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Tip 965 (for women): Find ways to display skills and achievements so as to win rewards in the workplace. |
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Tip 966 (for men): Continue to gain respect for your accomplishments. |
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Tip 967 (for men): Recognize and reward women's achievements. |
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Female salespeople tend to relate to men in one of four ways: the coquette, the daughter-to-father appeal, the mother-to-son adviser, or an equal colleague. Women sometimes have difficulty selling to a man when men raise objections; they are uncomfortable challenging a man's opinion, supposition, or reservation in buying. When a woman sells to a man and a man listens passively with little facial expression, the woman may become concerned that he's disbelieving or uninterested in what she's saying or selling. Her sense of timing falters; she doesn't know whether to back up or speed up to change his mind. |
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Male salespeople tend to relate to women in one of four ways: the flirtatious flamboyant, the father-to-daughter adviser, the ambitious young man wanting to make good and to please, or an equal colleague. A man has difficulty selling to women when he challenges the customer's objections bluntly or directly; a female customer shows discomfort when the buying conversation, takes on a competitive tone. A male salesperson sometimes loses his sense of pacing when a female customer nods and smiles throughout the presentation. He speeds up, thinking she's agreeing and giving buying signals; then, when asking for the order, he discovers she has objections he skipped over hurriedly. |
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Tip 968 (for women): Avoid a flirtatious manner to prevent creating obligations about other interests. |
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Tip 969 (for women): Don't create an obligatory buyer if you don't want to be perceived as less powerful and damage your chances for negotiating your terms. |
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