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How to Sell to the Opposite Sex

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GenderSell is the first book to offer specific techniques on overcoming the single greatest barrier to effective sales -- selling to the opposite sex. Despite the fact that women make approximately 85 percent of the purchasing decisions on most products and services and constitute more than 25 percent of today's sales force, nearly all relevant books have been written by men for men in sales about selling to men.
Now, at long last, Judith C. Tingley and Lee E. Robert bring you this essential guide, based on extensive research, including their own Sales Preference Survey, conducted with more than 600 participants. They answer important questions such as: What quality do customers say they like most about men in sales and why? What characteristic do they think is strongest in female professionals? Is the timing of the close different with male and female clients?
Using detailed examples and provocative case studies, the authors offer specific techniques to allow sales professionals to increase their revenues, profits, and overall success. GenderSell is the essential handbook for salespeople who want to meet the challenges of business in the 21st century.
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  • Touchstone | 
  • 176 pages | 
  • ISBN 9780684864372 | 
  • April 2000
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Read an Excerpt

Chapter One: Customizing for Consumer Gender

Consumers in the United States are more demanding, knowledgeable, worldly, and difficult to please than ever. People of all ages, of both genders, of different races, ethnicity, and religions, in non-traditional occupations and roles are buying products and services they have never bought before. There are hundreds of emerging trends among and between customers that will challenge the sales professional of the future as never before.

The tendency of men and women to change, merge, and separate as consumers is the number one trend, ripe for the attention of smart sales professionals.... see more
Introduction: It's Time to Raise the Bar for Sales Skills

Selling is an art. Done well, it may be one of the most complex and satisfying forms of mutual influence that takes place in the world of business. Done poorly, it can be a manipulative, gamey, dispiriting contest between apparent adversaries. In the late twentieth century, sales books and training have emphasized building relationships, solving problems, and consultation as desired approaches. This more educational mode advances the professionalism of sales and caters to the increasing demands of consumers for service, information, and courtesy.

The sales professionals of... see more



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