Black Sales Journal

If you are a job applicant, there are things that  you need to do, and this is one of them.  Information on you in the public domain may be true, or it may be false, but it should not be a surprise to you.  Know what exist about you as you should always “be the expert on yourself”.  This post from 2011 spells it out in good detail.  Read it, and do your research!

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We took a little time to discuss the effects of social media sites (Black Sales Journal – 3/10/2011, Social Media, know the Pitfalls) and what it could do to your employment, as well as your job search.  It can be devastating if you release the wrong information at the wrong time.  Pictures are worth a thousand words, and if you are not judicious in your attempts to show your great vacation, night out with the girls, or guy’s trip to a local gentleman’s club, you could damn your next job.

These are self-inflicted wounds that you can do to yourself, and regret for the rest of your life.  They are definitely avoidable so the more private you lessen the chance of this happening.

As you will see there are other wounds, and these are not necessarily self-inflicted, yet they can have a similar, or more striking effect.

Investigate Yourself

You owe it to yourself to know everything that others can glean about you.  It is a process I call “investigating yourself.”

Here are some ways to go about it:

“Googling” is good when you need an answer to almost any question.  A very simple act now is going to the keyboard and getting hundreds of results.  Quite frankly, we do it without thinking, and usually get the information that we want.  Search engines are imperfect devices that string together the characters of the alphabet and primary numbers to peruse the lexicons of all sorts of databases in order to find like strings of information.  Prospective employers use this tool as well.  What they find can be amazing.  What they find can be menacing as well.

You can be left without any recourse other than to try to explain the product of this search as you may have major difficulty changing it.  With that in mind, it is best to know what is there in its entirety.

Suggestion: “Google”, “Bing”, and “Yahoo” your name and all of its’ variations to determine what information a prospective employer will see when they look you up.  There may be some things you can change; yet you will be armed with a view of what they are going to see.  If you are Milton Jones, and you also see that a Milton Jones from the same city and state was convicted of embezzlement, you have an opportunity to explain that he may be a distant relative, but he is not you.

Credit reporting can be your worst enemy or your best friend.  Are you aware that it is commonplace for a prospective employer to check your credit?  It is explained for you, although in fine print on the packet of information that is completed on line, or physically, as you must give them a signature or approval, and your social security number.  Remember, a terrible credit score might not keep you from getting a job, yet it can be a potential strike against you.  If you are going to have company credit cards, a company vehicle, or need to be bonded, this may present a problem.

Suggestion: Know your score from the three credit reporting agencies (Trans Union, Equifax, and Experian) and have your explanations ready regarding why it is impaired.  If a company is going to trust you with their assets, your story may need to be very solid.  If there are situations like identity theft, you may want to bring information to prove that there was a problem.

Public Information sources carry strong credibility.  The following records can sink you if you don’t have good explanations:

• Police and Arrest Records
• Personal Debt
• Bankruptcy
• Judgments
• Liens

There are things in the above list that comes from circumstances we could not control, and things that, as our grandmother’s used to say, came from trifling behavior.  No matter how they got there, they are potentially on your record, and they may be irremovable, unless they are a mistake.

If they come from disputes that have not been properly adjudicated, you may have some hope, yet search engines as well as public record can find this information.

Suggestion: These are your records so don’t take it lightly.  Find out why, and how these items might be removed.  Review search engines for this as well as the credit records for debt.  You should know if there are any judgments or liens in the public record.  Of course you will know if you have filed bankruptcy.  Know your story, and your circumstances.  You are the expert on you, so reduce it to writing.  I suggest you don’t fabricate some lengthy story, but be able to explain what went wrong.

A Practical Example

While I was a sales manager, I received a call from a local basketball coach who suggested that I consider a basketball star from one of the public universities in Wisconsin.  He was Black, and from the same community I was from, and was supposedly a premier student from the standpoint of grades.

We went through the interview process and I not only thought this individual gave a great interview; he also had a list of references that was exemplary.  Everyone from college professors to past employers thought he had the personality and deportment to be a great employee and to sell.

I completed checking a representative number of his references, and proceeded to gather the rest of the requisite information.  Then came a possible roadblock.  The school would not release to the transcript to me.  We were at a crucial time in the process as I had done a significant amount of work already and I could not check his grades.

I figured that he might have a “past due” that was from not having settled up, so I contacted the candidate and advised that if he wanted to have the opportunity that I presented, he needed to act fast.  It turned out a little different in the end.

The candidate “fessed” up to me under time pressure that he had some library books that were not returned, and that they were holding his transcript until he settled up.  My response was, “if you want this chance, you need to get it solved within the next two days.”  Then it got more involved, and we determined that there were parking fines…numerous parking fines.

This marked the end of this issue, as I removed the candidate from consideration.  This one, more than anything else was an example of ‘trifling’ behavior.  Not returning of a couple of reference books and not making good on some university parking tickets cost this individual a chance at a good opportunity in outside sales with a reputable company, including a car and expense reimbursement.  It was the height of irresponsibility.

Your Access Vs. The Employers Access – A New Age

There was a day that your access to information was limited, and corporate access to information was supreme and penetrating.  Now, there has been a leveling of the field.  Your access to information is penetrating as well.  Business will pay someone to do it, yet you should have enough energy to “be the expert on yourself.”

Do not think for one minute that you are not going to be checked out!

Your comments are welcome.

“Who has confidence in himself will gain the confidence of others.”
- Lieb Lazarow

In corporate lobbies and shiny business buildings everywhere there are people trying to rob you of your self-confidence. There are those people who will attempt to find any crack or weakness to attack, and some with good reason.  Testing your meddle is what they are doing, and it is legal, and you should expect it.

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One day I went on a call to meet a prospect that I had worked on for over 6 months just to get an appointment.  He indicated that we should meet at 9:00A sharp and that I had 45 minutes total appointment time.  That is not enough time to get the information that I needed, but it was a start.  When I arrived at his business at 8:55A, there were two trucks backed-up waiting to get into the loading docks.  I sat patiently waiting for the trucks to move, which would allow entry to the parking lot.  Feeling as if it would be too long, I parked down the street and walked two blocks.

I walked into reception at 9:06A and immediately was escorted in by the receptionist.  My buyer was sitting at a long table in the conference room staring at his watch.  He said, “I thought I specified that you should we would start at 9:00a?” I apologized without explaining the situation.  He then said, “We are at 9:10 and you are eating away at your own time!”  He then said, “What in God’s name makes you the person I want to buy from?  You seem so young.” I responded, “I know your industry well, and have some creative solutions that you will find attractive.” I was on my heels at this point, and that was all that I knew to say.  His expression showed his lack of acceptance.

We rushed through the appointment.  My questions were hurried and his answers were brief, even incomplete.  I continued to probe, although cognizant of my time restraints. I was getting answers, but needed more.  At 9:45A he abruptly stood up, extended his hand and stated, “My next appointment is waiting.  I hope you have enough information.” As he was leaving the room he parted by saying, “My assistant will make an appointment for the presentation.” I did not have enough for a quotation presentation, and if I did not get more, it would have been a wasted opportunity.

Never Show You are Shaken

I was late, although only by a few minutes, but was on the defensive and I was young most likely compared to my competition.  Even on top of that, I was Black.  Being Black might not have been the biggest deal in the world, but I was a in a profession that required that you instill confidence in the customer as the product was an intangible.

I am not going to tell you that race was a factor, because I don’t know, but I will speculate below.

This individual was attempting to rob me of my self-confidence and I was not ready to let it go.   You have been in similar situations.  He questioned my professionalism (being late) as well as my age and I did everything that I could do not to appear defensive.

Build a Portfolio of Proof Sources

As you may have seen in BSJ 4/16/12 – Credibility, You Can’t Buy It, You Have Got To Earn It, one of the most effective tools to help establish credibility is proof sources such as letters of recommendation, accreditations, certifications, and other indications of your professional nature and ability to help customers.  Credibility will help give you confidence.  Armed with these, you can answer the questions about experience, age, and knowledge.

If you are new in the sales occupation, you will eventually have these questions so take the opportunity to prepare your portfolio to house these important items:

• Letter from prominent customers singing your praises
• Certifications and designations indicating technical ability and knowledge
• Your reasons why you should be the customers sales professional

These will help, but the most important display is your own demeanor.

Be ‘Cool’ in the Game

If you are new, you may not have all of these items, but whether a novice or a vet, you still need to be look confident and composed no matter what the situation.

Never appear smug but do recognize that you want to portray that the ‘solution’ just walked into the room.  You don’t want to be ‘worshipped’, only believed.  Make solid eye-to-eye contact and put down your electronics, retreating to a reliance on your personal skills.  Remember you listening skills and your ability to show empathy (BSJ – 10/13/2011, Empathy, Put Yourself In Your Customers Shoes) and always deliver solutions…. then sell (BSJ 6/20/2011 -Deliver Solutions…Then Sell).

Something to Think About

He did not involve my race in any of his comments.  He may have been tough, but he was a professional.  Maybe it was not a factor to him.  No matter what, this buyer was a tough one.

Regardless, all a Black sales professional can do is to exude confidence, be ultra prepared, and armed with as much ‘ammo’ in the form of proof sources to deal with perceptions that you might have basic faults.

I always think about being on time and not starting out a meeting with an apology.  Way back then, or even before it, I realized that you start from a weaker position if you ‘begging’ someone’s pardon as the meeting is starting.

In the end, I did not sell this account at this time, although I did sell him in the future.  My presentation was solid according to my manager who was on the call.   This buyer worked with me two years later.  My manager would later say that I ‘developed’ the prospect during that proposal.

Be confident in your abilities, even though buyers, and situations work to strip you of your ‘high’.  If you have prepared well, and know your trade, you should walk in with your shoulders high and ask for the business.

Always be prepared!

Your comments are welcome.