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July 31, 2010 12:12 AM
In this new economy, buyers are looking for the seller who's a jack-of-all-trades, or a jill-of-all-trades.
July 31, 2010 12:12 AM
No doubt about it: A woman's selling style is very different from a man’s. We have a unique set of values, communication traits, and behaviors—characteristics a woman must express when selling if she wants to feel comfortable and confident. Unfortunately, far too many women sell in a style that works better for men. To avoid watching your sales dreams evaporate into thin air, take heed of these techniques.
July 31, 2010 12:12 AM
It's a different world today. Buyers want evidence—and lots of it—to justify why a purchase will be a wise investment. The knee-jerk reaction from sales representatives is to oversell. Too many of them are slipping into some nasty habits, which creates discomfort for everyone. Make-the-sale anxiety is quickly turning into an epidemic.
July 31, 2010 12:12 AM
Everything was going exceptionally well, and your potential buyer could hardly wait to move forward. Then your worst fear surfaced: "Could you drop the price a bit?"
July 31, 2010 12:12 AM
Even notorious risk-takers are hesitant to buy in this economy. It's time to change your sales approach.
July 31, 2010 12:12 AM
Wow, this economy's taken more twists and turns than a roller coaster, hasn't it? But when it comes to selling to women, be reassured that once you know about their new buying habits, you'll be able to keep going—no matter what.
July 31, 2010 12:12 AM
Women are amazing at assimilating and managing endless details. But what works for us can also work against us. For example, women have a keen ability to make mountains of complex information appear crystal clear. All well and good…until a catalog's worth of features and benefits have been unloaded onto an unsuspecting prospect.
July 31, 2010 12:12 AM
You may be wondering what—if anything—is selling today. The "news at 6" gang would have us believe the financial sky continues to fall. But the NPD Group, a provider of consumer and retail market research information, tells a different story: Their Retail Response Indicator increased four points from March to to April.
July 31, 2010 12:12 AM
Listen up, men: Selling to a woman is a lot like dating. You'll either make a great first impression or you'll strike out. The ball is in your court, so you'd best familiarize yourself with some of the fatal mistakes men make both on a date and when selling.
July 31, 2010 12:12 AM
When selling to female business owners, do not mention "doom and gloom." A lot of female entrepreneurs are moving forward at the speed of light, and they need your product and service solutions more than ever.
July 31, 2010 12:12 AM
With 80% of purchases made by women, your sales success could depend on how quickly you adapt to their new spending habits.
July 31, 2010 12:13 AM
Sales is greatly impacted by the gender differences—after all, sales is all about communication with men and women.
July 31, 2010 12:14 AM
Report identifies 11 segments marketers can use to target young males and females.
July 31, 2010 12:15 AM
Marketing automation capabilities added to Genius' demand generation and e-mail marketing services.
July 31, 2010 12:18 AM
Genius.com has introduced a URL shortener designed to track both structured marketing campaigns and ad hoc social media "conversations."
July 31, 2010 12:20 AM
Get Satisfaction, a social CRM provider, has announced the availability of its Get Satisfaction Integration application on salesforce.com's AppExchange.
July 31, 2010 12:11 AM
Brands that don't embody all the elements of engaging narrative will fail to thrive.
July 31, 2010 12:12 AM
Marketers can reach a wide range of key demos with early forays into casual gaming.
July 31, 2010 12:12 AM
If you’re not inviting your current clients to be part of your sales team, you’re leaving money on the table—every single day. If you ask them, they'll be happy to refer you. But, you have to ask.
July 31, 2010 12:11 AM
The general consensus is that gift card sales will be down this 2009 holiday season. But that doesn’t mean there aren’t some bright spots for this segment on the horizon.
July 31, 2010 12:11 AM
What could such culturally savvy trendsurfers possibly need? Here are a few options.
July 31, 2010 12:18 AM
Gist, an online service for managing personal and professional relationships, has released an app for the iPhone.
July 31, 2010 12:12 AM
Aruba is not only a place for rewarding achieving employees but a destination with many socially focused organizations that need financial and hands-on help. Incentive programs on the island can incorporate fun projects that change the lives of local children and women for the better.
July 31, 2010 12:13 AM
Salespeople need to be able to close the deal by not giving up too much in price negotiations. In an economic downturn, heightened fears and concerns over losing the deal or alienating the customer tend to dominate the pricing process. When fear sneaks into a salesperson’s pricing decisions, the result is very predictable: Margin dollars are left on the table that simply can’t be afforded to slip away.
July 31, 2010 12:20 AM
Josiane is a global thought leader and recognized as one of the world's leading experts on inside sales teams and management talent. This excerpt is featured in Chapter 6 of her book, "Smart Selling on the Phone and Online."