Approach through end result takes style
Once again, I was asked if women make better salespeople. That is quite a generalization, but in my corporate experience this proved to be the case being the one woman in the sales office with a team of men. What I can share is the differences experienced and what seemed to work the best.
[youtube]http://youtu.be/upDVQK1k4UI[/youtube]
Wanting to be Liked
For some unknown reason, men usually see this as a negative. However give pause to consider how this affects customer service as well as the likelihood of repeat business, referrals and testimonials. Striving to be liked turns the sales professional into an order taker versus the perrenial sales rep. And on interviews, building rapport with the hiring manager goes a long way with being selected for the job.
Empathy
Getting to know the people with whom you are meeting on a professional and personal note will move mountains. Understand their situation, problems, and goals, and then you will be able to align what you have to offer to their needs. You help solve problems and achieve goals, they help you to win more business.
Apology
On occasion misunderstandings arise, or something is ommitted that was promised. Even recently, I’ve heard men say you should never apologize. False. When you do not apologize while correcting the wrong, the act may be seen as highly egotistical. It’s far better to bite the bullet, say you are sorry, in order to move forward. Doing so is a rarity and so hearing the apology is appreciated all the more.
Perspective
We each have our own way of doing things. Some will ridicule another for being very differnt. The best stance is to ask questions, and one of the best is, “Why?” Why do you believe that, what has been your experience, and tell me so i have a better idea of how I might assist you. Clientele along with management appreciate the questions versus the negativity or arguments that might otherwise arise.
Non-Salesy
This is one of the biggest differentiators that I have seen. Saleswomen will attempt to make friends in the process, and work on the prospective client’s timeline while salesmen are more eager and pushy to make the sale. All of the categories above relates to this one area. When you cross the threshold into the client space, or interviewing space, your mind has to move away from hitting your numbers or getting the job, and instead focused on the client, company, and their goals.
When you are able to proceed accordingly, you will have built a formidable relationship, strong personal brand, and will be lead straight to the Smooth Sale!
Read Additional Strategies and Techniques:
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
