Co-founders of Pertinence Group, Dr. Sunday Olorunsheyi and Mr. Wisdom Ezekiel delivered powerful sessions at the Sales Pro Conference held recently in Lagos, which left participants inspired and better equipped for sales success.
Organised by Pertinence Group, the conference, which is in its fourth edition, is known for gathering salespeople and business owners to learn under seasoned experts in sales, branding, and marketing who share practical strategies for converting leads and sealing deals in today’s competitive market.
The hybrid event, themed “Ignite Your Sales”, brought together a vibrant community of realtors, entrepreneurs, marketers, and business leaders, all eager to sharpen their selling skills and gain insights into the art of closing deals.
First keynote speaker, Ezekiel, on the topic “10 Things Customers Will Never Stop Paying For,” highlighting timeless qualities that drive customer loyalty and conversions. He emphasised the importance of delivering quality service, ensuring speedy delivery, managing trust and reliability, and providing innovative solutions.
In his words, “Every time you get into the game of selling, your primary goal is to help your customer to take action, to buy from you; and as the business of sales evolves, you must learn to follow the trend. Customers like to be rewarded, so give them freebies when you can.
“Your customer wants to see an unwavering consistency with your business. These are the values customers expect, regardless of the season or industry. Salespeople who understand this and consistently deliver will always stand out in any market.
“In all, relationships are everything! Build quality relationships with the stakeholders of your business. A good relational salesperson will always have access where others have rejection. So, never look down on people, because people are the ladder you need to grow in your industry,” he concluded.
Dr. Olorunsheyi took the stage to speak on “The Strategic Salesman – Talking Your Customer Into Purchase,” where he explored the mindset and approach required to excel in modern-day selling.
He opined that sales has evolved considerably, and that it was no longer enough to just push a product. He emphasised that a good salesman must adapt, deliver value, and connect with diverse customer personas.
Olorunsheyi went on to define the core attributes of a strategic salesman: “A strategic salesman understands that the customer’s needs must always come first. He sells solutions and opportunities, not just products. He operates with confidence and certainty, never desperation.
“Sales is very strategic and only those who make the right moves win. Strategic people don’t pitch products, they sell solutions. Also, build instant connections with your prospects. Never forget the human element of sales because people buy from who they like and trust.
“Most importantly, you must know that people don’t act without urgency, so, you must create a need for a buying decision. Be willing to do a follow-up in good time, because statistics show that over 80% of sales are closed in the follow-up stage,” he added.
The event wound down with an engaging Q&A session as participants had the opportunity to ask tailored questions and got answered by the facilitators. In the end, participants left with renewed motivation, practical tools, and a clearer roadmap for sales success as they head into the next quarter of the year.