Will They Or Won't They?

There is a question I'm currently asking everybody I come across. That question is;

"Do you think these elections will actually hold?"

Unfortunately only one in ten people believes the elections will hold. When I ask those that do not believe the elections will hold to explain the reason for their answer they all say the same thing;

'The present government doesn't want to go because they are scared of being probed if Buhari wins."

Many are even of the view that Jonathan doesn't actually want to remain in office. That it is the people around him that are forcing his hand; that they are the ones who fear being probed by a new administration.

I tend to agree with this view. I've never believed that President Jonathan is a bad person. It is the people around him - certain advisers and ministers that have not only held this government to ransom, but also shamelessly raped the nation's coffers.

So what are the likely scenarios?

1. The elections hold, and PDP wins by a landslide

2. The elections hold, and PDP wins fairly

3. The elections hold, and PDP rigs a win

4. The elections hold and APC rigs a win

5. The elections are postponed for twelve months for security reasons, and the government continues as is.

6. The elections are cancelled, and a government of national unity is set up and asked to preside over elections in 18 / 24 months time.

Options 2, 3, 5, and 6 would certainly protect those who fear being probed.

But the real question is, how easy is it to impose such options?

There's a psychological term called 'Limiting Belief Boundaries'. It means allowing certain beliefs that hold us back to sit comfortably in our subconscious. In other words we Nigerians have a tendency to accept certain absurdities as the norm, or as perfectly okay, even though anyone in their right senses should never even contemplate accepting such absurdities.

Are we really so docile that we will just grumble quietly and continue as normal?

How Deep Does It Run?

"What's the essence of booting out corruption at the top, if the 'FUTURE' is more corrupt than the people at the top?"... Adam
The above comment by Adam, one of my readers is both accurate and frightening.

Does corruption run so deeply through every system, institution, and age group in Nigeria that future generations are already lost to it?

As you've probably noticed, this column is titled 'State of Our Nation'. It is not, and never will be partisan or bias towards any one individual or party.
Our concerns should never be about any one individual or party, but about the health of our nation.

According to Adam, the current state of our nation isn't too healthy. I can't say I disagree with him.
Since he quite rightly believes that future generations are already adversely affected, let's have a look at today's education system.

After I posted 'Corruption Is The Bane of Your Progress' a few days ago, one of my bbm contacts pointed out that there are other factors that are preventing people from making progress; such as poor education.

I fully agree. However, corruption is actually at the root of the education problem.

Put simply, the funds that should be invested in the education system are being syphoned out by various individuals for personal gain.

It would be interesting to compare the figures allocated with the amount actually spent on the education system.

In second and first world countries the level of education is taken extremely seriously. They recognise the important role that education must play in the growth and development of their nations / economies. Therefore significant money is pumped into public education systems. To be a school teacher or university lecturer is something to be proud of in western nations. Teachers / lecturers are appreciated, admired, and decently paid.

The reverse is the case in Nigeria. Teachers and lecturers are paid pittance, if ever at all; resulting in their having to resort to bribery and extortion in order to survive.

Let's have look at this scenario.

Lack of funding leads to poor facilities and underpaid teachers - this leads to a lack of motivation to teach, and good teachers opting to teach abroad, or embark on other careers / businesses - leading to poor education standards; the teachers that have no other choice but to teach in Nigeria resort to extorting money from students in order to survive. Finally, students are more or less encouraged to take short cuts to get what they want. In other words not only does corruption result in poor facilities and poor teaching standards, but also an early Induction to the 'man must chop' culture for millions of teenagers.

By the time most young people graduate from universities, they're already firmly ingrained into 'the way things work'.

There is a distinct correlation between poverty and mass illiteracy. There is also one between mass poverty and poor education. Nigeria has both.

There is absolutely no reason why an oil rich nation should not be able to invest the necessary resources to develop a robust education system.

The money has always been there.

It simply never reaches the necessary areas.

Sales — Closing Deals On The Phone

A few days ago I was asked about closing deals on the phone. Let’s look at two areas for this.
Closing deals in general
Telesales
When it comes to closing deals for services that will involve you seeing your prospect on a regularly basis, it is important to have a good rapport with him / her. Subconsciously he/she is thinking, ‘I want this service, but do I really want to be seeing this person periodically?’ If the answer is ‘yes’ then it means that you've built good rapport over the phone.

Telesales is very different. It is all about getting to the point as quickly and as effectively as possible; demonstrating the value added effectively, and conveying the cost benefits.
The three most important things to remember when closing a deal on the phone are;

1. Re-emphasise the cost benefits
2. Give three value added reasons why the prospect should buy
3. Make an offer, and be quiet. Yes — stop talking. Don’t say another word until you get your answer; no matter how uncomfortable the silence feels.

The worst kind of sales person is the one that talks too much. Multiply that by twenty for telesales.

How To Be A Sales Rain-Maker

Rain-Makers are a rare breed.

Rare in their thinking.

Rare in characteristics.

They achieve results that others can only dream of.

And they never give in.

 A Rain-maker is someone that always brings in the deals - no matter what.


I've lost count of the number of times I've heard the following statements;

'but it can be really difficult to get to speak with the relevant person or decision maker.'

'but this is Nigeria. It can't work.'

'the targets are too unrealistic..'

'but what if......'

These are phrases that Rain-makers never use.

Why?

Because failing is not an option, excuses don't exist.

Rain-makers set themselves targets and ensure that they achieve them - no matter what.

Below are ten characteristics of Rain-makers

1. They have a clear Vision of where they are going

2. They have a Passion For their business

3. An unquenchable desire for success

4. Excellent rapport building skills

5. Ability to think outside the box

6. Determination and Perseverance

7. Courage - to achieve the seemingly insurmountable; and to approach the seemingly unapproachable.

8. Confidence in their own ability

9. Diligence in everything they do

10. A culture of Hard Work and Discipline - they're often working whilst everyone else is resting or playing.

Over 90% of Nigerians want to own their own business one day.

If you want to build a successful business, then it's important you develop all the above characteristics.

Why Is Sales So Important?

Why Is Sales So Important?

Sales isn't just important. It's KEY.

Without Revenue a company cannot survive. A company can survive without HR, Admin, and Accounts etc (yes it may be in a mess, but it can survive). But without revenue / income, no company or business can survive.

Good Sales Professionals possess the following skills / attributes;
1. Communication Skills
2. Negotiation Skills
3. Rapport Building Skills
4. Relationship Building Skills
5. Emotional Intelligence
6. Analytical Skills
7. Depth of Knowledge across various fields
8. Research Skills
9. Strategic Skills
10. Ability to Think Outside the Box
11. Desire to Serve
12. Leadership and Management Skills

It's no wonder many of the world's top CEOs' and Business Magnates began their career in Sales - Steve Bulmer, former Microsoft CEO; Philip Green, Chairman, Arcadia Group; Carly Fiorina, former Managing Director, Hewlett Packard; Sir Alan Sugar, Business Magnate, Political Adviser, Media Personality; Aliko Dangote, Chairman, Dangote Group, and Africa's richest man.

The reason the Sales Profession has such a negative perception in Nigeria is because individuals and companies are not investing the necessary Time and Resources.

The Sales Profession isn't just something you saunter into in your spare time. It is a Profession that requires the necessary Technical Skills, Knowledge, Focus, Service, Dedication, Diligence and Passion.

There's no better way to prepare for leadership than a Career in Sales.

Why?

Now here are a few questions for you;
-Why exactly do you want to sell?
- What’s your reason for selling?
- Are you selling just to make money Or are you selling in order to add value — to serve people

Some may think such questions are a little silly. After-all we all sell to make money right?!
Indeed we do.

However, for Sustained Sales Success the key is to focus on how you can add value — how you can serve. In other words, you should always be thinking along the lines of ‘how you can help this person / company — what’s the best solution for this person / company — what does this person / company really need?

By doing this you are guaranteeing 3 outcomes;
1. You will Add Value
2. You will earn their Trust
3. You will earn their Loyalty

All the above lead to Sustained Sales Success.

STARTING A CAREER IN SALES

Over the coming days I will be giving a mini introduction series for those who are looking to commence a career in sales / business.

We will be looking at Four Topics
1. What is a Sale?
2. What’s Your Reason for Selling?
3. Why is Sales so important?
4. How do you become a successful sales person?
So let’s begin

What is a Sale?
A sale is simply a swap of money for value added. In other words if you have something that is of value, or that can add value to somebody else’s life, then he or she will be willing to pay money for it.
We all have something that is of value to others.

Today, I want you to spend a little time thinking of what you have that you believe others would be willing to pay for.

Corruption Is The Bane of Your Progress

A few months ago I was startled by a comment made by an old and wiser
gentleman during a conversation about the state of Nigeria.

"The truth is that 99% of the people in this country are poor. They just
don't realise it yet."

Due to a sudden interruption I was unable to ask him what he meant.

However, a chat with another wise gentleman yesterday enabled me to
understand the above statement a little better.

The biggest obstacle to your progress and prosperity today is Corruption.

The flagrant corruption that seeps through every crevice of government is
what's dwindling your finances, your business, and your general progress in
life.

Sounds a little far-fetched right?! It did to me too at first. But when the
manner in which corruption is destroying our livelihood was explained to me
yesterday I was left shocked, sad, and so so angry.

There are three areas to look at.

1. Inflation

2. Exchange Rates

3. Poor Social Services and Infrastructure

*Inflation*

Simply put, the more money is syphoned out of the treasury, the greater the
amount of money in circulation. The result is that there is way too much
money chasing too few things, leading to an increase in prices of goods.

For example, the demand for prime real estate in Lagos is largely fueled by
those who have gained significantly from corrupt practices - be they
dubious oil deals that deprive our treasury and citizens of oil revenue, or
inflated Government contracts / projects.

The result?

Property prices across board have increased, causing acute headaches for
those trying to buy or rent. In other words, those middle class
professionals that are working so hard to provide for their families are
being squeezed more and more every single day.

*Exchange Rates*

Again, as is usually the case in nations where corruption rules, the
majority of the money is changed to dollars or pounds and moved abroad;
causing greater demand for US Dollars and Pound Sterling.

Worse still  (just ask operators in the capital market), the further delay
in the elections, coupled with a less than transparent or coherent monetary
policy has resulted in huge capital flight, as most foreign investors have
lost confidence in the government . This is why the stock market has taken
such a battering recently.

*Poor Social Services and Infrastructure *

This is simple. The money that is being syphoned out should be spent on
education, healthcare, roads, bridges and trains. But instead it is
constantly used for personal gains.

Are you getting the picture?

Yes, I'm pro Buhari. But this is not a support Buhari article.

It is simply a *Wake Up Call.*

For how long do we want corruption to continue to impoverish us?

A few days ago, as the naira to dollar exchange rate went into free-fall
the CBN Governor told us not to panic.

Don't panic???

Not only is the economic environment challenging enough, but I now have to
sell at least 30% more naira every month to transfer the necessary amount
of funds for my darling daughter's upkeep!

Don't panic??? Is he living on the same planet as the rest of us?

We have a choice.

We can continue to walk on the path of corruption. Or we can choose to say
enough is enough, and opt for a leader / government that is more likely to
stem this gruesome tide of financial malpractice.

Corruption has become the biggest obstacle to not only Nigeria's progress,
but also your own personal growth.

Look at the two candidates on offer, and ask yourself this question;

"Who is more likely to reduce corruption?"