Sales: How to Regain Your Confidence

 One of the first things Sales people loose during recessions is Confidence.

How do you get your confidence back when prospects are either saying 'no' or not even answering your calls?

1. Remind yourself of previous Sales achievements that you're very proud of.
This helps you to realise that you are in-fact a good sales person.

Three More Factors That Determine Customer Loyalty

Customer Loyalty not only still exists, but in today's world is even more sort after by companies in the know. Let's look at three other factors that determine Customer Loyalty. 1. Service Experience Service experience doesn't just refer to customer service experience, but the whole experience - right from the first point of contact with the sales person. Customers usually get attached to great experiences. An excellent example of this is Apple's Sales stores; right from point of entry - the way the store looks, the hip looking sales personnel, the feel of the devices in your hands - it's a wonderful experience, and you're rarely in a hurry to leave. Customers will go to any lenghts for great service experience. ‎

Five Factors That Determine Customer Loyalty

When someone asked me a few days ago whether Customer Loyalty still applies in a recession my first instinct was to check his temperature to ensure he wasn't spouting rubbish as a result of some unknown illness.

After-all, the first thing we do during a recession is cut costs. How we do it is irrelevant; even if it means giving up our favourite brands for cheaper options. Right??

But then again I still cut my hair at the same barber shop; still prefer the services of certain vendors, even though their prices are higher than others.

So what determines my decisions? What determines whether or not I'm loyal to a particular product or service?

What determines customer loyalty?

Emotional / Brand Masterclass

Have you, family, friends & colleagues registered for The Emotional Brand Master Class? 
It's on February 27, 2016 at 10am at the Lekki Coliseum

The program will address 6 critical areas 

(1) How to Use Your Emotions instead of being used them, 

(2) Understanding the Power of Emotional Branding, 

(3) Women and their Emotions – A Liability or An Asset  

(4) Deadly Emotions: what are they and how to overcome them. 

5) Understanding the Relationship between money and your emotions - "If you can't manage your emotions you can't manage your money"- Warren Buffet

6) How your Emotions can destroy your reputation, brand and good name 

The W.H.O says that "Depression (An EMOTION) will be the world's No2 & No 1 killer and source of disability by 2020 and 2030 Respectively"

"High blood pressure, cardiovascular Disease, chronic pains, high cholesterol, sleep disorder etc are some direct effects of DEADLY EMOTIONS"

Our esteemed speakers are;
Dakore Akande(Actress), 
Osayi Alile, (Former Wimbiz Chair), 
Charles O’Tudor, (Brand Manager)  
Lanre Olusola, (Life Coach). 

Comedy & Music (SURPRISE)

The Event facilitator is Steve Harris, (Life Design & Business Strategist)

EXTRAS;

1) A Q&A Session where any personal question will be tackled by the speakers 

2) 2-3 hour session of hands on life coaching and therapy 

ALL THESE FOR N15,000 ONLY ???

For more information, contact us by calling 08077077000 or visit our website for more information http://www.the-ultimatewoman.comNOW

How To Gain Competitive Advantage

When I asked a cross section of business leaders and corporate directors what they want most from their sales staff almost all of them included Initiative and Creativity in their list of desires.


Initiative

Initiative in Sales means sensing an opportunity and seizing it before it goes from hot to cold. In other words doing something without waiting to be told. So long as you're not doing anything illegal, unethical, or against your company's principles or regulations, always be ready and willing do whatever it takes to get the best result for both your client and your company.


Creativity

A friend of mine who is the Group Executive Director of one of the leading Financial Services companies in Nigeria told me a few weeks ago that their company designed a two day retreat entirely on playing games that would lead to their sales staff being more creative.

Creativity is recognising what prospects / clients desire and need, and identifying novel and different ways of helping them attain it. In an economic terrain that is undergoing acute financial constraints, an ability to be creative is key.

The Trials of A Mohican In Nigeria

I often ask myself why I insist on keeping my mohican hairstyle; and no matter how many times the question pops up the answers are always the same.

1. I like this hairstyle

And

2. Doing my bit to help people to stop judging things on appearance alone.

Whilst discussing the endemic moral decay that has decimated authentic relationships and society in general a few days ago a friend of mine stated "the prettier the girl the more likely she's immoral."
Whilst I wouldn't quite go so far I can understand where he's coming from. Looks can indeed be very very deceiving. And there lies my point. If there's one major area of weakness we Nigerians possess it is our unfortunate penchant for judging everything and everyone by appearance.

Just as a great suit and tie doesn't guarantee anything resembling substance or intelligence on the inside, so too a slightly eccentric or non conventional appearance  doesn't mean the individual in front of you is any less serious or intelligent than you are.

But this isn't such a serious a piece as the first few paragraphs suggest. Rather I want to have a little giggle about the trials one goes through as a result of wearing a mohican.

Here are a few of my interesting experiences.


After meeting with the COO of a prospective partner a few weeks ago, I asked to see the CEO, who is not only a great friend but also like an older sister to me. As soon as she saw me she said
"Segun please cut this hair. You look like one of those hari krishna people. You won't get those billion dollar deals with this kind of hairstyle-o."

I must confess that because I look up to her, those comments shook me to my bones. In-fact I'm pretty sure I staggered precariously out of their office as against walking off in my usual swagger. So much did her comments affect me that I determinedly figured out a way to make it look flatter when needs be.


And there is a man I admire as an achiever, respect as a great man, and look up to as a father-like figure. As I cheerfully bowed to greet him many months ago at his son's birthday barbecue he blurted out, "Ahh, Akande, you too have done this thing?! But don't worry, there's another young man that had the same hairstyle. I told him to come and see me, and then I prayed for him. He soon cut it off. You'll be okay. Just come and see me when you have the time."

How else can one react to such a highly esteemed father figure but laugh along respectfully and vaguely convey that you'll attend for the necessary prayers?!

Whilst chatting outside church after a midweek service a few weeks ago the eleven year-old grandson of one of my late father's friends walked up to me and gave me a big hug. After the hug he looked at my hair and said, " Uncle I love your hair. I used to have the same style when I was young."

Chai!!!

4. But the piece de resistance must go to the senior vicar that led the service of my aunt's 75th birthday at the Anglican Church of Resurrection in 1004.

It was during my church's (Victory Sanctuary) fasting period; so when the senior vicar asked us to come for communion I happily obliged - choosing to break my fast a little earlier that day. Ever the gentleman I kept allowing others to go before me, until I found myself being the only person kneeling on the pew with hands outstretched, waiting eagerly if not a touch nervously to be served. As the vicar approached me I noticed his eyes were fixed squarely on one thing alone - the top of my head. He hesitated, then looked to the colleague on his right for assurance that this strange looking fellow kneeling before them was indeed waiting for communion and not somehow lost in transit on his way to a rave in Upminister. His colleague nodded as if to say, 'well, what's the worst that could happen?!' The senior vicar then gingerly took a couple of steps towards me and asked in bellowed voice, "are you here for communion?"

"Yes sir," I replied, now feeling a tad uncomfortable by the burning hole being etched into my back by the eagerly awaiting gazes of every pair of eyes in the congregation. Fortunately for me there were no more questions from the vicar. He proceeded to serve me without further ado.

After the service my cousin walked up to me and said, in total hysterics I might add, "Segs, for a moment there I thought he wouldn't serve you because of your hair. It was close-o."

But you know what?! There are also some very encouraging reactions. Such as the old lady that walked up to me a few weeks ago and said, "I really like your hairstyle. Makes you stand out. What do you do?"

"I'm a Sales Coach and an author," I replied.

She then smiled and looked me up and down again before saying, "I love it. Never be scared of looking different. Always be yourself."

And you know what?! For every twenty negative reactions or statements I may get, all I need to do is remember what that old lady said to remind me of the very reason I wear a mohican.

I love this hairstyle!  And I hope my courage (or foolishness - call it what you will) to wear it encourages more people to just be themselves.

Emotional Brand Master Class

One of the most important components of selling successfully is 'emotional balance'. I've brushed on this topic a few times in the past but never really elaborated too much on the matter.

Our emotions determine so much about what we can or can't accomplish, how we behave, how people perceive us, and even how we respond / react to how they perceive us.

One of the things I used to find so difficult in the past is being able to perform at an optimal level in the workplace if/when I'm experiencing challenges in my personal life.

Shane Warne, the greatest spinner to have ever played the game of cricket, once put it this way;

"Being in the zone is being able to focus and perform well, even when everything around you is chaos."

Preparing To Meet A New Sales Prospect

A thorough preparation is essential when meeting with a prospect for the first time. Failing to do so often results in missed opportunities.

In order to be prepared for all eventualities, thereby enabling you to be creative and seize opportunities more frequently and more effectively, there are three important questions you should ask yourself.


1. What do you know about the person you're meeting with?
- character
- what drives him / her

How To Be A Great Salesperson During A Recession

How do you meet your Sales Targets in an economy wherein most clients and prospects are determined to hold on to their hard earned cash as against spending it or putting it into what they believe are uncertain investments / products / services?

The temptation is to focus only on 'Self' - sell sell sell.

After-all so long as you meet your targets that's all that matters, right?!

No

What Are You Passionate About?

At the start of every year most people make their New Year's Resolutions. And by the second or third month of the year those resolutions are invariably broken and consigned to the 'not sustainable column.'

There's a very simple reason why most people fail to sustain their new year's resolutions.

They're not passionate about them.

Rather, most resolutions are made as a result of what other people are doing or saying.

Powerful Sales Quotes

No matter how unpleasant the financial terrain ‎is; no matter whether you're running your own business or selling for someone else, there are some key characteristics of sales that will always remain the same.


1. "If you are not taking care of your customer, your competitor will."

Bob Hooey


2. "Prospecting - Find the man with the problem."

Ben Friedman


3.‎ "Most of the important things in the world have been accomplished by people who have kept trying when there seemed to be no hope at all. "

Dale Carnegie


4. "Pretend that every single person you meet has a sign around his or her neck that says, 'Make me feel important. ' Not only will you succeed in sales you will succeed in life."

Mary Kay Ash

Three Simple Steps To Self Discovery

During the past few months I've brought up the importance of being true to yourself time and time again.

But as a number of people have asked me recently, "what if you don't know who the real you is?"

An excellent question; one that I'm sure is very relevant and true in a world where-in so many spend so much time and energy trying to look, talk, and behave like others.

One of the most effective ways in which to find out who you are is by identifying your values.

Find some quality time to do the following exercise;

1. Write down your five most important values

2. Write down why each value is so important to you.

3. In one paragraph describe what it all means.

Self Belief Leads To Sustained Sales Success

I'm sure you've heard me make the following two statements before;

1. The first thing a prospect buys into is 'You'.

And

2. You need to believe in yourself to succeed in Sales

But how exactly do you believe in yourself?
You need far more substance than self-help books.

The real substance comes from within.

Here are three steps to Greater and Sustained Self Belief.

1. Identify your 5 greatest strengths

2. Identify 5 occasions in your life that you've used those 5 strengths to achieve something you're very proud of

3. Develop your 5 greatest strengths

It is these same strengths that will enable you to consistently succeed in Sales and Business.

Closing Deals With The Right Sales Strategy 2

‎There are three things that most of us consciously or subconsciously desire on a daily basis;

1. Respect, 2. Understanding, and 3. Care.

In Sales it is vitally important to convey these three traits at all times.

1. Respect
Respect your prospect's views and situation. Don't water down or overlook it. Demonstrate that you listened, and that you respect where they're at. A failure to do this will most definitely lead to an immediate disconnect. Once there's a disconnect, any chance you had of Building Rapport is gone. No Rapport means no chance of a Relationship. No Relationship means No Business.

2. Understanding
A lack of understanding will always lead to a breakdown in communication. Once someone feels you don't understand them, they get frustrated and irritated; and very quickly start to keep their distance from you. Communication is the second most important component of Sales. No Communication means No Sale.

3. Care
Would you do business with someone that doesn't care about you? I don't think so. Failure to Care leads to a Failure to Trust.

Going back to the lady selling facial scrub;

1. She didn't show any respect for my desire to stick to my budget.

2. She failed to try to understand that my cash-flow was tight.

3. She showed very little care or concern for my situation. Worse still, by revealing her irritation she blatantly conveyed to me that all she cared about was getting the sale. Never ever do this. Once a prospect believes that all you care about is the sale he /she will never trust you. No Trust, No Business.

The truth is she was selling a good product. But because she failed to demonstrate Respect, Understanding, and Care there was no way I was going to buy it from her shop. A few days later I searched for, found, and bought the product at another outlet.

Closing Deals With The Right Sales Strategy

On my way to meet a friend at a shopping mall in London a few weeks ago I was approached by a lady selling exfoliating facial scrub. When she invited me to sit down for a demo, I informed her that I had already spent my shopping money the previous day and was now on a strict budget. She replied that she understood, but still wanted me to sample her product. After giving me a demonstration she told me the price - £80. I was actually quite impressed with the product's effectiveness, but had already made up my mind - no spending. So I informed her again that I was on a strict budget and therefore couldn't afford such an unplanned expense. She continued to say she understood but nevertheless persisted in trying to convince me to change my mind. She even reduced the price to £40. Unfortunately for her I had already made up my mind not to spend a penny. After a while she became visibly irritated; at which point, I politely told her that I was running late to meet my friend and had to go. What was right or wrong with her sales strategy?

A Pleasant Experience Leads To More Sales

It could be the simplest thing that enables you to stand out from the rest.

The area in which I stay in the UK( outside London) is predominantly a white neighbourhood - British and Europeans. So I'm sure you can imagine how difficult it was for me to find a good barber - one that understands the black man's hair. So difficult was it that I usually had to head towards London to get my haircut.

About two years ago some young Turkish gentlemen set up a barber shop in the neighbourhood. Hoping that God had taken pity on me and the other handful of black people in town, I decided to give them a go.

Not only did they do a fantastic job of cutting my hair but I got an arm massage and a mini facial in the process - all part of the service. It wasn't so much of a haircut as an experience.

Today, these guys have two barber shops on the high-street - both always full with British, European, and African customers. They've totally cleaned up.

Despite the fact they charge a lot more than the other barber shops in the area, they get three times as many customers as their competitors.

Why?

Because people will always be willing to pay for good service. Getting a haircut at this particular barber shop is like an 'experience' - a very pleasant experience.

The most effective way in which to Stand Out From The Rest is by doing a little extra to make your service not just a provision but a Pleasant Experience. It's also the best way to get people talking about you.

Maje's HIIT Squad

Okay we all know I'm a bit of a running addict. Indeed as far as I'm concerned it's nigh impossible to be much fitter than I am!!!

At least that's what I thought until I did a session with the HIIT Squad.

How do I explain this?
30 minutes of pleasure, fun, hell, excitement, pain, joy, and pure elation. You will feel all aforementioned emotions at different intervals; but the overwhelming emotions that stay with you for several days afterwards are Joy and Elation.

I wanted to give up at least three times. Within 10 minutes of commencing I was so disorientated from exhaustion that I was literally seeing stars. In-fact I'm fairly sure I saw the original Star of David!‎

But somehow Maje kept me going - superb coach!!

A 30 minute session with the HIIT Squad will not only empower you physically but also mentally - it pushed me to boundaries I never thought I was capable of.

If you want to attain a higher level of physical and mental fitness (upping your concentration levels, focus, determination and perseverance) in 2016 then I highly recommend sessions with the HIIT Squad - 14 Adebayo Doherty, Lekki Phase One. 

30 minute sessions commence from 6am, and run until 9am from Mondays to Saturdays;  evenings from 6pm.

Finally, please allow me to pay homage to a man I believe was one of the few True Living Legends of our time.

When one considers David Bowie's gargantuan contribution to the music industry the words that come to mind are 'Musical Genius, Courageous, Innovation, Constantly Evolving, Great, Suave, Authority, Master Entertainer, Fashion Icon, Art, Creative Genius, Iconic Lyricist, New Frontiers, and Leader of His Generation.'

I couldn't help but shed a few tears as I fondly recalled songs such as Ziggy Stardust, China Girl, Oh! You Pretty Things, Ashes to Ashes, Hereos, Let's Dance, and 'Ch ch' Changes.


We will miss you.  Our loss is heaven's gain.

Adieu Ziggy

Thank you for the many many many wonderful songs.

RIP David Bowie
8th January 1947 - 11th January 2016

Increase Sales With Unique Service Offerings

A Very Happy New Year To You

Let's begin with the realities on ground.

1. The economy is at a standstill.

2. Companies are intent on holding on to their money as against spending.

3. The economic outlook for 2016 is gloomy at best.


So in all likelihood many companies/sales people will be chasing the same clientele with the same service offerings.

The key to ensuring they choose you and not your competitors lies in your ability to set yourself apart from the rest.

How?

Two effective ways in which to do this are;

1. Focus more on what prospects / customers need as against offering them what you have, or what you think they need. This means taking the time to do your research via fact-finding meetings.
Listen, Listen again, and Listen some more.

2. As well as delivering what they need, provide a Free Value Added on top.

Be True

More than a few people have asked me recently whether or not I'll be writing another political piece soon. Indeed when I received a message from a good friend of mine yesterday evening asking me why there hasn't been a political article from my end recently I was mightily tempted to plough straight into one. But alas, my spirit directed me to do something else - just for you.

I don't usually watch The X Factor (way too scripted and formulated for me), but I thank God I watched last Sunday's final. Three of the guest singers / bands on the show were Rod Stewart - still so marvellously successful in his 70s, Adele - who continues to soar to unimaginable heights of popularity and achievement (heavens me she has a voice!), and Cold Play - in my opinion Britain's most authentic and successful band of the past decade.

All of them - Rod Stewart, Adele, and Chris Martin (Cold Play) were separately asked to offer the two finalists some career advice.

They all gave exactly the same advice;

"Always be true to yourself."

In a world wherein we're constantly told how we should look, talk, walk, and what we should be doing (career wise) the temptation to copy others, or simply adhere to societal norms and general expectations is often overpowering. As a result too many dreams are drowned, too many passions suffocated, and way too much authenticity diluted to the point of decimation.

As my good friend Lanre Olusola said to me a while back;

"One of the biggest problems that exists in Nigeria today is that of the Copy-cat Syndrome."

Too many people spend far too much time and energy trying to be like others. The fact of the matter is that the only person that can be a great Mr. Johnson is Mr. Johnson. So why copy him when you already have so much power, talent, and uniqueness inside you to be a great YOU?!

As we approach the end of 2015 I want to encourage you to do two very important things that will not only enable you to have a fulfilled 2016, but also positively change your life forever.

1. Identify who You are

And

2. Identify what You're passionate about

Once you've done the above, map out an effective plan to actualise your true goals - based on your findings.

I'm sure you've heard successful / famous people say "I'm living the dream". What they actually mean is that they're fulfilling what they were created to do.

There are five keys to actualising your dream;

1. Courage
The courage to not only make a start, but to keep going when everything and everyone around you is telling you that it can't be done.

2. Passion
It's your passion that will keep you going when things get tough.

3. Hard work
There's no substitute for hard work. You've got to put in those hours of building Knowledge and Expertise.

4. Focus
Focus on three things.
- who you are
- how you add value
- how to continuously build and develop

5. Dedication and Perseverance
Your success won't come overnight. There will be moments of doubts, failure, and discouragement. But so long as you know and believe in where you're going, never ever give up. The difference between success and failure is not giving up.

There are thousands of people waiting for you to start being who you were created to be. Their needs are fully reliant on your courageous acceptance and embrace of who you are.

Be True To Yourself.


I've just completed the next five editions of my children's book, so the writing side of my brain is about to implode.lol... As such I'll be off air until the second week of January.

What will I be doing?

Probably watching The Force Awakens as many times as is possible.

In the meantime kindly permit me to wish you and your family the very Safest, Best, and most Happy Christmas and New Year.

Closing Deals

You can be the greatest presenter, communicator, or relationship builder in the galaxy, but if you can't close deals you won't get Sales.‎

Before teaching you this simple technique I need to point out two key pre requisites.

1. Be Confident in who you are, and your product/service's ability to add value.

2. Be very Courageous


There are two stages to closing deals;

1. The Testing Ground

and

2. Slam and Silence

1. The Testing Ground
Before going for the kill you need to confirm whether or not the prospect is serious or not.
There are two questions you can ask that will enable you to know whether someone is serious or not.

A. Ask them what their budget is.
If they have no idea what their budget is, or are strangely reluctant to even give you an estimate then it's fairly likely the prospect is merely dabbling in possibilities, as against making a decision.

B. Ask the prospect when she wants the service to commence.
The serious prospects usually know exactly when they want something to commence.

If the above two questions yield positive results then seal the deal with a 'Slam and Silence'.

Slam
- Re-emphasise the three main benefits to the prospect. Keep this short, simple, and precise.
- Then tell her the price / fee

Silence
Wait for her answer. Do not say another word. Just wait for her answer.