Growing up black in Africa, like yours truly, is a lot different from growing up black in America.
There are worlds of differences but one of the many things we share are 5 words learned early on – ‘do not act the fool’.
In our youth, our moms instilled the importance of ABC (Always Be Careful) of your behavior in public since that persona reflects where you hail.
This served as a subtle warning to not embarrass the family in public.
As a salesperson, there are a shit-ton of opportunities to shine during a sale and just as many to lose a deal because of your actions off the field.
In sales, your product knowledge and acumen are critical, but what folks often forget about until it’s too late is Perception.
When presenting your solution, you’re by default the face of the company.
Your ability to inspire confidence and trust in your target from the jump is the deal maker and deal breaker.
The reality is that after pitching in Enterprise Sales, you’re no longer an active part of the sales process.
Stakeholders are chopping up your proposition to decide if you add value to their business.
From that moment, it’s your responsibility to be their trusted adviser while pushing the sale forward.
Stay on point and ABC – Always Be Careful of your actions even when the cameras are off.
For instance:
• Sporting a beat-up shirt at Casual Friday luncheon close to your prospect’s offices?
• Disrespectful to a receptionist the day of your client meeting?
• Wearing headphones in the lobby before a meeting?
• Sent out a sloppy email after a few too many?
• Stained suit and shoes not shined?
• Smoking outside before a meeting where you can’t see inside but they can see out?
• Damaging content about you on Google?
If these all seem like rookie moves, well they are!
And yes, I at one time, have been guilty of more than one of these inexcusable mistakes.
Always Be Careful (ABC) Lights, Camera, Action
Today’s sales process has come a long way since the infamous Glenngarry Glen Ross speech – ABC (Always be Closing).
Social selling and educated buyers have changed the game.
What hasn’t changed is how Closing starts at the beginning of the sale and continues throughout the entire journey.
While some aspects of a sale are out of your hands, you can still control the pace and flow of information.
I remember once refusing to add a former employer’s company address in my email signature for fear that one of my prospects would show up unannounced. That company was in a rough part of town and I concluded this was a poor reflection of the organization and ultimately – me.
Attention to such detail, the reason we wear suits to interviews or why realtors shouldn’t show up to bid for a $2 million dollar listing in a jalopy are about one thing – perception.
Sure, in our heart of hearts we want to believe that perception is not reality.
Our moral compass and codes tell us ‘it’s what’s on the inside that matters’ and as touching as that is, not everyone recognizes there’s even code to begin with.
The key is to stay true to yourself while always being conscious and careful of your environment.
In sales, you’re on the clock 24/7 and as much as you want to believe that product knowledge, hope and a rockin’ man-bun are enough to win deals, remember that perception matters more than people admit.
Being on your P’s & Q’s and representing your organization like a pro doesn’t guarantee you’ll close the deal but, the impression you make on your buyer could lead to future business and that’s always a good thing.
As a salesperson, you’re on stage constantly and all eyes are on you.
While you’re up there, make your mama proud.
Always Be Careful and Do Not Act the Fool….