Over the years, I have had the privilege of collaborating with Zenith Bank Plc to research, design, facilitate and implement multiple streams of competency development interventions. This partnership has culminated in my training of over 3,000 staff of this great institution across various cities in Nigeria and Accra, Ghana. The mental disposition, knowledge and skills…
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Pestering, Follow-up, and Follow Through in Selling In a recent sales conference, I was asked by a delegate what I meant by, “Follow-up is not enough; pestering is not allowed; follow-through is what matters.” Here’s a summary of my response. Imagine this: You meet a salesperson on Friday, and by Monday morning, they’ve sent you a text,…
Stop Badmouthing Your Company I was in a friend’s office a few days ago, when a relationship manager from a bank walked in to introduce a product to my friend. After pitching the features and benefits of the product to my friend, a contentious issue about the terms of the transaction came up. Surprisingly, without…
The Gift of Conscience I woke up very early this morning with a sense of guilt weighing heavily on me due to a plan I had made. If executed, the plan had the potential to make someone I had engaged on a project to lose significant income. This experience served as a poignant reminder…
Assignment for Salespeople As we observe public holidays this week, I challenge every salesperson in Nigeria and beyond to seize this opportunity for reflection. Here’s a task to sharpen your skills and elevate your sales game: 1. Identify three compelling claims about the product, service, or idea that you find most challenging to sell. 2….
Your Alumni is Key to Your Success Are you engaged with your secondary school and university alumni associations? Are you leveraging the myriad benefits they offer? In my book, “The Critical Pillars of Making Quality Contacts and Connections” I listed the unparalleled gateway alumni associations provide to a network of opportunities. Firstly, the beauty of…
WHERE DOES POWER SIT IN YOUR ORGANIZATION? One thing I realised early in my sales career is that knowing who’s who in your company can make or break your sales game. Think about it like this: every organization has its VIPs, the ‘ogas” who give the green light, call the shots, and sway decisions. These…
Diligence… A key Trait of the Great Sales Personality. I have been long in selling, sales training and sales process improvement to know that, without an iota of doubt, diligence is the key that unlocks success. Diligence isn’t just about working harder; it’s about working smarter. It’s about staying organised, prioritising tasks effectively, and relentlessly…
It’s said that when the road is smooth, you travel it twice. Just a month after addressing over 500 business development professionals at the Lagos and South-West Directorate retreat of Fidelity Bank PLC, I had the honour of being invited as the Guest Speaker once more at the 2024 Retreat/Strategy Session of the Operations Division,…