The Real 3 Steps to Selling in Nigeria

Today on the podcast, we're going to look at the question, what does it mean to sell? Now, if you've been listening to the podcast for the last three or four days, this is a continuation of the Tech Pro series. So this is me running commentary on a video that I received about the Tech Pro somewhere in Lagos, Nigeria, talking about what new startup founders, new people into the tech space, you know, people who are getting into the game, what they have to expect when it comes to sales and marketing.

So we're going to be talking about some of the things that he got right, some of the things that he could have said better and then maybe clear up a couple of misconceptions. Now some of you are wondering like, ha ha, this is already like series 4 IB Series 5I was still commenting on the video and yeah, we are because it was a 20 something 30 minute video. And as is often with these things, people just casually throw out something here, throw out something there relating to sales and marketing.

You know, some right things that we ought to emphasize, you know, some wrong things that we ought to correct. So I usually find that at these events there are lots of things that I said. So don't be surprised that this is like Series 4I be series 5I was still commenting on the guy. So obviously the guy said some things about what it means to sell and that is what we're going to be tackling today. What does it mean to sell?

Now, if you love these sorts of issues, what does it mean to sell? How do you sell? How can you sell more effectively? How do you handle customer service issues? How do you get people to come back and buy again? How do you maximize customer lifetime value? If you're interested in all these sorts of questions, then this podcast is for you. So subscribe on Spotify, on YouTube, on Apple, or any player of your choice because we have a plethora of resources over here.

Over 1300 episodes so far, so immense value. Like even if you want to listen to 10 episodes everyday, which is impossible by the way, because you guys are running a business. I mean, imagine it's going to take you a very long time to exhaust all the value that we have here. And if you would like to connect with me because you have questions, you have comments, you have queries, or maybe you want to send me another video so I can run some commentary on it.

Perhaps you're curious, you know, this influencer, this guru, you know, they've said this about selling. What is your opinion Then by all, by all means, you know, take my contact details so you can call, send me a text message or send me a WhatsApp message on 0806466 2140. My name is Tavishima Ayede, I'm the host of the podcast. You can also find me on YouTube. So if you want to get the spelling of my name, just check the details of whatever player that you are listening to right now where you're listening to my voice, you see the correct spelling of my name there.

So you can connect with me on YouTube. You know, I don't mind interacting with you guys as well. So what does it mean to sell? And this, our tech bro, what did the guy say when he was on stage about what it means to sell? I'm happy to report that he said three things that are absolutely correct. But of course, the guy just said it casually and then moved on, which is the problem with these things. You know, you spit some gospel truth, but then you don't give time to elucidate, to go in, to dig in, to flesh out, to explain, to expound so that people will understand that what you're saying is correct.

And not only that, they will know how to apply. That's the reason why people like are still important because some people just say something is casual. You just assume everybody knows or maybe self you, the person who is quoting the thing, you don't even fully know the implications. So that's what we're going to talk about today. Now, the tech bro, he stood on stage and he said very, very, I say unto thee, OK, maybe he didn't say it in such a dramatic way, but he told people, he told the tech Bros, he told the tech sisters, the new founders, the people coming up with fintechs or whatever.

He told them that, look, when you're trying to sell, you're going to do three things. And I agree with him. He's correct. He said #1 you identify, and that's correct. He said #2 you analyze. And my guy was correct and he said #3 you now provide solution. The guy was, we'll give him 70% on that one. But sha, the three things that he mentioned are absolutely important. I repeat, the tech bro stood on stage and he said when you're selling, first thing you do is you identify.

Second thing you do is you analyze. The third thing you do is you provide a solution. And then the guy just moved on and started talking about a whole bunch of other stuff. So there's some people who are now wondering now, OK, you said identify, analyze, provide a solution. OK, So what next? And that is what we're going to do in today's podcast episode. We are going to be discussing the what next? He said you identify, analyze,

provide a solution, but he didn't say who you are identifying. So yes, identifying is the right place to start. In the beginning, you're trying to make sure that you are talking to the right prospect. That is what identification is all about. Now, a prospect is somebody who might have a need for your product or your service. So in the early stage, there is no need to get too fancy. This is not about writing APHD. You're just asking yourself a very common sense question.

Who might be interested in this product? Who might be interested in this service? Who might be interested in this app? Who might be interested in this fintech? Who might be interested in whatever it is that you are trying to create common sense? Get a sheet of paper, write everything down or get your phone and write down as many names as possible. Now, this is also where artificial intelligence tools or augmented intelligence tools as I like to call them, Chachi PT,

Google Gemini, this is where they come in handy. Create a prompt. I'm a Nigerian based in Lagos, based in North Korea, based in whatever. I have an idea for an app. The app is going to do this, this, this, none than that. Who are the typical people who fall into the ICP for these kinds of products or services? ICP is ideal customer profile. Or who do you think should be the target audience I should be reaching out to?

Or what kind of individuals or what kind of people, what kind of businesses should I include in my prospecting list? And then you hit send and it's going to give you a bunch of stuff you're beginning to identify. The whole point of this stage identifying is because remember like 2 episodes back I said that when we talk about sales, sales one O 1 targeting is key. There is no amount of toasting the wrong kind of person, the wrong kind of client base, the wrong kind of market segment.

There's no amount of toasting that you want to do, no amount of sweet mouth. It will not materialize into good business because you're talking to wrong people from the get go. If you're creating an app, for instance, which monitors the sounds of babies breathing and babies sleeping, and then in the morning, the app will now give mommy and daddy a report to say that, oh, your baby had a rough night, maybe humidity was too much so baby was coughing.

You know, that kind of thing. If you now take down your app and you go and start talking to people who are already in retirement home, do you think you're going to get good business from that? Your targeting is already off. These things supposed to be used by people who have children, one or two kids you're going to go and talk in retirement home. People that have really finished giving birth, like what are you doing there?

The most that will happen is, OK, maybe some grandparents might convince their children, but you can see that that's a stretch. You're better off going direct straight to the source. Where are parents or where are intending parents? How do you get to schools or how do you get to what do you call these things? Again, pre prenatal, I'll be pre maternity. You understand those classes that you do when you're expecting. How do you get into marriage classes?

People who want to have children, how do you get into hospitals? How do you get into classrooms? People already have, OK, no classroom. That would be too late. Would that be too late? OK, maybe like not just school level because that won't be OK. There'll still be some young kids in the class but you can't see we're trying to get the right prospect. So we should always asking ourselves that question and the tech bro is correct.

Identify who's the ICP, who's the ideal customer profile, who's our ideal audience. We're trying to match them. Come up with a list of demographics. Demographics are the things that they taught us in Nigerian school, in business studies, social studies. That's for those of you who are my set. The same things that they taught us, demographics, age, height, location, sex, occupation, salary, you know, blah, blah, blah. That is demographics.

So what am I ideal customer audience? Is it male or female? How old, where do they live? What jobs do they have? You know, things like that. OK, so like back to this idea now, for instance, that startup is an app that tracks, tracks children breathing and sleeping at night. And then in the morning, he gives mommy and daddy a report. So obviously, since we're targeting Nigeria and we're targeting parents and maybe we want to use common sense as in let's go to areas that we can quickly monitor.

My assumption is at first, you'll be targeting parents based in Lagos or Abuja. And of course, Lagos, Abuja won't be everywhere. In Lagos, you might not think as far as you could do, you know, because of transport, for instance, if you want to go and talk to customers and things like that. Maybe in the beginning your rollout is, you know, Ikeja and then maybe Victoria Island or something. It was in Abuja. Maybe you concentrate in what's it called, city center, central business district, you know,

within reach. So you can see demographics, men and women who are parents maybe between the ages of let me see, when do people born these days? Because people know they marry too quick again like before. So let's say, I don't know 28, should we say 28 to 35 or something? But I think I'm just making stuff up because, you know, you know, I'm not a sociologist so I don't know these things. So they'll be the demographics now.

So parents living in these parts of Lagos, these parts of Abuja, aged between 28 and 35, then you enter in all the other information. Let's see what else? Occupation. OK, yes, I guess occupation. We might be interested in earning capacity as well. My guess is maybe people in rural areas might not be interested in this, maybe they might, but then they won't be able to pay the kind of money that you're looking for. But you see what it is that I'm aiming at.

So identify the right people. What are the demographics then, of course, what are the psychographics, the things that people are interested in? So that'll be part of your targeting as well. So when babes don't they search, you know, maternity, what else? You know, all this maternity, maternity stuff on Instagram. OK, we now know that, OK, perhaps these are people that we can target. So this is part of the identify stage and you can see why it is crucial to the support of your startup or whatever it is that you're trying to do.

You can see that this applies whether your startup or whatever you're doing, Isha, even if it's bread you want to sell, you're selling bread. You still have to identify. You still have to go through this stage. So the spirit behind identifying is want to talk to people who want what it is that we have, who need what it is that we have, who can afford what it is that we have, and who have some sense of urgency around what we have.

Urgency just means there is something internal or external that is going to prompt them to make a decision anytime soon. So the babes were there online who are already searching maternity, maternity, maternity. The assumption is you know, they don't marry and maybe you know, she don't chop beans. So 1 is on the way. Maybe she go born in like 4 months. You can see now that is urgency. There is something internal and external to her.

The baby is going to drop soon. Or perhaps it might make some sense to buy this new gadget or subscribe to this new service so that when the baby comes, we can be tracking baby sleep very well. We can be monitoring baby sleep very well. By the way, for those of you listening, I am not you, you know, tech, many people, I'm not saying go and create this product or I'm not saying it will work. I'm just, you know, now I'm just giving an example.

But sure, you can see this period behind what we're doing, people who want what we have, who need what we have, who can afford what we have and who have a sense of urgency. I keep on stressing urgency, urgency, urgency because Nigerian business owners, somehow we always forget this last part. Once the person wants it, they need it to be like sitting here, Pepper. Then we'll just leave it like that. They wonder why people are ghosting you.

The reason why they were ghosting you is precisely because there was nothing that was compelling them either internal or external to take action anytime soon. And since there's nothing compelling them to take any action and take action anytime soon, why would they move? They're not ready yet. So urgency really important now that simple framework of looking at things, want, need, afford, that's from Brian Tracy. Then urgency, you know, other people talk about urgency.

I can't remember who in particular talks about urgency, but one need and afford is a very old one that I got from Brian Tracy. So you can see that people have been talking about these things since, you know, 1960 Borogo as is we've been talking about this thing for a very long time. 60 something, 70 something, 80 something. So it is not brand new, which is also another reason why I say Eboo should stop allowing people to bamboozle you over the Internet.

Brand new revolutionary sales something framework. These are like brand new waiting. These things are as old as hell. These things are older than me. Things are older than your parents. Don't let anybody bamboozle you. The knowledge is out there. All right, then another framework of thinking about these things. Although this is more of a qualification framework. I'll talk about what qualification means later. Is you're trying to figure out people.

It's called BANT. By the way, BANT is an acronym Budget Authority, need and timeline. So people will have a budget like they have pepper to spend on this thing. Authority. That just means they are capable of making a decision and they have the authority to make a decision. So let's say you reached out into a household and yes, the household is expecting a baby. So let's say me and my wife, would they expect another one?

By the way, we're not anyway, but if you want to hear that, you know we don't born again, then pray for serious pepper because that's all I'm looking for. Now, if I can get some good money, like serious M's, serious millions in my bank account, like I've told my wife now that if we finish this year and then in my spending account, not corporate account, the one where I dispel from, if I look inside, I see something like 70 M

inside. I say why not let's try again. Let's just see. Maybe the next one will enter will be a girl. Let's just try, you know, since my mom said me, I didn't give her a girl and my wife said me, I refuse to give her a girl. So you know, so pray for your boy that the business will move. So if by December end, I look inside, I see 70 M I'll say correct babe, where are you? I said, babe, where are you showface? Oh yeah, it's time to show walking.

Let's get a girl. So let's say now with this your idea, you know that this household we're expecting a baby. But the person that you're talking to is my sister-in-law, that's my wife's younger sister. Is my wife's younger sister in a position to decide on the kind of apps or things that will be bought for this brand new baby when the baby arrives? You know, I'm not going to answer yes or no. I'm just trying to get you to see that when you're talking to somebody and you're trying to close a business deal, it's also important the level of authority that the person has.

If you're talking to somebody who has no authority, then you are wasting your time. So by the way, yes, with the family dynamics that we have here, you know, my wife listens to our younger sister. So if my, if we're expecting another one and our younger sister says, oh, sis, I think you should try this out. You know, she might listen. But then again, some families, some dynamics, some context, depending on what it is that you sell, you know, talking to the sister of somebody or the father of somebody or the PA of somebody might not be enough to get your proposal through, to get your agenda through.

So authority is important. And then of course, N in band that is need, you know, do they need this thing? Then after that timeline, timeline, you know, just means when are they getting ready to take action anytime soon? So yes, when we're selling, what does it mean when we say sell? It means identify, analyze, provide solutions. We've spoken about identify. These are the ideas, These are the principles that are evolved,

sorry, involved in identifying. So just in case you're one of those people who watch those videos, they watch the video I'm talking about. And then when the guy said identify, analyze and provide solution, you wrote it down because you could see that was gospel truth. But then after the video, you now realize that, OK, I don't know how to identify. I've given you the answer. So next, analyze. Analyze just means when you're talking to someone, you need to understand what the situation is.

You need to understand the situation because the next stage is provide solution or make a proposal or make a presentation. There are too many of you that go ahead and make presentations and but the problem is the presentation that you're making is from your own mind, as in like you feel that this is what is important. If you've been listening for the last week, you know that what's important here is understanding value.

It's not about what you think, it's about what the other person thinks is valuable. So you need to understand, analyze the situation, understand what it is that they find valuable so that by the time you get to provide solution, the solutions we prefer those solutions that you are providing is something that is resonating with them. You say something, the person will feel it in their chest that yes, this guy is talking.

It makes sense. So that's why I analyze is really, really important so that you will make the right proposal, make an effective presentation, you provide the right solutions. Well, I'll talk about this some more because I just did some catching up with a former client today and you know, they don't begin to mess up unfortunately in one or two areas. And it's around this proposal stage, so I'll talk about that in the in the future episode.

So this is what analyze is about. Now, when you are talking to people, you're trying to sell, you're trying to get them to buy your product or your service. You're trying to get them on board for your whatever the analyzing stage. How do you analyze? How do you figure out what's going on? Well, first of all, as you are hearing analyzing it, it's kind of a passive thing, as in you are not in the driver's seat you are looking at, you are listening to, you are reacting to stuff.

All right, So when you are analyzing, you are not the main actor. You will ask one or two questions to get the ball rolling, but then the people should be talking you, you should be listening, you should be taking notes. So when you're analyzing, you need to try and figure out people's current situation. In fact, one of these models is called a spin and that is from Spin selling. This is a book I was written in, I think it was 1986, I can't remember, 86 or 76 by Neil Rackham.

Neil Rackham N i.e. LIBEZNEILLLA Neil. Just go on Google it then Rackham, I think it's RACKHAMI think Bashar googled it. The book is what used to be famous by the way. You can see that's why I'm saying nobody should bamboozle you that the information is out there and the information is old 1976 when 2025 now. So that should be like, is that like 50 years? Yeah. So that means this book is about 50 years. This book is around like 40-50

years old. So then body bamboozle you new revolutionary groundbreaking, blah, blah, blah, blah, blah. For the other thing, the information is already out there. So now Spain is an acronym. S stands for situation, situation questions. P stands for problem questions, I stands for implication questions, N stands for need payoff questions. So essentially spin selling is just how I put it, the framework, all the kinds of questions you should be asking people when you're talking to someone.

You want to sell your app ID, you want to sell your whatever. Before you start saying use this app, this app is the best. This app is the brightest or you're looking for investment before you say invest in this, it is the best is the brightest is whatever. Do spin selling, ask situation questions, ask problem questions, implication questions and need payoff questions now situational questions. You're just trying to figure out, you know, how far, what's up, What's the 411?

What's the situation on ground? So simple questions that ask what the current situation is. So in this case, you're talking to the parent, you know, congratulations. How far along are you guys? 8 months, That's good. That means baby is going to be here in two months time. Congratulations. You guys must be excited. You know, you're just understanding the situation. Waiting day on ground. That is the spin question. Then you also ask, you know, not just what was on ground now, but like what have they done in the past?

It'd be nice to know what are they doing to prepare for baby's arrival or you guys have got the cot, you've got this, you've done this, you've done that. You know, women go through nesting phase. I thought it was just my wife, but then I found out later on that it's something that lots of women do. Some men do it too. But you know me, I didn't catch the as in I didn't go through the nesting phase phase. You know, that's when baby's coming.

And also, I think I will need to prepare the room. We have to buy a cot. We have to buy this. We'll buy this. We'll buy that. Yes. So my wife was in serious nesting mode when we were expecting serious nesting mode. I see. At first I thought it was stress, unnecessary stress. So by the way, young men listening, when your wife is in nesting, in nesting stage, this is what you do. It looks like it's unnecessary, but don't worry, it's instinctive, it's hormonal.

These women know what they're doing. I say for our first child nesting stage, all the things that my wife bought, it seemed like was unnecessary at the time, but I won't like we used it for I think 3 1/2 years before we had to buy anything else. I'm serious. Beep beep. That's the one you put on the neck. You know, for when you know children vomit. You know how kids can be now you give them a small cereal, like next thing just throw, pull over themselves.

So you buy B, you buy this one's called onesie, onesie, that's the fancy pajamas. So B plus onesie plus what again? Sterilizer to sterilize the feeding bottle. What again? And then plenty Boscha, all those things. We used it for like 3 1/2, four years. Let me even say five years, because between the first child and the second child, the age gap is 4 years. By the way, that's not really smart that for four years gap, I

beg is too big. You should try and do 2 years. Four years is stress. Because by the time the second baby was coming, I was now saying where will I start from now how? How do you change diaper? I've forgotten everything. Where was I anyway? Don't mind me, where was I now guy OK situation so waiting there on ground. What have you guys done in the past? You know all these sorts of things. So you ask all these sorts of questions then you now get into problem questions.

Problem question is where you now try and figure out you know is there any problem here or how bad is the problem. So for this OK, I picked the wrong example to do this now because how will I do problem question now for this baby app now OK maybe you ask since we what you guys are doing is breathing up happy after monitors baby breathing. So you know some personal questions you know any history of asthma in the family, you know blah blah blah.

You say that this is questions around the problem. It will also give you a sense of how bad this problem is. So if on the boys side, history of asthma, on the girl side, history of allergy, then maybe the baby is, is what's it called? What's this called? What's this thing called again? Now, is it preterm or something? You know, babies that have to be born early because of different things, you know, you give birth to them, maybe put them in the,

in the, what's it called incubator. Uh huh. So those kinds of parents, you know, for those who also have been parents before, you know, plenty of anxiety during those stage, you know, you're always wondering how will baby come out healthy? You know, you go for a visit. So is baby OK? Are they growing well? Are they too small? Are they, are they too big? You know, all those kind of things. So you're asking all these questions.

Those are problem questions. You know what, let me let me switch because I, I don't think this is let me switch. Let me think of another scenario. I think of another scenario. Let's look at the much more business setting because I'm assuming that for the those of you who have tech ideas or whatever, you're probably thinking B to B, you know, selling in the business space. So let me just keep it there. It'll be easier to illustrate these principles.

I'm talking about where Naira and Kobo is involved, know where human life is involved. And also to be honest, you know, you know, it's getting emotional small because we had one or two tragedies along the way. Parenthood is not easy. So where was I? I had a problem with stage now. So let's say something that is business related problem questions we OK, what are the problems that they're facing in their business now? How bad the problem is, what the solution?

OK, let me just use this client I was talking about one that I caught up with because they they're in the content production space. So problem questions will be you now discussing their social media strategy. What is their current social media strategy? The content that they use on social media? What is level of engagement been like? Has it been a problem? What have they done to try and solve the problem before? All those are problem questions.

We need to know all these things because later on now we're going to create a proposal to say this is how we can create contents to solve this, your business problem, then your proposal, the flesh of the proposal, the cocoa of the proposal. The main points in the proposal has need, needs to come from things that they have said, problems that they have identified, not the problems that you think are important. And in fact, this is where this is my former client standing messing up.

The guy was giving problems that he, he thinks they're important, but it's not about you, It's about the client. Like I can have a conversation with you right now. And I think that out of your business problems, business problem 123, I myself, I can think that business problem 3 is the most important. But if you don't agree, then there's nothing I can do. If you think problems 1 and 2 are the most important, well, the best I can do is to say,

look, boss told you straight up that problem 3 is the most important. And I really think we should be paying attention to problem 3. But you know, now you be your guy. You're the one that is pain. So if you insist, let's be doing one and two, no problem. Let's continue on that route. Let's solve problem 1 and #2 But sure, yeah, don't talk calm. Like straight from my heart. I really think we should be solving problem 3.

But sure, you're the clients now. You did drop back. So if you say 1 and 2, we'll focus on one and two. So those are problem questions. Then implication questions. This is also something that Nigerian businesses don't do very well. You need to ask implication, implication questions basically are the questions that you ask, where you ask the person. OK, look, this thing is a serious problem. Like if we don't fix this thing,

like what's the worst that will happen? You have to ask because there's some people who can't be bothered. So I had to remind this, my client that look, remember that time when we spoke to one business because we checked their Instagram handle and they hadn't posted for 1 1/2 years, not a single new post. And so it's something I asked them when I know the post because I was the one, I was handling the phone calls from my client then and I asked them I

found out when I know the post like why now? It's not going to slow your business down. And who must say slow fire? The problem is we have too many enquiries. We don't have enough space. It was because it's a Co working space. We don't have enough Co working space to service the demand that we have. We're currently seeing how we can even get more space. You see, This is why problem and implication questions are important.

So my client or my former client is sending out proposals to people around creating content and around social media management and stuff like that. And the proposal is being received by people who, quite frankly, do not have content problems, do not have social media problems, social media management problems. They have different kinds of problems entirely, like that one person who for them, they have ignored Instagram, they have ignored website, they have ignored everything because quite frankly their problem is not that they can't create content.

Their problem is the people that are knocking on the door to say give me office space, they don't have office space to give them. So that's why they just ignore all of that. So if we don't fix this problem, if you just ignore this problem, like what's the worst that will happen? For that kind of woman that I was talking to, she said there's no problem. Now I've been ignoring it for 1 1/2 years. He has not caused any problem.

I can still ignore it some more. Now that kind of person, what's the point in giving her a proposal? What will you help her achieve? It's the problem, but it's the minor problem. She has bigger problems somewhere. So we don't ask implication questions. The idea behind implication, implication questions, like I said, if we don't fix this, any hour, any problem, any busy, the person says no, I didn't manage them like that.

Then leave the person. That's one thing that mechanics do well in this part of the world. The mechanic will tell you that, Sir, this thing where I don't show you, you know, you can do like this, you can do like this, you can do like this, but so far, you know they shake when you're driving. You think they shake because I know they shake. Usually hear any noise. No, I didn't hear any noise. OK, Bill, I say you want manager.

The person was saying yes, I want to manage it. Then the mechanic will just leave it. The mechanic has done his own. The mechanic said Olga, this is the problem. It could lead to this. And as they're discussing, the mechanical asked some questions. Is he shaking when you're driving? No. Are you hearing any sounds? No. Did anything break? No. Did any castle happen? No. The mechanic will just leave it when the thing breaks.

You know you will come back and you will not have to deal with it. So mechanics I give you guys a thumbs up. You do implication questions where so be like mechanics too be asking implication questions. Then the N in spin that is need pay off. Need pay off is just where you explored. OK, if we fix this for you, how much money could you be making or how much money could you be saving or how much time can you be gaining or how much productivity or how much you know, the different things that people the different benefits that people get when they engage with your product or your service.

You need to ask. So back to the woman. Let's say she has a serious problem with the social media and she thinks that out of every 10 people who inquire for office space in the Co working hub, they only get to sign up. Out of every 10 only get to sign up too. And woman thinks she's losing maybe about four or five. Now you can send proposal because in our own mind, if we can't fix this problem, we're going to be losing 3344

inquiries every week. And it's a problem. So you have to ask. So that is how you analyze, but remember, when it comes to analyzing, you are in the passenger seat. You just ask some questions, throw the question out there. You know, like how you throw grenade. Just throw the question and then you keep quiet and you'll be listening and take notes. Please take notes. The problem with I'm bringing is you have a wonderful conversation.

You say thank you, you leave. By the time you drive back to your house, by the time you drive back to your office, you'd have forgotten half of the conversation. Look, this is a scientific something that has been monitored, you know, in different countries, so there's no point in arguing with it. If you hear a whole bunch of stuff now, you know, over one hour or two hours, I can't remember the decline rate, but it's just a normal something when you hear now everything.

In fact, try it with this podcast, all the things I'm saying, everything that makes sense. Abby, you're thinking, ah, good, good, good. Wisdom, wisdom. That's what you're thinking that correct? This guy's dropping knowledge. This guy's dropping knowledge. Finish listening to the podcast, go about your daily life, wake up tomorrow and then ask yourself this intervention. I was saying yesterday, what did he say? Get a sheet of paper.

Try and write it down. You'll be able to write down two things because you've forgotten. It's normal. So please, when you're with people, write things down so you might think it's odd. It's not odd. Or you have to just tell them that. Look, I don't want to get anything wrong. I don't forget anything important. I hope you don't mind if I take a couple of notes while we talk. Most Nigerians are here. Sure, sure, sure. Not a problem.

If you want to record the conversation ahead, that's what will cause problem because lots of us are camera aware everything is being recorded. Most Nigerians, if it's being video recorded, most Nigerians would lock up or become too formal. If it's audio recording, you know they'll now be careful on what it is that they say so. So long as you're not doing video recording or audio recording, you're just using pencil. Don't be writing down a few things.

You'll be fine. So this is the analysis stage. Then final provide solution. Because remember the tech bro said when we're trying to sell or what does it mean to sell, it means we're doing three things. Number one, identify. Number 2, analyze #3 provide solutions on provide solution. I'll give him 60% because really one, one try to do is not really provide solution per SE. It's more like suggest because this is sales, it's business,

you know? So you put it out there now you know, in my own opinion, or I strongly recommend, at the end of the day, it's up to the person to accept or to decline. So you can't really provide solution, you just suggest it, OK. I suggest in my professional opinion, I think this is what we should do next in order to achieve XYZ results. I strongly recommend that, but you know, you can't pass. I strongly recommend because it's up to it's up to them.

Now when it comes to this providing solution stage or like I would rather say suggest a solution. One problem that you guys make is some of you are trying to propose something and you just propose it like that. What you need to do is you need to walk people through your decision making process. So first of all, you recap. So OK, Sir, thank you very much for the meeting. If I understand it correctly, this is where you are with your business.

This is the problem you're facing. These are the problems. These are the solutions you've tried in the past. This is what worked. This is what didn't work. And you're actually trying to achieve XYZ goals. You know, Chief, is that correct? The reason why you're asking, Chief, is that correct, Sir? Is that correct, Madam, Is that correct? Are my own points, Is there anything I've missed out? Is there anything you'd like to correct?

The reason why you ask for this kind of feedback is because if there's anything you've missed, this is the stage that you hear it so that you can now go and amend your proposal. Cause some of you just go straight into the proposal and you'll realize that some fundamental things are missing if you do it like this. This is my understanding of the situation. This is my understanding of the problem. This is what you tried in the past.

This is where you're hoping we can achieve if we end up working together. Is that correct? If Chief says no, you've missed out something very important. You forgot that this, this, this, that, that, that. Now you know you've missed out something and now you know that this thing really, really is important to Chief or important to the client. And if somebody says, oh, you're 100% correct, we now have confidence that we can move forward.

Our understanding is correct. Therefore the proposal, the suggestions, the presentation, the you know, whatever it is I want to propose next, the thing will make sense because they've told us you're on point. Go on. So recap verbally with your mouth, say it, give the recap, and then get some feedback. Did I understand it correctly? Is there anything I've missed out? Is there anything that needs correction? Are we in agreement so far?

However, it is use the way that you you talk naturally. Recap, seek feedback. It is when everybody says we're on point. If you're talking to two people like it's a husband and wife, something, you know, hear it from the husband. The husband say, ah, yes, yes, yes, one point, we can go ahead. So what about you, Madam? And Madam says, well, you know about this, about this, that is very good because now you know that our guy is OK with everything.

But for Madam, he still gets one or two things where we suppose address before we move forward. So please, very, very important. You're listening to me now. If you are over 50 years old, don't do this exercise. Or for those of you who are younger than if you're like 30 years old, hold your ears. I repeat, after me you say recap and their feedback. Hold your ears, say one more time, recap and their feedback. You do that before.

I now go into proposal or presentation or solution or suggestion or whatever that is about where you say OK, if my understanding of everything is correct, this is how my XYZ, my product, my app, my. This can help you achieve this benefit, achieve this physical benefit, achieve this financial benefit, achieve this psychological benefit. OK, so now I can go back to the baby example and also the business example, the content creation example.

So if I've understood everything correctly, this is how our hap, our app, sorry, forgive me, speaking in Yoruba, you know, it's already would that say hap hap in sort of an app who say hap our hap. So that was I. So if I understand correctly, this is how our app can help you keep babies safe. But give them proposal that's physical benefit. Is there any financial OK? No, there's no financial OK. There's financial benefit too.

This is how our app can make sure that you don't spend too much money in hospital visits because the baby will be sleeping in very good clean, 100% purified air. No need for hospital visit. That's financial benefit and then also psychological benefit. If I understand everything correctly. This is how our app can give you Peace of Mind. You can sleep every night knowing that baby is safe and baby is secure. So you can see that's the value Trinity there.

That's what Victor Antonio calls it. Value Trinity. That in business, your product, your service, your app, your whatever serves 3 purposes. It gives people physical benefits, financial benefit or psychological benefit. So figure out which benefits you're providing and tailor your proposal accordingly. Physical, financial, psychological. My guy called DD3 FS, even though none of them is built with F, but because they have,

you know, fee fee. So physical, financial, psychological. Oh, financial is F OK? Physical, financial, psychological, psychological. That's PS, that's S Anyway, you get the point. Do three FS, even though it did not start with F. And then back to the business example, the content production example. So if I understand correctly, and if we're trying to achieve this, this and then that, that this is how our subscription service or our this plan or that plan can help you achieve these physical benefits.

OK, content, would there be any physical benefits? Is there physical? If the Instagram handle or the website looks nice, it's not a physical benefit. OK, scratch that. I don't think there's physical benefit, but then there'll be financial benefit. If this is how our app, our subscription can help us increase your engagement. And through that engagement, we should be able to increase your sales by, you know, one extra customer per week.

And that's financial benefit. And then is there psychological benefit? Psychological, OK, I guess engagement to be a psychological benefit. You know, more likes and more shares and more retweets. But sure, you catch the point. Whatever it is that you're selling, your startup idea, your product idea, your whatever, there's a value Trinity that is involved. There is a physical benefit, a financial benefit or a psychological benefit.

You don't give them the proposal. Now, this is a mistake that lots of Nigerian business owners make at this stage. They relax in their chair and they say nothing else. This is the stage where the man or the woman that you're talking to across the table will say, you know, if you give me a lot to think about, I'll get back to you. Can I call you next week Friday? You say, Oh yeah, sure. Please take your time. Take your time.

That is how you enter into ghost mode after you have given it to them like this. This is the physical, this is the financial, this is psychological benefit. This is not the time to lean back in your chair and relax. Remember feedback. Gain some feedback. How does that sound to you? Are you interested? Which part of the proposal are you most excited about? When would how soon would you like to start working on this? Not that.

Share some kind of feedback. That is what allow you to take you to the next stage and do a trial close or please after you get to this age or provide solution where you've made your proposal, you've done your PowerPoint, you've done your pitch deck, you've done your whatever. This is not the part where you now lean back in your chair and then be smiling in your mind. You'll be thinking, man, I was dope. I was on fire with that presentation.

I was on point. No, no, that's not the stage. Gain some feedback. Anyway, we're talking for 15 minutes so let me just bring you to a close. But basically on this one, tech bro was 100% correct. The only mistake he made was he didn't break it down and tell you guys, this is how we identify. He didn't tell you, this is how we analyze. He didn't tell you. This is how we provide solutions. Now please, something I need to point out all the ideas that I've discussed here.

You know them plenty. So go back and listen again and again. But these are not the only ways that you can identify, analyze or provide solutions. I've just given some simple, easy to remember frameworks. So if you come across anything that sounds a little bit different, you know, it doesn't mean I see the thing will work. It will work. It's just, you know, somebody coming at it with, you know, through a different, a different angle.

But essentially we're all doing the same thing. When we try to sell, we're trying to identify the right people. We're trying to analyze the situation, make sure that we have the correct problem. Then after that, we're trying to give a solution. And hopefully we'll now collect our money. We now collect 10 million deposits or whatever it is that you're trying to seek. So let me bring it to a close here. So thank you very much for listening and remember, if you'd love to connect because you have a question, you have a query,

you have a comment or you came across something, you want to know what I think this is incorrect or is it BS? Then here's my phone number. You can call, send me a text message or a WhatsApp message on 08064662140. So thank you very much for your time and attention. I'll catch you guys some other time.