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The Letters after your name does NOT define YOU! by Jennifer Oyelade , Director - Transquisite Consulting
Get Promoted Faster And Earn More
Okay! everything feels and looks normal as you have gone past the job search phase, the interview phase, the onboarding phase and the first few months of probation where you had to prove your mettle. You probably were able to secure your firm’s trust and confidence in your ability to perform and deliver. But soon enough, life happens and you begin an unexplainable quest for an upgrade where you begin seeking ways to get promoted faster at work and paid some more.
While others find it difficult directly asking for a raise immediately but choose to take on more responsibilities to justify future request to get paid more and promoted faster; others may seek secondary avenues within the firm to make some extra income or establish a sort of entrepreneurial venture to boost this angle of things. From whichever lens we choose to see from, these are ideal craves for advancement and need to leave zones of comfort and sometimes boredom into that of productivity and growth.
This is only natural as it remains that as humans, we are wired to grow, advance, expand or gradually fade away once we stop applying ourselves and our inherent potentials. As humans (although activation is needed in certain instances), our system is preconfigured to set and hit targets, achieve set goals and set even tougher ones. The moment we slack, we initialize a sort of regressive dying process which is why some speak of depression, hopelessness and the likes. The question then is, considering contemporary issues and challenges around securing promotion at work, how do you effectively manoeuvre your way around this complex minefield? i.e the complexities of getting promoted faster and earning bigger salaries, bonuses and benefits.
Some of our favorite authors narrow the hows to one word which is ‘value’. Consistently adding value to the company’s bottom line, helping them expand along the lines of networks and connects, saving operational costs, reporting malpractices and abuses – sort of internal control measures, advancing as a person and as a brand ambassador representing your firm. These and an array of other contributions your boss or superiors may be observing could accumulate speedily towards forcing you up the corporate ladder.
On this piece, we did not plan on boring you with a lot of information which is why we have resolved to go with Brain Tracy’s most potent 21 steps to getting ahead in your career. Succinctly put, we will share nuggets which should help you as an employee exit your comfort zone into the fastlane where challenges and performance helps you get paid more and promoted faster. So, let’s jump right into exploring 21 best steps to advance speedily in your chosen career path.
Step 1: What Job Should You Choose Exactly To Get Promoted Faster?
If you could begin with a dream or wish list where you had no limitations and all things were possible – a world where you had all the experiences, expertise, connection, money, friends, support and absolutely every requirement needed to grow and advance speedily; what specific type of job would you choose.
While in this thought mode, prudency demands you remain practical and true to yourself as you have to take immediate measures to realizing that ideal dream or at least moving along that career pathway until you eventually land at the exact position you dream of. The secret is not to get stuck in this fantasy dream or wishlist mode but to glean your ideal future from here followed closely by immediate proactive steps towards achieving this dream as you are responsible for your successes or failures. So get started, do something, start somewhere once you have visualized your ideal answer. It will all come together at the end.
Step 2: Pick The Right Company
In an era where industries are declining in economic importance while others are booming and offering growth opportunities, you will have to be extra careful not to be stuck in a company or an industry with limited growth potentials and a declining economic relevance. This sort of anomaly negatively affects the take home packages of even the management staff and top performers. Do some research online, place some calls, see the papers or listen to the news, anything to catch a glimpse of the best and worst performing industries in your country over a time period, maybe a decade.
Once you have a good grasp of this area, pick and choose best performing companies/ industries and some good ones performing a bit over the moderate level. Then, pick the ones you are attracted to, the ones often with international connections and growth opportunities inclusive of a big fat paycheck. Identify people who are in the company you desire and connect with them. One of the best platforms to easily achieve this is on LinkedIn. There, you find employees and employers within specific companies and industries. Ask them what sort of skills and competencies are required to secure a perfect job with their firm. Once told, use this information to your advantage. Get the required skills and competencies, then pick and apply to a few firms you are passionate about.
Step 3: Go With The Right Boss
Choosing the right boss is one key decision that will greatly impact your career, catalyze your getting promoted faster and expedite improvement with your take home package. One easy way to get in the world of your potential boss is to ask questions, lots of questions. These questions will quickly offer clues on your boss’s temperament, work ethic, beliefs, discipline, expectations, passion, vision and everything needed to properly blend with your boss.
Once you are done visualizing your ideal boss maybe from bench-marking, comparing, contrasting and compiling the best qualities of bosses you have observed and experienced in the past, take the initiative to work on improving communication with your boss for a smoother work relationship. Here, you could have talks around what motivates you to work, work time agreements, feedback moments and other relevant ramifications of work needed to expedite productivity.
Step 4: Develop A Positive Attitude To Get Promoted Faster
Growing a positive attitude does not come easy and overnight. It takes a conscious effort to groom an optimistic personality at work and in life. The conscious effort stops you from complaining, condemning, finding faults, judging and destructively criticizing. If you have a thing for controlling, manipulating, studying people and observing their routines – then being bored and concerned with things outside your immediate scope of concern, you will have to redress your steps if your aim is to positively nurture yourself to be an optimistic and an attractive person.
Take a 28 days positive mental attitude diet at work where you consciously choose to stick to and practice being positive and constructive all day. At the end of 28 days, you will find that the cleansing exercise would have become a habit. A set of positive habits can become assets for success in life and in getting promoted faster at work.
Step 5: Create A Successful Image
The way you dress is the way you are addressed is not just a sentence, it is a system by which a lot of people are evaluated and nominated for either promotion or demotion. In society, the first impression you make of a person is often from his/her first appearance, followed by non-verbal communication cues. It is important that you look the part if you want to be successful, accepted and respected in your chosen career path. Appropriate official dress and proper body grooming are essential for getting promoted faster and receiving huge salary packs and other benefits.
Decide this moment that you are going to change your wardrobe and body appearance to reflect success and a CEO image you are probably gunning for. If you are clueless as to how you should look, copy high performers, thought leaders or successful people in your company or industry. You could dress for work everyday as though you were going for an interview or probably surf the web to get ideas you will need to switch your appearance up regularly.
Whatever approach you decide to stick with, ensure you are consistent with the success message you are trying to pass across. This will work in your favour as your superiors will notice the changes and nominate you in time for a promotion which comes with a pay raise.
Step 6: Arrive One Hour Early, Work Harder and Stay At Least One Hour Overtime
Nothing endears an employee to an employer more than hard work, seriousness, dedication, over performance and foresight. Grow a strict commitment to hard work and observe as you gain the attention of important people in your workplace. Once you gain a reputation as the hard worker, the sky is your steppingstone. A great way to get started at this is to arrive for work one hour earlier, work consistently and harder than anyone else, then stay an extra hour to fix some more things. You may find that in doing this, you unintentionally take on more responsibilities.
Don’t worry about this. Rather, focus on spurning results and see how you begin to make wave then nominated for a promotion. A little motivation to stay consistent at this is to see yourself as though you were in competition to win an award for the best and highest performing worker at your firm. Once you begin to see things from this angle, congratulations, you have just been fired up to perform at your peak.
Step 7: Push To The Front
Contrary to popular belief, life is really a contest. This is especially true for work life as everyone else is constantly grinding and finding possible ways to improve self to earn some more and be promoted faster than every other colleague. This is ideally the bitter truth motivational speakers avoid. The race is on and your duty and ideal aim is to be at the frontline, be the leader and the much-valued resource person.
To get here, you must always find ways to make yourself more valuable. From experience, people become more valuable by acquiring practical and highly sought skills and certifications, taking on more difficult tasks and delivering on time, helping others achieve team goals, volunteering to undertake tasks important to the boss and vital for the firm’s growth. Relieving your boss’s stress is one sure way to get ahead as you will be exposed to amazing opportunities to increase your value.
Doing these things will help you stand out because not a lot of colleagues will be interested in functioning in this capacity. Ensure you keep in the routine of requesting for a task, delivering on it as quickly as possible and reporting back to your boss then requesting for some more responsibilities. These add up to how you get promoted faster and paid quicker.
Step 8: Ask For A Promotion Or A Pay Raise
Requesting for the things you need is one success principle you cannot ignore if you must get ahead in your career. The secret to getting a positive response is to avoid directly requesting for a raise or to get promoted faster. Rather, you would ideally want to build a case in writing and probably develop it into a brief presentation.
The content of your write up must be developed to reflect clearly a list of jobs and tasks you are undertaking on a daily basis, additional skills and experiences you have garnered since your last increase, clearly explain the financial impact of your delivered tasks on the overall operations of the company and the contributions you are making as a top employee, include extra responsibilities you have been delivering on and the visions or prospects you see or other problems you require an advanced position in the firm to tackle.
Endeavor to be extremely clear in showing your boss on paper or on screen how you have contributed value and plan on contributing more if you are promoted. These values could also be shown along the lines of added revenues, decreased costs, increased outputs or greater efficiencies.
If there are no promotion templates in place clearly stating what benefits your new position should come with, you may need to do a bit of industry research, probably reach out to competition to try and balance out a comfortable work environment and packages fit for your new office. Include these important findings in your documents to the HR department to help the unit gain a clearer picture of standards in line with the industry.
Step 9: Protect Your Integrity As A Sacred Thing
As straight forward as this may seem, it has never been easy for certain people considering earlier cultivated habits and cultures. To put things in perspective and probably make this a bit more fundamental and clearer; do exactly what you said or promised to do, when you said you will do it, whether it is convenient or not. Be trustworthy and keep an undented reputation for something very positive around your personal and business life. Take a solid stance to be correct, dependable, punctual in issues of time and scheduling. Where you are unable to meet up expectations, ensure your team is aware of this in advance. Succinctly put, to get promoted faster, guarding your integrity must be one of your most important policies.
Step 10: Think About The Future
You become what you think about most of the time. Visualizing the future puts you in the right frame of mind to succeed and illuminates the pathways you need to follow to get there. Brain Tracy advises that you take out a sheet of paper and clearly write down as many details as possible that would describe your perfect job, life, and career sometime in the distant future. Allow your imaginations to roam freely as in step one. Imagine you were writing this list to give to a billionaire who will then grant everything you have on the list. Once done, compare your current situation, level of knowledge and skills with what you would ideally love to do in the future. Whatever changes you would need to effect to get a perfect future, begin effecting the changes today and now. Then watch as you begin making remarkable career advancements and getting promoted faster as compensation for your hardwork and efforts
Step 11: Focus On Your Goals
The single most important thing about setting, hitting targets and achieving success is clarity. Gaining a clear picture of your destination from start, clarity around who you are, what you believe, what you are or could be really good at and the goals you want to accomplish.
People who have clear written goals and who know exactly what they want to accomplish in each area of their lives achieve vastly more than people who are unsure or unclear about what they want. If you do not know how to arrive at clarity, here are a few steps to help you get there.
Step 1: Decide exactly what you want.
Step 2: Write it down
Step 3: Set a deadline
Step 4: Make a list of tasks you must complete to achieve the goal
Step 5: Organize your list into a time and sequence plan
Step 6: Act on your plan
Step 7: Do something everyday that moves you towards your major goal
Now you have the format. How about you get help immediately applying what you have just learnt. So here goes – Write out ten goals you will achieve in the next twelve months. Write these goals in present tense e.g I earn 500,000 Naira or Dollars per month; written as though the year has passed and your goals have already been achieved. Now pick one goal from your list of ten goals and write that out on another clean sheet of paper. Set a deadline for it and make a written plan to achieve same. Take stock of your plan and resolve to do something everyday to move you towards achieving your goal. This powerful goal setting exercise alone has the potential to change your life.
Step 12: Concentrate On Results To Get Promoted Faster
Results get you promoted faster. On certain commission-based jobs, results can get you paid a lot more than usual. Irrespective of where you are and what industry you are in, identify the things you are currently being paid to do. Be very precise and careful to differentiate between activities and accomplishments, between inputs and the required outputs of your job. Then organize your list by priority, by what is most important and what is less important.
Run this list by your boss and see if your priorities align with his/her perception of what your priorities should be. Stick with and work tirelessly towards delivering on those highest value added activities which is endowed with the potentials to propel your career exponentially forward.
Step 13: Be A Problem Solver
Develop an inert ability to identify problems, potential problems and strategically position yourself to solve problems on a recurrent basis. It could help to ask yourself certain questions which should get your creative and problem-solving wheels grinding. Questions such as:
- What am I trying to do?
- How am I trying to do it?
- Could there be a better way?
- What is the limiting factor or constraint that determines how fast I achieve my most important goals or get important results?
- What one problem if solved would help me the most to move ahead more rapidly in my career?
Pen down your key problems and some corporate problems you have noticed and can tackle. Discipline yourself to write a minimum of twenty answers to these questions. Select one of these answers and act on it immediately. Moving forward, think in terms of solutions for the rest of your career as these automatically place you as a valuable asset at work. This then results in getting promoted faster than any other colleague at work. This strategy on it own works and works even better when meshed with other processes highlighted so far.
Step 14: Unlock Your Inborn Creativity
Creativity breeds invention and wealth which is why J. Paul Getty said “…the man who comes up with a means for doing or producing almost anything better, faster or more economically has his future and his fortune at his fingertips”
Like step thirteen, living a creative life is living a life of continuously questioning how things can be done better, faster and easier. Occasionally you may go on thought quests in a bid to discover or draft something new and innovative as against the ordinary. Remember, the key in thinking creatively is clarity needed to stimulate more and better ideas around three areas being goals, problems and questions.
To be valued as an asset at work, you must find a way to unlock your most intensely desired career, business and personal goals – then pursue its solution relentlessly. Unlocking creativity around your work life and environment also serves to promote you as a person because you begin to offer innovative solutions, a keen eye for discovering and solving problems before it wreaks havoc in the workplace. Unlock this inner creativity and apply same. Then see how valued you become in the course of work and how fast you get promoted and paid.
Step 15: Put People First In Everything
In the corporate space, networking and connections matter a lot. Who you know, the number of people you know, how highly placed and connected the people you know are, how much they like you, where you know who you know, how you know who you know greatly influences your level of success, your rate of promotion and the size of your pay. Most importantly, the people you know must know you back and like you for doors to be opened for you. The key to becoming a people oriented person is to practice the golden rule in everything you do and this law is – Treat other people the way you would like them to treat you. Offer to help others whenever you find an opportunity. Put others first and be kind, gentle, humble and considerate when dealing with people.
Now take an action goal right away – make a list of all the important people in your work life, both inside and outside the company. Review this list and think about the kinds of results you would like to enjoy in your relationships with these people. Serving and prioritizing other people’s needs before yours is one key way to getting promoted faster as it tells others that you care for them so no matter the height they let you attend, you will never for a second stop being appreciative and kind to them and to humanity.
Step 16: Continuously Invest In Yourself
Dedicate yourself to lifelong learning. Be unique and set yourself apart from others by continuously learning and growing at a faster pace than others. Considering the fact that most of the knowledge and skills you have acquired has a shelf life of between two and a half years and five years after which it becomes obsolete and invalid, it is pertinent that you continually upgrade your knowledge and skills at a faster pace to survive and thrive in your career space. Reading books written with your industry or specific knowledge and skill in focus, at least an hour per day will as well help you stay ahead of your competition and away from becoming invalid. Other key ways to learn are audio books, taking seminars and courses wherever you can find them, video tutorials and just about any updated material relevant in your work sphere. The key is to remain hungry for new knowledge. Once you have found it, soak it up like a sponge and then find some more and repeat the process.
Step 17: To Get Promoted Faster, Commit to Excellence
Resolve to give it your best and to be a highly sought-after top performer. Being a top performer is being in the top 10 percent of professionals in your field. At this height in your career, you become hot in demand and top firms definitely begin pestering you and offering mouth watering and juicy offers to win you over to their firm, Here, your life gets better because you had and are putting in the work to be excellent at what you do. Once here you become a better person and feel much better and more comfortable. To commit to excellence is to be determined to deliver on your high impact targets and eventually delivering same on a consistent basis. Set key performance indicators for yourself, milestones and how you measure progress when compared with your past performances. Compare your performance with your standards regularly to track your progress and ultimately strive to improve everyday.
Step 18: Concentrate On The Customer
Before you ask why should I focus on the customer, remember we shared a mindset that you are not employed. You are rather working for yourself and are your own boss which means you must drive productivity and sales which ever way you can. With this in mind, now picture the customer as a god. Anything they say, is right. Remember your boss, your co-workers, colleagues and staff members are all customers as well. You are there or in business to serve them. Once you flout their suggestions and contributions irrespective of the manner of approach, you begin to loose patronage. To achieve any level of success in business, customers must be the central focus. Profits come as a result of retaining satisfied customers who are willing to be upsold because your services are awesome. Begin by identifying your most valued and important customers both inside and outside your business – Draw up a plan to improve on the quality and quantity of your service to them so that they will be more willing to help and support you doing your job and achieving your goals. Once done, take action right away
Step 19: Focus On The Bottom Line To Get Promoted Faster
The lifeblood of any business borders around sales and cash flow. Think deeply on how you could increase sales and cash flow. Securing a consistent source of cash inflow for your firm makes you a valued employee and marks you for a possible promotion once an opening avails itself. Being profit oriented is not being materialistic. It is securing the future of your business. Intensively focusing on the firm’s bottom-line is the key to growth, success and rapid promotion. The very best people in every organization are constantly searching for ways to increase the profitability of their companies. The more direct impact your efforts have on the bottom-line figures of the firm, the more money you make as an asset to the firm.
Begin today to treat your company as if it belongs to you and every single currency either came out of your pocket or went into your pocket. Once in this frame of mind, you ignite the drive and become motivated to find ways to make sales and improve on cash flow.
Step 20: Develop Positive Personal Power
Be a leader and exude positive motivational vibes which tends to attract others to follow you. A natural leader is subtle, caring, attractive, influential, organized and goal oriented. Use the law of indirect effort to develop power and influence in your organization by always looking for ways to help the company achieve its most important goals. Look for ways to help other people succeed in their jobs. Develop positive power: when you use your influence and ability for the good of the company and of the people who work there, others will want you to get promoted faster so you succeed and pull them in that direction as well.
Step 21: Get The Job Done Fast
Action orientation is the most outwardly identifiable quality of a high performing man or woman. Such a person takes initiative and develops a sense of urgency. He/she is constantly in motion, doing things that keep the company moving towards the achievement of its most important goals.
Let’s bear in mind that getting this job done fast enough is one sure way of getting promoted faster than usual. The key to securing a promotion and getting paid faster as well is not really far from applying speed in spurning results. Decide what must be done per day and then get on with finishing it as fast as possible. Avoid procrastination and delays. Once you develop and sustain a fast work pace and tempo, your boss’s gradually groom admiration for what you do and how you do it. Keep at it and you will soon be paid more and promoted faster.
We have briefly brushed through 21 steps to getting promoted faster and becoming a high earner as you progress along your career path. It takes a conscious and consistent effort to be in the fast lane. It takes an even more committed and consistent dedication to stay in the fast lane applying these steps and actively learning on the go. For further reading, please see Forbes, Monster, Glassdoor and Youexec.
Judiciously or consistently deploying the above listed strategies at work will consistently vindicate your efforts and push you into the limelight for promotion. Doing what you do and sticking to your job description has not really gotten a lot of talents to their destination and facilitated their ideal expectation which is to get promoted faster and paid more. But sticking with these steps and building a consistent work life and pattern geared in a positive direction such as the one stated here will get you to your desired goal.
The Art of Selling
Selling is a fundamental art form in place to drive business growth. It is one of the major value exchange points businesses need to be sustainable and to add value to society. An expert sales person is all rounded and proficient at networking, persuading and converting prospects into clients. It has become increasingly simpler to train a proficient, productive and prolific sales team on how to sell anything with Transquisite Consulting. We are of the perspective that sales needs not be a herculean task if it is viewed from the angle of value exchange. The perspective a client is not doing the salesperson a favor as both are ideally solving each other’s problems mutually. That is, as easy as it is, sales is really an exchange – an expert getting paid to or for solving a client’s problem.
We have trained highly productive sales units who are gunning nine figures for their firms. We have trained sales teams in Real Estate, Investing, Banking and Finance, Information Technology, Agriculture and the likes. The fantastic principle about sales is that once you know the steps and strategies to selling, you can apply the technique in selling just about anything . You can contact Transquisite Consulting to get a free appraisal of your sales team. We are interested in helping and guiding your company and indeed sales team to land bigger clients
To guide you in your quest for more sales knowledge, here are a few nuggets to help you land your first mega sale. If you require indepth practical, tested and proven steps to landing big clients, Click the contact us button above . Let us set you up to achieve mega and recurring sales.
How To Sell Anything
1. They Evaluate You First
The first thing you are selling is yourself. Creating an irresistible and inviting impression has never been more fundamental to knocking off initial sales barriers and biases. Set aside the product or service for a second – If whoever you are selling to does not like you, they are not going to pay attention to you. Whether you have spoken before or not, it is important to keep in mind that before anybody will be willing to hand over their hard-earned money, they have got to like you the salesperson just as much as they like the product that you are selling. It goes a long way to take a little time to get to know your customer and let them get to know you before pitching. Make them laugh if you can by telling them a quick story; and overall simply let your personality shine. If you can make your customer see you as a person and perhaps even a friend rather than just someone who is trying to sell something to them, they will be far more inclined to buy something from you. Finally, be the salesperson you would buy something from and make sure you know the product and present yourself well.
2. Listen More, Talk Less.
One key attribute of a good salesperson is that they listen to their prospect. Nothing kills sales more than a salesperson who consistently out talks his/her prospect. Pay attention to the clients’ needs from the start and present accordingly. To recap, it is important to note that sales is more about listening to a potential client to understand their personalities, challenges and how your product can provide a possible solution. In fact, just 20 percent of the interaction should be you talking, and 80 percent reserved for listening.
3. Research Your Clients
Before you are able to meet the needs of your client and craft your sales pitch to target them as effectively as possible, you need to know as much as you can about the person you are selling to. A very common mistake some salespeople make is trying to sell anything to anyone. There is just one problem with this approach and that is the varying interests of clients. A lot must be considered beforehand. Specific details such as age, financial capability, public status, previous interests, marital status, number of kids, etc. must be researched and considered before time. Unsurprisingly, no amount of researched information is too much information about clients as they often come in handy in the course of engaging the client. Doing a background research also helps in prospecting as these details often suffice when developing an ideal customer avatar. You are much likely to get that sale if your client is able to place your product comfortably in their day to day lives and foresee the role of your product in bettering their life. Knowing as much as possible about who you are selling to before you ever begin your sales pitch is essential if you want that sales pitch to be as effective as possible.
4. Know Your Client’s Needs
Another core pre-requisite to selling is having a firm knowledge of your client’s needs and how to perfectly meet those needs as and when there is that need. It helps to pay attention to a client’s complaints or why they called. They would most often get in touch because of a specific pain or problem they need solved. It pays to listen attentively so as to pick up on those hints. Sales occurs at the point where a service provider is clear on the core needs of its niche audience and how the product or services provided meets with the needs of these clients. Building a sales pitch around this further helps the selling process. Please see recommended visual media to have a clearer insight as to the ideal selling principles
5. Keep It Short and Simple – KISS
Nobody loves long talk sessions let alone long sales pitches. Statistics have shown that a lot of people dislike being sold a product or service. Deductions from these statistics would further buttress the perspective that long sales pitches can spook a client and change a buyer to a no buyer. Try as much as possible to follow the KISS methodology – keep it short and simple. Be certain that you are pitching to the right prospect then go ahead and tell them what the product is, how they benefit from it, who it worked marvelously for, how just a copy is left and the client at that moment is fortunate to take advantage of the last offer left.
6. Focus the Conversation Solely Around Your Prospect.
Ideally you want to ensure you keep your prospect talking. In keeping your prospect talking, the focus should more than often be centered around the client’s major pain points, how debilitating it is to business or to whatever the subject of the conversation is. The conversation will ideally make more sense when you begin to introduce the product or service, the benefits as aligned with the needs and problems of the clients, how you were able to solve that problem for big client A, B and C and how competition Q and Y just called for the same service. In offering your client a platform to express, you are positioned to have a clearer and fuller picture of things and how best to address the problem in line with the needs of your prospect. Closely related to this issue is the pattern and manner of approach. Below, we address steps and how to approach sales
I) Clearly Identify your Ideal Customer.
Selling anything to anybody is not the core objective of selling. Certainly not everyone will be your client and not everyone will be in need of your services. Irrespective of sector specificity, identifying the qualities that marks your ideal buyer is important because it narrows your focus and increases efficiency and effectiveness. The document that clearly states the qualities and needs of your ideal buyer is called the Customer Avatar Profile and is an invaluable sales document because it helps you find the right fit for your business and saves you wasted time you would have spent on trying to convince poor and wrong leads.
II) Research A Prospect Before Reaching Out.
Nothing kills sales faster than being totally ignorant of who you are selling to. It ends the entire process before it even starts. Researching your prospect and what he/she and the company is into pays greatly in the course of the conversation as you begin well-grounded in the knowledge of who your prospect is and what that prospect might be in the market for. This day and age offers salespersons an opportunity to surreptitiously research and profile the prospect before pitching. Platforms such as company’s website, Facebook account, LinkedIn, Twitter, Instagram, Google and a lot of other online platforms.
Once you have a firm grasp of the information needed to engage your prospect in a meaningful conversation, you can proceed to contacting the prospect.
III) Rapport Building Comes First
Building rapport is the bedrock of selling. It is believed that a proper rapport sets you up for success at selling as it is primarily aimed at calming the nerves of your prospect and sterilizing the zone of discussion to evict tension, suspicion, ambiguity and other first time talking issues. A safe place to begin just after the exchange of greetings is a complement – hey, nice place you have here, that picture is beautiful, is that your daughter, etc. The prospect becomes relaxed and begins to talk about the story surrounding the picture and the daughter. You could play around the FORM factor areas where you ask about family, occupation, relationship – depending on the scheduled time available to you, you could talk deeper and further.
IV) Help Before You Sell.
If you did a proper work finding your ideal client, a high quota of your time would be spent conversing with qualified leads. You must be aware that throughout this process, the qualified lead is evaluating you and comparing your offers with what your competition is offering. You want to ensure that you keep him/her interested in you by offering help along the way, offering a free audit, a free assessment, a free service – just about anything to sustain your client’s interest. In helping, you demonstrate value, you show that you are the expert and you can solve the problem and soothe the pain point. There is no better way to hook in a client other than to give the prospect a piece from the entire pie. If in doubt, ask for areas where they would love assistance. Also ask for areas of pain points. This may help you connect the dots and eventually fix the puzzle.
7. Be Aware of Psychological Twists.
We have a certain way of reacting to situations, they are pretty structured ways of responding to issues and situations can be used for our benefits. According to
Our brains are wired to respond to certain situations in specific ways. Being aware of these psychological tricks can help you harness them to your benefit.
Here are just a few of the quirks relevant to salespeople:
Anchoring Effect: The information we receive first acts as an anchor against which we evaluate all further data.
Decoy Effect: A third option can sometimes help people choose between two possibilities.
Rhyme-as-reason Effect: Rhyming statements seem truer than non-rhyming ones.
Loss Aversion: We react more strongly to the possibility of losing something we currently have than the possibility of gaining something we don’t.
Peak-end Rule: People remember the end and a high point within a presentation more vividly than any other section.
Curse of Knowledge: When someone who knows a lot about a given subject is unable to relate to someone who is not as familiar.
Confirmation Bias: We are more likely to accept information that aligns with our beliefs than contradictory evidence — no matter how compelling.
8. Approach them on their level.
It’s great when a salesperson brings their unique personality to their selling process. But bear in mind you should also pay attention to your prospect’s personality and tailor your approach accordingly. Our personal attributes have an impact on how we like to be sold to and what information we prioritize.
Here’s a brief breakdown of the four main personality types, and their preferences:
Assertive: Interested in results and the bottom line.
Amiable: Interested in creative ideas and big-picture visions.
Expressive: Interested in people and how ideas affect others.
Analytics: Interested in facts, figures, and data.
Once you know which category your prospect fits into, play to their preferences and customize your messaging and presentation to nail what’s most important to them.
9. Hit an emotional high point.
There’s no such thing as a purely rational decision. Like it or not, our emotions color how we process information and make decisions. With this in mind, salespeople who appeal solely to their buyers’ logic are doing themselves a disservice.
Every sales message, presentation, and meeting should speak to the prospect’s emotions as well as their rational mind. According to sales expert Geoffrey James, the following six emotions impact decision making:
Some of these are unpleasant feelings you don’t want buyers associating with you or your company. So, make sure to use a light touch when making emotional appeals. In addition, don’t try to bring forth all of these feelings — choose one or two that will resonate and subtly mix them in. (Read: Try not to put your buyer in a glass case of emotion.)
10. Remember, you are selling to a person.
When you’re sending countless outreach emails each and every day, it’s easy to forget that leads are people. But they are, and they want to be treated as such.
Use yourself as a litmus test — would you like getting this email? Would you appreciate this voicemail? If not, there’s a good chance your buyer won’t either.
It’s important to be professional in sales, but it’s also important to be personable. Buyers have lives outside of work, and things they’re passionate about that have nothing to do with their jobs. Build real rapport with your prospects by letting the conversation drift to the personal every once in a while. It doesn’t have to be — and shouldn’t be — all business all the time.
The key to selling is in appearing as a knowledgeable and trusted friend, an expert in your area of specialization, an adviser with a proven track record of proofs and testimonials on how you provided solutions to corporate or individual pain points. Mastering the art of selling takes commitment and a great deal of mastery of the intricacies of persuasion. In persuading, a lot of great sales personnel focus on appealing to emotions along their seven pathways. Emotions such as pride, lust, fear and other core emotional tenets in sales. The core of sales especially with pitches lies in emotional maneuvering and landing at high points where the prospect is already interested enough and agitated to purchase. Being able to conjour an array/mix of emotions in the prospect’s mind state overtime is a guaranteed lane to recurring sales. These and a few more guidelines already listed will get you started on the right path to being a consistent and productive sales person or grooming a prolific sales unit.
Transquisite Consulting is open to training some more corporations on the art of selling. Our proven track record of improved bottom line figures after training for our clients speak for us. To contact us, please Click here. The training is comprehensive as it details the intricacies of sales. To aid faster assimilation, the courses have been broken down into simple and easy practical and productive steps. Our objective is to ensure your sales team hits the ground running with recurring sales and observable improvement in productivity. This is why we are free with knowledge sharing and particularly interested in achieving practical results in sessions with you.
Customer Care as The Sustainable Revenue Generator for Business
The customer care unit remains one of the most important and sensitive units within any corporation. This is because they are responsible for on-boarding and keeping customers which directly impacts on business growth and improved bottom line figures. The unit’s ability to properly relate with and solve client’s concerns, contributes a significant quota to the amount of new and returning customers the business will have. In essence, optimizing processes and procedures to ensure that a client has the best experience needed to keep the client happy and interested in a brand should be one of the top priorities of any corporation in business if they must remain profitable.
“We owe a huge gratitude to Transquisite Consulting. Our customer care training catalyzed the team’s ability to meet up with 2019’s first quarter target – over #80 million and counting in revenue ” – Nseinem Designers
Contact Transquisite Consulting if your unit requires a tested, trusted and bespoke customer care training guaranteed to boost productivity and profitability measured in conversions and bottom line figures.
Many corporate entities tend to be over familiar with the functions of the customer care unit thus overlooking or considering the unit either outdated or overtaken by new corporate business development roles such as digital marketing, business development, sales and other core functional units within the establishment. However, the customer care or customer service unit’s unique and primary function is to oil the wheels of profitability by ensuring that customers or clients acquired by other business development units remain happy and satisfied with current and updated products and services offered by the firm.
This sort of dynamic and rather fluid operations and nature of the customer care service’s activities and its tactful and technical intricacies remains one of the key reasons why the industry tends to be ephemeral and consistent in advancement. Despite its dynamic nature, it is however not surprising to find that most customer care units within firms have remained stuck in a pool of practices which would often appear current when in truth its deployed practices and procedures had been long outdated.
To mirror debilitating instances of bad and probably outdated customer care service experienced from the client’s angle, let us take on an exercise. Place a few calls to at least 10 firms, specifically targeting their customer care unit. At the end, you would have observed a repeated pattern of communication while conversing with customer care agents over the phone. Also, you may have as well had the feeling of being managed or handled over the phone with an agent. These are some of the negative yet subtle feelings often communicated in interactions with clients which then builds up over time to a wholesome picture of a brand’s personae in the client’s faculty.
Some of these experiences are powered by instances of firms using outdated, ineffective and often scripted processes to communicate with humans of varying degrees of needs, concerns and emotions. This then amounts to bad user experience – negative for the brand’s unique identity and bespoke image portrayal as well as the audience perception of the brand. This is why in certain regions such as Nigeria, some telecommunication and bank’s customer care units are often perceived as lazy, insensitive and difficult. This is not the image you want for your brand in a competitive information age powered by interactivity and technology.
Interestingly and as you may have observed with the calls, a thousand and one other product/service providers use similar scripted or semi scripted formats of communication which clients/customers have become accustomed to and find rather inhumane. Hence, the agitation, jeers and brand disloyalty. These setbacks and in some extreme cases boycotts, have been avoided by some firms we have trained on customer care. One key way to keep your customer service unit abreast and ahead in service and performance is to maintain a culture of routine training and performance assessment. This is key to a rewarding and profitable management of a multi-faceted yet humane and sensitive unit known to be a well grounded revenue generator for corporations across sectors.
Ideally, a customer care agent is expected to be endowed with an unnatural stretch of patience, attentiveness, empathy and people management skills. Often times, the agent would also be expected to possess advanced mastery of communication skills (positive language use), knowledge of the product/services offered, diagnostic, time management and persuasion as well as closing skills which is unsurprisingly teachable.
A few more attributes are covered in the visual media recommended below.
These and some more skills mentioned by Gregory Ciotti of Help Scout and Hubspot Resources remains relevant qualities every customer care agent and unit must possess and aim to achieve. Fundamentally speaking, customer service units demand certain skills, behaviors, tools and insights to consistently maintain a happy client base. The slightest feedback in a smile or a positive and confidence boosting comment can turn an angry client’s disposition to a warm and friendly outlook.
Top experts at Transquisite Consulting understand every simple and complex process around growing and managing a wildly productive and profitable customer care department and have organized these concepts into simple steps and nuggets which when taught – can get a total beginner to an expert level in a few sessions. The course has been known to give an unfair advantage to our clients, placing them ahead of contemporary customer service practices, in sync with client/customer’s concerns and soothing solutions as well as the interesting popular cultures of their client base and target audience.
Although some would argue that building a robust and mature customer care unit takes time and a lot of expended resources to build and maintain, at Transquisite Consulting, we have consistently reversed this trend and have demonstrated that it takes a few sessions of consistent training to unearth the core humane and productive ingredients of customer care service delivery needed to boost business growth. Reaping the benefits of a mature and fully functional customer care unit remains one key goal that resonates will SMEs and multi-nationals across borders. The time to harvest is now. Get in touch with us to expedite this process for you.
How To Write A CV For Corporate Nigeria
At the Career Workshop organized by the Knowledge Exchange Center, we had the opportunity to converse with a lot of job seekers/ applicants from different regions in Nigeria on how to write a CV for the Nigerian labour market. At the end of the event, we found a lot of mistakes in resumes/CV.
We also observed that there are misconceptions about the concepts, requirements and information that should be included in a Curriculum Vitae/Resume. These and other issues are easily why most youths are unable to secure jobs in line with their areas of specialization. We shared most of our best moments conversing and advising talents on what to do to optimize their CV for better opportunities.
How To Proactively Construct Your CV For Better Opportunities
The remarkable and rather opaque truth is that a curriculum vitae and a resume are one and the same document used interchangeably. A CV/resume takes stock of your career journey from when you began your professional career to your current placement and includes other relevant information neatly documented to meet the requirements of the role applied. Being successful through the interview phase requires an understanding and demonstration of how your professional experience matches the current advertised role. This is why your CV should be designed in a way that the information on it matches the needs of the new position applied.
The standard page limit will often be between two and four pages. To meet the two to four pages resume requirements, we often advice candidates to be laser focused with information. In being laser focused, we mean only write on your CV/resume what matters and is in line with the job description from your professional and life history. For Instance, considering your work experience section, if you were applying for a sales position, and you have had 5 years of sales experience but spent intervals of your time in advertising and marketing, your edge would be to emphasize your sales responsibilities/tasks, objectives and achievements in sales for the sales role you would be applying for; as opposed to overwhelming your CV with information on how you did everything and are a master of all trade.
To ensure your CV/resume is well drafted, contains all information needed and easy on the eye for hiring managers in Nigeria to follow, here are a few things any hiring manager would love to see on your CV.
Important Information and Format For CV Writing
|CANDIDATE NAME, ADDRESS AND CONTACT DETAILS|
NASIRU ADEWALE UCHE
8 Ekanem Street, Ogba, Lagos State,
|CURRENT JOB TITLE:||Head of Sales||DATE: 10th May, 2019|
|PROFILE: The profile section should succinctly summarize your person, expertise, professional and educational qualifications covering your professional journey and achievements.|
|INDUSTRY EXPERIENCE||This is where you highlight industries you have worked in e.g FMCGs, Automobile etc.||AVAILABILITY: One Month|
|VISA STATUS:||N/A||VISA REQUIRED (to work in the country):||N/A|
|EMPLOYMENT TYPE||Permanent||EMPLOYMENT STATUS:||Full-Time|
|DESIRED SALARY:||NET||Managed Others:||Yes|
NASIRU ADEWALE UCHE
SUB-PROFILE AND VISION
This is where you tell the hiring manager some more about your core features, attributes and what your job vision and expectations are. For example. Nasiru Adewale Uche is a smart, energetic, innovative and meticulous professional with sound managerial skills. He believes that his skills in distribution, marketing, sales, business development, customer-centric and client relationship for business can drive corporate growth as he has extensively demonstrated in the past. He is looking for a role within sales and distribution management or related functions in a growth focused, target driven and fast paced organization where he can offer immediate and strategic value.
SKILLS AND COMPETENCIES
This is where you tell the talent acquisition manager about the skills and competencies you possess which is invaluable for the role you have applied for. E.g.
- I Possess great communication and persuasive skills
- I am a critical thinker and problem solver
- I am great at building strong customer relationships,
- I am excellent at presentation and conceptualization
List out your academic degrees and institution using bullet points
PROFESSIONAL WORK EXPERIENCE
Begin with your job role, followed by the time line and company name. If there are no space constraints, you may follow up with a brief information on the company and what they are into and about. This should be arranged in the format below
Senior Account Manager (Southwest)
September 2016 – Till Date
Satellite Distributions Limited
Satellite Distributions Limited (TD) commenced business in June 1996 as the pioneer Satellite distributor in Africa and currently represents Net pro, Intel Sat As the first manufacturer-accredited local distributor for the sub-region.
Responsibilities and Achievements
- This is where you elaborate on your responsibilities and achievements at the firm. If you have received accolades and awards, you should highlight this as well.
This is where you could include your contact details and social media handles. Bear in mind that a hiring manager interested in you will likely visit any of your handles. So ensure the information on your CV is consistent with the person you are online as these will have an impact on how you are perceived afterwards.
| Nasiru Adewale Uche | 8 Ekanem Street, Ogba, Lagos State, Nigeria | Nasiru.Uche@gmail.com | 07064920000 | Facebook: Nasiru Uche | Instagram: NasiruU | Twitter: @NasiruUA | LinkedIn: Nasiru Uche
REFERENCES AVAILABLE ON REQUEST
In writing a CV or resume that is outstanding and designed to appeal to a recruiter, ensure that information on the resume is designed in line with the requirements of the job position in focus. Also ensure that information on your resume is brief, true, up to date, unique and succinct where applicable.
In an earlier blog post, we shared all the relevant information needed to secure a perfect high paying job in Lagos or any other location in Nigeria. You can access this article by following the emboldened link above. Transquisite Consulting is also interested in helping you design the best CV and resume that is sure to increase your chances at being chosen and called up for an interview. To access this service, click here, once on the page, fill and submit the short form and start a Whatsapp conversation with a consultant. For further information about CV or resume writing, please see Jobberman and Medium to gain some more insights on how to write a CV in Nigeria.