Welcome:
What Can You Achieve?

Career In Sales Is Very Rewarding! Sales drive every company’s growth. When you are in sales, you are responsible for the future of the company. That’s why many sales positions offer unlimited income potential. Sales is considered a pay-for-performance profession. That means that you are paid based on your performance. Your income is commensurate with the amount of sales you generate; simply put, you can make as much money as you want. This is a major difference between sales and most other disciplines. In most sales positions, you earn a salary and perhaps some other elements of compensation, such as a bonus. In sales, you can determine your income because it is usually not limited to a specific number; it is based on the amount you sell. It’s worth noting here that you have the power to determine how much you want to earn when you have a successful career in sales. The truth is that a job in selling can be a gateway to wherever you want to go. Selling could eventually give you fame and fortune, but more immediately it can also give you the satisfaction of providing solutions to people, financial opportunity, and even financial independence. Even in today’s challenging economy, these goals are possible. Here on this thread, I will be sharing my sales experiences and lessons. Therefore, revealing my techniques of motivating and building trust with customers, the selling process, skills, sales ethics and tactics, philosophy and communication style, handling customers’ objections and complaints, closing sales, strategic planning and prospecting of new customers and so on. But before then, permit me to share with you a brief background story about myself:

My name is Mr Ebhomien Endurance, a graduate of Nnamdi Azikiwe University, Awka. While in school I had strong interest in business. I saw myself more like an entrepreneur rather than a civil Engineering student. I was generally more concerned about the business side of things rather than becoming another graduate employee. I had vision of owing a construction group with primary focus on providing affordable Houses for Nigerians and to bridge the gap, I bought as many business related books I could find from leadership, to marketing, communication skills, Human relations, and management and so on. I would visit library during semester breaks, attend seminars, workshops and business summits. I even started little businesses in school, one of which was the selling of AutoCad Video Tutors to fellow students across Engineering, Building and Architectural departments. I was often patronized by lecturers as at then.

After graduation, I found an opening in sales job; the payment structure was very appealing to me. So I started with some other colleagues as well. After sometime the result of life long preparation began to show. I didn’t have much challenge prospecting and convincing customers to have what I was selling. Gradually the money started piling. The bonuses and commissions I received in a month was more than the salaries of some top executives and together with my salaries, I often smiled to the bank with my six figures income. Naturally, other colleagues started asking questions. To help I would ask them to make presentations to me as if I was the customer they were trying to convince. There, I would spot some of their errors, suggest strategies and sales tactics they could use in their next meetings. Soon they too began getting positive responses from customers. It became somehow obvious to them that the issue was not with the products or company’s image as they earlier presumed, that it was more on their method and approach. To cut my story short, this was practically how I founder Great Achievers Consult. Advising businesses on sales strategies and training of sale personnel’s from one business organization, firm to another. This is the simple truth about life: when preparation meets opportunity, the result is always success.

Perhaps, you have noticed there are more sales opportunities in Nigeria than ever before. This is because many companies and businesses today are focusing on customers and Returns. They seek to take their existing or new products and services to cover new or already existing markets. What this mean is that your level of qualifications, result or grade usually means little or nothing to them, all they need are salespeople who can deliver, period. In firms where you have just one accountant or Engineer do not be surprise to find over ten to fifteen salespeople gainfully employ in that same company. But are there really sales professionals today or just some regular opportunists? Many without prior knowledge of salesmanship dive into sales at any given opportunity; the result is always a lot of hard work and stress for little pay. Some even find it hard to convince themselves to get what they are asking others to buy. Most companies would have to train and re-train these sets of salespeople who had already been demoralized by the rejections they get from one office to another. Companies take the pain to Train their Sales Team and nobody even bother to apply for these positions. In fact one business owner lamented “there is urgent need for pre-training of salespeople... they need to at least have an idea in sales before seeking for this tactical job.” Have you ever submited a CV for sales Job on your own before? I do understand that some companies have structure in place that could engage great numbers of Salespersons in their Marketing efforts! It’s that serious!

To this effect. I have put together series of lessons which I will continue to post here on this thread. My aim is to give you more insights and prepare you for the opportunities available for salespeople today. I will also be revealing the proven strategies, Techniques and tactics used by top salespeople every where. With these lessons comes the opportunity for you to become a certified salesperson if you desire to pick up Our Self Study Course on Salesmanship and significantly tap into this field of unlimited opportunities today. Just imagine the impact you too can make today in Sales, assuming you are already mentally prepared and equipped with the proven system of sales ideals, methods and techniques used by top salespeople everywhere and the opportunity to get Certified at the comfort of your home! Listen, if you are a business person, employed, unemployed, student, business owner or manager, self employed or an entrepreneur; you will practically get free business advice, ideas and insights here and, also the opportunity for you to re-examine your career or business and, practically help you succeed in today’s competitive market. You will benefit all these by simply following this thread; in fact, this is your first step to making it big as a salesperson in Nigeria today. let’s now take our very first lesson!

Okay!!!

Lesson One:
Why Customers Buy!

Customers are indeed the lifeblood of every business because without customers, you have no business. As the old axiom goes “nothing happens until somebody buys something.” The most important function of every business is to create and keep customers. It’s that simple and that difficult. It’s a common believe that most business failure in Nigeria are caused by a lack of capital. It’s also false. Practically all business failure is course by lack of customers. If you have enough customers, you can do almost everything else wrong and still make profit. But if you don’t have enough customers, you can do everything else right and go broke.

In today’s competitive market, why should customers buy from you? Many of my students and clients had trouble answering this question. They respond with things like “we have been in business for 15 years” and “we have the best service” or “our quality is the best” and so on. Well, if you’re a Doctor, Lawyer, Professor, Engineer, Teacher, Accountant, or other professional, that may be the case. But it’s an arrogant and very dangerous attitude as a Salesperson, Entrepreneurs or Business owners. The truth is that the success of any business isn’t determined by what any body knows. Its determined by what sells and how well you sell it. As a salesperson, it isn’t what you know but what your customers buy that counts most. In a personal business, it’s easy for you and me to think of ourselves as the business. Don’t be fooled. The customers are the business. We are the service providers. As homour writer Linda Perret remarked, “The customers isn’t always right, but he’s always the one with the money.”

The first thing you need to realize is that success in the regular job and the Salesmanship/Entrepreneur's world involves different journeys requiring different maps. Too many new salespersons in Nigeria fail simply because they continue to think and act like regular employees. You have a great self-image, high expectations, a positive attitude, and steely determination. But you aren’t going to be successful following the wrong map, and this misconception maybe holding you back.

Creating value is the key. What do people buy? Benefits! Customers any where in the world exchange their hard earn money for something they believe will satisfy them more than the money they have to pay for it. No customer will buy from you or me except they are well convinced that the value they get is greater than the cost. So whatever your choice of business, your basic job is to offer a product or service and convince customers that its worth far more to them than the money it cost. That is called creating perceived value, and if you are good at this, you won’t lack customers.

So adopt the successful salespeople’s map today. Forget about your own view of the world. Put aside your ego, prejudices, and your opinions and look at the world through your customers eyes. Who are your customers? What do they want? What’s value to them? How do I provide it? Do I need advice or training? Answering these questions correctly is the key to success in any endeavour. A Sunday time author Michael Morris remarked and I quote “customers buy because your marketing is better, meaning you have put together a proposition that is more relevant to them than anything else on offer.” And that’s it. Get it right, and you could be on the way to fortune. Get it wrong and there is no point in going any further. Please, feel free to share your thoughts and comments while we prepare for the next lesson:

You nailed it here....how we sell is more important than what we sell. The product might be fantastic but if the presentation is poor then you've screwed-up the whole process.

jaysticks:
You nailed it here....how we sell is more important than what we sell. The product might be fantastic but if the presentation is poor then you've screwed-up the whole process.

That very correct...Poor presentation is always an issue.

I am loving every bit of these

Lesson Two:
How to Win New Customers

When what you sell is right for the customer, and he wants it, then you need to take charge of the end of the sales process. If you don’t, you are going to lose a lot of sales especially if you do not understand the psychology or mind twist of new customers.

Once a new customer wants to buy what you sell. Sure, new set of problems and fears begins to trouble them. What if their business partners, boss or spouse doesn’t like it? What if the product didn’t do what you promised it would do? What if they aren’t happy with it? What happens when customers to like it? How will they pay for it? Off course, you should anticipate these issues before they arise. Your primary job now is to reassure them and try as much as you can to take out the uncertainties or fears out of the buying process. Yes! Always offer flexible payment options or money back guarantee and you will get more customers. Well, sooner or later, every business owner must guarantee its work but the smart ones do it up front and even add incentives for buying now.

If customers are afraid it might not work for them, tell them you have numerous satisfied customers who had the same initial concerns and are glad they went ahead. If they are worried about affording what you have to sell, tell them you’ll workout a payment schedule or help arrange financing that they can afford. Just as they may need to think over it, still remind them of your money back guarantee and give them the incentive for buying today. As a matter of course, make it very easy to buy, risk free and a reward for acting now.

True, you should not manipulate or trick anyone to buy your product or service. Customers communicate! That won’t keep you or your brand in business for long. The idea is to show your new customers or clients the advantages or added services they would get buying from you. Summarize these benefits and when you finally get your customers or clients thinking of it, then politely asked for the order. “Would you like to try it” “Try it, you have everything to gain nothing to lose” “I know you are going to like it” “when can we get started” or “should we deliver one for you today”. If you ask for order this way, you are going to get a lot of business and new customers as well. It’s that simple and that important.

With this mindset you aren’t going to get nearly as many refusals as you would by just talking about your products or services and stating your rigid prices and policies. You are going to get your fair share. And when that happen my friend don’t take it personal or let it discourage you from asking others for their business. You can also ask customers who don’t buy if you can check with them later date or perhaps if they know someone who may be interested in what you are selling and move on. However, with persistent, a lot of today nos can be tomorrow yeses. That’s the price of doing business. When you finally get yes as I suppose, throw in something extra that they weren’t expecting at no extra cost or charge them less than the initial price you quoted. If they asked for a special favour, do it and another one they didn’t ask for [i]make that first impression a memorable one. Make your new customers say wow! No one can advertise or promote your product or services than you well satisfied customers or clients! Please feel free to share your thoughts and comments while we prepare for the next lesson:

Very true...always prepare for the objections by offering a solution to their fears.

Am loving this...

Lesson Three:
What They Never Told You About Selling

In ancient Greece the great Hippocrates outlined the four behavioural styles as sanguine, choleric, melancholic and phlegmatic. Except you wont be dealing with human beings, each person you come across have his or her own dominant behavioural style. This affects their choices and to a greater extent, determines how they make their buying decisions. In 1932 professor Lionel Robin pointed this out in his definition of economics as the science that studies human behaviours as a relationship between ends and scare means which have alternative uses. The illustration below will show us why this definition was largely acknowledge and accepted across the world and what no one ever told you about selling.
Now, imagine the advert of a Mobile phone on TV with all the enticing graphics, smiling faces and the appealing effects as you read this:

“GET THE LATEST XXXX PHONE. CHECK OUR THE STYLISH DESIGNS WITH CUTING EDGE TECHNOLOGY OF SMART BUSINESS TOOLS FOR GOAL GETTERS. ENRISHED WITH SOCIAL APPS THAT MAKES YOU AND YOUR FRIENDS COME ALIVE, IT’S COME WITH ONE YEAR GUARANTEE AND A 24HOURS CUSTOMERS SERVICES AT AN UNBEATABLE PRIZE OF XXXX ONLY. YES! THE REAL VALUE FOR YOUR MONEY GETS YOURS NOW!”

Together, lets now look the at the choices of words used in this advert and then do a little analysis, with regard to the well known four behavioural styles in our society:

SANGUINE: They are the friendly, stylish people in our society. They love to look good and are usually the first sets of people to try out new products or get latest gadgets, cars, visit entertainments centres, wear clothing’s and electronics, especially ones that tends to improve their social status, get more admirations from friends, spouse and colleagues. To these folk’s the right words are LATEST, STYLISH, SOCIAL AND COME ALIVE as used above.

CHOLERIC: They are dynamic, adventurous and fast pace people who hate to waste time. If what you sell will help them perfume faster, achieve their goals or objectives they are in. the cost is not much of an issue. To these folks the right words are SMART TOOLS, TECHNOLOGY, CUTTING EDGE, GOAL GETTER as used the illustration above.

MELANCHOLIC: They are peaceful, amiable and easy going people. They won’t deliberately offend you and they don’t need any trouble from you either. Friendship and relationship mean a lot to them. So they need some assurances that you truly value their patronage and you are not another hit and run hawker. So to these folks the right words would be 24 HOURS CUSTOMER SERVICE, GUARANTEE as also used above.

PHLEMATIC: They are the most difficult people to sell to. They won’t buy because it is new, latest, stylish or hottest in town. Even your customer care means little or nothing to them. Like accountants, they are more concerned about the benefits cost ratio. So the right word is REAL VALUE FOR MONEY as used above.

Together, let us once more at the illustrated advert and try to make a sense out of it. Here it goes:

“GET THE LATEST XXXX PHONE. CHECK OUR THE STYLISH DESIGNS WITH CUTING EDGE TECHNOLOGY OF SMART BUSINESS TOOLS FOR GOAL GETTERS. ENRISHED WITH SOCIAL APPS THAT MAKES YOU AND YOUR FRIENDS COME ALIVE, IT’S COME WITH ONE YEAR GUARANTEE AND A 24HOURS CUSTOMERS SERVICES AT AN UNBEATABLE PRIZE OF XXXX ONLY. YES! THE REAL VALUE FOR YOUR MONEY GETS YOURS NOW!”

Now, with more careful observation you will come to understand why this kind of advertisement is targeted at the general public and, at the same time come to appreciate Professor Lionel definition of Economics. Perhaps, you too have come to see things more clearly. This therefore shows that each person has its hot button.

Selling is an art! Which mean, anyone who puts his heart into it can learn the entire in tricks. However, you must stop locking at things on the superficial levels, and start looking at the underlying contest behind the motivations of customers. Remember, the process of selling is to convince your target customer that they will be better off with your product or services than they will be with the money necessary to buy your products or services.

Take sometime, to view your products or services from the standpoints of your potential customers. Do so with regard to their behavioural style. And then ask yourself “who am I really selling to?” “Do my customers cut across the four behavioural styles or just some?” “Am I using the right language?” Well, selling his not as difficult as you think. For instance if your product is targeted at the sanguine in our society, your job is to convince them that your product, services will make them look good, be more appreciated by their peers or the opposite sex, show them how it will improve their appearance, prestige, social status, get more approval from friends and recognitions compared to what they have to pay for it. And if they can afford it, why won’t they buy from you?

As simple as it seem, many business today budget millions of naira yearly on adverts and promotions on televisions, radio, internet and so on. Only to end up using the wrong language on their target customers and then, wondered why the heavy campaign of their product and services is not yielding the desire results. Do it right today and you could be on your way to fortunes, do it wrong again and go broke. I wondered why they don’t teach this in school! Please feel free to share your thoughts and comments while we prepare for the next lesson:

wiggle:
I am loving every bit of these

You are welcome. Thanks!

Lesson Four
HOW TO EASILY SECURE YOURSELF A SALES JOB
Even with the job crisis in the country, there is nothing like unemployment when you are in the sales industry; every business needs you. However, you need to develop the skills of motivating and building trust with customers, understand the sales process, sales ethics, tactics and proven techniques used by top salespeople every where as well as their communication style, handling customers’ objections and complaints, closing sales, strategic planning and prospecting of new customers. Now here is how salespeople regardless of their discipline, age, and grade secure sales jobs in less than 30 days in companies of their choices:
• Step 0ne: Get trained and be certified as a salesperson.
• Step Two: Write down a list of companies 3-5 you like to work with. Study there products or services, their target customers, competitors and sales challenges they maybe facing. It’s easy, check their websites, catalogue, do market research, and ask friends i.e. do your home work.
• Step Three: Approach these companies or businesses, indicate your genuine interest and how your engagement will help them increase their customers, sales and ultimately achieve their business goals. Sell yourself and Leave a letter or your CV if possible.
The result so far from our Trainees who have adopted this approach, 20% were retained almost immediately, 45% were later called for formalities and engagement. While 25% did not bother responding as they were already engaged by others on their list and while some others choose to build their personal businesses. Clearly, there is nothing mysterious about this approach; it’s simply logical and common sense. Just imagine you are the manager or owner of a company and then, one already trained certified salesperson with reasonable knowledge about your product and services, customers and even competitors (meaning you no longer incur the cost of training) bring you good news of how he or she would help your sell your product, make profit and ultimately achieve your business goals, What will you do? At Great Achiever Consult we have experimented, harnessed and neatly packed these three steps into one single scheme. This may be your chance to leave the labour market in the next 30days: Training already in progress!

Following

Nice thread, I recently came across this. OP pls kindly continue posting. You got me interested

OP ... u'v successfully made an 'oliver twist' out of me!!!

Where's your office located ?

I've learnt from this thread, thank you op, God bless you.

Nice One! You have done well;How can one reach you?

this is fascinating. pls I need ur contact too

your contact address & number pls. this is wonderful!

[color=#006600][/color] At OP,God bless u for dis.

So long a post, don't u do summary?