Black In Business

I recently read a book “No one cares what you had for lunch,” so I will not tell you that except for the fact it was real good. I got away from my office around 1:30 and was going to read while I ate. I took a seat at a table next to 3 gentlemen that appeared to be long term friends.

I have shared the fact that I am a salesman. I love and admire salesmen, their personality, charm and confidence provides me with a good feeling. Most salesmen are fun. Think about the excellent ones you have been around, why do you do business with them. The product and your needs are all important, but in many cases we buy from those we like.

The table next to me had the quintessential salesman. He dominated the conversation, involved his tablemates enough to show respect and interest, but this was his show. He was telling stories about his customers and deals with such energy and excitment it made for a facinating listen. This master salesman had been with his company for 45 years, he still could recall about the early sales calls and almost word for word

Some one asked me recently, why do some blacks not make in business and some do? That is a complex issue but listening to an inspiring veteran of sales provided one clue. Some people put their heart and soul into being a pro, it is more than a job but a way of life. Some people are great salesmen. You may say, but I am not in sales. Wrong, everyone is. It is a matter of communication and understanding needs and providing value. Our bosses have to be sold on us. This inspiring salesman was still selling his value to his tablemates 45 years after the fact. It was done with such charm and confidence, he did not appear to be bragging. Many blacks professionals were taught to be modest, work hard and your work will speak for you. While all that is true, negatives sterotypes also speak for us and in a louder and more consistant voice.

Check out the whitemen you work around, are they shy about telling the boss why they are of value? Do they look for opportunties to be with the boss, even after work. There is a lot involved here and it is important for us to be our own PR firm.

I think back to a book I read, “How to Master the Art of Selling,” by Tom Hopkins. I still have much of the book memorized. Tip of the day, Regardless of what you do for a living or want to do, get yourself a present. A book on sales. There are several and I am convinced it will help you.

At the end of the lunch, the quintessential salesman picked up the check. True mastery at work!