Winning the Toughest Customer: The Essential Guide to Selling to Women

Overview

If she had a choice, would she buy from you?

Developing the skill and know-how to attract and retain female customers has never been more critical to success-annually, women consumers spend $3.7 trillion, women business owners spend $1.5 trillion, and women make or influence over 94 percent of all purchases. You need her business to succeed. If you don't get it, someone else will.

Yet to many sales professionals, understanding women customers ...

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Winning the Toughest Customer: The Essential Guide to Selling to Women

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Overview

If she had a choice, would she buy from you?

Developing the skill and know-how to attract and retain female customers has never been more critical to success-annually, women consumers spend $3.7 trillion, women business owners spend $1.5 trillion, and women make or influence over 94 percent of all purchases. You need her business to succeed. If you don't get it, someone else will.

Yet to many sales professionals, understanding women customers is a daily challenge: the way women interpret behavior, hear unexpected meanings, take in "peripheral" information, and how they view the overall sales process. As a result, women's wants, needs, and expectations are often misunderstood.

Winning the Toughest Customer: The Essential Guide to Selling to Women reveals how salespeople can thrive with this complex market segment by providing the tools to customize selling to women, and then to anybody else. This notable guide shows professionals how to meet the expectations of female customers and benefit from women's legendary loyalty and viral marketing potential.

With Passi's seven-step sales process that clearly shows how to win sales in this powerful market, you'll learn how to:

* Understand why women reach different purchasing decisions than men
* Master ten steps to building solid relationships with female customers
* Incorporate the newest selling techniques to increase sales and garner repeat business.

In Winning the Toughest Customer, author and industry expert Delia Passi shatters gender and sales myths with boldness and humor, enabling salespeople and entrepreneurs to properly communicate and close the deal with the most influential buying market segment in the world.

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Product Details

  • ISBN-13: 9781419535543
  • Publisher: Kaplan Publishing
  • Publication date: 7/1/2006
  • Pages: 184
  • Product dimensions: 5.00 (w) x 7.60 (h) x 0.70 (d)

Meet the Author

Nationally recognized sales and marketing expert Delia Passi is president and CEO of Medelia Communications, a leading marketing agency that helps companies gain market share of women consumers, women-owned businesses, and target markets. Passi has trained thousands of sales representatives to sell more effectively to women through her own series of sales training programs. She has developed highly successful communication strategies for blue-chip firms such as Office Depot, UPS, Washington Mutual, Xerox, Principal Financial, Merrill Lynch, and dynamic fast growth companies such as PersonalShopper.com. Passi is the former vice president of the Working Woman Network and group publisher of Working Woman and Working Mother magazines.

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Sort by: Showing all of 3 Customer Reviews
  • Anonymous

    Posted December 18, 2006

    Short handbook on how to sell to women

    Many salespeople don¿t realize that selling to women requires a different approach than selling to men. If you¿re among them, we say 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.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted July 18, 2006

    Entertaining, Quick, and Very Informative

    This was a terrific book to take with me on the plane. It's such a quick read and Delia Passi, the author makes it so entertaining, with jokes and metaphors along the way. I don't think I've received such valuable information in a long time. I am a frequent reader and very involved with the finance industry. I have already purchased the books in bulk for my company and only heard amazing things! She really knows how to sell to women...and trust me.. it works!! She really opens you up to such crucial factors that many times, if not all the time we tend to completely miss! I would say it's a Must Read for anyone who is involved with selling as well as anyone in customer service.

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  • Anonymous

    Posted July 3, 2006

    Get more women

    This book really opened my eyes to how I need to change my approach to selling to the women who come to my dealership. I'm going to make sure that everyone in my sales force reads it and puts it to work. Its going to make a big difference.

    Was this review helpful? Yes  No   Report this review
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