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A Woman's Edge In Sales
Written by: Virden ThorntonArticle Overview: A woman has a decided advantage as sales representative over her male counterpart.
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A Woman's Edge In Sales
An woman has a decided advantage as sales representative over her male counterpart. This “selling edge” is primarily due to the existence of the “glass ceiling” found in most business organizations today. The glass ceiling (women are still arbitrarily held back from leadership positions) means that there are many more men in decision-making positions in businesses than women. Therefore, when cold calling, a woman has a better chance of getting an appointment for a sales presentation, than does a man. Research at The $elling Edge, Inc. shows that the more attractive the woman is, the easier it is for her to obtain an appointment. Women are also given more attention in their presentations and less resistance up to a point, than a male sales representative or service industry professional (accountants, attorneys, consultants, bankers, etc.). This advantage has everything to do with the physical appeal of a woman.
The female advantage in obtaining sales opportunities is tempered, however, by most sales women experiencing a greater difficulty in closing sales. The male ego gets in the way of the final decision; because many men can’t allow themselves to, as they see it, “lose” to a woman. Therefore, female sales professionals need to execute a selling process that counters this knee jerk reaction experienced by many of the male prospects, customers or clients they try to sell.
I have seen research on this subject that says that an attractive women who effectively implements a step-by-step consultative selling system, can achieve a 30 percent higher closing ratio than her male counterpart, using a similar selling process. Sex sells!
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I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
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