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Taboo Topics In Sales 2023

From the very first day I worked in sales I was taught that there were two subjects one should not discuss with prospects or clients - religion and politics. The reason is very easy to understand, in that almost already has "dug in" when it comes to these two topics and they aren't going to be changing their minds. People are committed to their churches or other places of worship. I can honestly say that I only know of one prospect who changed their religious affiliation, and that was because they were previously "uncommitted". 

And when it comes to politics, it is more important now than ever to avoid the topic altogether. A quick glance at social media reveals that there are not many "undecideds" either. In the months leading up to the last election I saw people of varying political stripes making claims, true and false, about politicians and candidates. If they didn't like the information others posted they went after the messenger instead of facts. On the whole, the situation was, and continues to be, quite toxic.

But the most disturbing part of this is the number of sales people and business owners who are putting their livelihoods at stake by feeling obligated to opine on the matters. 

Don't get me wrong, I have opinions myself and believe in freedom of speech and expression. I also know that whatever I say, especially when it comes to politics, can turn off half of the people who are prospective clients. In a world where everyone wants to be heard, and social media platforms gives them the bullhorn, my opinions are kept to friends and family. If I feel the need to express myself or vent my frustrations, which I rarely do, it's done within that group of people. 

Unfortunately, there are those who feel like the world needs to know how they feel on every topic. Even worse, these are business owners and other self-employed types who are under the impression that it's okay to do this. In a highly competitive field, let's say real estate sales, where there are plenty of choices of reps, one can lose a lot of income and the client can always go elsewhere for help.

A good example of this is an acquaintance whom I have met a few times. I have called on him at his business on several occasions and we always have gotten along, despite the fact that he has never done business with me. He has a small business in another town and has been successful. A few months before the election, he apparently went into a political rant on a social media platform, declaring that those who disagreed with him should "get over it". He even stated that he didn't care if he lost business because he had been successful for years and could sustain himself financially. 

I'm sure there were a few people that thought he was being courageous for stating his views. At the same time, depending on how big his social media footprint is, I wonder how much potential business he lost.

The flipside of this is a young lady who is just starting out in the real estate business. I have seen her political views posted on social media more than I care to, and have stopped following her, not because I disagree, but the frequency is just too much. (In the same vein, I also stopped following the crazy cat lady who would post 20 videos at a time of her feline friends and their antics.) And by not following her, I also don't see her legitimate business posts either. 

Before I made the decision to unfollow her and her posts, one of her colleagues actually gave her a gentle reprimand to let her know that she was not helping herself or her business. Her response was something like, "I know, I just can't help myself." As of the time of this post, I don't know if she's still selling real estate or not. 

I'm aware that political emotions run high. And sometimes prospective clients or customers will try to bait you into a conversation that has nothing to do with the business you do. My suggestion is to stay professional and do your best to keep the discussion about your product or service. Remember, those prospects who persist in going down that road with you will continue to do so after they become paying customers. 

Keep your head up and be successful. And in the meantime, stay healthy!

Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. He's also the author of "You're Going To Be Great At This!", a humorous look at sales. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.

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