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selling the unfamilar

How to sell the unfamiliar (or “there is a reason people are afraid to buy”)

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How to sell the unfamiliar.

Research shows that customers are unlikely to choose an unfamiliar brand over one they know and recognise – even if there are clear or obvious shortcomings with the known brand. That can even extend to using a dangerous brand. In a fascinating article in The Harvard Business Review, it is explained thus:

Consumers in a recent study believed that airlines whose names they recognized were safer than unrecognized carriers. On the whole, this belief persisted even after participants learned that the known airlines had poor reputations, poor safety records, and were based in undeveloped countries. In other words, a lack of recognition was more powerful than three simultaneous risk factors.

There is a name for this interesting behaviour; Neophobia.

Wikipedia defines it like this:

“Neophobia is the fear of anything new, especially a persistent and abnormal fear. In its milder form, it can manifest as the unwillingness to try new things or break from routine. In the context of children the term is generally used to indicate a tendency to reject unknown or novel foods.”

So what has this got to do with sales?

Well, simply put, if your customers don’t recognise you or your brand, then you could face a harder sale. Let’s look at the airline example again. Even if the known brand:

  • had a poor reputation
  • a poor saftey record
  • was from a undeveloped country

Customers were more likely to use them. Now it doesn’t seem logical does it?

So let’s explore some practical things you can do if you are not as well known as your competition:

Do a comparison

Literally list, side by side all your features and benefits compared to theirs. This is useful for the customer, who, let’s face it, is probably not aware of what you can offer. It makes it easier for them to make a decision

Take the Long Term View

If the potential client doesn’t know you, then they are unlikely to just drop everything and go with your offering. This is where, as a salesperson, you should keep in touch, follow up, send samples, share reviews and make the unfamiliar much more familiar. Make sure you involve all the key decision-makers and stakeholders too, otherwise you will be back to square one. Remember that (depending on your industry) you may need to ‘touch’ your prospects at least 10 times before they are ready to buy. This figure could be higher if you are completely unknown. Check out this post on following up

Build Trust

If you say you will do something, then do it. If you can prove a great statistic, do it. Have fabulous customer reviews ready.This blog will help you: Are you using the power of case studies in your business If it fits your offering, can the customer ‘try before they buy’? Do all you can to show that you can deliver.

So don’t let neophobia stop you getting the sale!

Happy selling.

Come and have a chat about how we can grow your sales. Here’s a link to my calendar

Small Business Saturday

I love Small Business Saturday (and you should too)

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Well, what is Small Business Saturday?

The website www.smallbusinesssaturdayuk.com explains:

Small Business Saturday UK is a grassroots, non-commercial campaign, which highlights small business success and encourages consumers to ‘shop local’ and support small businesses in their communities.

The day itself takes place on the first Saturday in December each year, but the campaign aims to have a lasting impact on small businesses. In 2017 Small Business Saturday is on Saturday, December 2nd.

On Small Business Saturday, customers across the U.K go out and support all types of small businesses, online, in offices and in stores. Many small businesses take part in the day by hosting events and offering discounts.

And it works….look at some of the stats from 2016:

How the UK supported Small Business Saturday 2016:

  • Customers spent £717m with small businesses on Small Business Saturday, an increase of 15% on 2015 spending

  • Over 140,000 tweets were sent on the day reaching 130 million people, trending on Twitter in the UK and globally

  • Over 80% of local authorities across the UK actively supported the campaign in a variety of ways, from networking events to free parking, meaning wherever you were in the UK, Small Business Saturday was happening nearby

So what are you waiting for? Check out some of the events happening locally. I’m taking part – I’m delivering a free seminar at Enterprise Enfield. If you want to come along, here’s the link How to Sell Without Selling.

But there is loads of other good stuff too

I hope to see you there!

 

Are you keeping it REAL?

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Are you keeping it real?

Today I read a post on Facebook asking people to list one thing that they were really proud to have achieved in 2016. There were some super replies – things like:

I got married

I made a profit in my first year of business

I donated a big chunk of money to charity

I moved house

Now if it had been the end of 2015 I would have been very proud to have posted that I had won a competition (Enterprise Enfield Start up Business of the Year 2015). But that was last year. What had I achieved in 2016 that was so amazing?

To begin with, I really struggled – I wanted to post some outstanding achievement. I came up with lots of smaller achievements, but nothing that really rocked. Nothing I wanted to shout about. Yes, everything was supporting my overall plan, but I wanted to show that I too had done something exceptional.

Then, whilst disentangling my children from a fight (it is the Christmas holidays after all!) I realised that I had actually achieved something truly noteworthy. For the last 4 years I have been raising my two children by myself with precious little support from their absent father. I had kept them alive, fed, housed, educated, entertained and loved them, hopefully training them about how to be decent human beings and giving them the best childhood I can, whilst setting up and running a business. What could be more real (and more important) than that?

So my amazing achievement is not going to win me an award, make the newspapers or get me into The Times Rich List, but it is the most real thing I could possibly do and you know what? I am proud of myself.

Have a wonderful 2017 everyone – and if the going gets tough, just remind yourself to keep it real. I shall.

Janet is based in Enfield, north London and trains small businesses and entrepreneurs how to sell more. 

If you enjoyed this article and you would like to receive a free download: Janet’s 8 Proven Sales Tips, please click on this link nowClick Here for 8 Proven Sales Tips

If you or your team is looking to grow your sales, let’s chat. Whether or not we decide to work together, I am confident I can offer you some strategies that will help you grow your sales in no time. Here is a link to my email. Drop me a line and let’s see what we can do:  Send a message

Start 2017 with a huge bang! I am running a workshop on planning for Sales Success in 2017. Early bird discounts if you book now! Click here for more information: Plan for Sales Success in 2017

The surprisingly effective sales question you are probably not asking

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Some things you learn through training. Some things you learn through actual real life experience. The question I am about to share with you is an example of the latter.

As a sales rookie, I went on loads of training courses which undoubtedly helped me go on to have a successful sales career. However, it is true that you don’t really start to learn the best lessons until you are interacting with real life customers in all their glorious variety! Although I have since come across training which suggests using this question, it is one I stumbled upon by accident and, realising how powerful it was, I still try to incorporate it into as many discussions with customers as possible.

So what is this question? Well it might seem a bit counter-intuitive, but the question is simply this. When you get an enquiry from someone about working with your company, ask them:

“Why are you interested in working with us?”

or, a slight variation of this is when they ask about using a particular service (or indeed buying a product):

“Why are you interested in [insert name of product or service]?”

See – very simple isn’t it?

So why is this such a good question? Well I started using it because I wanted to make sure that prospective delegates were signing up for the right course. There is lots of competition in the training world, as well as a whole raft of different courses offered at different levels with varying objectives and for a wide variety of people. So, I began asking this question to make sure that organisations and individuals signed up to the correct programme that best met their needs.

This is important for several reasons:

  1. Clients often think they know what they want but, after gentle probing sometimes reveal that actually something else is driving them. If I can find out what, I can offer the best possible solution
  2. Business is really not just about taking the money. It can be hard sometimes to question someone who is on the verge of buying, but you have to think long term. Good advice now may yield better results in the future than just the cost of one lost sale. You should be thinking in terms of a lifetime of customer loyalty and you won’t achieve that if you don’t give the best advice you can.
  3. If I get an enrolment and a client comes on the wrong course, they won’t get the maximum results from it, may end up being bored or detached because the content is not relevant and of course, will leave not having achieved their objectives.
  4. This has a knock-on effect within the rest of the class because it changes the group dynamic negatively.
  5. An unhappy delegate will go away without that all-important ‘Wow’ factor, which is so vital. Their feedback won’t be as good and they won’t give referrals as willingly, because the course didn’t meet their needs
  6. Because the overall group wasn’t as engaged, then again, overall feedback is less good with similar results to point 3.
  7. Over time, my brand gets eroded and that is bad for business
  8. The dissatisfied client goes away and has to spend even more money going somewhere else for an alternative solution.

I will admit it’s not always plain sailing. I have had customers visibly surprised when I ask them about why they want to go ahead; after all, in their minds, it felt a bit like I was hesitating to work with them. However, when I explain that I just want to find out what their objectives are, to make sure the course is right for them, then without fail, they understand what I am up to.

Which brings me onto another reason why this line of questioning can be so powerful. By asking why a customer wants to use you (or your service), what will you get? Oh you get something wonderful! You get a list of reasons why they want to buy from you. Pause for a moment and think about that. They actually tell you WHY they want to use you! How fantastic is that? As a salesperson, that has got to be the Holy Grail of selling surely!

It is a super-effective way of making sure you align completely with what customers want. Or indeed, if you can’t help them, you can now save everybody’s time and tell them so – ideally with a recommendation of an alternative supplier.

I not only love the simplicity of this line of questioning, I love the powerful and immediate way it engages with the customer and you get to understand what really motivates them. So much in selling is understanding customers’ needs and to do this effectively, you need to ask powerful and probing questions. So in my book, this is one of the best.

I would urge you to try this question and please let me know how you get on and what results you experience.

Janet is based in Enfield, north London and trains small businesses and entrepreneurs how to sell more. She has recently reached the final of the Institute of Sales and Marketing Management’s national awards (BESMA 2016) in the category of Sales Trainer of the Year and, in November 2015 won ‘Start up Business of the Year’ at the Enterprise Enfield Business Awards.

If you enjoyed this article and you would like to receive a free download: Janet’s 8 Proven Sales Tips, please click on this link now.

Click Here for 8 Proven Sales Tips

Are you SWOT-ing enough?

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That’s not bad grammar by the way – the eagle-eyed amongst you will realise I am referring to that wonderful tool The SWOT Analysis.

Although I predominantly deal with sales issues, when I am working one to one with a client, I like to take it back to basics so, along with reviewing their vision, mission and values, I do a SWOT with them. There is a good reason for this – many small business owners get so bogged down in the day to day they end up working “in” the business instead of “on” the business. In other words, they are failing to plan and implement strategically. That’s really important to address, because if I am putting together a bespoke sales training solution for someone, it’s a complete waste of everybody’s time if I end up doing something which is at best “not quite right” or at worst completely wrong for their corporate direction or which doesn’t match their values.

So I thought it would be a useful exercise to revisit SWOT and, for those of you who haven’t come across it before, explain why it is such a fabulous business tool.

The objective of a SWOT Analysis is to help you develop a strong business strategy. It makes sure that you have considered all of your business’s strengths and weaknesses and also the opportunities and threats from the wider world.

So Strengths and Weaknesses are internal and Opportunities and Threats are external to the business.

What you need to do is critically appraise where your business is and fill out a chart which should look something like this:

SWOT Analysis - tadpole training

You don’t need to be particularly detailed, in fact it’s best to approach this as a sort of brain storm – put down things as you think of them and tidy them up later. If you have a team, it can also be a good idea to get them involved too – not only will they contribute things you might not have thought of, but if you do later decide to implement something and they have had input, you are likely to get much more buy-in because they have a feeling of ownership.

Once you have completed all of these sections, you will have a very clear snapshot of exactly where your business is right now and then you can go through it again and prioritise according to the highest and lowest priority in each section.

When you have finished, you can use the information to develop long and short term strategies to drive your business forward. You should aim to capitalise on the strengths and opportunities and either minimise or avoid the weaknesses and threats.

Finally, none of this is any good unless you actually implement what you have created, so make sure you include any actions in your overall strategic plan. It is also a good idea to regularly revisit your SWOT as things will change. I tend to do it every quarter, but do what works for you.

If you have any questions about how you can use SWOT Analysis to help develop your strategic sales and marketing plan, then please drop me a line.

Happy selling!

Janet is based in Enfield, north London and trains small businesses and entrepreneurs how to sell more. She has recently reached the final of the Institute of Sales and Marketing Management’s national awards (BESMA 2016) in the category of Sales Trainer of the Year and, in November 2015 won ‘Start up Business of the Year’ at the Enterprise Enfield Business Awards.

If you enjoyed this article and you would like to receive a free download: Janet’s 8 Proven Sales Tips, please click on this link now.

Click Here for 8 Proven Sales Tips

 

love getting objections

Why I love Sales Objections and you should too!

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Why I love Sales Objections and you should too.

As a sales trainer, one of the things that I get asked about probably more than any other (with the possible exception of how to close better) is overcoming objections.

There is something about an objection that can strike genuine fear into the hearts of salespeople – particularly if they are less experienced – but it really shouldn’t be like that.

 

Now, I do accept that part of the mindset of being in sales is that thrill you get from moving a prospect on towards becoming an actual paying customer (yes, you’ve guessed it, when I was in direct sales, I was a ‘hunter’!), but what if sales isn’t your natural world and you find elements of it a real struggle? If that is you, then here are some practical things you should consider, which will hopefully change your perspective a little bit – or maybe even a lot.

 

  1. You can prepare for objections in advance. It is likely that most customers will broadly be worried about similar things, so do your homework, make a list of possible objections and work out what you can say to overcome them.

  2. Make sure you have lots of reviews, testimonials and case studies from happy customers. If a potential customer objects to something specific, it can be very powerful to say “Well my customer AAA had a similar concern, so we did BBB and the results were CCC.”

  3. Don’t rush to answer objections with tons of facts. It can be a lot more powerful to ask probing questions instead, such as “why is that important to you?” or “tell me a bit more about your concerns”. By encouraging potential customers to explain in more depth, you may find that the objection they stated was actually secondary to something else, which is fantastic, because now you can address the genuine objection.

  4. It might sound strange, but when a customer gives an objection, it can often mean that they are very close to buying. An objection means that they are considering using your product or service and are just checking that everything fits properly. If they have a genuine concern, then it makes sense to air it and make sure that it is not a deal-breaker.

  5. Some customers can just throw in an objection to put you off – so getting an objection can sometimes have absolutely no bearing on whether or not they are going to buy from you. Just as in life, customers come in a whole range of personalities!

  6. Once you have dealt with an objection, it is useful to ask a follow up question (known as a confirmation question), such as “has that answered your concerns?” or “is there anything else you would like to know?” By doing this, you find out whether you have dealt with their objection to their satisfaction and it allows you to move onto the next stage of the sale. After all, if you don’t deal with their objection properly, then there probably won’t be a next stage of the sale!

I hope these simple strategies will help you worry less about getting objections. Instead, acknowledge that objections are simply part of the sales process and can be a great way of cementing that sale.

 

Happy selling!

 

Janet is based in Enfield, north London and trains small businesses and entrepreneurs how to sell more. She has recently reached the final of the Institute of Sales and Marketing Management’s national awards (BESMA 2016) in the category of Sales Trainer of the Year and, in November 2015 won ‘Start up Business of the Year’ at the Enterprise Enfield Business Awards.

 

 

If you enjoyed this article and you would like to receive a free download: Janet’s 8 Proven Sales Tips, please click on this link now.

Click Here for 8 Proven Sales Tips

 

Is your sales focus wrong?

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Is your sales focus wrong? 

Most people, when they find out I am a sales trainer, ask, perfectly reasonably, about getting help with skills like closing, overcoming objections or improving conversion rates.

But actually, although these are important, so many people forget (or perhaps don’t realise the importance of) the basics. What do I mean by basics? Well, the stuff that you need to sort out before you even come close to speaking with a customer. The thing is, if you get these basics right, then it makes the whole sales process so much simpler, because you are doing the right things in the right order. You can keep closing ’till the cows come home, but if the customer isn’t interested because you haven’t done the right things at the beginning, you are very unlikely to get the sale.

Let’s have a look at what I mean. Here are some examples:

Belief in your product or service – Without a genuine belief that what you are selling is good, how can you possibly expect others to believe in it enough to part with their cold hard cash? We all have a built in ability to spot when we are being deceived and customers will sense even the slightest lack of confidence on your part – even if they cannot tangibly identify what it is. So make sure you love what you are selling.

Know who your ideal customers are – the chances are that there is a particular group or niche who are the ideal customers for your product or service. If you don’t know who they are, then you will probably waste a lot of time trying to sell to the wrong people.

Know the benefits inside out – if you just list a whole load of features about what you are selling, then you are going to speak a lot, bore your customers senseless and not be very effective at selling. Instead, take time to work out the tangible benefits of every single feature. An old trick to do this is to think of a feature and then say “so what?”. Your answer is the benefit or benefits.

Provide Proof – customers won’t buy from you if they don’t trust you, so make sure you have stories (ideally written down) of how you have delighted previous customers.  Whilst simple testimonials are better than nothing, the ideal type of proof is where you can show how you made a tangible change and helped customers either overcome a problem or achieve an objective.

Keep good customer records – there are loads of amazing CRM systems out there, but none are any good if you don’t actually use them. Even a simple filing card system is OK if it works for you, but you have to use something. Otherwise how will you store customer contact details, notes about conversations, diarise meetings, or manage your sales funnel?

Of course it is good to have an overall knowledge of the skills and techniques which will help you to sell, but if you spend a bit of time making sure these basic things are in place, then selling will be both more pleasurable and more effective.

Happy selling!

Janet is based in Enfield, north London and trains small businesses and entrepreneurs how to sell more. She has recently reached the final of the Institute of Sales and Marketing Management’s national awards (BESMA 2016) in the category of Sales Trainer of the Year and, in November 2015 won ‘Start up Business of the Year’ at the Enterprise Enfield Business Awards.

If you enjoyed this article and you would like to receive a free download: Janet’s 8 Proven Sales Tips, please click on this link now.
Click Here for 8 Proven Sales Tips

Don’t sell the Sausage, sell the Sizzle!

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Have you heard that phrase before – “Don’t sell the sausage, sell the sizzle”?

If you think about it, a sausage is just sliced up dead pig. Not very appealing is it? But when you start to think about the smell, the taste and the look of a wonderful succulent sausage, then suddenly it becomes much more desirable.

The phrase originated from a well known salesman called Elmer Wheeler in the 1920s, (although he referred to steak not sausages). See a clip of him here: https://www.youtube.com/watch?v=UW6HmQ1QVMw[/embed]

His point is simple – don’t sell the features of your product (sliced up dead pig) but sell the benefits (smells wonderful, tastes wonderful, satisfies your hunger). Think about it, what are these major brands really selling (hint; it is not the product!)

Wonderbra (it’s not bras)
Lamborghini (it’s not a car)
Nike (it’s not trainers)

If you answered something along the lines of:

Wonderbra – sex appeal
Lamborghini – wealth and status
Nike – a way of keeping fit

Then you are on the right lines.

That is because customers don’t really care about the features of the things they buy – customers want to know the benefits (or what they will get). So next time you are trying to persuade someone to buy from you, don’t talk to them about slices of dead pig, tell them all about the sizzle!

Janet is based in Enfield, north London and trains small businesses and entrepreneurs how to sell more. She has recently reached the final of the Institute of Sales and Marketing Management’s national awards (BESMA 2016) in the category of Sales Trainer of the Year and, in November 2015 won ‘Start up Business of the Year’ at the Enterprise Enfield Business Awards.

If you enjoyed this article and you would like to receive a free download: Janet’s 8 Proven Sales Tips, please click on this link now.
Click Here for 8 Proven Sales Tips

Why the best way to sell is …er…not to sell

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Why the best way to sell is …er…not to sell

Time and time again when I am running my training courses, particularly those that focus on basic sales techniques, delegates express their worry that they don’t want to be pushy or too ‘salesy’. This is for a variety of reasons (aggressive telephone selling, the cliche of the smarmy salesman, people not giving up when there is no interest or desire), but actually they don’t need to be like this anyway.

Most customers are fairly sophisticated and know when they are being ‘sold’ to. I’m the same – the  minute I get a phone call from someone who asks “How are you today?” then I know immediately what they are up to and I zone out. I can’t help it. And I am sure you’re the same.

Fortunately, that does leave an opening for the rest of us who are not employed in telesales.

Selling has changed a lot in the last few years – it’s all about relationships now. So if you are not that great at being pushy, guess what? YOUR TIME HAS COME!!!!

Now that doesn’t mean learning some sales techniques won’t help you – it definitely will (otherwise I wouldn’t be in business) but there are lots of things that you can do as a person, a human being, a helper, a solver of problems that will enable you to close a lot more business than you are right now. Check out this list:

  1. Listen – ask questions, then shut up and let your customer talk. The more they talk, the more you will learn about what is important to them.
  2. Keep in touch – try lots of different ways – telephone, email, letter, social media, face to face. Keep it varied
  3. Be human – don’t treat prospects like potential money and nothing else. Behind every decision is a real human being with real human desires, problems, worries and concerns.
  4. Try and be different from everyone else. When was the last time you sent a customer a hand written note, a ‘thank you’ card, tagged them on an interesting social media article or made an effort to find out about their hobbies and what they do in their spare time? It’s not an accident that a lot of business takes place on a golf course.
  5. Help other people first and without expecting anything in return. If you recommend, refer or give a testimonial, particularly if it is unsolicited, then people remember you and will return the favour if they can.
  6. Only do something you feel passionate about. People can sense if you don’t truly believe in what you are doing, so make sure you absolutely LOVE IT or they will sense that you’re not the real deal.

So be yourself, get out there a bit more and help people. What could be better?

Janet is based in Enfield, north London and trains small businesses and entrepreneurs how to sell more. She has recently reached the final of the Institute of Sales and Marketing Management’s national awards (BESMA 2016) in the category of Sales Trainer of the Year and, in November 2015 won ‘Start up Business of the Year’ at the Enterprise Enfield Business Awards.

If you enjoyed this article and you would like to receive a free download: Janet’s 8 Proven Sales Tips, please click on this link now.
Click Here for 8 Proven Sales Tips

Are women better at selling than men?

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Are women better at selling than men? This is a tricky one.are women better at selling than men?
In my role as a sales trainer, I probably train roughly 60% women to 40% men. Now this is interesting. Does this mean women are worse at selling than men, that they ‘think’ they are worse at selling than men, or just that men are simply less inclined to go on my sales training programmes? I suppose any of these could be true, but without a proper study, any response I make will be extremely unscientific.

However, about a year ago, I did undergo a very interesting bit of research (again, not rigorous in any way, but nevertheless the results were fascinating). I posted this on LinkedIn:

“I didn’t know there was a difference, but I went to an event yesterday (women only) where we were encouraged to be feminine and let the business ‘flow’ to us, as well as using masculine techniques like actually ringing people up and making appointments. I must admit, I’m a bit sceptical about all this! 

What does everyone else think?”

Well, I got a big response. From both men and women. Some of the best ones are reproduced below:

  • Assuming you and a male competitor are both proactively pursuing the same opportunity, and that you both are equally professional, I think you, as a woman, have several decided advantages. Women sales professionals tend to listen better, read body language and non-verbal ques more accurately and develop personal rapport faster than men.
  • Women are much better at everything. They listen. They learn. We suck. A woman can learn a smooth golf swing in an hour – we spend 20 years trying to kill the ball. Women just make sales “look” easier because they are smarter and they listen better.
  • As a marketing Director I use a program that records incoming calls and allows me to listen to the sales reps speaking to leads interested in our services….. The women dramatically out sale the males. After listening to calls for months, I noticed the female will quickly determine what the customer wants to hear and how they need to be sold. Women can change tone, aggressiveness, and her overall persona within 30 seconds of speaking with the potential client. Males seem to stick to what has worked in the past. They don’t seem to listen or ask as many questions as females do at the beginning of the call.
  • Janet, none of us in sales can sit and wait for business to come to us. As xxxxx points out, we sell differently and very successfully.
    We are exceptional at making connections and building and nurturing relationships.That’s one of the reasons we gravitate to referral selling. Our clients and peers look for opportunities to refer us. But again, we can’t just go with the flow. We must ask for referral introductions from the people we know well. It’s important to stay true to our style and to be authentic.
  • Most people are afraid (or at least wary) of being scammed or tricked by a “shady salesman”. Notice the word “man” is in the word “salesman”. When they think of a “shady salesman”, they stereo-typically think of a man. So naturally, when they are dealing with a strange man in a selling situation, customers have their guard up right from the get-go. But most of the time they don’t have a stereo-typical picture in their mind of a “shady saleswoman”. That means customers are often noticeably less guarded when dealing with a strange woman in a sales situation. So a female salesperson often has a much easier time building trust in the earliest stages of the first customer contact. This, of course, tends to make the entire sales process easier for the woman.
  • Janet, great topic. My two cents, your a woman, just be yourself, if your a man, just be yourself. Lots of great input. Most significant is do LESS talking/selling and more listening.
  • The “male and female” concept in selling refers to the style, method, technique or approach.For example, women are noted to be a nurturer and a softie. Having said that, it connotes the traits of being patient, persevering, accommodating and supportive. Being masculine means strong, forceful, dominant in nature and vigorous. Implementing those qualities (women’s plus men’s) create powerful sales tactics and strategies with strong sales execution.
  • For sure, you need to be aggressive in sales, but there’s also a place for letting the business come to you. In this day and age we’re ‘all’ so inundated with marketing messages that we either tune them out or react equally as aggressively (and in a non-sales-conducive manner). Sometimes at a show, I just talk to people without trying to sell them on my products or services…usually what we’re doing there comes up in conversation and by talking to them and listening I can get a better idea of whether I should push them or not. Even if you can connect with this person on LinkedIn or other social media, the opportunity to sell to them (or for them to sell to you) might come later. You just never know!

Wow!

So what are the conclusions? Well, having gone through this little lot, the main themes seem to be that women are:

  • Better listeners
  • Better at reading body language
  • Develop rapport faster
  • More customer focussed
  • More flexible
  • Ask more questions
  • Good at making connections
  • More authentic
  • More likely to be trusted
  • More patient
  • Better at nurturing
  • More supportive

However, ladies, don’t let yourselves pat yourselves on the back just yet. If you are in selling:

  • You do still need to approach people
  • You need to try to close
  • You need to be persistent

All of which, it would seem are slightly more masculine traits.

So what is my conclusion? Simply this – I’m not brave enough to start a gender war. So just make the most of your natural abilities (whether you are male or female) and remember that ultimately, selling should be about helping people.

Janet is an award-winning sales trainer based in Enfield, North London and specialises in teaching small businesses and entrepreneurs how to sell more. For some great free resources, head over to the Tadpole Training website and pick up some more sales tips: Click here