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+ Selling to Women Opportunity Only Knocks Once
| Date post: | 21-Jun-2015 |
| Category: |
Business |
| Upload: | nplusone-consulting |
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Selling to Women Opportunity Only Knocks Once
+Women’s Unofficial Role in Business
Women, by nature: are active listeners
avoid conflict
are integrators
put family first
are about balance
are intuitive
are aggregators
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+Factors Leading to Job Commitment
What factors made them feel most committed to their jobs? 2004 Survey by International Survey Research
Women: Quality of relationship with colleagues
Delivering quality products
Communication in the workplace
Men: Pace of career advancement
Pay/rewards
Workload
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+Finding Meaning in Work
2008 McKinsey & Co survey Finding meaning is a major priority for women and women take
active steps to find meaning
2008 Center for Work-Life Policy survey of women in science and technology 55% of female scientists chose their careers primarily because
they wanted to make a difference in the world (vs.45% of males)
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+Brain Functionality
Women: Internet
Seek interconnectedness/relationships Big picture Both right and left hemispheres used for visual and verbal
activities
Men: Staircase
Step-by-step Focus on particular issue Brain is highly specialized (right = visual, left = verbal)
Visual & emotional bundled on Right making sight the main sense
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+Key Attributes
Women: Feeling
Empathy
Harmony
Collaboration
Closeness
Relationships
Sharing
Cooperation
Group
Intuition
Mentoring
Men: Reason
Logic
Power
Rank
Status
Competition/Winning
Thinking (v. Feeling)
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+Networking
Women: Deeper relationship
Fewer relationships
Men: Shallow relationships
Broad ranging relationships
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+Use of Talking
Women: To establish rapport
Nurturing, indirect, respectful
Men: Grocery lists
Honest, direct, factual
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+How does it breakdown?
____________ % words
____________ % tone
____________ % body language
_____________________
100% communication
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+How does it breakdown?
words
tone
body language
_____________________
100% communication
7%
38%
55%
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+Female Communication Techniques Talking to build rapport/relationship Use hint language The bottom-line comes at the end of the story--where it
belongs!
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+Negotiation as Seen from Venus
Problem-solving beyond Win-Win to collaboration
Both parties will feel satisfied if they “feel” they got the best deal possible, regardless of the outcome
Some studies show differing approaches to conflict resolution based on gender, some demonstrate no gender-based difference and interestingly, some prove that conflict resolution style varies by rank
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+What Does All This Mean?
Don’t rush the sales cycle.
No pushing allowed.
Don’t condescend.
Let her talk– DON’T FIX IT! LISTEN!
Don’t even try hiding an agenda!
Exploit word-of-mouth.
Minimize risk and assuage fears.
Be genuine and consistent.
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