Black Sales Journal

On the 5/5 edition of Black Sales Journal we discussed “knowing the landscape” as you prepare to negotiate your salary for a new job.  The objective was to have all of the homework done so that a target can be achieved, and there is likelihood of success.

In this edition of Black Sales Journal, we will spend a little time dealing with the actual negotiations themselves.  This includes receiving and responding to an offer(s).  This is far from a science, and is probably best classified as an art.  The art of how to get what you need in a dignified manner, while maintaining the deportment necessary to keep respect.

Remember, if you are sales professional, it is not unlikely that your prospective employer expects you to do some negotiation.  They won’t be offended by it, yet it should be done correctly.

The Golden Rule – The One With the Most Options has the Most Power!

Power is important in negotiations.  It does not need to be displayed; yet it defines the activities that either side employs.  Knowledge is important as well.  That is why we spent time last week on being firmly aware of “the landscape”.  You would feel totally different about your current or past salary numbers if you knew what all of your colleagues were being paid.  You might be satisfied, happy, or dismayed, but probably would feel totally different.

Options are important.  When I mention options, I speak of viable alternatives to an action.  If you have five job offers, and all are in the field you want and have robust salary offers, you have an amazing number of options. No matter what you ask for from any one of these potential employers, you can be steadfast in getting a good deal.  You have five viable options, and you have “the juice” (power).

However, if your prospective employer has 5 candidates, and although they are not identical (of course they could not be), they each are strong and would make solid sales professionals.  The prospective employer, in this case, has the power.  They have options and will use their “superior” position to their advantage.

There is nothing nefarious about any of this; it is the use of options resulting in the position of power in a negotiating relationship.

Power for the Black Sales Professional

This is a sensitive subject, yet relevant.  As a Black sales professional can you transform what has historically been to a disadvantage to an advantage?  Can you take advantage of the relatively low number of proven Black sales professionals in your quest for this next job?  The answer is solid “maybe.”

Most larger operations are looking for accomplished Black sales professionals.  The numbers are just not that large, and accomplished Black Sales professionals are still a small subset of all accomplished sales professionals.  You won’t know enough about the organization, or the candidates you compete against to be able to use any gambits to enhance your positioning.  I suggest that if you are the best candidate in the competition, and negotiate well, then you have done all you can do to get the job.

Remember, as I have mentioned in Black Sales Journal on several instances, you are being made an offer by an individual, not a corporation.  Realize the importance of that statement.  Someone (the hiring manager) will make the decision, with the guidance of Human Resources and company guidelines as to what the range is.  You are trying to get the most out of that salary range and from the negotiating manager.

Useful Techniques

These are simple, and can be remembered.  Always try to negotiate salary by itself, apart from all other work benefits.  It may not be possible, yet it is advisable.   The natural progression of the process is as follows:

Step 1. Evaluate the offer

Step 2. Give a suitable response (note below)

Step 3. Deliver a counter offer or receive a counter offer

Step 4. Make a decision

Here are some things that remember.

• Always remember what you stated as your salary expectation in your application process.  It can come back to haunt you.
• Know the landscape before the application process.  Use the tools and your intuition before giving a salary expectation.
• Give your salary expectation, as well as your discussions in the form of a range and use the term “…depending on the accompanying conditions and benefits.”  This allows you some flexibility.  Example: “I would expect between $60,000 and $75,000 depending on the nature of the bonus plan.”  The bonus plan represents a variable, and you don’t know enough about it, for the most part to be concrete.  This gives you the flexibility.
• Know the number you want!  Use your tools and experience to have that number.  Have a solid idea, but stay flexible.
• When the offer is made, always advise you will get back to them and mull it over.  This is an important decision.

As you evaluate the offer, and it comes up well short of your number, your response should be respectfully done.  I suggest: “I was hoping for a stronger salary number.”  Or you could say, “This is a wonderful opportunity, yet the salary number is disappointing.”  Now, here is where having options is important.  But, if you have no options, you should still say it.  If they don’t give up any of their negotiating room, you can still say, “I will take the job!”  Their answer would likely be either:

• We will take a look at it.
• This is the best we can do!
• What are you thinking about? Be realistic in your expectation.

One way or another, their objective will be to keep salary parity with other sales professionals.  If they started low, estimating that you will “come back”, you will get their final offer.  If they won’t negotiate, and it is a good offer, then you should accept.

Negotiating the “Other” Things

These items are easier, and more palpable.  Know what you want and ask early.  Get them to thinking about your needs.  If you will lose a car from you other job, they should know coming in that you are expecting a company vehicle, or an allowance.  Human Resources can help you with some of these items early on.  Ask them about the transportation and the benefit issues, and ask the hiring manager about other important work issues.

Remember, if you don’t have agreement before you say “yes”, you will have little chance of getting it in the end.

Also remember, your salary is not as important as your total compensation.  Believe in yourself!

We welcome your comments.

Many years ago (not that I am sensitive about my age) when I was playing college basketball, I was exposed to a coach named Gene Smithson.  At that time he was the assistant coach at Illinois State University.  He then went on to coach Wichita State University.

His mantra was  “MTXE” or “Mental Toughness Extra Effort”.  What the heck was he trying to do with MTXE?  It was his effort to bring resolve and a take-no-prisoners attitude to his players at both schools.

You should recognize that attitude as a necessity in the sales arena as well.

A Definition

According to a qualitative study by three individuals from Australia, Jones, Hanton, and Connaughton (2002) entitled Discovering Mental Toughness: A Qualitative Study of Mental Toughness in Elite Athletes, mental toughness is:

“…having the natural or developed psychological edge that enables you to:  1.) Generally, cope better than your opponents with many demands (competition, training, lifestyle) that sports places on a performer; and 2.) Specifically, be more consistent and better than your opponents in remaining determined, focused, confident, and in control under pressure.”

They went on to publish what they identified as attributes of mental toughness.  I will include a few here:

• Self-belief
• An Unshakeable focus
• High Levels of Desire and Determination
• An Overall Consistency of Effort and Technique

There is no doubt that these translate to the sales arena as well.

Mental Toughness in Sales

Whether it is B2B or B2P, there is much to break you down in the world of sales.  Competition is tough, pricing is difficult, and the economy affects how people and companies spend their money.  Now, throw into the mix that the 3Ps (Perceptions, Preference, and Perceptions) sometimes play a role.

Facing adversity and winning is what all good sales professionals seek.  As a matter of fact, many do it all of the time.  Those who have strong self-belief, unshakeable focus, and consistency of effort while maintaining professional technique and high levels of desire and determination are who we interpret as winners. Sales professionals who win consistently are usually examples of mental toughness.

When you are mentally tough, nothing stops you from doing your routine; nothing stops you from your 10 or 20 calls per day.  It is what you do, and if they all result in a “no” answer, you realize that there will be more yes answers tomorrow.

Mental toughness in sales is attainable, and when coupled with Extra Effort it creates a significance force.  When coupled with a good sales plan and solid preparation you have a star.

Extra Effort

What is Extra Effort is in the avocation of professional sales and how does this apply to you?  It is essentially doing over and above what is necessary so that success is assured, and doing it better than most other sales professionals.

In prospecting it is making the additional five prospecting calls per day, with the recognition that the next call could be the “pay dirt” that moves the day from the normal success of scoring on 1 for 10 calls to the very successful 2-3 appointments. There is no area that extra effort will have the more impact than the process of sourcing prospects.

In customer service, it is the extra effort of treating each customer as if they are the only customer.  Giving this level of customer service is more time consuming and requires consistent awareness and forethought.

In prospecting it is treating each relationship as your focal point.  This can be a game changer in the long run.  It builds confidence and relationships.  There is no doubt that it takes extra effort to make this happen.

In your sales career it is getting the credentials that will make you a product or industry expert, giving you some degree of preference over other professionals that populate your industry.

Are You Mentally Tough?

Mental toughness is exemplified by many of the attributes that were illustrated in the beginning of this post.   As we apply it to what you do everyday, if you do not have these attributes, you can get them.  There is nothing magical about these attributes, they are what happens when you are mentally prepared, and realistic.

If sales is an occupation for you, you probably are outgoing, and probably not fragile.  You have personality and you are willing to have some income at risk.  You can accept coaching and have an ability to form strong relationships.  You need to be able to accept the rejection and disappointment that comes with the turf.

Now you need to build your mental toughness.  If you can recognize that much of the ‘rejection’ that comes during the sales process is not personal.  It just may seem hard to believe this when it is happening to you.  Mental toughness will get you there.  Frankly, you know you are good at what you do, and you know that you, and your company, have something to offer.  Be undeterred and keep calling more and more potential customers.  They do not know you or your qualifications.  They are not aware of your ability to provide solutions and solid customer service.

Your toughness focuses on the fact that you will have many rejections during prospecting, and some customers will leave you because of pricing, economics, and other varied reasons.  If you are calling potential customers as frequently as you can, you will not feel the pain of a few calls going bad.  It is a numbers game as was discussed in Black Sales Journal 2/28, How Many Prospects Do You Really Need?

We will talk more about mental toughness and extra effort in a future post.  Realize that you probably have it but do not recognize it.  Be the professional!

We welcome your comments.