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Source: Accounting Web
Allan Boress, author of The I-Hate-Selling Course, www.ihatesellinginstitute.com, says women make three mistakes that men don’t in selling:
- Women don’t believe the prospect will buy from a woman. If someone doesn’t believe the sale is possible, it won’t be. The sales person must see herself as the equal of the prospect.
- Most women don’t like to boast. Men often go to the other extreme and lose the sale. Women must develop the confidence to talk about their strengths and how they helped other clients. Lack of confidence may cause women to undercharge for their services.
- Women are tentative about “closing.” The antidote for this is to always plan the next step in the process and try to get the prospect to agree to it.
From Accounting Web.com. The complete article can be found at http://www.accountingweb.com/cgi-bin/item.cgi?id=101386&;d=815&h=817&f=816&dateformat=%B%20%e,%20%Y.
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