WOMEN COMMUNICATE TO BUILD ALLIANCES

MEN COMMUNICATE TO BUILD STATUS

Studies have shown that men communicate in a competitive way (to acquire power and ranking) and women communicate in a cooperative way (to build harmony and equality). I think it goes back to the beginning of societies, when men went out in groups to hunt for food, while women grouped together to protect and raise their young.

THIS EFFECTS HOW WOMEN SELL 

This is not, of course, an absolute, but I have seen it in action many times in the business world (with men also).

Many women get bogged down in the “getting to know you” phase of the sales call, and lose track of their goal for the meeting. It’s like going off The Yellow Brick Road into the poppy fields in “The Wizard of Oz”.

Making friends is NOT why you are there. It seems good in the moment to follow that tangent about something the prospect says, that you think will build a connection—but it often backfires. Once you go off track—there is an intangible and moving line that is crossed—you cannot get back to the sale. You thought it went great, and it did—for a social visit. The only way you know you blew it, you didn’t create a sense of urgency, is when they don’t return your call to book the next meeting. Your brilliant sales call never goes anywhere, and you don’t know why.

You may see them again and it’s warm and chatty, but the business opportunity is lost.

WHAT CAN YOU DO NEXT TIME?

When the prospect talks about something that you think you can build on, make a quick note of it, but DO NOT get sidetracked from your sales agenda. Say something like, “That’s interesting.” or “That’s great, I like that too.” Afterwards you can say, ”Let’s talk about that another time,” to validate what the prospect said, then get right back to your agenda.

 This technique builds:

Your credibility

Their respect for you

Your confidence in yourself

 

Work First. Play Second.

Close the deal FIRST. Make friends SECOND.

You are there to build your business.