Selling: the Feminine Way
The old fashioned hard sell
doesn’t cut it any more. People want to buy, not be sold to. People buy people,
not products or solutions. Buyers are looking for control, empathy and
personalisation of approach.
Feminine values support this type of
sales process. Females tend to value:
- Attention to process, not task.
- Concern with impact of business decisions on people.
- Integration of personal/ private life; building relationships in the
workplace.
- Collaboration.
In other words, females are intuitively smarter sellers. Based on the
principles outlined in the bestselling book "Smarter Selling" written by Keith
Dugdale and David Lambert (FT Prentice Hall, June 2009) which deals with the
human element in the seller buyer relationship, we will explore ways in which
use your feminine approach to get results.
Learning Objectives:
- Learn how to understand and change the relationship with your buyer
- Develop rapport building skills
- Learn how to cement credibility and trust
- Practice building sustainable, trust-based relationships
Feedback from attendees:
"I found it very informative and relevant to what my next role is." Maryse Gordon, Logica
"Very useful, good to get some structured training."
"Excellent. Selling is something I have traditionally avoided but now I feel that I want to try out what I have learnt."
"Thank you - very useful". Kerri Mansfield, Creation Artisian
"Excellent, well worth while taking the time out after work."
This workshop was led by Michelle Brailsford.
