Adewale Fayinka's FBM Blog

  Salesmen are made, not born. What are the qualities you need to succeed in a professional sales career? This writer uncovered several qualities and attitudes that have propelled several great achievers in sales to the pinnacle of their careers. Here are 10 of them.  Empathy is the capacity to understand or feel what another person is experiencing from within their frame of reference, that is, the capacity to place oneself in another person’s position. There are 3 types of empathy: Cognitive, Emotional and Compassionate. The 3 types of empathy reveal the skills any salesman need to develop to be successful. Delightfulness . A good salesman should have an inviting appearance that strive to create a good first impression. A good salesperson also ought to be friendly, helpful and genuinely interested in the prospect. Analytical . While friendliness is a good trait, you have to let your customers know you’re prepared too. Customers want to make deals with salespeople who are dep...

In 'Rich Dad, Poor Dad', Robert Kiyosaki listed selling skills as the most important skill in business.  To corroborate that, several great men and women such as Steve Jobs, Dale Carnegie, Joe Girard, Mary Kay, Barak Obama and even Donald Trump all had their beginnings from a selling career. This, it was much easier for them to be such exceptional administrators and business men. Sometimes in the year 2000, I met a journalist friend who laughed it off when I told him I had joined an insurance company to sell life assurance professionally. He felt insurance is dubious and sales job is demeaning. Needless to   say, he almost succeeded in derailing my nascent sales career. But I didn't listen. Looking back, I am extremely grateful that he did not succeeded in derailing my career! Since then, my sales job has given me financial reedom, independence and the ability to create wealth whenever, even from thin air if I so choose. Yes, if you are an accomplished professional salesman...

Obviously, the benefits of a Trillion Naira insurance industry will be felt throughout the economy of Nigeria. The task to get this done rests with the operators of the industry and the rest of us.

  Have you being to the Calabar Carnival? Calabar Carnival festival in Nigeria is rumored to be the "Africa's Biggest Street Party", the   number one tourist destination for Nigerians and tourists all over the world. The Calabar Carnival invites people all over the world for the yearly events ranging from National visitors to International guests in attendance and representation. The party is unending and loaded with so much fun and activities. Beautiful ladies display their attires and beauty, and bikers display riding skills while going from streets to streets. That is a Moving Parade. The Moving Parade is a powerful construct, and its understanding could be a game-changer for the sales and marketing staff of Nigerian insurance industry. The construct is based on three powerful premises: 1.      People are in different places of need, desire, recognition and capability. You sell a Car Insurance or a simple life policy to a 30 years old man. The Moving Pa...

 “Nothing happens until a sale is made”. This original quote is variously credited to Peter Drucker, Arthur ‘Red’ Motley, and Thomas Watson Snr. (President, IBM, 1914-1956). More than any other profession, sales own the copyright to lots of ‘rags to riches’ stories across the globe.  The upside of a professional selling career is unlimited income in commissions, bonuses, incentives, and awards. But that is only one aspect - it is also possible to earn zero income in a bad month. And that depends entirely on your attitude and skills. Every salesman has an inalienable right to minimize this occurrence while aiming for the best possible income in commissions and allowances. Earning high income from sales will create excitement about your sales job and increase your happiness. The customer is at the heart of a sales career, and not having them in sufficient quantity and quality is the bane of many sales careers. Getting enough of the right customers to make purchases repeated...

Wouldn’t it be fun if you could be earning more money from your sales job? What if you could write yourself any amount you want in commission cheques and bonuses, incentives and awards? As a salesperson, winning enough businesses to gain enough income to fund your desired lifestyle is by no means a small feat. But it is possible!! So says the book which is written as a guide to help more commission salespeople –  insurance and financial services sales executives, manufacturers and wholesalers' representatives, medical and pharmaceutical sales representatives, digital and software vendors, sales consultants,  etc – to earn more income from selling. To help you in writing the kind of paycheck that allows you to live your dream life. This book is written in a simple, how-to fashion, and language that can be understood by the most basic of learners. This book is written to address some chronic sales challenges in sales, especially in the Nigerian and African sales industry. It is ...