The Wealth Weaver
When Selling, What do you Fear Most? | December 28, 2011
My biggest fear is selling to men. Despite our tremendous progress steps towards equality of the sexes when a man and woman engage in any kind of interaction the obvious most basic differences can alter our perceptions. Ancient, unconscious scripts may begin driving the exchange despite your best education and understanding.
I was closing the deal on a big ticket item with a male customer and everything was going great. We were in my professional space, due diligence had been done to discover what he truly needs and what he wants, and I had a game plan to get him there with a price tag of $2,700.
With every page of the presentation he was on board, in agreement and ready to take the next step. We got to the money, I was nervous and – thankfully – alert. Then out of left field he asked me a question that would require my personal opinion, not my professional expertise.
Alarms went off in my head! Here was an opportunity to blow the whole deal. I quickly assessed that his question was going in the personal direction, off course, and into a lost sale. Using humor I diffused the bomb on my table. I quickly redirected the conversation back to his needs and wants. This is a very unconscious tactic often employed by the male in a business deal. It is merely a test to see how committed to the business channel you are. If you can be sidetracked how reliable are you?
Whew! I closed the deal and banked $2,700 by keeping all of my attention on the business channel.
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