The X and Y of Buy by Elizabeth Pace

Author:Elizabeth Pace
Language: eng
Format: epub
Tags: ebook, book
Publisher: Thomas Nelson
Published: 2010-09-07T16:00:00+00:00

Double Entendres and Getting Beyond the Maybes

The way a woman communicates can confuse a man. She nods even when she might not agree, she asks a question when she knows the answer, and she interrupts with her own story to bond. But when she says, “I’ll think about it,” guess what? She is really going to think about it. Contrast this to your male prospect, who is more likely to offer “maybe” as his version of a polite no.

In a selling scenario with a woman who has said she’ll think about it, ask if there is any other information you can provide, and when you can follow up with her. Then, provide information that will help her decision-making process, and while she is taking the time to decide, send her a nice note or a reference of someone that reminded you of her. Use the “maybe” season to strengthen your relationship with her.

When a male customer says he wants to think about your service, you need to qualify his statement as an objection. Your job then is to find the true objection and overcome it to keep the prospect engaged. You may even want to simply tell him it’s okay to be forthright with you (remember, a comfortable level of communication is foundational to your success). Clearing the air of diplomacy will not only allow him to relax; it will allow you to get straight to the bottom of his hang-up where you can accurately address it.

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