When Selling to Women, Simply Listening is Not Nearly Enough

when-selling-to-women-simply-listening-is-not-enoughEvery salesperson out there thinks he is a good listener. But by women’s standards, you probably aren’t! In women’s gender culture, listening is a practice and an art. Men may be thinking, “How can you practice listening? Don’t you just sit there and pay attention?” Not if you want to make the sale to women!

Four Ways to Let Women Know You Are Listening

Salespeople need to show that they are listening. Here are four ways to communicate that you are listening to your prospect:

  1. Active Listening – Show that you understand what she’s saying by rephrasing her words as a clarifying question. “So you like this feature, but have reservations about that one?”
  2. Empathetic Listening – Show you understand how she feels, along with what she wants. Feeling understood is far more important to women than to men. “I get the impression that you’re pretty concerned about…” or “You’re really looking forward to…”
  3. Asking for Detail – Women desire to share details, so ask for them. “Tell me a little more about that.” or “Why is that important to you?”
  4. Non-Verbal Cues – While a woman is speaking, look at her face and watch for cues that tell you how to respond. Don’t look down or away, except to jot down notes. Nod occasionally to show you understand what she’s communicating.

For women, listening is something you actively do and an important way to participate in the conversation. Follow my four listening tips, and your women prospects will feel like you respect and understand them, which are two important keys to earning her business!

This entry was posted in Differences between women and men, Financial Services, How women buy, Selling to Women, Things women care about and tagged , , , , , , on by .

About Marti

To The Huffington Post, she’s “the High Priestess of Marketing to Women;” to TIME magazine, “the Chief Rabbi of the Sheconomy.” Renowned business guru Tom Peters calls her “the First Lady of Marketing to Women” and says she “is one of the best presenters, male or female, I’ve ever seen.” Marti Barletta shows you how to get more customers, make more money per customer and keep customers loyal longer - simply by getting smarter about women. Her first book, Marketing to Women, is available in 19 languages,” and her latest book, PrimeTime Women, focuses in on the market’s high-spending sweet spot - Boomer women in their mid-life prime – and shows marketers how to use this prime segment’s growth, size and buying power to propel their business for the next 20 years. As the go-to authority on marketing to women, women in leadership and women’s growing role in shaping the 21st century, Barletta has been quoted on CBS, ABC, MSNBC and NPR, as well as in The Wall Street Journal, The New York Times, The Economist, USA Today, Fast Company, TIME, Business Week, Inc., and many other publications worldwide. Ms. Barletta’s consulting clients have included Diageo, Ford, Kodak, Pfizer, Volvo Worldwide and others. A popular speaker internationally, she has enjoyed rave reviews on every continent except Antarctica, including in Australia, Chile, Dubai, Japan and Sweden. She has spoken for hundreds of companies, conferences and associations; and across dozens of industries, including consumer products, financial services, travel and tourism, retail and real estate development, to name a few. She is proud to say that numerous clients have booked her for return appearances. Her dynamic style, command of her subject and passion for her topic make her a popular speaker. Audiences love her practical tactics tailored to the interests of each audience, her lively style and sense of humor, and her memorable stories about men, women and marketing. Specialties:I show you how to attract more customers, keep them longer, and earn more money from every customer simply by getting smarter about today's mightiest market - women.

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