Debra Power (Power Marketing) and I are going to be regular contributors to the Ann Arbor Business Review. Since Debra and I are the co-founders of the Women’s Exchange of Washtenaw, the Business Review hopes we’ll be good spokespeople for the region’s business women. Little do they know that they asked two outspoken and sometimes brassy women to gab about their favorite topic!
After WXW’s April Exchange Session called “Sales – Finding Customers and Sealing Deals,” I wrote an article about women and sales where I pondered the question, “Why are businesswomen often so averse to selling?”
If you’d like to read the entire article, here it is – “Women in business – Start selling like a girl”
I think we cut ourselves short if we think women have to be power sellers with smooth pitches and a quick answer for everything. Often women have inherent skills that help them bond with prospective clients, ask good questions, listen intently, and ultimately determine if a business deal is likely. Here are some tips to help you sell like a girl:
• Build trust like a good friend. Encourage people to talk to you by asking how you can help them.
• Be nurturing like your favorite grandmother. Listen intently to your prospects, so they feel heard. Give them praise for their hard work.
• Be assertive. Guide your prospects through the sales process. Be direct with your questions, so you can thoroughly understand their needs, goals, and intentions.
• Promote honesty and transparency. By being open, truthful, and real with your prospects, you’ll encourage them to behave in the same way.
• Make lasting connections. Realize that many prospects won’t end up being your clients, but that’s OK. They can still be referral sources, trusted advisors, and even friends.
