Never Misrepresent

Just as you should never manipulate a client in order to get a sale, you also shouldn’t misrepresent - ever.

Misrepresenting can be anything from not being honest with regards to a product’s capabilities, to the extent and coverage of your service, to guarantees or warranties.

Basically, if you can’t do it, or your product can’t do it, don’t claim otherwise.

Misrepresentation will always lead to trouble – both for you and your company.

Stay Clear of It.

Nothing Can Hold You Back

 

"Things I want to do I don't do. And those things I don't want to do I keep doing."

Romans 7 vs 15

Notice something about the above words of God's chosen Apostle of the Gospel?

He was speaking in the Present, and not the past tense. If there was ever a sentence that powerfully let's us know that we do not have to be perfect to Serve God or Walk in our Purpose this is it.

Paul goes on to say that the only person that can Overcome is Jesus. Not only can Jesus Overcome but He Already Has.

You will fall sometimes. You will make mistakes. You will also fail once in a while. But Jesus died for all your falls, failures, and mistakes.

The devil is a dab hand at convincing us that we have no right to Succeed or to Walk in our Purpose. But his arrant lies have no foundation. 

Don't allow shame, guilt, or self condemnation to prevent you from walking in the truth of your Salvation,  Purpose, and Victory. 

Your are 'Perfect' and 'Beloved' in Christ Jesus. 

Hope or Hopelessness?

Let's ponder a little on something that much of the civilised world largely takes for granted. 

Electricity!!!

Electricity, or better still the lack of it has so oppressed us in Nigeria over the years that whenever one is out of town the slightest interference to anything electrical leads one to believe that Nepa has taken light; despite the fact that one is in London, New York, Paris, Dubai, or wherever-else Nigerians travel to. 

I recall sprinting from the train station to my flat in London many years ago in order to catch the beginning of an episode of Eastenders. After a few seconds of frantic running I thought to myself;

"I hope there's diesel in the house, just in case Nepa have taken light." 

Then I remembered with great joy, and tremendous relief that I lived in a land wherein stable electricity is not only the norm but sacrosanct. 

I started writing this article just a few minutes ago, and guess what?! 

Yep, you've guessed it -  Nepa have taken light! Yes yes I know they're known as something else these days, but so long as dilapidated electricity continues to scar our mindsets they will forever be called 'Nepa'. 

I recall a funny story someone told me many years ago. Apparently in the midst of a military coup sometime in the 80s' a steward ran into the sitting room of his boss (a federal minister) to inform him;

"Master, Master, they don take power."

The minister replied, "These Nepa people sha! For how long will they continue to be like this?!"

Funny but sad right?!

Nepa has literally given all and sundry a continuous nervous twitch.

I asked some of my bbm contacts to describe the state of electricity in their area in three words. Below are their replies. Actually before delving into their replies I have to point out an interesting observation. My request was sent to my bbm contacts at about 5.15am. Over 70% of my female bbm contacts replied within 5 minutes. But the boys? Only one!!

Can someone please  tell me why the ladies were awake and very alert, and all but one of the guys were still in lala land? 

Were our ladies all praying or simply washing their hair? Either way, nice one ladies. Proud of you. And thank you. Xxx

Below are some of the remarks;

1. "It is terrible"

2. "What is electricity?"

3. "Disastrous, Annoying, Terrible"

4. "I'll do 2: non existent"

5. "It's Very Bad"

6. "Morn segs. I can do it in two...remarkably bad"

7. "Constant but expensive"

8. "Now getting bad."

9. "Terrible, Unstable and Unreliable."

10. "Hi Segun - I can do it in one " "nonexistent""

11. "Extremely pathetic. We hardly get up to 2 hours power supply in a day on average."

12. "Almost none existent"

13. ""It is ridiculous"

14. "Horrendous nonexistent dead"

15. "Pathetic Pathetic Pathetic"

16. "It is Terrible"

17. "It is shit!"

18. "Could be better"

19. "A bit volatile"

20. "Abysmal, epileptic and just terrible"

21. "Saddening,annoying and pathetic"

22. "Pathetic, ruinous and disheartening"

23. "Unfortunately, I only have 1 word for the state of electricity in my area: Nonexistent. 

We don't get enough light for me to even have another opinion. I suppose I could also squeeze in the word Expensive. On the absolutely rare occasions that we have light, I've often been alarmed by the tarrif."

24. " Never any power. 

150litres of diesel a day, everyday in 2015! No exaggeration-o. That is why many Nigerians find London cheap even at N330 to £1. I tell my wife to live comfortably in Lagos one needs to earn N1m cash every week (N52m per annum £157k) anything less and you're in the rat race-o"

25. "It doesn't exist"

26. "Abysmal, poor, disgraceful. We went 3 days straight without power last week. I suspect it's the same in most parts of the country"

27. "Words elude me..but I will say non existent best describes it."

28. "Pathetic erratic situation"

30. "Non existent, depressing and gloomy"

31. "Extremely bad."

32. "Hi Segs, probably Inconsistent, Incomplete, Disappointing."

33. "I'd say epileptic, unreliable and scarce"

I read recently that the reason for this present calamity is due to vandals and saboteurs.

I am so tired of this preposterous excuse.

Why?

Because it is the government's responsibility to ensure that gas pipelines DO NOT GET VANDALISED. And if they continue to be vandalised under your watch then you must be held accountable. And besides, for how long will these 'sabateurs' continue to go about their business so freely and successfully. Are we really saying that after so many years of sabateouring we still have no idea who they are???

And can someone please tell me what the Discos and Gencos or whatever they're called are actually doing?! So much money was raised, or given in some cases; we were assured of a fairly tangible turnaround within a year to eighteen months. But all we've witnessed so far is the monster of all declines! 

As a result the costs of living, let alone running a business in Nigeria have reached unparalleled levels of discomfort and pain. 

And at the route of it all lies........

So there you have it Mr. President Elect. 

The state of power / electricity in this nation is the worst it's been for over twenty five years. 

Will you be making the types of false promises we heard five / six years ago? Or will you be the first president in this nation's history to finally 'Overpower' Nepa?

A Service Mentality Will Increase Your Sales

The Greatest Salesmen / Women, Negotiators, and Leaders are most often the best Listeners. 

Why?

Because they have a Service Mentality. Their Minds and Attitudes are Geared towards Serving their Prospects /Customers / Clients.

Now - let's be honest, we Nigerians are a Proud and at times arrogant bunch. So I'm sure the question on your mind is;

'Bearing in mind the kind of arrogant and at times rude prospects I come across, if I'm too humble and subservient won't they just walk all over me?'

Your concern is spot-on.

It is possible to have an attitude of 'Service' without coming across as a muppet. 

How?

1. Remain Confident in Who You Are, and Your Ability To Add Real Value

2. Remain Confident In The Knowledge That Your Product / Service is an Excellent Solution

Whilst at the same time being;

1. Willing To Listen, should your Product / Service come up a little short. 

Listen in order to improve, thereby securing that particular prospect, and most likely many more.

2. Willing to do whatever it takes to ensure that your product / service meets the needs of Prospects / Clients / Customers.

3. Giving Prospects and Clients the assurance that you're always available should they need Additional Assistance. 

A Service Mentality is both a necessary component of Increasing Sales / Business via Building Relationships, and also ensuring Customer Loyalty.

Additional Value

I always tell my colleagues that I'm not so interested in people that just 'do the do'; but much more in those that consistently find ways in which to Add More Value.

In other words people who Consistently go out of their way to Bring More To The Table.

The same goes for Sales / Business. 

One of the best ways to keep a customer is to Bring Additional Value. Find different ways in which you can help your customer / client to progress / succeed. 

Give them the odd product / service for free in order to help them succeed.

What does this do?

1. Shows you Genuinely Care and Want Them to Succeed

2. Sets You Apart from your competitors

3. Cements Your Position as a Trusted Expert In Your Field / Trade

All the above invariably lead to more business.

Exceed Expectations

Buying is both an Emotional and Psychological Phenomenon.  

Ideally the whole Buying Experience should be a Positive One; one that leaves a good taste in the buyer's mouth, so to speak. 

As a Sales Person your aim should always be to Make the Whole 'Buying' Experience a Positive One - with a Feel Good Factor.

How to do this?

1. Ensure your Product / Service Delivers from the get-go

2. Stay in close contact with the prospect - Before, During, and After the Sale

3. Continuously Evaluate and Re-evaluate your Product / Service to ensure that it's the best Solution For Your Prospect / Client

4. Continuously look for ways in which your Product / Service can Add Even More Value

All the above do two things;

A. Show that you are Fully Committed to your Prospect's / Client's Success

B. Shatter the Prospect's / Client's expectation that you're just about the sale; thereby creating a path of Trust, More Business, and Loyalty. 

Sales And Customer Loyalty

This week's sessions will show you how to Consistently Ensure Customer Loyalty Through Sales. 

There are four ways to Ensure Customer Loyalty through Sales. 

1. Genuine Interest and Care For Prospects' /Customers' Success

2. Exceed Expectations

3. Additional Value

4. Service Mindset

Your ability to Genuinely Care about the Success and Progress of a Customer / Client  is probably the biggest determinant of that Customer's / Client's loyalty to your Product, Service, or Company. 

Your lack of Genuine Care can also be the main reason why Prospects don't trust you.

Remember - when a Prospect / Customer trusts you, he or she will always be willing to do business with you.

Sales is the First Line of Customer Care. 

The biggest contributor to the negative perception of Sales people is that of the 'Make Your Money and Run' syndrome. 

You should never be in Business or Sales to make your money and run. But rather, to help Customers / Clients Succeed and Progress. By so doing you will also ensure your own progress and success. The most effective mode of advertising is 'Word of Mouth' - What Customers are Aaying About You.

He Adores You

"For we are God's handiwork, created in Christ Jesus ..."

Ephesians 2 vs 10

The bible says that 'We are in Christ Jesus.'

I had a fairly good idea what this means, but a few days ago the Lord really brought it home.

Driving to work on Wednesday morning I noticed a mother and her little girl waiting to cross the road. The mother was obviously taking her daughter to school. The little girl must have been about six years old - same as my daughter, who I Absolutely Adore. 

I slowed down to a halt in order for them to cross the road. As I watched them cross the road my heart filled with so much Love and Joy as I pictured my daughter.

Then the Lord revealed something wonderful to me. He told me;

"That's exactly how I feel when I look at you my child. Every time I look at you I see my Son,and it fills me with such Joy and Love. " 

Whenever God looks at you He is filled with Joy and Unconditional Love. 

Why?

Because You Are In Christ. 

Christ is His Beloved Son.

Because You Are In Christ You Are His Beloved Daughter / Son. 

Don't worry about what you did or didn't do yesterday. Be confident in the Knowledge that God feels nothing but Joy and Love when He sees you.

You Just Can't Get Away From It

 There are times when I have so much to say - so many thoughts dying to get out; topics so juicy the excitement is enough to drive me over the edge. But as sure as night follows day there are also moments when very little stirs me to say or write about anything.

Writer's block is so very irritating.

I sensed I would have a mini Topic crisis as early as Tuesday morning. By Wednesday the slightest of panics had begun to rear its' small but nevertheless extremely ugly head. During such precarious hours I literally sift through newspapers in an attempt to find something, anything at all that takes my fancy. But after four months of political debating the thought of writing anything political was a complete turn-off.

Option two - assess the interesting conversations / gossip that one has overheard during the past one week.

Driving home after a 10km run on Wednesday evening (I just had to slip that in -so very proud of myself) I started to re-trace the comments / conversations I had heard or been involved in during the week. Such as the absurd rate at which marriages are breaking up in Nigeria at present - naaa - done that; even got the badge and the T shirt.

Or maybe that frightening comment I heard from a single lady, that 70% of girls driving SUVs in Lekki Phase One are mistresses; naaa - really couldn't care less about that one.

Or that more and more young ladies are being bought plush houses / apartments by married men. Naaa, nothing new; and besides, he or she without sin should cast the first stone.

Or maybe the one about how men are naturally designed to have more than one, or even several women. Naaa, old news, and a little tedious.

You may wonder what any of the above have to do with the State of Our Nation, but trust me, They Certainly Do; and in so many more ways than you can possibly imagine - be-it Morals, Principles, the state of our churches, what political leaders are doing with our stolen money ( the other day I heard of a young lady that was given a NGN6,000,000 cheque for services rendered), marriages, and the mindset of the young.

I know my own past so I never judge.  Nobody has a right to judge or look down on anyone. But I do yearn for a more Principled Society; a society in which money is not our god.

After about thirty minutes of conversation assessments I realised I hadn't moved an inch. You can imagine my frustration. Sweating profusely like a pregnant pig, and growing ever more familiar with what it may feel like to die of thirst in the Sahara desert; and yet here I was stuck in traffic by the Forte Petroleum station on the first roundabout at 8.30pm! Eight Flipping Thirty PM!!!

Then I realised - Bloody Petrol Scarcity!!

Not only are we denied petrol for our cars and generators but we're forced to sit in traffic for hours as a result of the chaotic queues!

Because there's no electricity these days most offices and houses are running permanently on diesel or petrol generators. So when there's no diesel or petrol to buy, chaos and panic take over.

All this as a result of a corrupt system in which the money that should have been used to pay oil companies has either gone into individuals' pockets or been used to buy votes.

Corruption literally affects every sphere of our lives. No matter how rich you are or how much you try to isolate yourself from what is going on around you, at some point you'll feel a Consequence of Corruption. There's simply no getting away from its' numerous claws.

Let's hope that the incoming government finds a way to seriously reduce corruption in this country.

This Nation Desperately Needs Some Sanity.

The First Product A Customer Buys Is You

In Tuesday's Session I informed you that "The first Product a Customer buys is you."

So what is it about 'You' that Customers are buying?

First thing's first, the word is 'You' and not Brian Tracy, Segun Akande, or Harvey Spectre. The only person that can make a great Brian Tracey is Brian Tracey himself; same goes for a great Segun Akande.

You have your own Unique Identity and Strengths. 

Let me give you an example. One of my strengths is my ability to break barriers - thereby enabling me to build relationships quickly. During a meeting I attended with my business partner yesterday, I noticed from the get-go that the prospect and my business partner were flowing. Infact they were so relaxed with each other that they spoke in Pidgin English for the majority of the meeting. Pidgin English is definitely not my forte, so I decided to keep stum, keep smiling, laugh at the appropriate times, but let my business partner handle proceedings.

But I knew there would come a point when we would need to seal the deal. When it was time to go through the document I realised that I needed to do two things - 1. Continue to make him feel completely at ease with the both of us, and 2. Seal the deal in a Professional manner.

As we were sitting at a round table I simply moved my chair closer to his, and proceeded to take him through the document - rather like a friend would. This Successfully continued the Rapport Building, whilst at the same time subtly stamped an air of seriousness to finalising the deal.

1. Identify Who You Are 

2. Identify Your Strengths

3. Identify How To Use Them When Meeting With Different Character Types

Confidence In Your Product / Service: A Vital Element Of Sales Success

 One of the most frequent complaints I hear from Sales People during classes is this;

"People don't like the product. It simply doesn't meet their needs. But our bosses still expect us to meet our targets."

What's the solution?

First of all don't fear rejection. A rejection presents you with a Fabulous Opportunity to Significantly Improve.

If your Product / Service doesn't meet the needs of your Prospects and Clients, then you need to do three things.

1. Find out why it doesn't meet their needs.

2. Find out exactly what you Prospects and Clients need.

3. Inform the Relevant Decision Makers at your office / company.

Sales is not only the first line of Customer Service, but quite often the first line of Research and Development.

Evidence - based Belief in your Product's / Service's Ability To Satisfy Prospects' / Customers' / Clients' needs can be the difference between walking into a meeting / presentation in Confident Expectation of a Positive Outcome, and walking in simply hoping to get lucky.

Ultimate Self Worth Is Key To Sales / Business Success

There were a good number of 'Yes's' yesterday, so as promised I will give you an inkling of the Spiritual Element to Self Worth. When we talk about a Spiritual Element in this regard we are not talking religion.

The first Product that a Customer buys is you; Your Sense of Self Worth determines how they Perceive, Receive, and VALUE You.

The biggest factor / contributor to your Self Worth is actually 'Love', which stems from two sides - God's Unconditional Love for you, and your Love For  Yourself. In truth both sides stem from the same source - God's Unconditional Love for you.

Today I want to share with you a verse that  I have been meditating on for a month or so, and which has really BLESSED me. This verse will give you the Courage and Confidence to Succeed and Soar High.

"For as the heavens are high above the earth, so great is His Mercy / Love toward those who love Him; as far as the east is from the west, so far has He removed our transgressions from us."
Psalm 103 vs 10 - 12

It's all about what you believe. If you believe that God Loves You Unconditionally no matter what, and that you're forever Special in His Eyes, then you'll have that Huge Extra Self Confidence and Freedom to Approach Anyone, and Achieve Anything and Everything.

Never Underestimate the Importance of What You Believe.

These are the KEYS to your Consistent Success

1. Total Confidence in and Acceptance of God's Unconditional Love For You

2. Total Love and Confidence In and Acceptance of Who You Are

3. Total Confidence In How You Can Add Value to People and Companies

By Walking / Working Daily In The Sure Knowledge of The Above, You'll Be Unstoppable.