Colly Graham: “Internet has changed the way we buy”
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Colly Graham is a personal and business coach who runs his own sales training and consultancy business. He has 30 years-experience in sales and is a Neuro-Linguistic Programming (NLP) Master. He recently conducted a series of workshops in Mauritius for sales managers and directors.
BUSINESSMAG. What is the secret of sales excellence nowadays?
Internet has changed the way we buy, people are much more product aware. The days of the transactional sale are over. Today solution-based selling is the way forward, solving our customer’s problems, building relationships, establishing trust and selling with integrity.
BUSINESSMAG. How can we bring people to change their mindset from the traditional transactional sales to the modern consultative approach?
We can do so by educating people through training that we need to solve customers’ problems, understanding that we need to better comprehend our customers, getting closer to them and helping them in B2B situations so that they can overcome business challenges and grow their businesses.
In B2C, we need to understand what people want to achieve in their lives, what they want to improve and live more fulfilled lives.
BUSINESSMAG. In the corporate world, we use to blame the economic crisis for the drop in sales revenues or volumes. How far can the economic turmoil be responsible for that?
The economic turmoil is only the tip of the iceberg. Buying into the economic downturn has hastened the decline. People need to look beyond the negative attitudes of the economic climate and tackle the issue in a positive, motivated attitude to ensure growth and creating a healthy business climate.
BUSINESSMAG. You conducted a course in Mauritius linked to the Neuro Linguistic Programming. How can companies use this tool to increase their sales?
NLP is a tool for building better communications and modelling success. In business, one needs to become a better communicator and create models of success.
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