BELIEVE AND KEEP GOING

Kindly allow me to tell you an interesting story this morning.

There was a young lady with an incredible imagination; an amazing capacity to take her on adventures to worlds unseen; worlds that most of us would never even dare dream of. An imagination so vivid it was able to conjure up all manner of creatures and beings - lands so exciting in both horror and fantasy that she simply couldn't keep such excitement and awe to herself. So she decided to share it with us by putting it all in writing - in a novel.
After completing this novel she tried and tried to find someone that would invest in her novel. But simply couldn't find anyone remotely interested - such a shame. Not only had she revealed the intricate nether regions of her mind, but she had poured out every ounce of her heart, soul and energy as she painstakingly wrote the book over several exhausting weeks.

Increase Sales By Effectively Tapping Into The Budget

A common consequence of economic downturns is that companies and individuals tend to do things a little differently when things improve. There's a tendency to continue to be costs conscious - with more focus on actual needs and real value. Very rarely is it business as usual.

Here are two ways in which to effectively 'tap' into the budget to increase sales.

1. Identify Where The Money's Going
The government's focus is on infrastructure, manufacturing, agriculture,  and education. What value can you bring to individuals / companies within this sector?

2. How relevant is your product / service with regards to the general focus of the budget? Is your product / service offering in line with the direction in which the government / nation is going?

Even if your products / services offering is more retail focused, these are questions you need to ask yourself in order to ensure you remain relevant.

Don't just follow the money trail. Identify the value you can bring to the table.

More Tips For Sales During Tough Times

We're five months into the year, and even though the 2016 budget is now signed, it still feels as though the economy is fully stationary. Times are hard, and customers are unwilling to spend.

Or are they?

Actually prospects / customers will always be willing to spend if they believe there's value.

Here are three things to do during this period to increase your sales;

1. Ensure you're adding value. People will always pay for value; especially if it's something that alleviates pain or inconvenience.

2. Don't make less calls. Make more calls - and not necessarily to sell. Now is the time to call to say hello, and to find out how your clients and prospects are doing.

3. Make more office visits (to prospects) during this period.
Your objectives are;
A. To say hello
B. Share ideas with clients and prospects
C. To listen - conveying that you care.

Such visits not only build trust and relationships but they also provide business opportunities.

Expertise Leads To More Sales

A prospect will usually buy / subscribe to your product / service if he or she believe you will take them to the next level. In other words it is important to convey your expertise in your field of business. It's all about gaining the prospect's confidence.

The way to do this is not by blabbing on and on about your product / service, but via Conversation. Listen, and discuss relevant matters pertaining to your sector or business environment; thereby demonstrating your knowledge and expectise. A prospect will usually have more confidence to pay for something if he or she believes they're dealing with someone that not only understands what they're doing but also has a firm grasp of everything pertaining to their area of business.

Remember - Selling should always be a conversation. Listen and discuss. It is during discussions ( sometimes even casual ones) that a prospect determines your level of expertise.

An effective demonstration of expertise will always lead to a prospect's confidence in your ability to deliver. Confidence leads to trust, and trust leads to business.

What Determines A Prospect's Decision To Buy From You?

This week's focus is on the psychology of sales.

In other words what prompts prospective clients / customers to want to do business with you?

1. Knowledge

Make sure you not only understand what your product / service does, but also how it adds value, its cost benefits, and its' pros and cons (always be honest about the pros and cons).

It is also important to have the same understanding for the products / services of your top five competitors.

2. The Away From or Towards Decision Making Filter

Over 80% of people buy / subscribe to products and services because they want the product / service to alleviate or solve a particular problem or challenge they're facing. Therefore tailor your sales pitch to your products / services ability to solve your prospect's problem.

You may well have the perfect product for your prospect. But if you're not speaking the same language - in other words effectively demonstrating how your product will enable the prospect to overcome a particular problem or challenge - it's quite likely there'll be no connection; and hence no sale.

Listen, then ensure your reply demonstrates your ability to solve your prospect's problem.

Sales - Always Focus On The Big Picture

In an era of meeting targets the pressure to achieve results is often immense. Unfortunately pressure can often lead to a temptation to cut corners, misrepresent, or even take advantage of unsuspecting prospects / clients.   

Whilst succumbing to the above may bring about some immediate relief in terms of much needed sales and revenue, the reality is it won’t help you or the company you work for in the long run.

Preparing To Meet CEOs

Preparing to meet CEOs can be a daunting experience.

CEOs in Nigeria have a reputation for always being in a hurry, having very little time for anyone, at times grumpy, and easily irritated. In other words they’re usually very difficult people to approach or meet with. In fact before you’ve even said a word they’ve told you at least twice (once on the phone when you were requesting for the meeting, and the second time the moment you enter their office) that you only have a few minutes. This always tends to put people in a bit of a tiz – not quite knowing where to begin or end.

A Desperate Plea To My President

Your Excellency, 

 RE: Nigeria's Slow But Steady Descent Into Chaos

Kindly allow me to paint this rather worrying picture for you.

Inaccessible road junctions, traffic at a standstill on most expressways, policemen and soldiers trying in vain to keep the peace at every petrol station, and citizens fighting each other as a result of being pushed to breaking point. Homes without light or water, businesses without staff, and an economy that is now officially going backwards.‎

This, your excellency is no ordinary picture. Rather it is the very grim reality of today's Nigeria - your Nigeria.

Walking past a petrol station earlier today I witnessed a bunch of individuals sarcastically chanting "change, change, change" as each stood over his small generator whilst waiting to buy petrol. Yes Sir, that's right - Nigeria's citizens now have no other option but to take their small generators to petrol stations!

Whilst this may seem a small incident I want to encourage you not to take it lightly in any way. Such chants being voiced by the very people that voted for you strongly suggests the average Nigerian has lost all confidence in your ability to move this nation forward.

Sales: Three Simple Ways To Build Relationships

Sales and Business is all about Building Relationships. 

Furthermore in a harsh economic terrain such as we're experiencing at present, one of the key factors that sets you apart from the rest is your ability to Build Good Relationships.

Here are three simple ways in which to Build Good Business Relationships.

A Conversation With God About Nigeria

God: "Aren't you going to pray before going to sleep?"

Me: "Nope. Not in the mood."

God: "Why not?"

Me: "Just not in the mood that's all."

Few minutes silence

God: " You seem a little upset. Is something wrong?"

Me: " Well, you're God, you should know."

God: "lol...yep, you're spot-on there my friend. But I still want you to tell me yourself."

Me: " Why?"

God: "Because I like chatting with you."

Me: "I'm really not in the mood for chatting tonight, so please leave me alone; I just want to sleep. I'm exhausted, tired of this damn awful country, and I don't want to think about anything at all right now."

God: " Hmmm...what country are you referring to?"

Me: "What country do you think?! Nigeria  of-course!’’

God: "Really?? I thought you were quite happy here. Just a few months ago you seemed very pleased about the direction Nigeria was going."

Me: "Yea, I was. But now I'm not so sure. In-fact I am sure. This country isn't going in any flipping direction. We just continue to live in false hope whilst forever going round in circles. I'm sick and tired of this God forsaken country."

God: "Ahhh, there you go with that term again."

Me: "What term?"

God: "God forsaken"

Home

In the twinkling of an eye Folake and Tolu are lined up along with millions of others on either side of a highway of sorts. At least it looks like a highway, except it is paved in perfect white and light-blue marble.

Although there are so many people, the feeling of discomfort that one often gets when one is in a crowded area or a large gathering seems nonexistent. Rather, each person seems to have all the space in the world—and yet there are so many.

There is a distinct air of total freedom about this place—a sense of a new beginning—and yet each and every person in this happy procession feels as though he or she is walking towards something that is strangely familiar, as though heading home. They all know that something or everything has changed—that life will never be the same as it was before. But though they feel elated, none dares to believe or even imagine the unimaginable.

The Keys

Not only had Jesus’s compassion for mankind resulted in the painful personal experience of death, but He was now about to experience the cold bitterness and decay of hell.

In front of Him lay a vast stretch of what can only be described as darkness—no skies, no stars, no moon, just a dark and misty gloom. Behind Him lay another vast stretch of darkness, and to His right and to His left lay complete nothingness.

The bleakness that surrounded Him almost made Him wonder how He had gotten there. There was no path visible, no semblance of activity or movement in sight. But He did know where He was, and He knew exactly how He had gotten there.

Sales Prospecting: Be Creative

Phone Pitch, Referrals, Letters, and Office Meetings are the more conventional ways in which to approach / meet prospects. But in a market that is harsher than many could have predicted or expected isn't it time to ditch the more conventional methods and try something a little more creative?!

Trying to sell in a market wherein there are so many selling the same products / services to the same set of people is an unenviable task; but there are ways you can gain advantage over your competitors.

Do They Really Care About Us?

Asked if the unions were not concerned about the effect of the strike on the already bad state of fuel supply across the country, Comrade Saleh Abdullahi replied, "The fuel scarcity problem has been there before we embarked on this strike, we did not cause it. However, we know this strike will increase it; that's the only way to let the government know that we are not comfortable with the unbundling or restructuring that it has done at the NNPC."

The above quote sums up the reason Nigeria continues to stumble in the dark.

Who's stumbling?

The administration is stumbling for one, and we the people are most definitely stumbling.

And the reason for our incessant stumbling? - lack of communication.

But before we address yet another administration's inability to carry the electorate along, let's examine Abdullahi's statement for a few seconds.

Sales: Phone Etiquette

                


For those of you in the Financial Markets there are two very important factors to consider when calling prospects for the first time.

1. You have about three to five seconds to make a good impression.

And

2. Most of the high net-worth people you're calling are quite snobby.

Here are two Dos' and Don'ts to help you make a good impression.

Primera Africa Investment Master Class

Knowledge is a key component of 'Professional' and 'Effective' Selling. Knowledge is what enables you to know how you can add value. This is my reason for today’s post. I want to encourage those of you in the Capital Markets to attend Primera Africa’s Investment Master Class.  

What you benefit from attending the Primera Africa & dkbMARKETS 2 Day Investment Master Class;

·        -  Learn the basics and importance of Investing

·        -  Learn how to be a successful and profitable investor

·        -  Learn how to assess stocks for investment

·        -  Learn about Fixed Income Securities and how to assess them

·        -  Learn about Asset Allocation

·        -  Learn the importance of Money Management

·         - Learn how to create an Investment Strategy