u003cpu003eu003cstrongu003eColly 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.u003c/strongu003eu003c/pu003eu003cpu003eu003cstrongu003eu003cspan lang=EN-US style=text-indent: 0cm; letter-spacing: -0.25pt;\u003eu003cspan style=color:#ff8c00;\u003eBUSINESSMAG.u003c/spanu003e What is the secret of sales excellenceu0026nbsp;u003c/spanu003eu003cspan style=letter-spacing: -0.25pt; text-indent: 0cm;\u003enowadays?u003c/spanu003eu003c/strongu003eu003c/pu003eu003cp class=texte\u003eu003cspan lang=EN-US style=letter-spacing:-.25pt\u003eInternet 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 customeru0026rsquo;s problems, building relationships, establishing trust and selling with integrity.u003co:pu003eu003c/o:pu003eu003c/spanu003eu003c/pu003eu003cp class=texte\u003eu003cstrongu003eu003cspan style=color:#ff8c00;\u003eu003cspan lang=EN-US style=text-indent: 0cm; letter-spacing: -0.25pt;\u003eBUSINESSMAGu003c/spanu003eu003c/spanu003eu003cspan lang=EN-US style=text-indent: 0cm; letter-spacing: -0.25pt;\u003eu003cspan style=color:#ff8c00;\u003e.u003c/spanu003e How can we bring people to change their mindset from the tu003c/spanu003eu003cspan lang=EN-US style=text-indent: 0cm;\u003eraditional transactional sales to the modern consultative approach?u003c/spanu003eu003c/strongu003eu003c/pu003eu003cp class=texte\u003eu003cspan lang=EN-US\u003eWe can do so by educating people through training that we need to solve customersu0026rsquo; 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.u003c/spanu003eu003c/pu003eu003cp class=texte\u003eu003cspan lang=EN-US\u003eIn B2C, we need to understand what people want to achieve in their lives, what they wantu003c/spanu003eu003cspan lang=EN-US style=letter-spacing:-.25pt\u003e to improve and live more fulfilled lives.u003co:pu003eu003c/o:pu003eu003c/spanu003eu003c/pu003eu003cp class=QUESTIONSTEXTE style=text-indent:0cm\u003eu003cstrongu003eu003cspan style=color:#ff8c00;\u003eu003cspan lang=EN-US style=letter-spacing:-.25pt\u003eBUSINESSMAG.u003c/spanu003eu003c/spanu003eu003cspan lang=EN-US style=letter-spacing: -0.25pt;\u003e 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?u003c/spanu003eu003c/strongu003eu003cspan lang=EN-US style=letter-spacing:-.25pt\u003eu003co:pu003eu003c/o:pu003eu003c/spanu003eu003c/pu003eu003cp class=texte\u003eu003cspan lang=EN-US style=letter-spacing:-.25pt\u003eThe 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.u003co:pu003eu003c/o:pu003eu003c/spanu003eu003c/pu003eu003cp class=QUESTIONSTEXTE style=text-indent:0cm\u003eu003cstrongu003eu003cspan style=color:#ff8c00;\u003eu003cspan lang=EN-US style=letter-spacing:-.25pt\u003eBUSINESSMAG.u003c/spanu003eu003c/spanu003eu003cspan lang=EN-US style=letter-spacing: -0.25pt;\u003eu003cspan style=color:#ff8c00;\u003e u003c/spanu003eYou conducted a course in Mauritius linked to the Neuro Linguistic Programming. How can companies use this tool to increase their sales?u003c/spanu003eu003c/strongu003eu003cspan lang=EN-US style=letter-spacing:-.25pt\u003eu003co:pu003eu003c/o:pu003eu003c/spanu003eu003c/pu003eu003cp class=texte\u003eu003cspan lang=EN-US style=letter-spacing:-.25pt\u003eNLP is a tool for building better communications and modelling success. In business, one needs to become a better communicator and create models of success.u003c/spanu003eu003c/pu003eu003cp class=texte\u003eu003cemu003eu003cstrongu003eRead more in Businessu0026nbsp;Magazineu0026hellip;u003c/strongu003eu003c/emu003eu003c/pu003eu003cp class=texte\u003eu003cspan lang=EN-US style=letter-spacing:-.25pt\u003eu003co:pu003eu003c/o:pu003eu003c/spanu003eu003c/pu003e
Colly Graham: “Internet has changed the way we buy”
