Episode Details

In today's session, I'm breaking down how to sell by using ROI (Return on Investment) because if you cant show your customer how their money will yield a return in "naira and kobo," you aren't really selling.

I recently sat down with one of my students, lets call her "Cinderella," (not her real name) who is preparing a major solar pitch for an upscale estate in Lagos.

We used the SPIN framework "Situation, Problem, Implication, and Need Payoff" to structure her presentation.

Here is the reality: her client spent 135 million Naira on diesel in just ten months. By the time we crunched the numbers, we realized her proposal wouldn't just meet their 30% savings goal; it would hit a 40% reduction in energy costs.

Success begins before you even enter the room. You need to identify your stakeholders, the people who actually sign the checks and walk in armed with facts and figures.

Don't waste time on "slide one"  talking about your company's board of directors; start strong by addressing the problem and showing them the "payback period" in this case, 3.5 years before the system pays for itself.

Finally, I have a special message for the ladies. Sales is a beautiful profession for women because it teaches you how to command a room and lead. Whether you stay in sales or become a minister or a CEO later, those experiences are gold.