Black Sales Journal

As a Black professional in a white business world, you have plenty of chances to interact at work and socially, with coworkers and management.In many cases this interaction can either help create, or destroy, the persona that you want to project.

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The Three Unmentionables

No matter what your level of comfort with certain topics, I suggest you avoid discussing these three topics, even when prompted:

• Politics
• Religion
• Race relations

Politics can go nuclear at any moment. There’s a good possibility that just as your race may be different, your politics will vary widely also. This was obviously a big issue during the campaign of the first Black president.  Do not be baited to discuss politics with your co-workers unless you are prepared to have that same conversation with management.  Word about diverse views spreads quickly and without accuracy.  Your views are your own, and unless you have some other motive, they are best left that way. “Red state” versus “blue state” issues do not generate fodder for a conversation that you need to open a door to.

Religion discussions are a ticking time bomb. It is as personal as any subject could be, and it is dangerous for a workplace discussion, even if you are of like color with those you work with.  Sunday morning hours are the most segregated hours that American society can produce.  I would avoid discussions of religion for all the right reasons, so you know how I feel about this when you are of a different race and religion. Besides, it is frankly none of their business.

Race relations are undoubtedly the 800 pound gorilla in the room. No one believes his or her stance on race is an issue, until it butts up against another person’s stance. At that point the other persons stance is perceived to be the issue.  I think you get my drift.   By the time the discussion starts the relationships can be damaged. At the root of this is the 3P’s (Preference, Perceptions, and Prejudice), his/hers and yours.

I’m sure that I don’t have to dive to deep into any of these illustrations; many of you have lived this for years. Recognize that it is easier to stay above some of these dangerous conversations than to think you can change someone’s perspectives. Additionally it is easier to avoid these conversations than to try to repair the aftermath. Everyone you work with is not your friend so you have no obligations here. Besides, you have important sales to make.

Discussions about religion without empathy, tolerance, and an open mind will drag someone down an abyss. Discussions about politics are polarizing.  I respect everyone’s religious beliefs.  One’s politics are one’s own business. You just don’t need to put your business out there.

A Special Word on Discussions About Race Relations

Before I close on this topic, I do want to focus for a moment on the topic of race relations. This topic can be radioactive. There are friends that cannot have a gentle discussion on this topic.  With so much at stake, you cannot be assured that the discussion is sincere or an effort to pull you into the ‘rip-tide’ of controversy.  So with that in mind, leave that one for relatives and those people you have a close and sincere relationship with outside of work. Since it is impossible to ‘put toothpaste back in the tube’, this is an unmentionable.

We can strengthen the ill effects of the 3P’s with some of our actions. The impact of preference, perceptions, and prejudice can be made rock-hard when our stances are the opposite of those people who can have an effect on our employment future.

I certainly look forward to your comments. Please take a moment and share them with us.

One of our subscribers to Black Sales Journal, a high-performing sales executive wrote a personal note to me suggesting that I cover this topic; I think you will appreciate it.

We discussed in two posts in January the act of developing deep, meaningful, and enduring customer relationships.  That was posted in Black Sales Journal – 1/13, Deepening Your Customer Relationships and 1/20, Deepening Your Customer Relationships Part 2.  Your accounts are constantly going to be a target for other sales professionals who believe that they can steal your prized customer relationships.

Know the Opportunities

There are moves you can make in recognition of your customer relationships.  One method is to acknowledge notable milestones in the business relationship with a personal note or card.  Below are a few examples of situations where this would be useful.

• A successful sale
• An unsuccessful sale
• Anniversary of the initial sale (continuous)
• The additional sale of new products with the account
• The successful satisfaction of a problem
• The termination of a business relationship
• The changing of your buyer
• Your involvement with a new account (reassigned to you)

I want to make sure you recognize the impact of this small gesture.  All of the above milestones happen in the course of the business relationship.  Business relationships have a continuity that, at some point, begins to be routine.  As a Black sales professional you need to stand out from the routine business relationships, and demonstrate the personal touch.  This will help accomplish that, and they will remember it.

A Personal Example

I once had a client who was a large water treatment provider for medical institutions, educational institutions and large manufacturers.  When I attempted to secure the business on my first go round, I was unsuccessful, even though I thought we would pull it off. References with my current customers had been checked, payment arrangements discussed and next steps made clear.

After being informed that were not successful I sent a card expressing my appreciation for the opportunity as well as my new found position as the “expert” on their operations and how that will benefit our relationship in the future.  The card was warmly worded, personal, and although there may have been a hint of disappointment, a positive message.

The following year, I was surprised to find that my buyer their was now the General Manager, and I was soliciting a new buyer.  When I contacted the customer my call was immediately returned.  The new buyer indicated that she had my appreciation card, and my business card in hand and I was going to be one of two vendors allowed to participate in the quote process.  She advised that the GM had indicated that it was his expectation that I be allowed this opportunity.

I got the order for the whole account that year, even without the low price.  Now, my appreciation card probably was not the whole reason, yet it was a good part of it.

There were a large number of sales professionals vying for their business, but in light of not being successful in securing the business on the first go round, my appreciation card help me to remain memorable.  The card left a positive lasting impression after they had to break the news to me that the business was staying with the current provider.

A Couple of Tips

I suggest you make this a personal card, and draft a short note in it.  You should add your business card if you feel it is necessary.  I always felt the more personal the better.  I did not send cards with my company’s business logo and name on it for this purpose, this was about me.

I found the best and most striking cards from Crane & Co.  The cards I use are the Engraved Gold Initial Ecru Boxed Cards in a set of 20  ($19.00 for 20 cards and envelopes).  They are hand engraved and made of cotton paper.  They stand out!  I get them from Barnes & Noble although you can get them a few other places, possibly  your local stationary store.  You can get a glimpse of them as well as purchase by clicking the Barnes and Noble ad on the left side of this page.  In the search box type “Crane & Company” to get there quickly.  There are less expensive alternatives from other companies on the site as well.

As a Black Sales professional you strive to create a positive lasting impression.  Remember, you have more near hits than hits in this business.  When you are unsuccessful at a proposal, leave the buyer recognizing that you are a solid professional and worthy of their recognition.  They will return your calls when you reach out the next time.  Believe it!

We are anxious to hear your comments.