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In This Issue: Does the Opposite Sex Drive You Crazy?
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A Note from the Editor
 
Venus and Mars Sales Calls. Chances are the people you encounter in your work life are not really from Venus or Mars. All of them are actually from Earth, no matter how other-worldly they may sometimes seem. Being natives of the same planet, however, doesn't necessarily mean they speak your language -- especially in sales situations. Will Turner is here with some quick tips to help you sell to the opposite sex.

We're Talking Old School. Real old school! Here's a simple marketing item that is definitely not for everyone. Your own personalized million dollar bills can be an effective way to attract new business. If you sell a personal service or retail to a local market, this item has possibilities as a business card, mail insert or county fair hand-out. They are high quality with the look and feel of real money. SalesDog brought some to a local trade show and was surprised how quickly they disappeared. See at www.Photobucks.com.

Have a great 4th of July weekend! See ya next week.
 
All the best,
 
Tina LoSasso
Tina LoSasso
Managing Editor, SalesDog.com
 
 
 
Does the Opposite Sex Drive You Crazy?
by Will Turner

Whether you believe that women are from Venus and men are from Mars (or someplace else in the solar system), there's no doubt that gender differences have a real impact on interpersonal communications. Men and women exhibit different conversational styles; both styles are equally valid. In the selling world, salespeople need to understand and adapt to these differences, in order to communicate more effectively.

According to Deborah Tannen, author of Talking From 9 to 5: How Women's and Men's Conversational Styles Affect Who Gets Heard, men use communication to maintain independence, while women use communication to maintain intimacy. Men often speak to establish status or hierarchy within a group, while women speak to connect, express feelings, and build rapport. Tannen labels these styles as "report-talk" for men and "rapport-talk" for women.

What does this mean in a sales relationship? Simply put, if you are dealing with someone of the opposite sex, you may have different communication styles. To be more effective, adapt your conversational style, or become more open to the style of the other person, making sure that your style fits the setting. As always, listen carefully and clarify. Never assume that you understand, or are understood, without appropriate probing.
 
Can You Dig It? More Sales By Phone This Summer
 
Adjusting your approach
If you're a female salesperson calling on a male prospect, focus your talk on goal-oriented activities, tangible accomplishments, or problem solving. Observe and listen rather than processing out loud, and be succinct and bottom-line focused. Be careful not to offer help before it is asked for, as doing so may indicate a lack of trust in his ability. Above all, never force a man to talk if he is not ready.

If you are a male salesperson calling on a female prospect, ask what you can do to help, as she will interpret this as a show of support. Understand that women may process out loud as a way of including others and building relationships. Listen patiently to the stories of your prospect, even when you are anxious to get to the bottom line. Never short-circuit the opportunity to get to know your prospect.

As with any communication exchange, if you focus on listening, and follow the other person's signals, you will do fine.

This advice was excerpted from a chapter in the bestselling book Top Dog Sales Secrets. Will Turner is President of Dancing Elephants Achievement Group, a sales training and consulting company. He and his partner, Laura Posey, created the Sales Magnetism program and co-authored Six Secrets of Sales Magnets which discusses how to be among the top 5 percent of all salespeople without using standard sales procedures. For more information, visit www.DancingElephants.net.
 
 
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