Summary of GenderSell
Copyright © 1999 by Performance Improvement Pros
Reprinted by permission of Simon & Schuster, Inc., N.Y.
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Judith C. Tingley, Ph.D., and Lee E. Robert tell you why men are super-salespeople on Mars but idiots on Venus. This challenging and important topic - selling to the opposite gender - is, in itself, a pretty tough sell. The danger is that it inherently involves working with gender generalities and variabilities, and we have all been properly conditioned against that. The authors are a couple of experienced veterans who sometimes seem to lapse into stereotypes. Anyone who has been in the sales trenches would have to agree they are on to something, however, particularly when their advice is specific. In fact, many of the common-sense pointers presented in these pages would be applicable in relationships both professional and personal. As such, getAbstract.com recommends this book to anyone who wants to improve his or her rapport with the opposite sex - for business or otherwise.
In this summary, you will learn
- How to sell to men and women;
- Why women enjoy the “shopping” experience but men are there to buy;
- Why self-confident females fare better with male customers;
- Why showing impatience with female customers will kill the deal.
About the Authors
Judith C. Tingley is a specialist on workplace communication, particularly as it relates to gender. A trained psychologist, she has worked with Intel, Merrill Lynch, BMW, and Motorola. She also wrote Say What You Mean, Get What You Want. Lee E. Robert is director of sales and marketing at Corporate Education and Consulting, and has owned three service-oriented companies. She is a speaker, consultant, and coach.