Black Sales Journal

A discussion about selling styles always makes for interesting banter.  Just as soon as you figure out what your style should be, you reflect back on a sales call or situation and determine that you haven’t always acted within that character.

Selling is a fluid art, with some components that would make it seem as if it has its basis in science, yet we all know that is not true.  Selling is a process.  It has stages, and for many products and services it will always be necessary to have a human in the process as it depends on recognition of the customer, customer reaction, and intimacy.

A Look at the Styles

There are a number of selling styles that should be recognized.  I would note that depending on what text you read you are sure to find countless interpretations and nuances of sales styles.  I will stick to some conventional logic here in describing the styles I am referring to:

• Technical Sellers
• Relationship Seller
• Collaborative & Consultative Sellers
• Account Servicing Sellers
• Closers/Assertive Sellers

Which of these styles is for you?  Which of these styles do you need to exhibit?

There is a good answer to this question…all of them!

Selling is situational.  This is where the art becomes true to form.  Sales professionals who sell in one style will limit their effectiveness to particular situations with particular types of buyers.

A Closer Look

The sales process generates some notable styles.  This is not an endorsement of any of these styles as much as it is a cataloging of them so that the differences between them are known.

Technical Sellers – These individuals are considered experts, usually with a product that is complicated or technical.  They know the product or service like no other, and know its applications from the company view and from the customer view.

Relationship Sellers – These sales professionals sell on the strength of a close, personal relationship with customers and prospective customers.  Not everyone can do this, as it requires the right personality and attractions.

Collaborative and Consultative Sellers – This sales professional consults and collaborates with the buyer, outwardly looking for input and providing suggestions as to what could make his/her product fit the needs of the customers.  They listen well and look for those things that they can agree on changing.

Account Servicing Sellers – These professionals spend their efforts proving their worth providing exceptional customer service and getting sales based on the confidence they have build with the customer.

Closers/Assertive Sellers – This group counts on the technical act of the sales process, particularly the close and aggressive sales manner to get accounts.

There are other types, yet these stand out.

You Need Them All!

I know that this statement intrigues you but we must recognize that although you may have a dominant style, each of the styles plays a rather important role in the sales process.  Often, the buyer, and the buyer’s style determine the style that you use for the sale.

Example 1. Closer/Assertive Seller

A buyer is slow to make a decision in a complex sale.  You can react by buying into that slowness or even ambivalence, or you can move to close at different impasses, forcing the buyer to disclose his/her objections.  You move to being a closer/assertive seller.  In this case, you changed your style to accommodate a buyer, and to accelerate the sales process.  You move past the objections and consummate the sale.

Example 2. Technical Selling

Your product is technical in nature.  Tolerances are tight, and even sophisticated users struggle with the specifications and requirements.  You utilize your expertise to pull together all aspects of the features and benefits, and how they relate to the customer’s situation.  Your competition is bringing in someone from another region to “explain” the product to the prospective buyer.  Your advantage is that you are right here, and will be here when the competition’s expert goes home. Your emergence as the technical expert is what the customer needs to gain assurance and commit to the sale.  You get the order.

Example 3.  Relationship Seller

Inertia may be a physics law, yet it is sometimes difficult in the sales process unless you are the incumbent sales professional.  You spend time with the prospective customer explaining the process, product, and pricing.  You spend so much time that you get to know the customer’s needs better than the competition, and the incumbent.  Your relationship is solid. You know the organization, its financial condition, and its projections for the future.  Your customer data file is complete and you utilize the information to its fullest.  When the incumbent makes a mistake or misstep, what sales professional is the logical choice?  You close the deal.

Example 4.  Collaborative and Consultative Seller

This sales professional acts as the business consultant to the buyer, while collaborating to come up with the best selling situation possible.  You are involved in a sales situation with a buyer who has never purchased at this level.  The size of this ticket, and the complexity of this sale, coupled with the gravity of this sale require you to be close to the buyer.  It requires listening and “making the buyer look good.”  You do so by asking questions, listening, and involving the buyer’s important personnel to determine the product specifications.  You then use your ability to provide expert consultation to consummate the sale. You emerge the most sensible option.

Example 5.  Account Servicing Seller

You are the Account Executive who has been servicing this account.  You have teamed up with the sales professional on the account.  Your responsiveness and your reputation are rock-solid with the buyer, and you can use that to get an order.  You get involved in the specification and the quotation process, as no one knows the customer like you do.  Your reputation of delivering is a primary factor in the customer believing in your organization.   The customer continues the old order and awards your organization with more business.

In Summary

There is no doubt that these situations happen.  Actually, the same individual can be involved in example 1 through 4.  You need to find comfort in situational selling.  Utilize the correct selling style for the situation.  In the coming weeks we will touch on some of these.

Keep selling and stay flexible.

Your comments are welcome.

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.