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Selling in Color

Aug 10, 2021

In today’s episode of Selling in Color, Donald looks at another one of the best sellers in history: Harriet Tubman. Harriet was born as a slave, but she escaped and rescued more than 300 slaves throughout her life. In this episode, Donald discusses why Harriet was so successful in convincing people to leave the life of slavery, even if being apprehended meant certain death. 

Harriet’s history:

  • Harriet Tubman was born as Emerita Ross in March 1822 in Dorchester County, Maryland. 
  • Harriet was deeply religious, and that faith carried her through the many ordeals she had to endure as a slave. 
  • When she escaped to Philadelphia in 1894, she immediately returned to Maryland to rescue her family. She brought slaves out, one group at a time, into a life of freedom.
  • She received the nickname “Moses” from other slaves because she brought people out of slavery and into the promised land. 

Harriet’s drive to help others:

  • When the Fugitive Act was passed in 1850, Harriet was undeterred. Instead of leading escaped slaves to Philadelphia, she went further north and brought them to Canada.
  • During the Civil War, Harriet became an armed scout and was the first woman to lead an armed expedition in the war.
  • After her impressive feats in the Civil War, she continued to fight for rights, directing her attention to women’s suffrage. 
  • Harriet Tubman’s persuasiveness made an impact on history, and it was these five traits that made Harriet Tubman a force to be reckoned with:
    • Vision 
    • Cause and bravery
    • Selflessness
    • Passion and a strong drive
    • Creativity

How to apply Harriet’s mentality to your own sales process:

  • As a salesperson, you need to protect your mind and surround yourself with people who elevate you. Harriet could have stayed with people who shut down her vision, but instead, she moved toward people who encouraged her. 
  • Her husband opposed the idea of freedom, and others told her it was dangerous. But Harriet didn’t listen because she was confident in her beliefs. Like Harriet, make sure you have a vision of what you want to accomplish. 
  • As a B2B sales rep, you need to be brave. You have to be willing to do scary things, like speaking with high-level executives from large organizations. While it won’t always turn into an opportunity, it’s a key differentiator between average and above-average salespeople.
  • B2B sales reps need a burning desire to care for and help others. Be the sales rep who sees things from the buyers’ perspective and puts their interests above your own.
  • Salespeople need to have the willingness to go above and beyond to be successful in what they do. You may have to do things outside the norm and make sacrifices.
  • Harriet Tubman was creative. She utilized various disguises every time she made a trip, even dressing as a man when needed. She thought outside the box. Creative thinking will set you apart in sales as well.

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