Selling to the Opposite Sex
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.
This nugget of sales wisdom was excerpted from Top Dog Sales Secrets, a collection of sales advice of 50 top experts edited by Michael Dalton Johnson. To get your copy plus $2,500 worth of FREE BONUS GIFTS when you buy today, click here.
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