Summary of Winning the Toughest Customer
The Essential Guide to Selling to Women
To sell your product to women, begin by establishing rapport. Then address their concerns. Communication is the key.
Many salespeople don’t realize that selling to women requires a different approach than selling to men. If you’re among them, getAbstract says Delia Passi’s book is for you. Her main point is that women and men respond to different communication cues, so if you want women to buy your product, you must adjust your presentation. Passi’s book has its flaws: despite its welcome brevity, it is disorganized and repetitive, and she often promotes outdated stereotypes. Still, the book serves as a good reminder that you must pay attention to the communication style that your customers prefer - no matter what their gender.
In this summary, you will learn
- How salespeople can improve their business interactions with women;
- How women communicate differently from men; and
- How to improve your rapport with female clients.
About the Authors
Delia Passi is president of a marketing agency that helps companies reach women consumers and business owners. She also teaches sales representatives how to sell to women. She is the former vice president of the Working Woman Network and former group publisher of Working Woman and Working Mother magazines.
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