GenderSell: How to Sell to the Opposite Sex - Hardcover

Tingley Ph.D., Judith C.; Robert, Lee E.

Hardcover

ISBN 10: 0684843854 ISBN 13: 9780684843858

Publisher: Simon & Schuster, 1999

Synopsis

Focuses on specific techniques designed to help salespeople increase their success rate and profits when selling to the opposite sex

About this title

Review:

Want to add some sex appeal to your sales approach? Try reading GenderSell by Judith Tingley and Lee Robert. The authors believe that business leaders and sales professionals can dramatically improve results if they understand some general differences in the ways men and women behave and think. The heart of the authors' advice: Be open and adaptive when selling to the opposite sex. Take on the qualities and characteristics of the customer, they write. "When selling to a male, sell more like a man," write Tingley, a psychologist and consultant on gender in the workplace, and Robert, a sales executive. "When selling to a woman, sell more like a woman." That means men can often benefit from a feminine touch. For example, men should bear in mind that women like to talk about people and feelings. You can boost sales to women by showing how the product can be used and enjoyed, instead of rattling off facts and figures. And women should remember that men are impatient for the bottom line. When selling to men, women should build rapport through product knowledge and then quickly get to the point without any disclaimers. Some people may feel stereotyped by the book. However, the authors contend that their findings are based on a vast amount of research, including an original survey of 600 consumers and their preferences for dealing with sales pros. GenderSell is easy to understand and read. It's full of anecdotes about how to close a deal by first closing the gender gap. --Dan Ring

About the Author:

Judith C. Tingley, Ph.D., is a psychologist and expert on workplace communication who has worked with a broad spectrum of clients, including BMW, Merrill Lynch, Intel, and Motorola, on projects related to improving organizational communication and teamwork. Her main research has been on gender communication, and she is the author of Genderflex: Men and Women Speaking Each Other's Language at Work and Say What You Mean, Get What You Want. A member of the American Society for Training and Development, the National Speakers Association, and the Society for Industrial and Organizational Psychologists, Tingley lives in Phoenix, Arizona, and can be reached on the Web at www.gendersell.com.

About this edition

• Publisher: Simon & Schuster
• Publication date: 1999
• ISBN 10: 0684843854
• ISBN 13: 9780684843858
• Binding: Hardcover
• Edition number: 1
• Number of pages: 176