Here at AdMedia, we know better than anyone else how important a sale is. We are also aware of the struggles women face in the sales profession. Here are a few tips to help your sales women succeed and earn your company more.
Men have dominated the Sales profession for, well forever. Now that more women graduate college than men, and now that more women join the professional working world every day, taking on the world of sales shouldn’t be an overwhelming challenge. There are many more women in sales these days then would have ever been imagined by the housewives of yesteryear; however, women are still working harder for their money than their male counterparts. Why is it that men continue to do better in sales than women? We believe we have the answer and a solution.
Women have the whole thing down, that is until they have to talk dollars and cents. They can schmooze a client, get real close, form a relationship, and then feel bad when it is time to close the deal. They start to doubt the worth of their product, and begin to slash prices before a number has even been spoken.
In the November issue of Manage Smarter Magazine, Kelly McCormick discussed this exact issue. She came up with a quote that sums up what goes through the minds of many sales women:
“Oh, great, now I have to talk about money. I hate talking about money. I just know the buyer will think I’m overcharging. Maybe I should drop the price. Yes, that’s the best way to handle this. Gosh, I hope I can pay my bills next month.”
According to McCormick, women are nurturers and therefore feel bad if they believe they are overcharging for a product. I say “believe” because chances are the product was priced that way for a reason. In order to make the same profit as men, women need to charge full price for items, instead of slashing prices left and right to clear their conscious.
In order to do well, women must sell the product to themselves first. Women are more likely to make a sale if they believe in their product. They are also less likely to slash prices if they believe in their product and its worth.
When it comes down to it, the world of sales is not for the light hearted. Don’t play the slash game in your head when making a sale. Believe in your product and in yourself as a sales person. Sure the sale is important, and sometimes you do have to give a little on price, but give your client the opportunity to pay full price if they are willing.