Hi I’m Delia Passi. I’m the author of the “Winning the Toughest Costumer: The Essential Guide to Selling to Women.” I’m also the founder of Women Certified.
Now, no matter who you’re selling to or what you’re selling, every sales professional is looking for the right formula to close the deal. Closing a sale with a woman is like reaching an agreement. It may sometimes feel like closing a sale with a woman is challenging, but really it’s just a different process.
Women don’t like that high pressured bottom line close. They are particularly sensitive to feeling pushed, threatened or manipulated. You will see their reaction and their expression or their body language and be perceptive as this can close you the deal.
Emphasize points of agreement, instead of coming up with new sales pictures. Lacking points you know are winners based on what she has told you about her needs. Keep it personal, use her name, mention a company or industry, keep her specific needs in front and center of the conversation and relate your points back to her story.
Accept responsibility, resisting impulse to corrector. Don’t review or challenge her objections. Acknowledge that you will understand her concern and treat it as a misunderstanding. Basically, accept responsibility for and ask her to help you to get back on track.
Refrain the value in her terms, connect the benefits of your products or service to her context relationships and feelings. Show her the value of your product or service and how it will add to her life.
Next is share relationships, show her you have experience working with women by offering references. For her, it maybe even a contact, female references demonstrate that you will listen to and care about your costumer’s need. Now a dose of urgency sometimes does work. Keep the costumers needs and interest front and center if you want to close the deal.
For example, if a woman wants to buy furniture. You may want to say, “Well, if you need this for the holiday, today is the closing date.” So be honest with her and that dose of urgency can help.
Now don’t close, come to an agreement. Selling to a woman is not a competition or game. It’s a relationship, think of her question as a sign of interest and use them as a guide to provide information and benefits that may help her make a decision to close the deal.
Remember learning the important steps to building costumers respect with women will bring you and your business increase revenue and referrals. Women are a 4 trillion dollar market, and by knowing how to relate to her this will allow you to tap into this amazing market.
Now take the first step to showing her that you care about her business by becoming women certified. Visit WomenCertified.com.
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