No Contact Is Beyond Your Reach

The extent of your success largely depends on your Attitude and Mindset.

How determined are you to succeed?

Rainmakers - people that make things happen, always find a way to reach the people they need to speak with - getting the telephone numbers of the people they need to reach. They recognise the reality that there is always somebody you know that knows somebody that knows the person you need to reach.

Never for one second think or assume that it is impossible to obtain the number of a potential client.

There is always somebody that can get that number for you.

Eight Components of Success

1.    Self Development
The key to success lies in being able to handle success. This is why the most successful people today are those that had to work hard for a sustained period in order to attain their success. In other words they had to go through a journey – one that more often than not involves aspects of personal development.

2.    Courage
If you don’t try something you will never know whether or not you could have succeeded. The worst thing you can do is allow the fear of failure to prevent you from trying. In order to succeed you need to be courageous.

3.    Execution
You need to be able to execute your plans and objectives, no matter what. This takes focus and concentration. It is very easy to talk about doing something, but do you have the focus and determination to get it done. Good execution / implementation needs meticulous planning and preparation.

4.    Perseverance
The difference between success and failure is ‘Not Giving Up’. We often see successful people today and assume it just happened. It took them years of persevering through difficult and at times seemingly impossible situations. But because they were able to keep their eyes on the goal, and because they believed in themselves, they kept going – no matter what obstacles came their way.

5.    Knowledge
Don’t play with knowledge. You can never know too much. Once you’ve decided on your area of expertise, build up as much knowledge as you can in that particular area and sector. This is a continuous exercise.

6.    Humility
How much do you want your success? Are you willing to be humble enough to ask others to help you to improve? Are you humble enough to allow others to lead for the benefit of arriving at the desired destination? Humility is a vital component of success.

7.    Focus
There will always be moments when you feel your life and work is repetitive; moments when you have absolutely no doubt that other ventures are so much more exciting, and a lot more financially rewarding. But no matter how much the grass looks greener on the other side, remain focused on what you are doing. Keep your eyes on the goal.

8.    Hard Work
There is no substitute for hard work. You’ve simply got to do those hours of hard graft – no matter how mundane, tedious or difficult they may be. Just get on with it.

Obedience To What?

"But thanks be to God, that though you used to be slaves to sin, you whole heartedly obeyed the form of teaching to which you were entrusted. You have been set free from sin and have become slaves to Righteousness."

Romans 6 vs 17 - 18

Isn't it amazing how we always find a way to make everything revolve around 'us'?! 

We somehow find a way to make our Righteousness and Salvation dependent upon our own performance; how well we obey God's commands; how well we pray; how much we fast; how much and how often we give. All these things are good, but they are not what earns your Righteousness, or what makes God love you more. 

Let me ask you a question.

If your Righteousness is truly dependent on your own ability to perform, and the bible says your 'Righteousness is like a filthy rag' then what chance do you have of achieving the necessary Righteousness to be forever in Right Standing with God??

The Obedience that Paul is referring to in the above verses is not Obedience to God's commandments but Obedience to the (faith / belief) that Jesus died for All your sins once and for all, and through His Perfect Performance you are forever Righteous and Unconditionally Loved by God - no matter what. 

The verses go on to say that 'you have been set free'.

NOT YOU have set yourself free or are setting yourself free, but 'YOU HAVE BEEN'. In other words someone else (JESUS) set you free - not by your own works or performance but by His Perfect Performance on the Cross. 

Finally, we are told that we are now 'slaves to Righteousness'. In other words Righteousness is our master, and we are forever enslaved to it. 

Nothing and no-one can take your Righteousness away. 

Nothing and no-one can take away God's Unconditional Love for you.

Start seeing yourself as who you truly are; in Jesus Christ, and Forever Righteous and Unconditionally Loved By God.

Fifty-Five Years Of A Most Vicious Cycle

Have you seen a documentary titled, 'Naija' by a gentleman named Jide Olanrewaju?

If you haven't then I seriously recommend you do. You're guaranteed an action packed two and a half hours of Shock, Intrigue, Laughter, Tears, Horror, and outright Dumbfoundedness. 

Whilst watching it with my very good friend last Saturday afternoon we couldn't help but continuously repeat the phrase 'Can You Imagine?!' during the whole duration. 

The documentary is a detailed illustration of Nigeria's Political and Economic plight since independence.

From the aristocratic accents and mannerisms  of the likes of Tafa Balewa, Ahmadu Bello, and Odumegwu Ojukwu (those guys' English accents make mine sound positively plebian), to the shocking abuse of public funds by Awolowo, to the horrifying treatment of the Igbo people, you're in for a roller coaster ride of the most acute of emotions.

So marvellously captivating is this documentary that I could go on about it until Jesus returns. It brilliantly brings to light the myriad of problems that have plagued Nigeria for well over half a century. These problems have never gone away. They simply rear their ugly heads in different forms from one dispensation to another. 

But for the sake of your sanity let me just make two blindingly obvious observations. 

1. Corruption didn't start in the 70s or the 80s. Corruption started as far back as 1960; probably even before then. 

Our greatest enemy has always been Ourselves. 

We choose not just to allow Corruption but gleefully revel in it.

We choose to allow a Perverse System to continue to prosper.

We choose to Ignore our Fundamental Right to Basic Public Services. 

2.  Unless we hold our own Peace and Reconciliation Process in Nigeria, the wounds of the civil war will never heal. 

Whether it's the North's belief that they have a divine right to rule Nigeria, the Igbo people's chip on their shoulders about who they are and who they can trust, or the Yorubas' penchant for stabbing friends and allies in the back for the sake of power, the simple fact is that the numerous suspicions which lie beneath this somewhat strained union that we call Nigeria will forever remain just a few degrees off boiling point - capable of overheating to unbearable and unmanagebale temparatures at any time. 

Whether we want to admit it or not, our parents' bias against one ethnic group or another ‎is smeared into our subconscious. 

Let's be grateful that the recent elections passed on peacefully; grateful that Jonathan wasn't hell bent on holding on to power. 

Until there's some sort of Reconciliation Process, Igbo people will forever be suspicious of their brothers and sisters in the north and south west. For in their time of need the Igbos' were brazenly betrayed and abandoned.

This nation will forever be walking on very thin ice unless three things happen.

1. The North and the South West formerly apologise to the Igbo people for the atrocities committed during the civil war.

2. A Peace and Reconciliation process is initiated to heal those very deep wounds that have never healed. 

3. Go back to the drawing board; the way the demographics of this nation was designed by our former colonial masters destined it for either outright failure, or a calamitous cycle of 'flatter to deceive'. 

If our leaders really want Peace, Unity, Progress, and Prosperity, then they must implement the above three points. 

Otherwise I for one cannot see a way out of this Vicious Cycle of Lies, Thirst For Power, and Unbridled Corruption. 

But as always the question is "Do They?"

Do Nigeria's leaders Genuinely Want Peace, Unity, Progress, and Prosperity?

Converse To Sell

So what do you do when you identify a prospect's Soft Spot?

You utilise it to start a conversation. 

Remember - Sales is very Psychological. The underlying message you want to continuously convey to your prospect is that you are trust worthy, and not a hustler.  

This works in two ways;

1. Converse with the prospect at the beginning of the meeting in order to Build Rapport

2. Converse a little more towards the end of the meeting in order to convey that a good relationship is far more important to you than money. Trust is Key. 

I've often been asked whether one should seal the deal at the first opportunity and move on, or converse more in order to build the relationship before sealing the deal. My answer is always the same; converse a little more so as to build the relationship.

Start seeing Sales as more than just money. See it as Building Relationships. This will guarantee Consistently Excellent Results, and Fruitful Long-Term Business. 

Identify Your Prospects' Soft Spot

The things / people we love most are our biggest weakness - Soft Spot. 

In other words they are the easiest Entry Points Into someone's Zone - no matter what mood they're in. 

Allow me to use a personal experience to illustrate this very simple phenomenon. 

On the second morning of a three day Sales course a couple of years ago, for some strange reason I woke up in a terrible mood; no idea why. On getting to the client's office the Head of H.R obviously noticed that I wasn't my usual bubbly self, as my responses to her valiant efforts to make conversation were one, or at best two word answers. As we were setting up she must have noticed the picture of my daughter on my laptop screensaver. 

"Is that your daughter?" she asked.

I smiled proudly and replied "Yes it is. She's three and a half years old. She's..........." 

That was it. In that very moment my mood changed. She had found my Soft Spot/ Entry Point and was seamlessly able to enter my zone; and I was delighted to have her inside it. 

Everybody has a Soft Spot. 

When you meet with a prospect at his or her office, subtly scan the room for Soft Spots - pictures of kids, wife / husband, football team, ideal location, Cars, or even pets. 

Once you identify the Soft Spot, bring it into the conversation in order to gain Easy and Welcome Entry Into his or her Zone.

How To Use Body Language To Build Rapport

 Yesterday I pointed out the importance of Listening - with both your eyes and ears -  when it comes to Building Rapport.

So what exactly are you listening to?

One of the most important things to pay attention to is Body Language.

Ever seen a new couple having dinner or drinks? If you ever get a chance to, watch them closely. They more or less mirror each other's movements without realising it.

In other words they are sending subconscious messages to each other; telling each other that they are very alike / similar.

In this regard Similar leads to Like, which leads to Friends, which leads to Trust, which leads to Dating.

The similarities between Sales and Dating / Relationships are uncanny.

Remember the way it works for Business?

Similar leads to Like

Like leads to Friendship

Friendship leads to Trust

Trust Leads to Business

When meeting with prospects one of the most effective ways in which to Build Rapport is to Mirror the person's body language.

But please note two very important points;

1. Be subtle - leave at least 15 seconds before copying / mirroring a change of position.

2. Do not mirror defensive stances such as folded arms.

Body Language is a prominent feature of our Communication Skills course, which includes practical sessions and live simulations.

Communication Skills is the second most important component of Sales, and Listening is the most important component of Communication Skills.

Building Rapport: How To Seamlessly Enter A Prospect's Zone

This week's sessions will show you how to Build Rapport and Relationships. We will address the following;

1. Greetings and Goodbyes

2. Body Language During Meetings

3. Identifying Your Prospect's soft spot

4. Relevant Chit Chat

All the above can only be mastered via Effective Listening. 

You've heard me say the following more than a few times;

"Building Rapport is being able to enter another person's zone without he or she feeling uncomfortable with you inside it."

But how do you do this?

There are no specific formulas for entering another person's zone.

Why?

Because everyone is different. 

But there is one basic principle / law that you simply cannot ignore.

LISTENING

Listening - with both eyes and ears is the key to seamlessly entering another person's zone. Listening enables you to understand the person's Zone (world) in order to know not just how to enter it, but more importantly how you should behave once inside. 

Who Are You

"Shall we go on sinning so that Grace May increase?"

Romans 6 vs 1

Many Christians struggle to fully accept Grace - God's Unconditional Love and Righteousness, because they think it's a license to do whatever we want.

In truth it is. For by accepting Jesus as our Lord and Saviour we are made perfect in His Righteousness; Guaranteed of our Salvation,and all the wonderful blessings that come with it. No need to worry about whether that sin you committed yesterday or which you may or may not commit tomorrow will result in God's displeasure and your possible disqualification from His love. 

But here's the rub; recognising that you are Unconditionally Loved and Forgiven by God for ALL your sins frees your mind from Anxiety, Worry, Guilt, and Condemnation. It is Anxiety, Worry, Guilt, and  Condemnation that lead to the vicious cycle of sin. 

The law (works) leads us to constantly focus on what we must and mustn't do. 

It's not too dissimilar to telling a child not to touch a fire. By that very command the child immediately becomes consumed with the thought of touching that fire; until one day he eventually reaches out and touches it. In the same way the more we focus on the law and our works, the more consious we become of sin, and hence the more likely we are to fall. 

Grace is Jesus. You have Grace; which means that you have Jesus. Jesus is in you, and you are in Him. By accepting the Perfect Righteousness He gave you years ago, you will no longer be anxious and worried about falling or failing again. 

Why?

Because you know that even if you do, you are Already Forgiven and will still be Unconditionally Loved. And with this Truth your mind is free to focus on those things that are pure. 

This is one of the many reasons why Jesus says "My Yoke Is Light."

Contrary to what many believe, Grace does not encourage us to sin. Rather, by enabling us to be conscious of how much we are Freely Loved and Cherished by God we are empowered to focus on things above, as against things of the flesh. 

I encourage you to say this short prayer today.

"Lord Jesus, thank you for dying for me on the cross. Thank you that All my sins were nailed onto your cross. I fully accept your Unconditional love for me, and I fully accept my Righteousness in You. Help me from this day to have more and more revelation of my Righteousness in Christ and your Unconditional Love for me."

The key to everything in life is recognising who you are.

You are a Blessed Child of God who has Already been Freely Forgiven, and will Forever be Unconditionally Loved. 

Much Ado About Natta

 It's been one of those weeks - either been in unadulterated work mode - training course delegates by day, or glued to my favourite new series - Wolf Hall (an intriguing depiction of the rise of Thomas Cromwell during the period of Henry VIII's numerous shenanigans) by night.

All else has been a faint and distant blur at best.

Hence not too surprising that I had to ask my colleague what to write about this week. But so as not to sound completely clueless I attempted to pose my question subtly.

"What have people been talking about this week"? I enquired.

"Sorry, not sure I understand what you mean," she replied.

"What's on people's minds? What's the topic of the moment?" I said, praying that she wouldn't say petrol or electricity (last thing I want to do today is bore you about the lack of petrol and electricity again).

"Ahh, okay, hmmm....the hot topic of the past few days is The First Lady's watch."

"What about it?" I asked.

"There's a picture of her wearing a NGN10 million watch a day after the inauguration. So some people are saying that the looting has already began; whilst others are wondering how Buhari can claim to be a man for the masses and yet have a wife that wears a NGN10 million (£34,000) watch."

Me? I'm in two minds about this one.

A part of me thinks 'She's a business woman and so can probably afford it.'

Whilst another part of me struggles to imagine why the president's wife bought a £34,000 watch. The words 'not in their character' come to mind.

But let's get one thing straight; the watch was obviously purchased before GMB's inauguration, so all suggestions of looting should be ridiculed and scoffed at.

In the UK the political scene often refers to the summer period as the 'Silly Season'; due to there being little or nothing to write about as a result of parliament being in recess, the press is forced to dig up the most absurd and irrelevant stories.

After several months of tension, drama, and intrigue, it's no surprise the week after the inauguration has been so quiet.
I guess we're currently experiencing our own Silly Season.

In short, for me this story is a total non- starter; none of our business.

How To Avoid Unwanted Attention

 Is it a man or woman's world?

Whatever the answer there is a tendency for Sales Personnel to at times attract Unwanted Attention - of the sexual kind. Generally speaking ladies experience this more often than men, but the reality is that men also experience it, hence my use of the term 'Sales Personnel'.

There are two ways by which you stand a far greater chance of Avoiding Unwanted Attention.

1. Knowledge

Knowledge and Thorough Understanding of your Product / Service, your Prospects, and How You Can Add Value.

The more knowledgeable you are about your product / service and your prospects' challenges and needs, the more you will understand how you can add value. By so doing you won't need to beg or ask for favours, which by their very nature lead to unwanted attention.

2. Dress Professionally
You stand a far better chance of being treated professionally if you Dress Professionally. There is an art to looking attractive and yet very professional.

Unwanted attention is not at all pleasant; especially for ladies, as it can at times present itself in the most rude and chauvinistic fashion.

But by sounding (what you say and how you say it) and looking the part (attractive and professional) you stand a far better chance of being treated in a professional manner.

Building Sustainable Relationships

Building Rapport is a key component of the Sales process. It is the art of being able to enter a prospect's zone without he or she feeling uncomfortable with you inside it. 

Remember how it works?

'Similar' leads to 'Like', which leads to 'Trust' which then leads to 'Business'. 

The easiest way to do this is to Assimilate.

But this doesn't mean that you should pretend to be someone/ something you're not. To do so would be to manipulate as well as misrepresent; neither of which is good for you, the prospect, or business in the long run.

Remember, just as your business, or the company you work for is a Going Concern, once your prospect becomes a client, he or she is also a Going Concern. In other words it's an Ongoing Relationship. If the relationship is built on heavy drinking then the prospect / client will expect the boozing to continue. 

Therefore if your prospect likes to do business over several drinks at the bar and you don't drink, ask yourself this simple question;

"Is it sustainable?"

If you know it's not sustainable for you to merrily drink lots of alcohol with a prospect because you usually don't drink, then don't do it. 

Misrepresenting to Manipulate will give you a temporary win at best. But it never yields sustainable dividends. 

If a prospect asks you to ‎join him / her for a drink and you don't drink, then by all means meet up, but politely decline the alcohol and ask for something soft. 

Always be true to both yourself and your prospect / client. 

How To Handle An Angry Call Recipient

You call a prospect in order to introduce your company's product / service. But on hearing your company's name he / she gives you the mother of all tongue lashings.

What do you do?

A person that is angry with your company wants two things.

1. Someone to Listen 

2. Someone to Apologise for their inconvenience 

When you come across an angry recipient of a Cold Call the first thing you do is put aside your plan to sell. Rather;

1. Listen carefully to the person's grievance

2. Apologise for the inconvenience caused

3. Offer to help resolve the matter

4. Do your very best to help the person resolve the problem

What does all this do?

It demonstrates that you genuinely care about his or her welfare; and that you're someone that can be trusted. 

Trust will always lead to business. 

And remember - Sales Is The First Line of Customer Service.

Research And Preparation Increases Sales

This week we'll be looking at how to handle / avoid challenges that can occur during the sales process - particularly;

1. Difficult Meetings

2. An angry recipient of a Cold Call

3. Prospects / Clients that like to party

4. Unwanted Attention

Difficult Meetings

Many many years ago one of our directors told me of a rather funny experience. Not that he found it particularly funny at the time, but at least we could laugh about it afterwards. 

He had gone to meet with a prospective client in order to make a presentation - featuring our new data terminal for African Capital Markets. Once they got the initial pleasantries out of the way he commenced his presentation. After about one minute the prospect interrupted, asking; "Do you have data for Ivory Coast?"

"Er, not on here. But I can show you what we have on Nigeria," replied our director. To his shock and horror the prospect's reply wasn't so pleasant.

"Why Are You Wasting My Time?" he asked slowly and ever so bluntly.

As I'm sure you can well imagine that was pretty much the end of the meeting.

So what went wrong?

Two Things

1. He didn't do his homework thoroughly with regards to what the prospect would be most interested in - ie Ivory Coast Data.  

Do your research, and Prepare Prepare Prepare

2. The prospect requested for Ivory Coast, only to be offered Nigeria. This probably irritated him even more.

Give Prospects / Clients what they ask for. Don't offer them alternatives that they most likely won't be interested in.