| |
| |
|
Sales Information |
|
|
|
Sex Sells!
An attractive woman has a decided advantage as sales representative over her male counterpart. This "selling edge" is primarily due to the existence of the "glass ceiling" found in most business organizations today. The glass ceiling (women are still arbitrarily held back from leadership positions) means that there are many more men in decision-making positions in businesses than women. Therefore, when cold calling, an attractive woman has a better chance of getting an appointment for a sales presentation, than does a man. Women are also given more attention in their presentations and less resistance up to a point, than a male sales representative or service industry professional (accountants, attorneys, consultants, bankers, etc.). This advantage has everything to do with sex and the physical appeal of a woman. It is clear to me as a sales trainer, coaching sales representatives and service industry professionals in the field, that male decision-makers often use a different part of their anatomy than their head to make their buying decisions. The female advantage in obtaining sales opportunities is tempered, however, by most sales women experiencing a greater difficulty in closing sales. The male ego gets in the way of the final decision; because many men can't allow themselves to, as they see it, "lose" to an attractive woman. Therefore, female sales professionals need to execute a selling process that counters this knee jerk reaction experienced by many of the male prospects, customers or clients they try to sell. A selling system like the one taught in my Sales Success Strategies self-directed learning manual http://www.TheSellingEdge.com/manual1.htm can help any sales woman to flip switches in a decision-maker's brain and easily move around the roadblock to closing her sale. I have seen research on this subject that says that an attractive women who effectively implements a step-by-step consultative selling system, can achieve a 30 percent higher closing ratio than a male representative using a similar selling process. Sex sells! To obtain a free Sales Myths e-training course go to: http://www.mcssl.com/app/contact.asp?id=32989&afid=&formid=&preview= VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publications, Inc. Menlo Park, California. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. Virden assists clients through a unique personal coaching (telephone)program. He has taught at the Center For Professional Development, Texas Tech University, Lubbock, Texas and the School Of Entrepreneurship, Marriott School Of Management, Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://www.TheSellingEdge.com
MORE RESOURCES:
Sales - Google News |
|
|
|
RELATED ARTICLES
At-ti-tude, n At-ti-tude, n.One of Webster's dictionaries describes the word attitude as:a mental position; the feeling one has for oneself. Voice Mail That Sells As a business owner, I receive my share of sales calls in a given month. More often than not, I'm away from my desk or out of the office which means I end up listening to the messages instead of speaking directly with the sales person. Doomed Before You Dial? Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of the seminar, a participant came up to me and said, "Thank you! I learned so much! I learned 'Don't Take No for an Answer. 3 Tips For Getting Through The Voicemail Screen How many times have you heard that you gotta get past the gatekeeper and get to the decision-maker to make the sale? Countless books and sales trainers have talked about this for years. Much of this advice was written for a world without voicemail. Gatekeepers When I ask salespeople to define what a gatekeeper is, I generally hear: "Someone who keeps out people who will waste the boss's time."But gates are two-sided - they open as well as close: a gatekeeper's job is actually to make sure the boss gets to spend his/her time efficiently. Why Arent They Buying? You've polished your sales page over and over againuntil it's gleaming with benefits. You're gettingplenty of traffic. Your Best Friend - The Phone We all know that you can't earn your commission until you make the sale. Furthermore, you can't make the sale without the order, and you can't write the order until you have a product presentation scheduled. If I Wanted To Sell For A Living, I Would Of Majored In It In College By a show of hands, how many of you grew up as a kid saying to yourself, "I can't wait to grow up until I become a salesperson"?Why do people go into sales? Here are some reasons people have given to me and sales managers when they apply for a sales position:? I don't know what else to do in life, so I might as well sell.? I'm tired of my present job of (you fill in the blank), so I guess I'll go into sales; anybody can do it. 5 Ways to Encourage Impulse Purchases I just bought six square pieces of spongy fabric for $20 and walked away happy - "victim" of an impulse purchase.I was at one of those big show events and walked past a demonstration booth. Losing the Big-One: Salvaging Lost Accounts After careful consideration, we have chosen our vendor, and it's not you."Hard words to hear. Your Proposal Was Rejected... But Why? When a request for proposal (RFP) comes in, you get excited! It's a chance to earn income, develop more business contacts, and expand your client base. You work your little heart out in order to be thorough, compelling, and professional. Sales Copy Tips Writing good sales copy is not an art, it is a science. There is no reason to get creative here. Give Up the Need to Sell Most business people will tell you that selling is not their favorite activity. Let's explore a way to look at the process of sales a bit more favorably. Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test Business owners should be more like doctors.Forget selling and start asking your customers where they hurt. 10 Tips To Overcome Your Fear Of Selling Ahh. Selling. How to Generate Leads on the Internet In the last decade, the Internet has become a major commercial force. Not only do online sellers like Amazon. Getting Past the Gate Guard Over the years, many prospects have hidden behind their well-trained secretaries to prevent interruptions from persistent salespeople. But in today's electronic world, voice mail systems have frequently replaced the human gate guard. Touchdown! Closing Skills for Successful Selling It's early January 2004. The Green Bay Packers are just 72 seconds away from their fourth NFC Championship game. Impotent Questions - How Much Are They Costing You? Last issue we talked about what motivates people to buy something. A person or a business is motivated to buy when they perceive that a change needs to occur to fix or avoid a problem, or to enable a greater vision for their future. An Introduction to B2B Lead Generation It is important that organizations find other companies to do business with. Business-to-business sales, abbreviated as B2B sales, are vital to many companies' profit margins and to their standing within their industry.
|
| home | site map |
| © 2006 |
