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Offering Emotional Support |
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A Key Strategy for Retaining or Selling To Women
...by Jane Sanders
As you may recall from previous issues, women generally are motivated by connection and relationship. They are very supportive of each other emotionally and demonstrate that support with highly attuned active listening skills, physical reinforcement such as hugs and embraces, and verbal attention via empathetic statements and stories. These methods of emotional support help create the trust and connection with which women thrive most productively.
Men, or people with a more pronounced masculine style, generally don't show the same level of emotional support. They aren't wired the same way as women either biologically or socially, so strong degrees of emotional support are foreign to them. However, in order to achieve the best retention and sales results while dealing with women, men can learn to increase this support. Here are just a few tips to help:
- Make women feel you understand and can identify with their challenges and concerns. Go beyond merely saying "I understand." Share similar stories of experiences you or your associates had, use genuine facial expressions and eye contact so she knows you are truly hearing her.
- Give plenty of acknowledgement and praise - verbally, by email, in public.
- Make sure she knows you are her #1 fan. Ask her what she needs from you to do her best; tell her you are committed to her success; check in with her often; don't ever make her wonder whether or not you like or respect her. (But hold off on the hugs unless she initiates or you are 100% sure you have
permission.)
- For women - understand men aren't wired the same way you are and adjust your expectations of the emotional support they can and will provide. Most women get 70% of the emotional support they need from other women...not from the men in their lives.
In summary, women want to feel connected, respected, and taken seriously. Giving
them emotional support as suggested above will help you create this relationship
and increase your retention and sales results!
Click here to read more Jane Sanders' Articles |
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New Program Announcement! |
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Get GenderSmart! Gender Communication for Selling Successfully To Women
If women talk, listen, think and behave differently than men, doesn't it make sense that they would buy differently too? Drawing from my 16 years as an expert on gender issues and hundreds of interviews with managers and sales reps, I have created another high-content, tip-loaded program that I customize extensively for each company and audience.
You will learn:
- Women's key purchase decision motivators and how to provide them
- How to develop trust and rapport with women, and show respect for them
- How to develop the sense of community and connection that many women want and need
- How to acknowledge women and demonstrate that you take them seriously
- How to work with specific
communication and purchase style differences while prospecting and selling to
women
The benefits of learning these techniques are:
- Receive a greater share of the huge and growing women's market
- Create and maintain more long-term, loyal, and therefore more profitable clients
- More than double your referrals
- How to work with specific
communication and purchase style differences while prospecting and selling to
women
- Generate more fulfilling client relationships
- Increase your good will and business results through diversity efforts and women's positive word-of-mouth
Call NOW at 877-343-2150 or email Jane@janesanders.com to discuss how this program might fit into your sales training or conference speaker objectives!
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"Nothing strengthens the judgment and quickens the conscience like individual responsibility."
Elizabeth Cady Stanton, one of the first leaders of the American woman's rights movement
"The outside of a horse is good for the inside of a man (person)."
Winston Churchill |
