Black Sales Journal

The date which we celebrate the Rev. Dr. Martin Luther King’s birthday is upon us.   Dr.  King talked of character, and I discuss a professional’s sales character  in this post.  Character is important, and it is what you will be judged by in your professional career.  It is the basis of a meaningful relationship.

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Rev. Dr. Martin Luther King spoke eloquently regarding the future saying:

“…I have a dream that my four little children will one day live in a nation where they will not be judged by the color of their skin but by the content of their character.”

Rev. Dr. Martin Luther King 8/28/1963

This speech delivered by this iconic individual symbolizes that there will be a day when skin color and race are not used as determinants of a ‘man’, but strength of mind, morality, independence, individuality, and other qualitative factors would be the measure used for judgment.

Obviously we are not there yet, or there would be no need for Black Sales Journal.  Progress has been made no doubt, yet there is still significant work to do.

Black Sales professionals have a lot to offer, and I will quickly define what I will call “sales character” which makes a real difference in professionals.  When you examine sales character, you are looking at some qualities that make a real difference in any sales professional.

The Attributes

I would describe these characteristics or attributes as those that greatly contribute to the content of one’s sales character:

• Ethical
• Mentally Tough
• Persistent
• Responsive
• Innovative
• Humility

There are probably more that qualify; yet these are high on the list.

Ethical – Solid ethics are important in everything, but extremely important in sales, where trust and honesty have high relative importance.  I went in depth on this subject in Black Sales Journal 12/1/2011- Are You Ethical?

Mentally Tough– Strength and toughness are qualities that make up the sales persona of any true professional.  It is so important in this ‘lonely’ profession that if you don’t have it, you should consider another professiona.  Rejection, most of which is not personal, abounds, and this requires a business stubbornness that is somewhat unique to this profession.  Visit Black Sales Journal 12/29 Mental Toughness – Asset For the Black Sales Professional for a review of this valuable topic.

Persistent – Persistence is a trait that makes the sales professional special.  Prospecting activities that bear no fruit are an obstacle to many.  The persistent sales professional who makes 24 calls knows that the 25th may result in an appointment, and also knows that the 26th may bear fruit as he knows his or her metrics and success ratio with making appointments.  I worked at a place once that had a monetary Persistency Bonus for those who kept pushing and pushing.

Responsive – You are responsive because you have customers and an employer who depend on you.  Customers have needs and expectations and deserve a sales professional who can make them a priority.  The employer counts on the sales professional for more than just sales, as service and territory coverage are important as well.  A great reference would be BSJ 6/16 Responsiveness – The Objective of the Sales Professional.

Innovative – The ability to come up with solutions that work in real time is what innovation gives.  Sales professionals also suggest changes in product and process that benefit the customers.

Humility – This one is tough for many sales professionals whose confidence level and sense of being the integral cog overshadows all else.  Being able to credit an associate or sales team is a must.  It is difficult for many professionals even though it should not be.  An associate who dances on the desk after a significant sale does not get it!  Spend that time crediting your associates and act like you have been in the end-zone before.

Real Life

Real life gives you things that you can’t even make up.  Truth be told, it can also give you characters could be on the silver screen.

I gave this example in Black Sales Journal, in Are you Ethical? The Question for All (12/1/2011).  This section was entitled “Even When No One Is Looking!”

I was once riding in a company vehicle with a sales rep and the customer to a business lunch in the Chicago area.  We were coming to a toll both and the rep reached into a bag and grabs a coin, which he deposited in the automatic toll basket and we were allowed to proceed.  At that time the toll was 25 cents.  On the way back from the successful lunch, he did the same.  As he did it, I looked at the bag, which must have had 200 or more coins and inquired as to how he got that many quarters.  He indicated that they were not quarters, but after a recent trip to Mexico he had a bag of centavos that were essentially worthless here.

Remember, this is in front of the customer.  Our customer heard him admit to using worthless foreign coins in the toll basket.  If you were the customer, how would you feel about this reps credibility?  What would you think about the organization that you were doing business with as you witnessed him doing it in front of his manager?

We had to terminate the rep (I refuse to call him a sales professional).  Let’s look at it from an employer’s view.  This unethical individual did the following:

• Sullied his image and the organization’s image in front of the customer creating doubt as to our ethics and credibility
• Engaged in a civil wrong which might have carried criminal penalties as well
• Committed expense fraud as he also received reimbursement for fraudulent expenses

I contacted the customer as I introduced the new sales rep.  I apologized for the fact that our representative did what he did, and explained that I had someone who was solid who would take care of him.  The customer said the following to me, “I really wondered about what organization would allow an employee to cheat like that.  I liked [him] but realized that I did not know him well enough to trust him.”  The customer was watching my response as much as he was watching the actions of the rep.

Summary

I know there are other traits and characteristics, yet these are truly important.  I say we all will be judged by the “content of character” as sales professionals at some point.  Our customer’s and our employer’s notice our character.

Be the best!

Your comments are welcome.  Write me at michael.parker@blacksalesjournal.com.

“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 his industry well, and had 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. You can reach me at Michael.Parker@BlackSalesJournal.com.