Selling to a Woman Vs Selling to a
Man
Edited: June 22, 2007
By: Lonnie Amirault
Different approaches should be taken when selling products
or services to a man when compared to a woman. As they say that
men are from mars and women from Venus both of them think very
differently and hence, their thinking should be influenced by
different methods.
For example, when a man decides to buy a car he looks out
for the latest model, speed, mileage, etc. But when a woman
goes out to buy a car she will choose a car depending on the
color.
She would like it match it either with her work dress or
accessories like watch and will be concerned whether there is
enough space to store her necessities. Because their
psychologies differ so much, they should be convinced to buy a
product using different methods.
Presentation is also very important. The salesperson talking
to a male client doesn’t have to concentrate much on looks and
cleanliness. It is okay if he doesn’t have the required
documents on hand and his sleeves are folded up. But when the
same salesperson is referring to a female client, he should be
spotless from head to toe.
He should comb his hair properly, have manicured nails and
even his shoes should be well-polished. The salesperson should
be prepared with all the necessary documents before hand and
shouldn’t go rushing in front of the customer. Women seek
perfectionism.
Words should be spoken with extra care in front of a woman
customer. Women are better listeners and they will analyze each
spoken word. A lot of emotion should be involved in the talking
because women are drawn to emotions immediately. Like when
selling clothes to a lady, tell her how you will feel bad for
her if she has to sweat badly in the summer due to her nature
of job.
Pick a nice cotton dress for her and ask her to try it. The
customer will be highly touched and will take less time to buy
the product. Seventy five percent of the job is done if she is
won emotionally.
Next important point is to never stop talking in front of
the female customer. The moment the salesperson stops talking,
she will start thinking deeply about the product and will start
examining every detail of the product and will give a second
thought to the product. Women have the capability of
multi-tasking. They will be able to listen as well as read the
manual at the same time.
So keep her involved into many things at a time. A man lacks
the talent of multi-tasking. If a male client gets involved
with something else, stop speaking immediately because he will
be unable to concentrate on both the things and it will lead
him into a confusion state.
Another point to be taken care of is, it’s not a good idea
to have a woman salesperson when a male client is to be
handled. Women talk a lot and men are bad listeners.
The woman salesperson will go on and on about the product
and the man will just nod his head without getting any meaning
out of it. They will not able to express properly whether they
are getting the point or not. But on the other hand, a woman
client can easily express how much she has followed.
Even if they don’t speak it out, her facial expressions will
tell it all. So when a salesperson is dealing with a female
customer, he or she should watch out for the client’s
expressions. If she shows any state of confusion or dislike,
try taking a different approach.
Men clients can be made to understand about the product by
simply drawing the outlook of the product using a simple pen
and paper. Men have a good capability of visualizing the three
dimensional images of the product which is being referred
to.
But women are not so good that. To present a clear picture,
the sample or the actual product should be shown to her.
Complimenting a male customer is a very good idea. He will
be over whelmed and will take it in a good sense. But a woman
is a careful listener, so any compliment should be given with
extra care. Any fake compliment will be immediately
detected.
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