The Oldest Trick in the Book - The ConsumHERist

Posted on | February 19, 2009 |

by Delia Passi

I’d like to see this cartoon on the desk of every salesperson, every service representative and every business professional on the planet, just so they get a frequent reminder of the most important consideration to remember when dealing with women.  If anyone who heard me speak or completed the WomenCertified program remembered nothing else, I would want them to remember the importance of listening to her.

Listen to her not just to find out what she wants, but listen to her for the sake of showing her that you are willing to give her your time and attention, that she is important.

Remember, too, that listening is not a passive activity.  Show her that you are paying attention with nodding, supportive comments, and paraphrasing questions.  Don’t forget my 4 second rule either.  Give her four seconds to pause and collect her thoughts before you jump in.  She may have more to say.  If you give a woman the opportunity to be heard, she may just talk herself into a purchase.

Delia Passi, Founder of WomenCertified® and author of Winning the Toughest Customer: The Essential Guide to Selling to Women is a regular columnist on ReachingWomenDaily.  Delia can be reached at delia@medelia.com.

Comments