By Princewill Ekwujuru

In order to be effective in closing sales deals, speakers at the second edition of the Sales Performance Summit (SPS) have advised sales professionals to focus on three  areas that are of importance to top executives.

The areas –  revenue, cost and capital are described as vital to sales decisions making to Chief Executives.

The speakers who advised sales professionals to focus on  how to increase revenue, reduce cost and make judicious use of capital, where their sales pitches are built around these.

The speakers further said the barrier of selling to high-level executives would be easily broken this tools are applied.

Speaking at the event with the theme “Understanding the CEO’S Mindset – How Executives Make Buying Decisions”, Mr. Oliver Nnona, CEO, Profiliant Development Resources Limited, organisers of the summit, said that lack of basic details about the mindset of an average CEO and decision makers make selling to them an uphill task.

According to him, “Most sales professionals don’t realize the conditions under which decision makers work. They wake, eat and sleep under pressure. There are different kinds of pressure from the board, shareholders, staff and other stakeholders. Their major concern day and night while making decisions is how to meet the expectations of these sets of people.”