Business
The Journey of Joey Nanai: A Pasifika Perspective on Sales and Leadership
Joey Nanai is a name that resonates deeply within the Pasifika community, especially in the realms of sales and business development.
by Joey Nanai I 4th August 2024
As a board member of Pasifika in IT and Chairman of the Rugby Business Network, Joey has carved a niche for himself as a sales guru and advocate for Pasifika representation in the corporate world. In this article, we will explore his journey, insights into sales, and the unique traits that Pasifika people bring to the table.
Joey's Background and Family Heritage
Joey's story begins with his Samoan heritage. His parents hail from Samoa, and his mother was born in New Zealand but raised in the village of Leufisa. This rich cultural background has significantly influenced his life and career. Growing up in Auckland, Joey was immersed in the Samoan language and culture, which he credits for shaping his identity.
Language played a crucial role in Joey's upbringing. His parents spoke to him in Samoan for the first seven years of his life, allowing him to become fluent in his native language before learning English at school. This bilingualism has provided Joey with a unique advantage in connecting with the Pasifika community today.
Influences of Education and Community
Joey's educational journey took him to De La Salle College in South Auckland, where he experienced a profound sense of brotherhood. Although he initially questioned attending the school, he later recognized the value of the Catholic education system, which instilled in him important values such as humility and community support.
His experiences at De La Salle forged a strong connection to his peers, illustrating how community can play a vital role in personal development. This sense of belonging has continued to influence Joey's professional life, particularly in networking and building relationships.
From Electronics to Sales
Joey's career path took an unexpected turn when he discovered his talent for sales. Initially studying electronics at Auckland University of Technology (AUT), he soon realised that his passion lay elsewhere. A summer job selling Kirby vacuum cleaners introduced him to the world of sales, where he faced the challenges of door-to-door selling.
Despite initial success, Joey left that role due to ethical concerns about selling to families who could not afford the products. This pivotal moment led him to explore other avenues, including rugby and hospitality, where he honed his negotiation and selling skills in different contexts.
The Impact of Rugby on Joey's Life
Rugby has always been a significant part of Joey's life. It provided him with a sense of community and teamwork, reinforcing the values he learned at De La Salle. Through rugby, he cultivated relationships that have proven beneficial in his professional journey.
Joey's dedication to the sport was evident as he played multiple games weekly and engaged in various rugby-related activities. His involvement in rugby has also led him to create the Rugby Business Network in NZ, further blending his passion for the sport with his professional pursuits.
Finding a Niche in Sales
Joey's transition back to sales came around 2010 when he worked for Flight Centre in the UK. This experience allowed him to refine his skills in business-to-business sales and understand the nuances of selling intangible products. He discovered that effective selling requires a different skill set than traditional sales approaches.
Joey believes that successful sales are not about merely closing deals but fostering relationships and understanding customer needs. His philosophy centres around listening more than speaking, a principle he emphasises in his mentoring of aspiring salespeople.
Overcoming Stereotypes in Sales
Throughout his career, Joey has recognised the negative perceptions surrounding sales, often associated with aggression and manipulation. He works to dismantle these stereotypes by coaching individuals to embrace their authentic selves in sales roles.
Joey advocates for the idea that anyone can succeed in sales, regardless of their background. He focuses on building confidence and self-worth among aspiring salespeople, encouraging them to challenge the societal narratives that may hold them back.
The Unique Strengths of Pasifika People in Sales
Joey passionately discusses the unique strengths that Pasifika individuals bring to sales. He highlights traits such as humility, respect for elders, and a genuine intent to listen as invaluable assets in building rapport with customers.
He believes that these qualities can significantly enhance customer service, as they foster an environment of trust and understanding. However, he also cautions against being perceived as subservient, which can lead to customers expecting discounts or special treatment.
The Difference Between Selling and Closing
One of the key distinctions Joey makes is between selling and closing. He explains that selling involves gathering information and understanding customer needs, while closing is the action of securing a commitment from the customer. This differentiation is crucial for aspiring sales professionals to grasp.
Joey emphasizes that effective selling today is rooted in active listening and providing insights that resonate with the customer's reality. By doing so, salespeople can create meaningful connections and ensure successful outcomes.
Leadership and Mentorship in Sales
Joey's recognition as a leader in sales culminated in his inclusion in the book "Stop Selling and Start Leading." This opportunity arose from his years of content creation and engagement in the sales community. He views his role as a leader as one of creating more leaders, particularly among Pasifika individuals.
His drive to empower the next generation of sales leaders stems from his own experiences of seeking representation and mentorship in the field. Joey aims to bridge the gap for aspiring sales professionals who may feel isolated or unsupported.
Advice for Aspiring Entrepreneurs
For Pasifika individuals looking to start their own businesses, Joey offers valuable advice. He emphasises the importance of finding a mentor, preparing a solid business plan, and developing a clear sales strategy. Additionally, he warns against entering business partnerships with friends or family without clear boundaries.
Joey's approach to business is rooted in the "go-giver" mentality, which prioritises giving value and insights over simply taking. He believes that this mindset fosters stronger relationships and leads to greater success in the long run.
Conclusion: The Vision for the Future
As Joey continues to navigate his career in sales and leadership, his ultimate goal is to invest in businesses that empower the next generation of sales professionals. He believes that by creating more leaders, he can contribute to a more inclusive and diverse sales landscape.
Joey Nanai's journey is a testament to the power of cultural heritage, the sacrifices made by hardworking parents, community support, and the importance of mentorship. His insights into sales and leadership provide a roadmap for aspiring professionals, particularly those from Pasifika backgrounds, to thrive in their careers.