So that's how we're trained as baby lawyers back in the day. Client consultation, we get the client to sit down, we get them to talk. So it's not as if we bring a paper in the pad and then we have a checklist. And you know, we keep it easy. We keep a conversational as the client just they vomit everything that is on their mind will now be able to see that,
oh, OK, we're in a polygamous situation. There's tension between this family and that family and the man died intestate. Intestate means without a will, the man died, the man didn't leave a wheel. So these are the tensions that are happening here and here and here and there. So you must do client, client consultation. So whatever it is, you call it need analysis, client consultation, client briefing, client session, client onboarding, clients, you know people call it different things according to different industry.
Whatever it is, you can't skip this step. This step is a prerequisite. Once you achieve this step and you're able to deliver the best proposal, then these are some more things that will help you to be able to close the deal. So if you're an architect, make sure you understand the client, make sure you understand that design goals, make sure you understand the project outcomes and things like that. Then you'll be able to put together the best proposal.
So if Madame is talking to three of you and she wants 1 of you to design the factory, all three of you are saying we're the best. But you are the only person who has demonstrated in your proposal that you understand exactly what it is that Madame is trying to achieve from this architectural design. These are the things that will put you in the forerunner and make it easier for you to close the deal. Oh, sorry about the beeping in the background.
You know, I set an alarm, so it's been 15 minutes. I was hoping I will be done in 10. Sorry. Sometimes I run over. All right, So what was that? Yes. So having the best solution, being the best designer, importing directly from China or you know, being the best is not going to be enough to make you be able to close the deal. You have to make sure that you have the best proposal on the table. And the best proposal on the table is the one that demonstrates to the customer, to the client.
All right, that I understand you. I understand the problem. And this is how my product or my service is going to work within these present circumstances to give you what it is that you desire. Then it's not enough to have the best solution to import from the best, you know, to import directly from the manufacturer, to have graduated first class and all that. If you are not the easiest person to understand and if you're not the easiest person to relate with.
So we have to make it easy for people to understand us and easy for people to relate with us. That is one reason why I tell smart boys and girls, because lots of us who listen to this podcast are incredibly smart. We've gone to school, we've graduated with fancy degrees, we've all gone abroad, we have master's degrees. You know, we can. All I put is why not lightweight? And so because of that, when we're having conversation with people, want people to know that look, you know, no, be my mind.
As in I'm not an anyhow, anyhow, like I'm a graduate and you must know it. You must feel it. I'm not saying you shouldn't be proud and you know, because it's not easy now to go and do masters. Some of you have two 3 masters degrees. So I'm not saying don't flaunt. I'm just saying make it easy to understand yourself and make yourself relatable. So keep all jargon to a minimal. And that's one thing that the former solar salesperson had to try and tell him to understand,
that look, you're trying to do the best job you can and you're technically minded. And I'm your coach and I've done some small research. But even for me, I honestly don't understand what an up cycle is and what a down cycle is or what a megahertz is or a kilowatt or a wattage was like, I don't understand those terms. And I'm with you and I'm spending time with you every day. And I still don't get it. Now imagine you're now talking to somebody like my mom.
See, all Momsey wants, all Momsey knows is that she wants there to be Power 247, you know, with the yarn up cycle, downside down cycle, kilowattage something something like it's too much. You're not easy to understand, you're not easy to relate with. So for those of you who are very good technically minded, that is the reason why people that graduated that class, that you know them, that they don't know anything that the empty heads,
that's the reason why they're closing the deal even though their brain is empty. It's because that is the easy to understand, the easy to relate to. They break it down in the way that the client will understand and everybody will flow with. So jargon, please keep jargon to a minimal. By the way, this whole thing of jargon is relative. When you're talking to somebody who is in the space. Oh, then by all means enjoy. By all means enjoy.
Like everyone had to advise the guy those one time was talking to somebody who actually was in the sustainable, I mean the renewable space and so dispersing you, all those sorts of things. In that case, flow freely off cycle downtime, kilowatts, megahertz, you know all the continue to say in that case, you're making yourself easy to understand because this guy is on the technical level human. You're on the technical level.
Begin the flow. The guy be like, hey, finally a human being who understands. Well, you match the conversation according to the level of the prospect who is in front of you. Make yourself easy to understand, make yourself relatable. Then you also need to learn how to build rapport. I need to learn how to be able to build commonality. Now to build rapport. Sorry, I didn't say that right. You have to be able to build rapport.
Now you build rapport by just establishing commonality. Commonality just means you and me. We're the same. You know, I feel you. You feel me? These things are important in business. It lubricates business, it keeps the wheels of business going. So excuse me. So one way that you achieve that just simply is just talking about the person's personal history. So who is this person? Who is this person, their personal history or the history of the problem?
In talking about those sorts of things, there are just some common things that just come out. Even if nothing common comes out, the very fact that you are talking about the person or talking about their background or the background or the problem or the scope of the problem, it makes the person feel like they are being listened to, especially in the Nigerian context because your competition is not asking them anything.
This is what your competition does. Your competition will show up. Madame will say I want to build a factory and then they will say OK Madame, what factory is it is for poultry, is for chickens, OK, no problem. How many square feet? OK, no problem, Madame. What we do is for golden package, we charge, you know, 1.5 million per square feet. For silver package, we charge 800K per square feet. For bronze package, we charge 500K per square feet.
Which package are you interested in by the way? You know, I didn't study architecture, so forgive me because I know that some of those things don't make sense from a technical point of view. But you, you get my point. That's what the average Nigerian does. Oh, Madam, OK, no problem. We have bronze package, we have silver package, we have platinum package. Madam, which one do you want? People don't feel listened to or feel appreciated when you Call My Name.
You start asking questions. Also, Madam, what's a project? Chicken, you say? Yeah, Madam. Chickens. Yeah, but I know you're a medical doctor. How come you got involved in the chicken space? Oh, well, my mom used to raise chickens, blah, blah, blah. It's something that I'm used to, a personal something. Blah, blah, blah, blah, blah. You know, you get the flow. You know, do my say. I want to be a factory before you know it.
Now you're not talking about her family history, how her mom's used to raise chickens. During the conversation, if you say, oh, yeah, you know, actually I grew up in the village and my mom used to raise chickens too. Can you see area of commonality? The other person that just came and said, I have gold package, silver package, bronze package. How would a person stand out? They don't. But at least you the time that you call again, the woman will think, oh, it's that nice young man whose mom also reared chickens.
You see commonality. You did be rapport because you're asking some questions about the person. You ask some questions about the project. You're tapping into the history. Even if you know, find one single element of commonality, at least the person feels like they've been listened to so that the next time you call say, oh, is that a young gentleman from Lagos or is that correct, Babe from Lagos, No one that I had a wonderful conversation with you stand out.
So it's not just enough to have the best solution, to be the best in the class, to be the best in, you know, to import directly from USA or from China or from Russia or forever wherever. If you are not easy to understand, if you're not easy to relate with, these are one of the things that are going to stop you from closing that deal. So assuming we have the best solution, assuming we have put together the best proposal,
assuming we have been easy to understand and easy to relate with. If we do not have the skill of gaining advancements, advancement just means we know how to move the deal forward one step at a time. If we don't have the skill in gaining advancements, the team will enter ghosting or somebody will say, let me think about it. So we need to come up with skills to learn how to plot the steps in the sale, how to move things forward one step at a time.
Now, sorry about that chicken, you know, corn in the background. But like I said, I'm out and about where was I sorry, forgive me. That chicken just distracted me. And so yes, yeah, plotting the the steps to how the sale is going to close. Now, I did not study architecture, but this is my own assumption that if anyway, if I was an architect, this army, I'll go about it. Now, when it comes to gaining advancements, first of all,
sales or complex sales are not closed in one meeting. I repeat, there are too many of you who are running around who assume that you can close a complex sale in one meeting. It is not possible. The problem with complex sales is things are expensive. There are lots of steps that are involved. There are lots of things that people have to understand and then there are lots of decision makers involved. So people actually do need time to consider some a bunch of stuff.
So you actually have to move this thing forward one small step at a time. Every single time you call Madam, every single time you call Olga, every single time you call the potential customer. We are trying to just achieve one thing and one thing only. Once we achieve that one thing, all the rest we will. What's that word again? I can't remember. You know, we will push it to the next one. So there's always an agenda for the next call and for the next one, for the next call.
Then when we're going through all the issues, we'll now try and close the deal. So let's say you get the phone number from somebody. Let's say Mumsy wants to help you now in your architectural business. You graduated, mom, she wants to help you. Mom, she gives you a phone number. The first thing is the call. We're just calling to introduce ourselves and we're calling to break the ice and we're calling to now try and hook up a future meeting because we cannot close everything on the phone because the talk is plenty.
We're talking about designing a house now. We can't talk everything today and finish on the phone and then collect our money. OK, Sorry. The alarm just went off again. Oh, dear. OK, 30 minutes. Then bring it to a close. So as the architect, now that my first phone call is. Good morning, ma'am. Am I speaking to Doctor? Doctor Deaconess? What team should I call now? Cami, Am I speaking to Doctor Deaconess? Chief Cami Bankola.
So yes, who is he speaking? Oh, my name is David Wydokun. I got your number from my mom, who happens to be your classmate, Juliet from Government Girls Secondary School, Obama Shaw, your Juliet son. Yes. How is Juliet now? It's been a long time. Oh yes, my, she's fine, blah, blah, blah, blah, blah. You see, commonality rapport. By the way, whenever somebody gives you a referral, you need to talk that referral up. Too many people get referrals.
I don't even mention it. Last week, the client that I'm talking to right now who is in the tech space, somebody gave him an introduction. They said call this person in So, so, so, so company. The person called and then started the conversation. And you know, after a while I was like, bro, this thing, I was a referral. When you call this person, did you say chief so so so gave me your number. The guy said, oh, oh, actually I
didn't see it is a cardinal scene. You're trying to close this deal. Somebody made a referral, my friend talk this thing up. If chief so, so, so association call. That's the first thing you would say on the call. My name is Kuli Adigo or my name is Nasir Abdul Kadir and Al Haji. So so and so said I should call you because they said oh, you know Al Haji. So so and then the conversation will flow. If it's a referral, talk it up,
mention it. So as architect, that'll be my first thing call, get acquainted, you know, this is how I got your phone number, you know, report that kind of thing. So when we says that you want to build the factory for chicken, blah blah, blah, blah blah, that's the reason why I'm calling so that I can see how I can be of some help. So OK, no problem my son. Thank you very much for coming. OK, Ma, to make sure that I do the best job for you, we actually do need to have a meeting because there are some questions I need to ask you.
So I understand the scope of the project is we need to have a meeting. Oh, yes, Ma. Yes Ma, in fact if I can come to office tomorrow, 8:00 won't be a problem. So Oh no, I'm actually in Obama show now you know what? During reunion, Oh yes, Mumsy mentioned and we have all travelled for it. OK, my mom is not going any problem. Oh no my she's just that. OK, greet her for me. So OK, the reunion is finishing next week. I'll be back in Lagos.
So, so, so, so, so you know, from all that small talk, you're just trying to narrow down a time. How about Wednesday, Ma? Oh, OK, No problem. Wednesday. Is it morning? I'll be this afternoon. No, I won't be around until, like, around. I came 3-4. OK, it's no problem, Ma. I can come to your office 3:00 sharp. Would that be OK? Yes, ma'am. Good. You have achieved the purpose for that call. You see advancement. One step, phone call.
Introduce yourself some familiarity, then sell the meeting and I agreed to the meeting date person as I agreed. Pam, you end the call, does it? You have achieved one thing That is what we call an advancement. Then at the meeting, the goal is to do remember what I said at the beginning of the episode. The goal is to do deed analysis or to do client consultation or to do client debrief or to do client XYZ or to do client whatever it is that you call it in your own industry or in your own profession.
That is what is the goal is to do at that meeting, gather information. And in that case, the advance will now be OK. Ma, thank you very much. I've gotten a lot of information. I will need a couple of days to think through all these things so I can come back with the proposal specific proposal so that we can we can talk through. Would that be OK? Ma? OK, yes, no problem. So in that case, will you be free maybe like next week or Thursday?
Oh, sure. What from us Thursday, I'm not sure, but just call me a day before. OK, No problem. In that case, I will call you Wednesday before 12 in the afternoon just to confirm they were good for Thursday. OK, no problem is good. You see that is another. So excuse me, that is another advancement. You have to push things forward one step. So before I present your proposal or any other proposals you have on the table, you need to get some feedback or some confirmation that you understand everything correctly.
So in fact, I would even prefer, sorry, the alarm has gone off again. OK, this is almost 35 minutes. All right, and then let me just continue. I've already over a short time, so I would even prefer that is during the first meeting you even gave feedback. So Madam, if I understand correctly, this is what you're trying to build. The factory is going to be blah, blah, blah. You have X number of layers. You have this, this.
Now that that you know, just make sure you understand the project. The goal is you want Madam to say yes, obviously, but the goal is also you want Madam to say no. This is not what I have in mind. The reason why I want Madam to say no, this is not what I have in mind when we misunderstand is because if you are running with some assumptions and you don't test out all those assumptions, then you deliver a proposal. You can see that that is where question mark will now come during your presentation because you'll be saying something that is not blending with what Madam had in mind.
You'll be saying this course of action, that course of action. And if he will be choking Madam Spirit, the reason why Madam is not friend with the proposal is because you did not get feedback. You did not get confirmation that your assumptions were correct. And so because of that, you're putting forward a design, you're proposing a course of action, you're proposing a product, you're proposing a service, you're proposing a solution,
you're proposing a something. And that thing just does not blend. It just does not jive with the potential customers spirit. They're uncomfortable. They just don't know how or why. It's because you have too many assumptions in there. So when we're trying to get feedback, it's nice when we hear yes, but if we hear no, it is also a good thing. We say, oh ma, sorry, sorry, sorry, sorry. Can we start from the top? I had assumed you meant this,
this, this. So I can't explain properly what it is that you meant. So when somebody says no, it's a good thing. This is a chance to make sure that when you come up with your proposal, your proposal will be strong, very strong, foolproof. Remember what I said, the other people that Madame is talking to, the other three or four people, they are not going through this process. Can you see how even though all of you be shouting, you have the best solution, you have the best qualification, you're getting from direct from the OEM origin equipment manufacturer, all of you are shouting the same thing.
It is only your proposal that will stand out, because your proposal is speaking directly to the main points, is going straight to the heart of the matter. And don't feel like this person is a competent professional. This is the engineer that understands, or this is the architect that understands, or this is the lawyer that understands, or this is the doctor that understands. Because your course of action is not based on assumption, it's because you've gained some feedback, you've gained some confirmation, So you're speaking directly to the truth of the matter.
So if you do feedback, confirmation and everything, blend or join good advancement, next step will now be OK. Madam, can we say again next week so that we can discuss a couple of proposals? I'll be able to come up with three proposals. Each of them should be adequate to meet, you know, social and so problem. But you know, I just want to give you the most flexibility, the most. I just want to preserve some flexibility for you in terms of cost and in terms of scope of the project.
So Madam, are you OK for Thursday next week? If Madam is OK, she will say yes. If not, she will say, Oh no, come to the farm on Saturday, meet me directly on the field. If that's the case, all well and good. By the way, we salespeople, we business people who should learn to work with momentum. There are some of you who we think I'm a professional architect. Madam, Sir, I should come and meet her on the field. Excuse me, if good money is involved and Madam said come and meet me on the field, well, go and say you can make it work.
Yes, ideally it would be nice to deliver your proposal or to deliver your presentation in an AC D office with a full, you know, 50 inch screen, you know, widescreen TVHD, you know, something with HDMI plug in and all that. Yes, I did. It'll be the best situation. But look, money is involved. Good money. If Madam says I'm only free Saturday when I'm on the farm, look, go to the farm, make it work. This is why Brian Tracy says creativity is involved in sales,
my friend, make it work. Ideally it would be nice to do this in the in the cool AC, but if Madam says I'm on the farm, how for do make it work? So that is another example of an advancement. We've been able to get the next meeting. So it is from pushing things forward. One meeting after another, one appointment after another, one item of agenda after another, small, small, small name, we go close the sale. That's how we do it.
So it's almost 40 minutes. Yes, I know the alarm went off. Again, that's for those of you who can hear it. So Summaria, there are lots of things involved, but I just wanted to make today's episode just to let you guys know for those of you who have the best, because I know it can be very confusing that you are importing directly from Russia. There is no other product that means the specification because you have direct, you have imported directly from manufacturer in Russia.
And everybody knows that the Russian equipment is the best or the Chinese blah, blah, blah is the best, or the Ghanaian palm oil is the best or, you know, whatever. Or you graduated first class and then from there you went to, you know, New York Institute of Design and all whatnot. So clearly you are the best in Niger. So it can be very, very confusing when you are the best or when you have the best. But then the deal where they close, these are some of the other things you need to consider.
The proposal that you issued, was it the best? Yes, you are the best, but your proposal, was it the best, your proposal? Speak to their problems. Have you been easy to understand? Have you been easy to relate with? Have you been good at gaining advancements, moving this deal forward one small step at a time? These are some of the reasons why your deal or they close. So stop being confused. Yes, you are the best, you're the brightest, you're the smartest.
Nobody re pass you or nobody get the skill pass you. And when we know they argue that one is not an argument you've imported from the best place in the world, it's not an argument. These are some more things that are holding you back. Unfortunately, in this part of the world, we were raised, that's Nigeria, we've been raised to believe that the, you know, if you are the best, then we'll call you that, then we'll pursue you.
Unfortunately, that's not the case. It's not the person who is the best that everybody will be running through this whole thing of build a better mousetrap and they will come. That's not there's a monument of truth there, but it's not 100% all right. So it's not just about being the best. We also need to learn how to sell ourselves. We also need to learn how to promote ourselves. And that is the reason why in fact, for those of you in a legal space, because while I was a practicing lawyer, I used to see it a lot.
I don't know if it happens in other professions, but you hear some lawyers, they'll be saying that. So this is Susan. So San that San is a senior advocate of Nigeria. It's a title, a prestigious title that is awarded by guy was the body again is a body of benches. I can't remember anyway was a prestigious title that says you are a very good lawyer. Essentially when some people don't stay in court and say this person with a young Nassan BDS
that truly truly, truly is this guy the best that see him. The guy can't even speak English. He can't do this again. Yes, no problem. Yes. In your mind you're looking at him. You say that is this a son? Me, I'm better than this person. I'm more eloquent than this person. Is it this one that his son? This person that graduated third class when when in school, meanwhile graduated first class. He will now be in front of me.
They will give his matter priority in court. Because his son. Meanwhile the guy is a Lodo. The guy knows nothing. That's the reason why he's a son today. Because the guy knows the game. He knows how to sell himself well. You graduated first class. You didn't know how to serve yourself, sell yourself well. That's the reason why you're in court, looking at your inferiors in quote, having their matters heard before you. They're charging in thousands of dollars.
You, you're still struggling to be charging in hundreds of thousands of naira. That's the reason why. All right, so let me end it here. So if you are in this situation, you're always worried. I have the best, I am the brightest, I am the whatever, I have the whatever, but I'm not able to close these deals. Call me, send me a text message or WhatsApp message on 08064662140. Let's figure out where sales process is broken.
For those of you who are afraid you don't want to call because you say these guys sounds expensive, that's not a problem. I'm reasonably priced. Apart from that, I answer everybody. I answer one question for free. So just reach out and think real hard and fast about what you want your one question to be. So that's it. Thank you very much for your time and attention. I'll catch you all at the next episode.