Have you heard the joke, why is it that a man will pay $2 for a $1 item he wants and a woman will pay $1 for a $2 item that she doesn't want? Subtle gender differences in behavior, especially in communication, also appear in the selling arena. We should be aware of these differences to adapt our sales communication and understand their impact on our selling. What are the … [Read more...]
Sales Strategy: Think About How You Buy When You Sell
Think about how you buy the next time you sell. I recently became a buyer to make two major home renovation projects. You want to make the best buying decision when you’re spending tens of thousands of dollars. Here’s where a few salespeople went wrong with their sales strategy. Too much personal information. I’m looking for a contractor, not a new best friend. I don’t want to … [Read more...]