BREAKFAST WITH SALES GURU
15 May 2006
Elvey Security Technologies recently hosted a breakfast for customers at the Southern Sun Hotel in Sandton. More than 100 customers had attended the seminar. Commenting on the breakfast, Jack Edery (CEO of Elvey) said, “Nothing happens until somebody sells something so to succeed in today’s competitive environment we need to know the ins and outs of selling. In our quest to add value to customers, we were delighted to host Paul Naidoo, an accomplished Sales Specialist, at our breakfast event.”
Paul Naidoo is esteemed as one of the best sales trainers in South Africa, for take home value that is practical, effective and easy to apply. Drawing on his personal experiences, Paul had this advice to share, “A deadly sin for sales professionals in the security industry is that often they do not take time out to understand issues faced by their customers. More significantly, sales professionals are inclined to offer clients a security system as opposed to a security solution.” Paul further elaborated on a common mistake made by sales people across industries and that is selling products from the bottom range to the top whereas sales should start with the best products available. This approach limits your customers’ freedom to choose something better and more importantly this practice improves ones overall sales”.
To conclude, Paul indicated that selling security solutions is selling a lifestyle and not a grudge. People depend on the product-knowledge and professionalism of sales consultants to understand their problems so that they can find a solution. In the end the products sold by sales people of security equipment could be instrumental in saving a life.