Make a Fortune Selling to Women. Connie Podesta

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      Other Books by Connie

      10 Ways to STANDOUT From the Crowd: How to Out-Think and

      Out-Perform the Competition

      Life Would Be Easy If It Weren't for Other People

      Make a Fortune Selling to Women / Selling to Men

      Texting Harry

      Redefining Happiness: A Powerhouse Mindset for Success

      (eBook Only)

      "The Best of Connie Podesta" Audio CD

      To get more information or book Connie for YOUR next event, visit www.conniepodesta.com or call her team today at [phone]

      Made For Success Publishing

      P.O. Box 1775 Issaquah, WA 98027

       www.MadeForSuccessPublishing.com

      Copyright © 2012, 2016 Connie Podesta

      All rights reserved.

      In accordance with the U.S. Copyright Act of 1976, the scanning, uploading, and electronic sharing of any part of this book without the permission of the publisher constitutes unlawful piracy and theft of the author’s intellectual property. If you would like to use material from the book (other than for review purposes), prior written permission must be obtained by contacting the publisher at [email protected]. Thank you for your support of the author’s rights.

      Distributed by Made For Success Publishing

      Second Printing

       Library of Congress Cataloging-in-Publication data

      Podesta, Connie

      Make a Fortune Selling to Women

      p. cm.

      eBook ISBN: 9781613391648

      ISBN: 9781613397701

      LCCN: 2015910894

      Printed in the United States of America

      For further information contact Made For Success Publishing

      [phone] or email [email protected]

       CONTENTS

       Leveraging Today’s Buying Majority

       Women, Sales, And Social Media

       What Women Want

       Deal Breaker #1 She Doesn’t Want To Play The Game

       Deal Breaker #2 She Doesn’t Think You View Her as a Legitimate Decision-Maker

       Deal Breaker #3 She Doesn’t Like You

       Deal Breaker #4 She Doesn’t Trust You

       Deal Breaker #5 She Doesn’t Think You’re The Right Person For The Job

      Turn Those Deal Breakers Into Deal Makers

       LEVERAGING TODAY’S BUYING MAJORITY

       Why is it important to learn how to sell to women?

      Let me ask you. Do you want increased sales? More money? More customers? More word-of-mouth marketing? More success in business? Then get on board. Because that is exactly what women can bring to the table for you. Bottom line: women influence 85 percent of all buying decisions. (How’s that for a majority?) En masse, they are an absolute powerhouse market for you. They have money, and they are willing and able to spend it. Your goal? Get them to CHOOSE to spend it with you!

      The real deal today is, not only do women now control their finances directly, they are also purchasing products and services that were historically purchased by men. You’ll see more and more women at garages, golf shops, and hardware stores, as well as making major buying decisions in industries such as agriculture, technology, finance, insurance, and real estate. (Hello? One of the fastest trending demographics in the real estate industry in recent years has been SINGLE WOMEN!)

      In other words: women are buying-machines— buying-machines with feelings! And if you want to be successful in sales, you’d better be able to figure them out. Let’s start with an interesting fact about sales that may change everything for you.

      I have interviewed hundreds of salespeople and asked them to tell me why they believe they aren’t able to close more deals, make higher sales, or sign more customers. Here are the top five reasons they gave me. See if any sound familiar.

       The economy

       The price

       The product

       The territory

       Lack of marketing

      So I took the next step and interviewed hundreds of customers, asking them what made them walk away from a deal. Guess what? For the most part, men answered with variations of the five reasons above: “The price was too high,” “It’s not what I was looking for,” or “Money is tight, and I have to cut back.” But—and here is why the book is so important—the women responded quite differently. Very few women said price, or product, or poor advertising. What sent women fleeing to the competitor was more personal…

      She didn’t LIKE the process. She didn’t LIKE the atmosphere. Or by far the leading reason: she didn’t LIKE the SALESPERSON. Women told me they would literally walk away and drive farther, pay more, and be inconvenienced in order to achieve a better experience, or work with a different salesperson. WOW!

       So what ELSE did these interviews tell us?

      Well, first: men are most often “results” buyers. They are focused on the transaction and the end results. Although they are engaged in the process of the sale, they are more forgiving (or may not even notice) if the experience isn’t everything they expected, as long as they believe they are getting exactly what they want. When they do focus on the process, it is in terms of the results—how they can get what they want for less, or with more, or faster.

      Secondly, it showed that women are mainly “experience” buyers. They look at the process of a sale in its entirety and are engaged in each step along the way. They can be easily dissuaded from continuing the process at any point if they see signs that something is wrong (especially if these signs come from the salesperson). Each stage of the process is being judged and evaluated. They maintain a long-term focus, and the results are important primarily in the context of the entire experience.

      Am I saying that all women buy alike and all men buy alike? Of course