How Nigerian Businesses Can Improve Sales – Ucheoma
Chinedum Ucheoma is a technology sales expert currently focusing on using cloud technology to drive digital transformation and business growth. Based in Dubai, the United Arab Emirates, he spoke with PAUL ADUNWOKE on how to improve businesses in Nigeria and unlock the economy through sales.
What is the unique sales a p p r o a c h ? SALES processes are, in essence, a scientific endeavour. They are meticulously designed sequences that demand discipline and keen observation. When executed with precision and dedication, these processes yield tangible results. The foundation of a successful sales venture rests on the willingness to put in the work.
What is the universal nature of sales?
Contrary to popular belief, salesmanship is not a realm reserved for a select few; it’s an integral part of our lives. We are all constantly being sold to, whether we realise it or not. Even those who pride themselves on being “hard nuts to crack” will eventually succumb to the persuasive charm of a skilled salesperson. It’s the very essence of their craft to win us over, to make us believe in the product or service they offer.
This belief may fade, as buyer’s remorse sometimes sets in, leaving us questioning our purchases. “Why did I even buy this thing?” we might lament. Yet, this fleeting doubt doesn’t diminish the power of sales; it merely underscores its omnipresence in our lives.
How can one embrace the sales mindset?
The truth is that we are all participants in the grand symphony of sales, either as sellers or buyers. Therefore, it is essential to recognise that sales are not the exclusive domain of a select few; they are for everyone. We are all born with the ability to sell, and the only obstacle standing in our way is the limiting mindset that suggests otherwise.
Therefore, limiting mindsets and excuses that claim sales are too difficult for us to embark on should be cast aside. We all have the potential to become successful salespeople if we approach the process with the right mindset and determination. Sales, it turns out, is a universal skill waiting to be unlocked within each of us. What are the steps in the sales process?
Now that we have laid the groundwork, let’s delve into the essential steps of the sales process. These steps are remarkably straightforward. For instance, prospecting.
This is the initial phase where potential customers are identified and nurtured. Prospecting represents the fiery passion and enthusiasm required to unearth new opportunities.
Prospecting is the foundation upon which successful sales are built. When thinking about prospecting, the salesperson should keep these two powerful sayings in mind. These include “prospect as though you are going to live forever” and the flip side, “close the sale as though today is your only last day to close the sale.”
But what exactly is prospecting, and why is it so vital? Prospecting is the process of identifying potential customers or the ideal individuals you are meant to sell to. Prospecting is an integral part of the broader marketing process.
To facilitate the prospecting process, a good salesperson considers these main approaches. Reach out to friends and family who might be interested in your product or service. Leverage your existing network to identify potential customers. Extend your reach to friends and family of those you already know.
Utilise platforms like Linkedin to connect with potential clients. Target specific organisations or individuals who could benefit from your offering. Reach out to key decision- makers and stakeholders within the organisations you target.
For example, if you are selling human resources information technology ( HR- IT) software, you can identify prospects by targeting every organisation as human resource function and needs exist across all industry types. By leveraging Linkedin, you can extract valuable information and connect with key personas like the Chief Technology Officer ( CTO) or Chief Information Officer ( CIO) and the human resource manager ( HRM), performance manager, training director, COO or CEO as they play pivotal roles as decision makers and will rely on such solution for operational effectiveness while driving efficiency and profitability.