-Black Sale Journal premiered last December, and is now upon its 100^th issue.

Visits to the site have grown consistently.  Since the inaugural post the site had over 15,000 visits and over 200,000 pages have been viewed.  Thank you for taking interest.

You have seen my comment that “Nobody Says it Like Black Sales Journal!” Let me make clear what that claim suggests.  There are many publications that expose inequities and unfairness.  There are columns and blogs which report and repeat current events and news as well.  The difference with Black Sales Journal is that the objective is to point out and discuss the tactics that neutralize the unfairness and let you get on about the business of selling and being prosperous.

Black Sales Journal digs deeply to examined important issues issues that are not examined in any other forum.  I then expand by explaining how these issues affect the Black sales professional.  We add to it by examining:

• Racial Perceptions - These can vary, and can be changed over time, but do play a role in business decisions.
• Racial Preference – Preferences are still widespread and can play a primary role in which professional a B2B or a B2P customer works with.
• Racial Prejudice  - This one is insidious and cannot be easily changed.  There is a possibility that it is a waste of time to attempt to convert the afflicted buyers.

These are s0me of the reasons that Black Sales Journal exists!

“There are a thousand hacking at the branches of evil to one who is striking at the root” – Henry David Thoreau

Examining Problems…Giving Solutions

Some of My Favorites Issues of BSJ

We all have favorites, but here are some of mine:

Should You Suppress Your Culture?

God has given us the gift of being different.  We come from so many backgrounds that it is difficult to point them all out.  There are as many variations in our culture as there are reasons to rejoice about it.

Should you suppress that which is a part of you in the work place?  Is there a way to come from such a strong and different culture, and not have to control it?

Recognize the purpose of the workplace, and the fact you are not your job.

Read More…

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The 3Ps (Perceptions, Preference, and Prejudice) and You!

A must know read that defines why it is not Prejudice which you need to be concerned about the most.  The most talented sales professionals know the look and feel of each of these, and then can internalize the ways to work with, and around them.  You will find it no where else! Read More about The 3Ps and Your Customer and The 3Ps and Your Employer!

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The Ultimate Sales Professional

A look at how many of the skills coalesce to form the most accomplished sales professional.  Know how this acclaim can be yours and garner the success that follows.  Carefully shown in Part I and Part II, the groundwork is set.  Know how to be the sales professional that employers cover, and customers open their doors to.

Read More …on Ultimate Sales Professional Part I , Ultimate Sales Professional Part II, and Ultimate Sales Professional Part III.

Know how to be the very best that ever hit the bricks!

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The Black Sales Professional – Closing Two Sales at Once!

Recognition of the task at hand:  ”I am a sales professional, and I can provide you with the best in product and service”.  The Black sales professional must sell against the perceptions and defeat the preferences, then…convince someone that the product or service and the company delivering it are top of the line.

Read more about Closing Two Sales at Once ….

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9 Prospecting Tips for the Black Sales Professional

The Phone is Your Best Tool

You will not be in this business long without knowing how to source new customers.  A ‘how-to’ on some techniques and methods to win in the game prospecting.  There is nothing more important to the longevity and success of the sales professional.  Read it an incorporate the principals and tactics into your sales prospecting.

Read more about 9 Prospecting Tips for the Black Sales Professional….

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Getting Motivated – What Motivates You?

I cannot think of many speeches that hit this hard!

There Is Still Work To Do!

The environment has not changed, and it is very familiar.  Selling is a difficult vocation and Black Sales Journal will continue to be – Dedicated to assisting Black sales professionals achieve success!

I will continue to help to clarify tactics in the sale process, job attainment, self-improvement, and can help with success, and hope you will be reading.  I will also continue to promote this profession among those who are in search of an occupation as well, and look forward to announcing some moves in that effort.

Please keep reading and please make comments.

Always be the best!

Customers come from all walks of life, and certainly have their goods and bads, but we cannot live without them in the sales world.  They are human, and with that in mind, are capable of saying things that are subject to translation, and sometimes downright wrong and insulting.

This post covers how you might react to those comments, or better yet, how you might better react to those comments.  Remember, just as we stated in Black Sales Journal August 22, Reacting to Improper Racial Comments from Co-workers and Black Sales Journal 8/29, Reacting to Improper Racial Comments from Managers, which covered how you might react to statements from co-workers and from your manager, you have the right to react, I am just suggesting to you do so in a professional manner.

Just because someone is doing business with you does not mean that they can say things that are demeaning or even cruel without a formidable response.

Intent Does Count

Before we get deep into this, I would like to point out that intent does count.  I would like to explain that there are intentionally harmful racial comments that are made with malice, and racial comments that are made in ignorance.  Although neither of these should be considered acceptable, and they both probably warrant a reply, the requisite responses might need to differ.

Statements that are made because one is ignorant and unenlightened obviously have the same effect, yet have less gravity than a statement meant to harm by some one who is rude and insensitive.  Here are a couple of examples:

Statement A: During a business meeting your customer talked about safety in the area that his business is located. He says with a smile… “They say that one of your brothers pulled off the robbery of that fast food joint down the street last night.”

Statement B:  During a dinner entertainment session, your buyer indicates she needs to terminate a Hispanic employee “who is still wet from the swim across because of the new immigration laws.”

Both statements are offensive, and both deserve a response.  Which statement is, in your view, is the most racially charged?  How would you react to each of these?

Always be calculated in your response and consider the intent.  I will discuss how I would respond in a moment.  First I want to acquaint you with a personal situation and how I handled it.

A Personal Example

When I was in sales, many of my customers were owners of trucking companies.  This industry, like many others has people that say what is on their mind, and sometimes what is on their mind can be disparaging.  In the instance that I am about to cite, I definitely responded incorrectly the first time, by not responding.  When the second time came around, I think I definitely handled it in the correct manner.

I was on a call basically to deliver policies to the account and we got involved in a conversation about a driver who had generated a lower back workers compensation claim.  Everyone knows that lower back claims can be subjective, and tend to linger for long periods.

During the call my customer indicated that we should investigate the claim of Ben T.  He stated that he had reason to believe that Ben was malingering, and it was our job to get to the root of it and make sure that the claim was compensable, and that payments should be stopped until we knew for sure.  He then said, “You have a good work ethic, and I wish all of your people had that same work ethic.”

I was a 26 year old sales professional and initially, my response was to say nothing other than that I would check it out.  I thought I needed the client, and needed my money.  I realized within minutes that my response was wrong.  It kept me up at night for a little bit, and relived it several times.

When I returned to the customer location the following week, I explained to him the situation behind the back claim.  This individual was going to undergo surgery and his claim was legitimate to our people.  I then sat with him, looked him in the eye and said, “Respectfully Bob, I take offense to your comments last week about Ben T. and work ethic.”  He developed a puzzled look and quickly said, “I did not mean to offend you Michael.”  I then advised the following, “I know you did not mean to offend me, as we speak openly, yet you offended a whole community of people, of which I am one.  It would have been the same as if I said that you are special, but most of your people are drunkards (Bob was Irish).”

A light bulb went on in Bob’s head.  I could see it happen… enlightenment, that is.  Bob said, “Point taken, but we Irish like to drink!”  I quickly responded, “You do get my point, don’t you?”  We smiled and completed the meeting.

Back to Our Questions

Well, both situations are enough to of these statements are bothersome, and unfortunately situations like this happen in the workplace frequently.

Regarding Statement A:  This is the least charged, as this person is attempting to refer to a felon as a ‘brother’ presumably because we often call Black people ‘brothers’ and ‘sisters’.  It should not have been said but you would not have to use a nuclear bomb on this one.  Your response should be simple and professional, “Respectfully, no one who would do that is a brother of mine.”

Regarding Statement B: This is a racially charged statement.  You might hesitate to respond to it, yet the races are interchangeable in this case.  If you do not respond, I suppose you would be waiting until this customer got around to taking a ‘shot’ at African Americans.  An improper remark against any group or religion is an attack on your diversity.  Your response should be professional and impactful.  Something like, “Kristin, honestly I take offense to that statement.”  She knows it was wrong and if she is worth her salt she will not make another one like it.

Recognize your principals.  I am not saying that you should not work with a customer as much as you need to be true to yourself.

Always be true to yourself.

Your comments are appreciated.