Learn specific, women-focused techniques for closing a deal on the seemingly impossible – like selling a ketchup Popsicle to a woman wearing white gloves.
How to... Sell anything
Most jobs require some sort of sales skills, be it a product, service or selling yourself to land a job interview. Selling tactics are necessary for success in today’s world. Women have a very different approach to selling than men. We have different styles of communication, are more feelings-oriented and behave in different ways. Let your confidence and personality shine through with a few simple tactics to apply when closing your next deal.
Tip: Learn about people, personality types and behaviors. Invest some time to read a psychology book, sit at a coffee shop and watch how others interact and learn how to respond to different personality types.
Step 1: Know your audience
One very important selling tactic that most people tend to overlook is knowing your audience. Don’t assume everyone wants to become your best friend and build a lasting relationship with you. Often people just want to know the facts and want you to be straightforward with them. Men, specifically, do not want to think you’re wasting their time, so by being up front with them from the get-go you will gain their respect.
Did you know? People want items based on feelings, but they justify purchasing them based on facts. For example, a man sees a luxury sports car and falls in love. He won’t buy it simply because he likes it. Instead he’ll research the car and make his decision based on specific reasons like a great engine, low maintenance, etc.
Step 2: Sell yourself
Before being able to sell a product or service, you’ll need to first sell yourself. In other words, gain your customers' respect and trust. Going back to Step 1, you’ll need to sell yourself differently depending on your audience. People in a rush or who are distracted by kids won’t want to have a long conversation. In this case, always smile, be courteous and make eye contact.
Step 3: Anticipate objections
Make a list of any objections you can think of why someone wouldn’t want your product or service. Next, think of ways to overcome these objections. To help build your confidence, spend 30 minutes journaling reasons why your product or service is worth your client’s money. If you strongly believe that what you have to offer is a good deal, your clients will too.
Step 4: Ask for the sale
Women tend to be less direct than men when it comes to closing a deal. Don’t be afraid to ask for someone’s business. After the conversation has progressed and all facts have been presented, simply ask your client, “How can we move forward with this?” It’s direct without being pushy and it gets the job done. Don’t let your fear of rejection prevent you from making the sale.
Remember, people love to buy and love to experience new products and services, but you can never force anyone to buy something. Focus on your clients’ needs, gain their trust and overcome any objections. If you do this, you’ll more than likely be able to close any deal – including selling a ketchup Popsicle to a woman wearing white gloves.
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