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The Glass Ceiling Effect In Selling
Written by: Virden ThorntonArticle Overview: The "Glass Ceiling" that many women face today in business could give women an edge as sales professionals.
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Free Download - The "Cold Call Presentations" Myth By Virden Thornton |
The Glass Ceiling Effect In Selling
A 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. 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 sex and the physical appeal of a woman. It is clear to me as a sales trainer, coaching sales representatives and service industry professionals in the field, that male decision-makers often use a different part of their anatomy than their head to make their buying decisions.
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 a male representative using a similar selling process.
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About the Author: Virden Thornton RSS for Virden's articles - Visit Virden's website VIRDEN J. THORNTON is the founder and President of The $elling Edge®, Inc. a 23 year old firm specializing in sales, customer relations, personal coaching and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success, Organizing For Sales Success, 101 Sales Management Myths, A Realtor's Success Formula, and two best sellers 101 Sales Myths and Building & Closing The Sale. He also has a video/audio tape training program entitled Close That Sale, published by Thompson Learning. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing and personal productivity training guides. To obtain a substantial discount on two of Virden's new manuals, 101 Sales Myths and Organizing For Sales Success, just go to http://www.TheSellingEdge.com/book1.htm Note: You can contact Virden at virden@TheSellingEdge.com. You can also see an expanded biography at: http://www.TheSellingEdge.com/bio.htm Click here to visit Virden's website The Multiplying Factor In Sales Success Stay With It A Favorable Juncture of Circumstances How Paretos Principle Impacts Your Sales Success The Processionary Caterpillar Syndrome Costs You Sales |
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