How to turn a high-pressure negotiation into a calm conversation.

Hello and welcome to the show. Apologies before we begin today's episode because it's a weekend recording and the kids are home, obviously. So you're going to hear some noise in the background. They are playing what we used to call Marco tennis back in our day. But you know, they they are now calling it a book ball. Yeah, it's a long story. I'll explain later. That's for those of you who are interested. Anyway. So today on the podcast, we know we'll be talking about my family issues, but we're going to continue.

We're going to pick up from where we left off. I think in the last episode ads, I was talking about King David, again, not his real name, the fellow who is into heavy machinery, agricultural equipment, containers, tractors, truck heads, you know, stuff like that, you know, big stuff, expensive stuff. So OK, I spoke a little bit about his business and some of the problems that might he that he might be facing. And I mentioned that we did a role play and there were a couple of issues that came up in the role play.

So that's what we're going to look at today. So for those of you listening to the podcast for the first time, a role play is something that we do in sales where we pretend that we are in front of a customer or in front of a potential client, or in front of an investor or in front of a stakeholder or in front of a whatever. We pretend that we are in that situation live and then we start trying to have a conversation. Now, the reason why we do this in sales is because we know that it is best to practice on other people, to practice on situations that are not real so that we can learn the principles, learn the skills,

learn the tactics in a low pressure environment. Because one of the reasons why we fumble when we're in front of a client is because we're trying to do something and it's our first time. So let's say closing for instance, you're trying to be much more assertive in closing and you know, you, you call the price and you want to tell the person, oh, the next step is you pay a 20% deposit for 15,000,000. If you haven't practiced nothing before.

And honestly speaking, 15,000,000 sounds heavy in your mouth. The first time you are trying to close a deal like that, you would have fumble, you would have mumble. And that does not inspire confidence. The way that you will say that 15,000,000 in your mouth, the buyer will know that look, this person is a small boy that he has never seen 500K in his life before. Is this the person I want to collect 15,000,000 from me?

So role-playing are those situations where you'll be there with your orga or be there with your spouse or you'll be there with your friend or a colleague and you know, now would they play just acting drama now OK, if I was in front of a client this 15,000,000, how will I try and collect this 15,000,000? How will I say it, what will be the words I'll use? You know, things like that. So that's the benefit of role-playing and it's something that we do a lot in sales and selling.

So if you haven't done it before, I would recommend that you start doing it. So if you're a business owner listening to this thing, you have never role played in front of your with your sales team, you should, you should, you will discuss somebody. Sorry, somebody say somebody, you guys discuss something on the Friday meeting and you say, OK, no problem. Let us implement this technique. And then you call the sales person where I stand up, pretend I'm a customer now.

Oh yeah, begin. How will you say this kind thing that is a role play. Now the benefit is you're going to be able to learn and get familiar with different tactics and different skills in a low pressure environment. Because when you're doing role-playing, if you humble the words that happen is everybody will just laugh, you know, But then somebody will be there to correct you. Another person will give suggestion. And before you know it, by the time you don't role play like,

you know, 10/15/20 times, you will now be comfortable so that you'll be standing in front of your customer. And then you want to, by the time you're calling 15,000,000 so that your mouth will not be shaking, you'll be able to stand and say confidently, OK, the next step is we're going to collect a 20 million, sorry, a 20% deposit. And that comes up to roughly about 20 million naira. Are you good to go with that? You know, you'll be able to say with confidence.

So the only way you can say with confidence is if you practice. And it's a very bad idea to practice. Now, some of you will be saying this role play, role play, Like why? Why role play? See, role play is nothing new. Lots of disciplines role play. Remember, for those of you who listen, that I am a former lawyer, now a business consultant. In law, we role play. It's just that in law, we don't call it role play, we call it moot and mock.

So moot and mock was back when we were in university or back when we were in law school, we pretend. One of our classmates would pretend to be a judge. Somebody would pretend to be a lawyer for the left. Another person would pretend to be a lawyer for the right. We all dress up, wear costume. You know, it's some people used to organize on the faculty level and they will pretend somebody is the judge, somebody's the lawyer, somebody's here and they will pretend this case.

How we handle this case that is role-playing because that in law we call it moot and mock. So what I'm saying is nothing new. People have been doing these things for hundreds of years. Moot and mock is nothing new. People don't they moot and mock for hundreds and hundreds and hundreds of years. So it only makes sense. What about medicine? They do it too. It's just that the medicine, they do it on cadavers. They'll go and take a dead body and then they'll say, oh, no problem.

Let us now pretend that this person has cancer and was supposed to excise the medulla oblongata of the cerebral. Something, something, something. And then they go, you know, they'll start the surgery. They'll begin to cut and do here, do here, do here. If you make mistake during the surgery, your luck. I will say that. No, no, no. Hold it. You don't cut this kind of thing. If it's a real life person that is on the table and you cut this thing, now you kill this person.

You see, you're practicing in a low pressure environment so that you will learn how to be a better doctor. And that's the reason why after a certain level of study and after certain hours practicing on cadavers and things like that, that's the reason why law, I say law, medical professionals can say confidently, OK, this person cannot operate on human beings because the person has done a role play before. It's just that for them when they use role play, they use cadaver, they use dead body.

So this thing that I'm saying role play, you can see that it's not anything unique to sales. It is not, it is not unique to sales. People do this all the time. Or what about architecture? They do it all the time. We'll come up with a scenario. The professor in architecture will tell you, OK, well, I don't know about how they train architects now, but back when I was in school, the stuff that they used to do, your professor will tell you, I pretend that the customer has come to come and meet you today.

They want to design this kind of house, this kind of house. But then the plot of land is in the is in the mushy land was the way forward. And then you have to design something and you have to defend your idea is that no role play. So role-playing is nothing unique to sales. It's been going on for hundreds and hundreds and hundreds and hundreds and hundreds of years. I would have said thousands of years. But The thing is, you know, I

haven't done my research. What's been going on for hundreds of years. So the first time your guy tells you to do role play or if you bring in a consultant like me into your organization to help boost your sales and the person says, well, more role play, don't feel one kind. The person is not trying to embarrass you and the person is not inventing anything new. The person is just doing what people in other disciplines have been doing for hundreds of years.

And the idea is you're going to learn tricks, you're going to learn tactics, you're going to learn principles, you're going to put them into practice. And you are going to do that in a low stress environment. Low stress just means this thing is not real. If you make a mistake, if you fumble, it's not a big deal. One or two people go laugh, and then we'll start giving idea about how to do this thing correctly. So for King David, we did a role play.

And in doing the role play, and now I came up with a couple of substantial issues #1 King David was struggling to justify his price because in the role play that we did, he wanted to sell a. Sorry, let me check my notes again. So, you know, this is not my space now. So I don't know these things. Sino Truck. Sino Truck Ho. Yes, the brand is Ho HOWO. Funny enough, when I was picking my kids up from school yesterday, I was renting into the camp.

Before we move, we have pompom. There's one of these big trucks. And then I looked, Lo and behold, I saw Sino Truck Ho. I said, So this is the, this is the whole waiting, you know, this whole that we've been talking about. So at least now I've seen the truck live. Yeah, so Sinotroco War. So now King David was selling his own Sinotroco War for 75 M and then I was pretending to be the customer who wanted to buy. I just saw small research online, you know, sharp, sharp,

sharp, sharp. I found somebody who was selling it for 65 M and so that's where during the role play now those problem, because King David is saying I have Sinotroco War, my own is 75 M and I stand by my price and me. I'm saying yeah, I went online and I found it for 65 M and of course you know that the gap between 75,000,000 and 65,000,000 is 10 million. So that's not small money. It's not small change. It's not as if King David was saying his Sinatra Co is 75 M

And then me, I went online and then I found it for, you know, 73, that kind of situation. And here you can be pricing Groundhog back and forth between 7375. You know, you go up, you come down, you come down, you know, you meet in the middle, you close the deal, you don't manage. But in this case, the gap is 10. So King David's strategy was to argue quality. So King David went on the offensive. Again, King David is not his real name.

So King David went on the offensive 75 M because I'm better quality. I am this. I'm superior quality. I buy direct from manufacturer. I this, this, this, I warranty. I guarantee I blah, blah, blah and delivery and this. And he just went on the offensive. The guy continued to de vomit, de vomit de vomit trying to argue value. Now that is not bad. When you're faced in this kind of situation where you call your product 75,000,000 customer, can they price you 65,000,000?

It's not a bad strategy to actually start arguing quality. The problem is when you are arguing quality, you are the one who is making the assertion and oible people, they have a saying. They say that if you are telling you are not selling. Let me repeat, there's an old oible selling. So it's saying when it comes to sales, and that is if you are telling, you are not selling. In other words, if you are telling somebody, telling somebody, dictating, dictating.

You know how lawyers like to say I put it to you, if you're telling somebody, I put it to you, I put it to you, you're putting it to the person, you are not selling. What you're doing is you are trying to impose your will on somebody else and nobody likes that. Nobody likes being imposed upon. That is not how you sell by imposing yourself on somebody else. Diane Oga buyer, you say 65,000,000, no problem. But for me, yeah, this is what I

have, 75,000,000, This is the best, this is the cheapest. This is this, this is that you are just imposing yourself upon somebody. That's not how you sell. If you're going to argue quality, you actually have to make the customer or the prospective client. You have to make them a part of the conversation. It guys be a two way thing. If it's a one way thing, you are wasting your time because you say what's on your mind.

The customer knows exactly what is on their own mind and of course they won't say what's on their own mind. And then you will leave Abby, all the guy has to do is just not pick your colleague in, that's it and you're no longer a problem. So, so excuse me. So you have to involve the customer, the prospective client in the conversation. So how do we do that? For those of you who've been listening for the last maybe two or three weeks, you should be familiar with this because we've already tackled a couple of objections this way.

So number one, first thing to do is to listen or to agree or to empathize. Yeah, Anyway, yes, listen, I agree. Empathize. Listen to what they're saying. Because remember, nobody wants to be imposed upon. And it's a it's a very somehow, somehow situation, especially for those of us who are young men. When somebody's telling you that, look, I found this thing 65 M and then you now start trying to impose, you'll be like this, you know, like, what does this young man like?

Like who is he like, what does he know on Monday, young boy, when they were born yesterday, he's trying to lecture me. So you know, that kind of thing. So for those of us who are young men, we have to be careful about this one. So make sure you listen and then you agree and empathize with them. I'll explain how to do that. Then the next step is you're going to ask questions because you're trying to gather more information.

After you ask questions to gather more information, it is then that you can make a counter proposal or you can make a new offer, or you can start educating people or whatever. You don't start educating people or trying to impose your will or trying to make an argument or a new proposal or whatever unless you have asked questions. The reason why I asked questions, we're trying to gather more information. We're trying to figure out what are they thinking, where are they coming from?

Then after that, what we're going to do is a trial close. Now that we made a counter offer or a new proposal or whatever, we'll try and close the deal again or we'll try and get an advancement. That is, if we're not going to close the deal today, me and the other person, we're going to agree on what the next step is and we're going to make that agreement during this conversation. Because if you say 75,000,000, the customers say no 65,000,000

and you try and educate, you try and do this, you try and do that, but you don't agree on the next step. Very, very. I say unto thee, I can assure you the next time the person will not pick your call because who wants to be lectured to again over what when they have said they have found 65 M. So we need to agree on the next step. The reason why you should try for an advancement to agree on the next step is when you try and secure an advancement.

If the guy know they agree, then you now start getting a sense that look, Amor is as if I've lost this deal. You will know if somebody agrees to an advancement. OK, It looks as if there's room that we can make progress. By the way, if this is your first time listening to some of these terms, not to worry, I'll try to explain it, explain them a little bit, but it'll help if you just subscribe to the podcast and then you keep on listening because these are terms I keep on saying over and over and over again.

Oh, by the way, I forgot to mention if you'd love to connect with me just like King David did. Again, not his real name. You can call me, send me a text message or a WhatsApp message on 08064662140 so that we can discuss problems in your business. If you're worried that I sound expensive, don't worry, I'm fairly priced, but I'm open to answering questions for free. So if you're looking for free coaching, let me know. But I will answer one question only.

Yeah, we have to go beyond that. We need to book a time because we're going to have to look at several issues. So let's go back to how King David handled this thing. It's a valid approach when you say my product is 75,000,000 and somebody say but I found it for 65,000,000 online. So the approach that King David chose to do was to try and argue value. To argue value just means all I put it to argue value just means, look, I know what I'm saying.

You say you found 65, but this 75 that I have actually is better value for money for you. So you're better off taking the 75 M instead of going to go and buy that cheap 65 M that you've seen online. So that's how I give value. But King David went about it the wrong way. He launched into quality. He launched into where he buys from, you know, direct from the supplier in China and you know, all of that talk. He also went into warranties and guarantees.

Then he also went into maintenance support and you know all of those things. But remember, nobody likes to be imposed upon. Nobody like to be lectured. So while you are lecturing these people, it is going in through one year and it is going out another, unless we involve them in the conversation. And I said that this is how we're going to involve them in the conversation. We're going to listen, we're going to agree, we're going to empathize, then we're going to ask questions to gather more information.

Then with the new information, we'll make a counter proposal, we'll make a new offer, and then after that we'll do a trial close. We'll try and close the deal again on the spot or we'll try and gain an advancement, which is we both agree mutually on what the next step is. You know, what are we going to do next? When are we going to see, you know, blah, blah, blah. So when I say agree, I'm not saying, oh, I agree, I'm overpriced.

No, no, no, you're shooting yourself in the leg. So when somebody says something like that, you say, oh, my truck is 75,000,000 and the person says I found it for 65,000,000 online. This is how you agree. You can say something like my brother in this economy, even myself, I watch the way I spend. So I understand perfectly that you go and look for a cheaper option. My brother, I understand. I agree with you. You see, that's how you agree with somebody.

You did not say yes, I'm overpriced. You just said my brother in this economy, I understand me self. I would have looked for a cheaper something. So I feel you. What you're trying to do is you're trying to empathize with the person and you're trying to be agreeable and you're trying to let them appreciate that that you know that they're reasonable somebody. Now, the benefit of this approach is that it calms things down.

It calms the mood down. All right is when the mood is down is no longer a fight that you stand a chance that if you say something, the person will hear you. Because in the first one, when somebody says 75 how I went online, I saw 465 and then now start saying I buy from China, I buy direct. This is warranty, this is guarantee. This is after sales. This is that one is still in fight mode. The person is not hearing you right now.

For those of you who have been in a heated argument with your significant other. So if you're a woman, you know you're quarreling with your husband or your boyfriend. You know, if you're a man, you're quarreling with your girlfriend or your wife. You know, when the the mood is high, you understand everybody's angry. It doesn't matter what you're saying, Madame is not hearing you also from the bottom of you of Madame too.

It doesn't matter what Madame says organically here, because everybody is you know, the mood is high, the tension. So in sales we calm this tension down. Somebody says 75 how saw this thing for 65 online. My brother understand in this economy, even myself, I watch my spending. I understand then. You don't ask questions. Now when I have offered this approach to the last person that offered this approach to The funny thing was he said that when he tried this approach, the person now started entered immediately into school fees.

Funny enough, that is what also happened to me. The first time I tried, the person was like my dear, you understand, I just paid the school fees recently. So even myself, I mean my children are in school here and I would just say at least your honest Abuja, you're paying in Nara. Now my children are abroad, I pay, I had to pay for my three daughters. So, so, so and so university, this is university. I had to pay in pounds and then we started talking.

You can see how when you calm the mood down, you know and you all are talking, you'll be learning some some kind of information. Now, when the person said this kind of thing that guys pay for school fees, three daughters and he's paying in pounds and was one of my clients for the sale of the solar, solar and inverter systems. I do this on quick mathematics in my head. Now, OK, this is supposed to be a 40 million solution, but this guy has clearly paid school fees, you know, XYZ amount.

I was able to now relativize the cost of the By the way, I didn't close the deal anyway, but I was able to relativize the cost of the system by saying that, OK, sorry, one moment someone is looking for my attention. Hold on. OK, I'm back. Sorry about that. Like I said, I'm making today's recording at home and one of the kids needed my attention for something. Where was I? OK, so I was talking about how you agree with people.

You don't say, yes, I'm overpriced. So you can say like in this case, my brother, I understand this economy is harsh. So me too. If I can see a way to save 10 billion, I actually would. Then, you know, moving to the second part, which is you ask questions because remember, we are trying to gather more information. We're trying to figure out what the problem is. And that is where we'll get ideas about how to address it.

Even if you want to educate somebody to argue value, like King David did this, and by the way, King David, not his real name, this is where you would get the information that you need, the ammunition that you need to argue value. So you say, hey, that's about why you now say, hey, my brother, you say 65,000,000 Abhi. The person says yes, the same hollow truck Abhi. This the same model that I'm talking about. The person will say yes.

Of course the person will say yes. Now because the person is trying to say, look, it's the same. So what's the big deal? 6565 million, 75,000,000, I found it for 65 where you come down to 65, let me buy it from you. So of course the person who try and minimize the difference and say yes, it's the same thing. Now this is the point where you say especially in Nigeria, most people not expect to say this. You say Kai my brother, to be honest that 65 M is good value.

It's very, very good value. You'll be you'll be saving 10 million. You now tell the other person that see me save, if I see that kind of deal, I will buy it straight straight. And then the question you now ask is how come you are not taking up the offer? Then you keep quiet and then you hear. That's why you now start hearing all the comma and all the K leg. That's why you start, sorry about the noise out there. You know my neighbor is anyway,

it's the weekend, everybody's home. So that's my neighbor shopping in the background. So that's why you now start hearing the K leg because people come do this all the time. You say your own product is 5 million, they'll say, but I saw three million online. You know, you agree 3,000,000 seems like a good price. But you know, if you have confidence in the price, how come you haven't taken it? Ask the person I hear what it is that they have to say.

If the person says you know now should be now online. You know, nowadays people can put anything online. You say exactly online people can be saying anything, but you don't know what you meet when you go there. So in fact, even showed me that thing itself. Let's let's look at it. Let me even help you see whether this thing is genuine or not. You understand you're asking questions where you're keeping the conversational and in this kind of situation where somebody is telling you that you're only 75, I found it for 10 million less.

It's a legitimate question to ask like OK, cool, it's a good offer and it was legit even me, I would take it. But I'm just curious, how come you are not taking up this offer? You hear what they have to say. There are other questions that you can ask. So for King David, who wants to argue value by educating the customer, this is where you start asking questions like 65,000,000 Abbey, OK, over truck Abbey. OK, no problem.

They now ask the question, the one that you saw, is it Belgium used or is it Niger used? That's a legitimate question because when you start, when you're telling people the difference, remember, nobody's listening. But if you're asking and the person is engaging their brain, they will now start realizing that, oh, there's a difference. Knife is Belgium used. That means that the thing has been used, you know, soft torch softly, softly, as they haven't killed it.

But if it is Nigeria used, you know that they have used the hell out of that thing. You know how Nigeria is now. You know how our roads are, the temperature of the roads, everything. So when you ask it like that, 65,000,000 ABI yes, who will see no truck ABI yes. OK. Is it Belgium used or is it Niger used? The person will now start thinking. Some people who have not even thought that there's a difference, it is now that they will now start thinking is there a difference?

What's the difference? Now you have permission to start educating them. You say hi my brother, you know that or you both you know how they be now they use everything softly, softly, they use it nice, you know. So if you see something Belgian use, you know that the thing still has life inside, but Niger use, you know how Nigerians can be now we don't even get maintenance cultural. Could they drive him anyhow? We don't go service, you know,

this and this and that and that and that and that. So my brother, there's a difference there. You can take Belgian use, you will use itself 20 years. But if not Niger use, you know that if you buy it now, you know that I kind of like 5-7 years, no, reach 10 years, you have to go and buy a new one again, you know, but because you asked the question, OK, Is the same truck, Abby? Yes, the same truck 65,000,000. I saw it myself in my own two eyes.

The same whole truck, Abby. Yes. Now I'm telling you, shabby was me. Now is my cousin that took me there OK, no problem, no problem. But what did your cousin say? Is it bedroom use or is it Niger use? You're asking questions. You're now going to get more information now for King David, who was talking about warranty and guarantee and blah blah blah blah, blah blah blah. So now all those things, you now instead of putting it as a quote that I am better because I give five year guarantee.

You were asked. You see this bed is 65,000,000. I mean, yes, 65,000,000. The same whole truck I be. I'm telling you now, it is my own mother, the mother that bombed me. She's the one that took me there. We saw the truck. I looked at the whole thing. Is it Belgium use or Niger use? What's the difference? You now explain. Oh, OK, I don't know. They now ask another question so that guy's off the one that Muncie took you to how many warranty guy they give you you can say which one be warranty.

That is where you will now have a chance to explain what warranty is, explain what guarantee is and explain why you you can stand confidently and say look, this truck that I'm giving you, this truck I'm giving you for the next one year, you won't have issue. I'm giving you guarantee that reason why you can stand behind your truck is because you know that you own this Belgium used. So they haven't you know they haven't killed it and since it came to you, you've done regular maintenance check and everything.

So you can stand by the quality. So you're beating your chest that look OK. Take this truck carry to your construction site in Nassau. I'm telling you that for one year you will have issue. The only issue that you do is every two, two months, every 2-3 months you change engine oil. That's not anything pass engine oil. Call me, I'll send my boys down to Nassau to go and look at it free of charge. I'll be at the cost, just call me.

So you can only have that warranty guarantee after sales service, blah, blah, blah, blah, blah. If you ask it as a question and you engage the other person's brain, if you're telling them if you're imposing on that, it will be acquired, the person will continue that. I say it is my mother, the one that gave birth to me, my blood mother. She's the one that carried me to that site and I saw that thing for 65,000,000. What are you trying to tell me?

Are you trying to say my mother is it he's a liar? Yes. By the way, it happens like that because there's one guy that told me also funny enough for my client as well, who sells solar. The guy told me that like this is my brother, my brother gone, gone, gone, gone, gone. He's the one that took me there and we saw it for so, so, so and so. And I said, well, OK, to be honest, that money that you've called it's it's a good price.

What we are coaching for you is 31. What your brother found for you, he's 20. I can't remember what it was anyway that so like the gap is huge. It sounds like a good deal. So you trust your brother abuse. Of course. Now I see he's my brother's OK. And so how come you don't take the offer? That's how the guy begin the laugh. Then from there, from talking small small, it turned out that that brother is not really his brother.

It's just that they're from the same village. And Shah long and short, from my own read of the situation, yes, they found something cheaper. But he doesn't really trust his brother. He doesn't really trust his brother per SE, you see. But I was only able to get to that because I pushed the conversation. And look, honestly, we're calling 30 something for you. These people are calling 20 something million for you. It's a sweet deal.

You trust your brother? I'll be. Of course, now he's my brother. Gone, gone, gone. He said it in Yoruba. You know, I don't speak Yoruba. Something, something, something. Gone, gone, gone. At least I understand. Gone, gone, gone. Like, you know, authentic, like he's my authentic brother. It was a simple question. OK, you trust your brother then why just, why not just take the offer now instead of this? You know, I call you today, I'll call you tomorrow.

If it's a sweet deal, how come you didn't take it now? The guy laughed. And then from there, conversation was continuing. And I figured out that, you know, it's not really his brother and he doesn't really trust the guy. Then from there, I was able to hand back to the sales engineer. By the way, the deal didn't close. You don't close every single deal. I was able to hand it back to the sales engineer to now say, look, organ engineer these and these and these are the technical points where the guy needs to be educated upon.

And these and these and these are the situations where he has questions. You see, Bob Alice was still in play. You ask these things, ask questions. So back to this guy now questions 65,000,000 Abby yes, 65,000,000 Is it the same whole truck, same whole signal truck? Yes. Now this is good value. If I recommend that you take it, how come you self you're not even taking it? That's one question. It is in Belgium use or Niger used.

That's one question. How many months warranty did the guy give you? That's another question. Then there are some questions that you can use to open up the buyer's mind so that you can start distinguishing. So like in this case, because they come in different, what's it called? Capacity, weight capacity, you know, some can carry, you know, XYZ metric tons, XYZ metric tons. Now I'm not in that space. So let me please allow me to just make up some stuff now.

So another kind of question that you asked now is the same signature can be Oh yes, So the one that you saw, the one that mom, she took you to that man, is it 25 metric ton or is it 30 metric ton? There's some people who know the answer, but then there's some people who say there are different classes. You say organ. Now there are different classes. Now the one that is 25 metric tons, you can only use it to carry sand and stone, but you can use it to do quarry.

If you use it to do quarry work, the thing will break down. But the one that is 30 metric tons, you can carry sand, you can carry stone, you can carry cement, you can carry wood, you can carry quarry. You can carry anything because it's 25. It's 30 metric tons. So the truck bed is different, the shock absorber is different. It is the data that you know, those of you who sell these machines, you know, you know how you say it.

But if you want to educate somebody putting it as a question, the one that you saw is it 25 metric ton? Is it 30 metric ton? This question will I'll engage the other person's brain, the customer's brain. The guy will now be able to see that oh, there are some things that I don't know and the person will not be able to appreciate that. Oh, OK, this 65,000,000 that I found that I'm comparing it to these 75,000,000 maybe is not exactly the same thing, but you do that through questions.

The questions will give you more information and will give you the opportunity to educate the other person and also to distinguish your order, your say, your order, your offer from the other person's offer. So if you're going to do like King David, you want to argue, value you don't argue by telling. You don't be telling somebody. You're telling and telling and telling. The more you are telling, the more the other person who also lock up will be a battle.

You calm the temperature down. You have some questions, do some small talk. You build some rapport. Begin to ask them questions. As you ask them questions, you will be able to bring up new information and you'll be able to now educate somebody and justify why that 75 that you're giving is a good offer. Then let's see what next. What did I say again? Listen, agree. OK, we're done listening and agree. We've asked some questions.

OK, now counter proposal. OK, so when you ask those questions now you will now have all the information you use to now make a counter proposal. Now there are some situations where the counter proposal is, you know bro, you'll be like say you suppose confirm one or two things. So that guy that Mumsy took you to, and I'm not saying that he's not a bad person, that he's not a good person. So yeah, can trust this person. But you guys to confirm one or two things from this person before you know, whether this 65,000,000 and this 75,000,000,

whether they are one and the same, whether it's good or whether it's not good. So you have Mumsy, you go back there. Suppose that's one or two questions. Nigeria use Bejon use 25 metric ton I'll be 30 metric ton then warranty and guarantee ask what the other person is saying Yeah, I would say no problem because I mean who's not going to say no problem when you're saying you should go back and do some more research then your kind of proposal.

So any that'll be your kind of proposal like oh bro, like 6575 sounds like a good deal. You need to go back and ask some more questions. I'll be the girl will say yes, OK, in that that Case No problem. So how about we talk again Wednesday morning after you go see the guy you see that's a new sorry my neighbor is shouting downstairs. You know what I think maybe I should just be recording on days when when everybody has gone to work.

All right, I was like counter proposal. So in this case, you know that is your something. Your counter proposal was normally a counter proposal per SE, but you put a suggestion on the table. Now you know what? There's still a few things you need to go and ask questions on. So how about you go and ask questions and then let's talk again Wednesday morning. You see, you put something on the table that is 1. Now another one about it is,

let's say from the conversations you've had back and forth and the questions you've asked, it is now clear that your 75,000,000 actually is good value, better than a 65 million. You can now say, OK, so now that we can see that my my own price, my own 675,000,000 is good value. You now try and close, you know, as person. Is there anything else that is stopping you from buying today? And then you keep quiet. The reason why you ask that kind of question is because you want to see if there are any other significant issues so that if there's any other issue, the person will talk and say it now.

But if the person says no, that's significant issues. From there, you can now actually start trying to close the deal. So another way is you can say, OK, now that you can see my 75,000,000 is a good value. The much more assertive way to handle this, this is the way I prefer to handle it. I like to be assertive and I like to drive the conversation because when I leave it to other people, sometimes I don't like what it is that I hear.

So I try to guide the conversation. So the kind of thing I'll do is to say, OK, so now that we've been talking back and forth and you can see that this my 75,000,000 actually is the best price. So boss, the next step is if you're still interested, the next thing is to reserve this truck that we're looking at or you have to do just drop 30% deposit ready. That's all. Just drop 30% and we'll reserve this truck for you. So what that will amount to is you just have to transfer 22.8

million now. Then I'll now ask him a question. Should I send you the contract now so that you can review it over the weekend? You can see that I'm trying to direct the conversation. I'm trying to move it forward, that since we have spoken back and forth and it looks as if now this thing is good value. So how far? If you're interested, what you have to do is you drop 30%. Now I've calculated it, 30% is 22.8 million. So before you do that, I'm sure you want to look at the contract.

Should I send it to you now? Today is Friday, at least you use Saturday and Sunday. Excuse me, You use Saturday and Sunday, Review the contract so that by Monday morning we'll get going. I'll be hard. You see it how you feel. By the time you ask like that, you'll know whether you're making progress or whether you are not making progress. Anyway, because this is a hypothetical, there are lots of ways that we can handle it,

right? Which is the reason why when I work with you guys, I don't like talking hypothetical hypothetical. I don't like to guess, guess, guess. Let us look at the real life case that you are facing right now, the Moody brainstorm. Let's see how we can all hook this thing. So how you can close the deal. So if you like to reach out to me, just like King David did. Again, not his real name. Then you can call send me a text message or a WhatsApp message on the 08064662140.

Remember, yes, I sound expensive, but I'm reasonably priced. Also, I don't have a problem with giving free advice, so if you want to get free coaching out of me, it's not a problem. But I will answer only one question. But you will find that we might have to start delving deep into one or two issues to be able to advance the sale, to move the sale forward that you're trying to close or to try and fix one or two business problems on your end.

But at least I would have answered one question and you will know what the way forward might be for you. But I just wanted you guys to know today if you are in this situation like King David again, not his real name where somebody wants to pricing you like Groundnut you call 75 M. They're calling 65 MI. Just wanted to let you know that the way forward is not for you to start breathing. Now somebody's neck. I start telling them I am the greatest, I am the best.

I have the warranty. This is direct from China. This is direct from Belgium. This is no, you don't breathe down the person's neck. You don't. If you do that, you're in the mood of quarrel. And when people are quarreling, the mood is high. People won't hear anything. So if you're quarreling with Madame and tension is high, you will not make progress. You wait when things have calmed down and people are cool. Yeah. Madam are sitting down.

You can now talk reasonably. And then you will now make progress. Madam will now say that Oh, she didn't understand you well, yourself. You will now see that you didn't understand Madam. Well. I'm sorry, my dear. I'm sorry. I didn't mean it like that. And then you now have peace. There's peace in the land so they can make progress. So you can be enjoying yourself. It's the same thing in business. If you say 65,000,000, somebody says 75,000,000.

You begin, they argue. There's this quarrel, there's tension. Calm it down, listen, empathize, agree. Show that a reasonable person, ask them one or two questions. From the questions, you'll be able to show them that, ah, they didn't quite reason. Everything that maybe that's 65,000,000 they're looking at is not too pure like they think. Hopefully you'll be able to show that yours is good value. And if yours is good value, what we're going to do is we'll try and close the deal again.

So OK, now that we have been talking like this and it looks like the 75 M is a good is a good something. So is there any other issue that is stopping you from buying today? If they say no, you direct the process. OK, So boss, in that case to reserve this thing, we just need 30% deposit. So if you can transfer 22.8, that's all. But of course you go and look at the contract first, Abby, they all say of course. Now who wants to pay something without looking at contracts?

No problem, follow me. OK, I have the contract, he's in my car. Let me give you physical copy. Now today's Friday, if you use Saturday and Sunday and look at it, Shaby's OK. And that's OK. So we can meet again Monday. So I know Monday I'm going to Badon. OK, no problem. When I'm coming back, I'm coming back Wednesday. OK, good. Fantastic. So I can come to your own office by Wednesday, like around 10 AM, is that OK? Yes, 10 AM.

OK, good. So OK, here's the contract. So we're agreeing that next Wednesday I'll come to your office to pick up the signed copy. Abby saying if I don't see any problem, we need TS to pick up the signed copies. OK, no problem, Sir. So bro, save Johnny. So we go see now that's how you do it. You secured an advancement. Here's the contract. When you come back from the banner or showboat, we'll meet in your office. While meeting your office, my understanding is that I'm picking off signed copy.

Of course, my implication if I'm picking off signed copy, it means that the next thing is we're talking about when am I receiving 22.8 so I can reserve the truck. So anyway, that's how you do it. I have to run off for another meeting unfortunately. So let's see. Anyway, I can't remember what the next question is supposed to be, but hopefully I'm going to keep it at practical and tactical like today's episode. So if you're listening for the first time, please subscribe because this is the only Nigerian podcast where you're going to talk about sales or marketing or things like that in this level of granular details.

I'm not here to motivate you. I'm not here to say aspire to refire so that you can acquire what you desire and aim, hire and refire. You know, no, I'm not here to motivate you. I'm here to solve some problems. You're facing a concrete problem in your business. Let's solve this problem in your business. So if you want this level of attention, this level of detail, then just call, send me a text message or a WhatsApp message on 08064662140.

Even if you just want to reach out just to say, oh boy, I appreciate you. Keep up the good job. Those kind of phone calls, I love it too. So yeah, you can just call me and say, oh boy, keep up the good work. So that's it. And that's all for today. I will catch you all some other time.