Most people would not even attempt this subject for obvious reasons. “The Specialist” doesn’t back down on controversial issues. I will tell you, my 40 years of experience tells me it is.

First, anyone that tries to tell me that there is a level playing field between White and African-American salespersons is in self denial. I have gone door-to-door with almost every race in a training situation in my career. I will address the door-to-door experience first.

When you go to someone’s residence, the boldness of the residents is incredible. The vile and cruel things that come out of some of these people’s mouths cannot even be repeated. The abuse that African-Americans suffer is unspeakable! For that matter any minority is at a grave disadvantage. I have shielded many minorities from abuse in this setting.

Lets go to business to business or retail sales. Whether anyone wants to admit it or not, there are segments of this country, like the deep south, that still would rather not buy from a specific minority. The classy African-Americans, as well as other minorities, publicly refuse to admit that they realize they are at a disadvantage. Being “The Specialist”, I have befriended many minorities and they have confided in me about their true feelings, knowing they would get a fair shake.

Now that we have established the truth I do have the solution to level the playing field.

First, the minority MUST become the consummate professional. They have to have superior product knowledge. Their counterparts will not find that necessary because they have a perception, PERCEPTION being the key word, that they don’t need superior product knowledge.

Second, they must have an extremely neat appearance. Again, their counterparts, because of perception, don’t feel that is so major either.

Third, they must out-work their counterparts. Again their counterparts will never work as hard because they perceive it’s not necessary.

Fourth, they must have tremendous voice inflection! You should know the drill by now, their counterparts won’t find it necessary to perfect that skill either because of their perception.

Finally, you must be extremely sincere! You must master the art of making the client not only like and trust you, but enjoy being around you. These are the necessary steps that all minorities MUST perfect to level the playing field.

Do I like it? NO! Being “The Specialist”, my job is to give you the solutions, not join in a pity party. Nothing is accomplished from the latter. Master these points and watch the results…you have just been SPECIALIZED!

“The Specialist”