Publisher's Synopsis
How to Sell When Your Clients Don't Look Like You is the ultimate sales book for the next generation. In this new globally connected world in which we live, various races, cultures, customs, and ethnicities all converge in an attempt to do business with one another. Those differences all hold some value that we bring in to the market place as we take our shot at success. There are times however, when those differences can make it difficult to do business. As minorities make up a larger and larger portion of the workforce, so does the requirement that we expand our understanding and ability to coexist to do business effectively.
We all strive to be viewed equally and judged on our merits. While we have made tremendous progress in that area over the years, it is natural for our biases and prejudices to sometimes dictate our assumptions about one another. In everyday life we can gain power over this by choosing who we associate with. However in business, many times we are forced to develop relationships with people of all backgrounds. That led to a push for diversity and inclusion for most companies today. Generally, that focus has remained related to how employees interact with one another. What about those who have to sell products or services outside, by building relationships outside of the company?
One of the last true meritocracies in society is sales. In sales, you are judged, not on your credentials or your background, but on your ability to get clients to commit to your product or service. This truth makes professional sales one of the most lucrative career paths one can take. On the opposite side of the coin, selling can be one of the most challenging things for a person to be successful at. As diverse as we are in modern society, we all bring with us different customs, practices, and preconceived notions about how to conduct business. This adds an additional layer of difficulty to sales because not only does a salesperson have to sell a product or service, they must be mindful of the customs, traditions, and expectations of their potential clients.
How to Sell When Your Clients Don't Look Like You introduces a new concept to sales training and business development. 'Diversity Selling' is a sales strategy that incorporates cultural sensitivity and social awareness in a way that seeks to build meaningful business relationships with people of different backgrounds, races, and cultures. J.D. Garnier uses personal experiences, tested strategies, and a step by step guide on how to sell products and close business as a minority in professional sales.
If you are a minority that is expected to build business relationships, sell products or services, and generate revenue, this book is for you. If you find it difficult to overcome race, sex, or culture to close business effectively, this book is for you. If you want to learn how to connect with people that you may not have anything in common with initially, this book is for you. Become an expert in 'Diversity Selling' and learn How to Sell When Your Clients Don't Look Like You!
