In this episode we meet business advocate and professional mentor for women Judy Hoberman. Judy is the author of the book Selling in a Skirt where she discusses gender differences in buying and selling. In this episode we discuss how women sell to men, men sell to women, and how to create a niche market that ensures you’re the expert.
Build a Relationship
Sales is about building a relationship. This is true for all types of sales, from the simple to the complex. Always ask questions and take notes. Show that you’re very interested in learning more about the prospect.
Ask open ended questions. Discover if they are qualified for your products and services. People like to talk about themselves. They will tell you everything you need to know. If they have the problem your “thing” solves, you have a hot prospect.
Continue to fact find during the presentation. The next step is to close.
After the fact finding process Judy asks …“OK is there anything else?”
This will generate the first objection. “Is there anything else? What do you think we should do next?”
Address each objection, one by one.
When the objections cease, the trick is to get them to close themselves:
“It looks like Friday would be a good time to get back together, would Noon work?”
There are three possible answers:
- Not Perfect how about 2PM
- I’m going to think about it?” (if this is the case, discover if there is a hidden objection, otherwise follow up in 2 months)
Take Action Today
Be focused and get focused by setting goals. Think of the EOY goal, and work backwards with interim monthly goals.
How To Find Judy Hoberman
You can find Judy on her website www.sellinginaskirt.com
Judy also had a special offer at www.sellinginaskirt.com/special-offer
- Skirting the Issues eBook
- 3 key gender differences that create the perfect sales team
- What the F is everyone Twittering about
- 4 simple words that will increase your sales
- How to outsell every man in your office
Pat and Judy on iHeart Radio: Selling In A Skirt – Who Is Your Tribe?
In this episode Judy Hoberman interviews me on non-pushy selling and how bullying a prospective client goes nowhere during this day and age.
Judy takes a view of servant leadership that dovetails well with the Sales Babble view of helping and adding value. Consider the Covey quote “Seek first to understand then to be understood”.
Selling In A Skirt, June 5, 2017
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Sales Skills Training
This episode is just the start. Dig deep into the Sales Babble back catalog. Start here today!
- Memory Hacks for Sales Professionals with Brad Zupp #169
- How To Write A Successful Sales Plan with Jamie Irvine #168
- How Sales Can Help Buyers Help Themselves – Hugh Liddle #164
- 5 SuperPowers of Successful Sales Account Executives with David Kahn #156
- Persuasion and the Art of Influence with the Sexy Boss Heather Ann Havenwood #141
- Four Skills You Need For Sales Success – HEAT
- The Only Sales Guide You Will Ever Need Anthony Iannarino #130
- Understanding the Value of Testimonials #126
- Lessons Learned at a Software Startup with Johnny Campbell #124
- 5 Habits of Successful Sales People with Kingsley Grant #117