Accent on Sales

Our VP of Sales says that I have the best job in the company – and he’s probably right.  I get to go around the U.S. accompanying our account managers on data center virtualization (DCV) sales calls.  Although I’ve primarily run companies over my long career in IT, the favorite part of my job has always been getting in front of customers.  It’s especially a kick now that I work for INX to be introduced as a DCV expert and be able to participate so fully in the most enjoyable part of the sales process.

The experience with INX has also expanded my perspective because I meet with so many different organizations across the nation rather than primarily in Northern California.  One of the interesting things I’ve observed is the power of accents.  I’ve often wondered why accents tend to hang around in many places despite the globalization of our economy, the transitory nature of our country’s inhabitants and the media bombardment of primarily accent-free messaging (at least accent-free to those of us from California).  The answer became evident to me during a recent trip to Boston.  One of the local INX DCV team members had not previously been introduced to most of the folks with whom we were meeting.  Nonetheless, when he addressed them in his heavy New England brogue, they noticeably relaxed and responded with an interactive demeanor borne from a sense of familiarity and comfort.

I concluded that accents are a means by which people subconsciously perpetuate a sense of shared geographic culture.  When our Boston team member began speaking, the customers knew he was one of them – and immediately embraced him as an insider.  This probably explains why it is particularly difficult for outsiders to sell into tight-knit enclaves such as New England.

Sandler Sales Training is a popular course which includes a methodology whereby a salesperson is supposed to mimic the speech patterns of the customer.  Proponents swear that it works.  If true – it may be partially due to the whole accent/culture mindset.  It is one of my goals to continually improve in sales, whether in Boston or Houston, so I need to take Sandler a step furthah and think about larnin’ some different U.S. dialects.  Talk to y’all later.

Comments

[Bryce Bertolino]

Steve,

Regarding Boston, they have interesting distinctions for lobsters.
I believe the females are called "hens" or possibly "chicks". They are definitely cheaper than the big boys.

Best regards,
Bryce Bertolino