Jennifer Brown in Women Entrepreneur: How Women Can Win Sales
Do you ever get the impression that men are programmed to enter a sales meeting confident, brazen and in control, even though they might not have all the answers? Yet we, as women, come from a different vantage point–polished, steady and secure, with a strong set of experiences to back up our game. We build solid relationships with our clients, work hard to make them trust us, and lock in the sale.
In this fiercely competitive economy, where every sales pitch can be critical to the survival of our companies, I want to make sure that you have the strongest set of tools in your toolkit in order to sell successfully. There are typical ways that men and women approach a sale; and knowing the difference can help you make the most of every sales opportunity.
Potential vs. Experience
Sometimes, men do a better job incorporating both experience and potential in the way they present themselves in a sales context. Their stories are peppered with dreams, possibilities and what “we can do for you.” As women, on the other hand, we often focus on our strong experience, recent successes and solid relationships. We need, however, to augment this with our enormous potential. This, in turn, can help us go after contracts that are perhaps slightly outside of our expertise; this dynamic has allowed me to expand the offerings of JBC at key moments in the company’s history.
Click here to read the rest of Jennifer’s post on Women Entrepreneur.com!
