Why Women Sell Better
I’m a born-again feminist. Yes, I know, that’s a pretty strong admission for a guy. But if my years of sales training have taught me anything, it’s the power women have in sales. There are some companies and industries — such as real estate, insurance, office equipment — that have picked up on this and capitalized on it, but there are many more that need to embrace the power of women.
There are some very good reasons why I believe woman are better suited for selling. Among them:
- In their personal lives and in business they tend to create relationships better.
- They tend to sell based on personal input and business input rather than just business.
- They listen.
- They don’t have a sales history that they are tied to, so “new” works for them.
- In many areas, women who are good in sales are still enough of a rarity to create a buzz.
I’m not suggesting that this is earth shaking news. But here’s the thing: As a sales teacher, I continually run into companies that continue to operate with male-dominated sales teams.
Photo by Foxicat.
Dana Keith on May 8th, 2008 1:28 am
I think the saying “Womans Charm” really works in all aspects of life..:)
You think so..?
Btb Sales Training Ireland on July 1st, 2008 8:41 am
So true, Great post particularly the piece about companies needing to wake up to the fact that women make such great salespeople.
They are naturally inclined when it comes to reading what’s not been said such as body language, emotion and tone in the voice.
They also tend to better natural organisers and planners which is another key skill when it comes to any sales roles.
Regards,
Niall
Sales Training Advice on November 25th, 2008 12:33 pm
Based on research conducted by The Sales Board, Inc. there are five critical selling skills that lead to gaining greater customer commitment.
I think women have a natural in-born ability in many of these skills.
Managing the Buyer/Seller Relationship
Manage the sales process so it’s in sync with the buyer’s process to differentiate yourself from your competition. Woman are more relational.
Sales Call Planning
Results improve dramatically when salespeople stop winging it and learn to use a consistent, proven sales process. Woman are planners.
Questioning Skills
Ask, don’t tell. Learn how to Ask the Best Questions at every stage of the sales process. This will help build stronger relationships and true loyalty with customers. Asking questions draws out and enhances the relationship which is the focus for women.
Presentation Skills
Make your presentations crisply focused on solutions to previously agreed upon needs. Action Selling shows salespeople how to present powerful Company and Product solutions that customers love. The needs of the customer once again is based on a relationship.
Gaining Commitment
Commit to take some action that will move the sales process forward. It is shocking to learn that only 38% of salespeople actually ask for commitment. Woman can apply this more effectively because of an established relationship.
It’s a wonder why there aren’t more women in sales.
To Your Success
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