Different approaches should be taken when selling products
or services to a man when compared to a woman. As they say that men are from
mars and women from Venus both of them think very differently and hence, their
thinking should be influenced by different methods.
For example, when a man decides to buy a car he looks out
for the latest model, speed, mileage, etc. But when a woman goes out to buy a
car she will choose a car depending on the color. She would like it match it
either with her work dress or accessories like watch and will be concerned
whether there is enough space to store her necessities. Because their
psychologies differ so much, they should be convinced to buy a product using
different methods.
Presentation is also very important. The salesperson talking
to a male client doesn’t have to concentrate much on looks and cleanliness. It
is okay if he doesn’t have the required documents on hand and his sleeves are
folded up. But when the same salesperson is referring to a female client, he
should be spotless from head to toe. He should comb his hair properly, have
manicured nails and even his shoes should be well-polished. The salesperson
should be prepared with all the necessary documents before hand and shouldn’t
go rushing in front of the customer. Women seek perfectionism.
Words should be spoken with extra care in front of a woman
customer. Women are better listeners and they will analyze each spoken word. A
lot of emotion should be involved in the talking because women are drawn to
emotions immediately. Like when selling clothes to a lady, tell her how you
will feel bad for her if she has to sweat badly in the summer due to her nature
of job. Pick a nice cotton dress for her and ask her to try it. The customer
will be highly touched and will take less time to buy the product. Seventy five
percent of the job is done if she is won emotionally.
Next important point is to never stop talking in front of
the female customer. The moment the salesperson stops talking, she will start
thinking deeply about the product and will start examining every detail of the
product and will give a second thought to the product. Women have the
capability of multi-tasking. They will be able to listen as well as read the
manual at the same time. So keep her involved into many things at a time. A man
lacks the talent of multi-tasking. If a male client gets involved with
something else, stop speaking immediately because he will be unable to
concentrate on both the things and it will lead him into a confusion state.
Another point to be taken care of is, it’s not a good idea
to have a woman salesperson when a male client is to be handled. Women talk a
lot and men are bad listeners. The woman salesperson will go on and on about
the product and the man will just nod his head without getting any meaning out
of it. They will not able to express properly whether they are getting the
point or not. But on the other hand, a woman client can easily express how much
she has followed. Even if they don’t speak it out, her facial expressions will
tell it all. So when a salesperson is dealing with a female customer, he or she
should watch out for the client’s expressions. If she shows any state of
confusion or dislike, try taking a different approach.
Men clients can be made to understand about the product by
simply drawing the outlook of the product using a simple pen and paper. Men
have a good capability of visualizing the three dimensional images of the
product which is being referred to. But women are not so good that. To present
a clear picture, the sample or the actual product should be shown to her.
0 Response to "Selling to a Woman Vs Selling to a Man"
Posting Komentar