Selling in Nigeria is not always a smooth ride. You’ll meet customers who like your product but still hesitate to buy. Some will say, “I’ll think about it.” Others will say, “It’s too expensive,” even if they just bought something more costly elsewhere.
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But here’s the truth: objections are part of the journey. If you want to close deals in the Nigerian market, you must learn how to handle these objections with wisdom, patience, and understanding.
Let’s talk about how to do that, using very simple and humane language.
1. Don’t Take It Personal
The first thing to know is this: when a customer says “no” or complains, they are not attacking you. Many times, they are just unsure. Or they’re comparing options. Or they’re worried about wasting their money.
So, instead of getting angry or discouraged, smile. Stay calm. A “no” today could become a “yes” tomorrow — if you handle the moment well.
2. Listen Without Interrupting
Many Nigerian customers want to feel heard. When they complain or raise concerns, give them time to speak. Don’t cut them off. Don’t rush to defend yourself.
Nod. Show you’re listening. When they finish, repeat what they said in your own words. For example:
“So you’re saying you’re worried the product might not last long, right?” This makes them feel understood. And it shows you care — not just about the sale, but about them as people.
3. Ask Simple, Helpful Questions
Sometimes, the objection is not even the real problem. You need to ask the right questions to find out what’s holding them back.
Try things like:
- “What exactly are you looking for in a product like this?”
- “Is it the price, or are you concerned about the results?”
- “Have you used something like this before?”
These questions help you understand the root of their fear or concern, so you can address it properly.
4. Show Proof, Not Just Talk
Nigerians like to see results. So if you say your product works, prove it. Use before-and-after pictures. Share testimonials. If possible, give a short demo.
Real-life examples convince people more than big words.
Say things like:
- “One of our customers in Abuja had the same worry, but look at how it helped her.”
- “This video shows exactly how it works. Let me play it for you.”
When people see proof, they’re more likely to trust you and close deals faster.
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5. Be Honest About What Your Product Can and Cannot Do
Don’t try to oversell or make promises you can’t keep. Nigerian customers are smart. If they sense you’re trying to deceive them, they’ll walk away — and tell others too.
Instead, be honest. If the product takes time to work, say it. If there are side effects or special care needed, mention them.
Trust builds confidence. And confidence helps you close deals with less stress.
6. Use “Money Talk” Wisely
Many objections come down to money. “It’s too expensive” is a common line. But that doesn’t always mean they can’t afford it. Sometimes, they just don’t see why it’s worth it.
So instead of defending the price, explain the value.
Say:
- “This may seem more expensive now, but it will save you money in the long run.”
- “We use better quality materials, so you won’t need to replace it every few months.”
Help them see the big picture. Make them feel like smart buyers, not wasteful spenders.
7. Offer Options
If the full package feels too much for the customer, break it down.
You could say:
- “We also have a smaller option that gives you the same benefit, just for a shorter time.”
- “Would you like to try our starter kit before moving to the full package?”
This shows flexibility. It also makes it easier for them to say yes.
8. Follow Up — But Be Respectful
If a customer says they’ll “get back to you,” don’t just forget them. Follow up after a day or two. But do it politely.
Send a WhatsApp message like:
“Hi Madam Bisi, just checking in. I hope you’re doing well. Let me know if you have any more questions about the product.”
Don’t sound desperate. Don’t beg. Just show that you still care, even if they didn’t buy immediately.
9. Be Relatable
Nigerian customers connect with people who feel like them. If you can speak a bit of their local language or use expressions they understand, it helps.
Laugh with them. Share short personal stories. Be kind. Be real. That human touch can melt the hardest objections and help you close deals without struggle.
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Final Thoughts
Selling is not a battle. It’s a relationship. When you listen, show proof, explain value, and treat people with respect, you win their hearts — and their trust.
In Nigeria, where customers are careful and costs are high, it’s not just about the product. It’s about how you make them feel.
So the next time someone hesitates, smile. Ask questions. Listen well. And gently walk them from “I’m not sure” to “Let’s do this.” That’s how you handle objections — and close deals like a pro.
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