From the course: Inclusive Selling: Selling Across Culture, Race, and Gender Differences

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Assess the blind spots that limit your sales opportunities

Assess the blind spots that limit your sales opportunities

From the course: Inclusive Selling: Selling Across Culture, Race, and Gender Differences

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Assess the blind spots that limit your sales opportunities

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- When you think inclusively about your sales strategy, you'll find your opportunity to sell grows. A good friend of mine is an insurance adjuster for the agricultural sector. And her territory includes several Western States in the US. She is African-American and she has told me, "When I walk into someone's office they are not expecting me. They don't expect an African-American woman working in agriculture." She chuckled when she told me that one day she went out to a farm to meet a prospect, and she was surprised to meet a young African-American woman farmer. She didn't expect to meet someone who looked like her. Her anecdote reveals the blind spots that many salespeople have to who they think their target customers are. Do you have blind spots when you think about your target customers? Do you have expectations of your industry? Back when I was a banker, the last thing anyone thought was that a woman would walk in…

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