English (United Kingdom)

Women in the "sale": a practical experience of effective sales

Everyone who works in sales, will inevitably come to the conclusion that indeed "successful sales" - is the realization of his system of knowledge and skills, allowing to manipulate the conscious and subconscious of people (ie potential customers), namely "real" and "potential" customers.


Both men and women are their own way "sales" in different ways, achieving the same results but with the time difference, as shown by analysis of the situation - in about six months. And women leaders here.

to track practice ways to promote efficiency in the sales process, women - not specialists (according to psychological research CYL), come to the "phase of stagnation" after 4 - 5 months of work in this area and then begin an immediate search of their own system of personal growth (personal knowledge of the individual building), thus leaving men - not experts in the same "phase of stagnation", patiently waiting for occasional customers and higher wages, behind.

Advances in actual full-time sales
Women from 19-22 70%
Men from 19 to 22 48%
Women from 25-30 82%
Men from 25 to 30 60%
Advances in on-line, telephone, information and consulting sales
Women from 20-30 95%
Men from 20 to 30 80%
This step is "awareness + practical action" - can be considered the start of self-realization in future practical and socially active women.
Any effect on the actual sale, for women, is not limited by immediately in the amount of income, and gradually built up to form a resource in and confidently gaining momentum. Psychologists have compared this process with a child growing up and deny the presence of widespread stereotype about women "want everything at once!»
And despite the fact that the system of knowledge and skills enables the breadth of the maneuvers, "women in sales" tend to use only part of the arsenal for stable growth markets.
Methods "female sales" are substantially different from those of men of a certain mystery and, as a rule, have their own quite original handwriting. But the basis of "women's sale" - Acts flexibility as top quality (more inherent to women), allowing it to successfully maneuver is going up - while the situation (controlling, directing the sale) and falling down - "caving in" under the customer and giving him the right to carry out the process.
The alignment method of the future "female" sale - this is also a work involving and selection tools for further application in the sales process.
Recently, chosen women "weapon" for successful sales - almost always consistent with the expected attacks, maneuvers and strategies on the part of customers. With men - women do not compete, they're just working hard on the final lead.
The main male and female qualities andtraits,
as the "pros" and "cons" for the scope of sales:
Women
"+" "-"
vigilance, care, active Needless demonstrative positioning
flexibility Excessive in pechatlitelnost
resourcefulness and passion Increased emotionality
Creativity too soft
Diligence and diligence -quality work Boating "around the bush»
Fully "laid» chatty
The multi-vector Persistence
intuitive method Doubts
Ease of communication, verbal presentation of information An analysis of "how am I?", The increased concentration on itself
Smile and external layout to her The lack of exposure
MEN
"+" " - "
Smooth pozitsionarovanie Inattention to the wishes of clients, liability, lack of vigilance

The absence of excessive sensibility
Hard pereklyuchaemost from one to another, straightness
Resistance to emotions Lack of passion and resourcefulness
Assertiveness / stiffness The prevailing attitude of waiting
Specifics Do not diligent attitude, work quality suffers
terse Do not completely "laid»
The lack of intrusiveness The narrow scope of the application of skills
Confidence The lack of intuitive methods
The concentration on the issue of product The difficulties of verbal contact, lack of ease in communicating
Vyderzhka imitation of externaltranquility The rigor and often isolation

So, to persuade business and practical woman in the story "about her methods" are not always a good idea, as the share secrets (except to remind you that everything in life is given by with difficulty) they do not want, and it is clear that it is elementary once.

However, some of the most unusual and effective practical victories "of women in sales," still managed to define:

Professionalism «for sale» (the method is equally effective in both the real and potential customers).

No one would argue that competence - is the main and the main criterion of successful sales today. In this field - are played the most effective and large-scaletransactions, convenience blends nicely with the results. And when the frail woman deeply versed in the technical details of the issue when she talks about the ease with aerodynamic properties or chemical composition, quality system and properties of materials - half sales. This is - a stupor, and hence the collapse of the stereotypical perception of the real representation of women as a seller. So, get a chance to "sculpt" the image for the perception of the customer who wishes to sell side. Most of the largest and most successful companies use this method.

According to the CYL, among workers in sales of women aged 19 to 35 years:

Sectional professionals its sphere 45%
professional, but have no appropriate education
61%
About marching additional courses ortraining 72.8%
Those wishing to obtain new skills 25%
consider yourself a professional good level of 36%

It is believed that do not earn enough (if s / n from 1000u.e. \ Months) 89%
It is believed that earn well (if s / n to 1000u.e. \ Months) 52%

It is planned career, not a leader (early career) 90%
It is planned career, not a leader (mid-career) 31%

plans to further career already being head
64%

mechanism.
The position of "women in sales» :
clearly superior due to the presence of aggressiveness.
client's position:
initially weaker, because people are not ready for such a method from the "women in sales." However, the client can develop a protective response to a view "from above", if he is allowed to do it.
Interaction:
reasoned version of the pressure on the customer in all possible directions in order not to lose position over it, and sell goods often follow through the process of "successful sale." If the client is allowed to use this method in relation to itself - is "it" item.
Oksana, 30 years old, entrepreneur
«I am confident in their business capacity, with regard to persuade" for - Men, "it is my niche work. I am open to dialogue, compromise, do not show female characteristics, behave quite simple and specific. I prefer the classic negotiation process and active instead of unsubstantiated promises. Men respected men, so they should be "play by their rules," and you're bound to win ».
The method of" tuning "or" incompetence "(designed to sell products for all types of clients).
It is popular among women in situations where there is no way to "feel" of the client and understand what he wants. The method consists in a game called "see it or not ... here it is ... and that's it ...". In other words - the woman "knows" all the peculiarities of the commodity, because it is ... a woman, this suggests that sees / have in stock / stock.
Clients professionally versed in this product, and those who are a little better (as they think) knowledgeable in the issue being discussed - often flatters this approach because it emphasizes their unquestionable professionalism and provides an opportunity to assert themselves at the expense of women-seller "enlightened" and dedicated it in detail, the advantages and disadvantages of a product (often really is useful for even the most competent "women in sales"). mechanism.
The position of "women in sales»:
sagging, weak, soft, persuasive, disclose, stimulating openness on the part of the client.
The position of the client:
«from above." He "manages" the process.
Interaction:
The customer buys because "he wants", thus forming method of sale. Nick, 23, chief consultant - Deputy Head of the Company's sales «Never choose to approach customers directly and unambiguously. Always "adjust" gradually "poking" by product and directions. Especially confusing marks, texture, although better than me they do not know anybody in the company, as I am financially responsible person, and have been working for four years. Each client is teaching me, but I never insulted, as I look at the age of 18 and "genuinelytrying to please." My style of sales - effective in wholesale sales, since I always "play" on the price being until the end of "uncertain" in itstruth. Because of this, my salary premium over twice ». The method of" soft-hearted "(more emphasis on the immediate sale).
give in and go to a meeting - is considered to be" pure " feminine qualities. Persuade the man "to give up" - it is possible, but the process is uncomfortable and often from a possible single answer "No!". A woman's "no" - it is almost always "yes ... but I'm not the mistress ... well, at 2 hryvnia ..." - and it is nice. Buyer can not change his mind, because he "won" and still knocked the price down to the desired or at least a little bit. mechanism.
The position of "women in sales»:
weak, sagging, second.
The position of the client:
superior governing that assigns seller depending on their desires, pressing.
Interaction:
The client takes the initiative launching the interaction of the "buyer-seller" so he "himself" creates Statement conditions for the purchase of goods and creating them - making this purchase. Lena, 25 years old, wholesale supplier and distributors of cosmetics "inferior because both pleasant and profitable. And I have sold, and the customer is satisfied. Also, I always demonstrate the "opportunity" to reduce prices visually seen by my eyes, by vibrating on reflections over the goods. No special sales records - I do not hit, but a stable income for me and my staff - permanent ».
According to the CYL women "sales»
aged 19 to 35 years:
Ispolzuyupsche in working with clients' own methods » 31%
Do not use (but willing to learn) 7%
Every woman - choose your method of "successful sale", picks up that her closer and better able to.
But, summing up this topic, nevertheless interesting that part of the arsenal "Women in the sales," which so often remains closed for the understanding of the clients / customers / partners, and for psychologists uniquely serves as a phenomenon. In this phenomenon, the results of psychological analysis is the fact that during the transaction (contact-installation dialogue between client and vendor), "a woman in the sales of" works, especially ... for yourself, only then for the goods. The main focus of the client switches to the natural direction of "selling female personality" (personality, beauty, specialist, fashionista, etc.) - which makes the sale of special and uniquely successful. As a result, the goods sold by the client is perceived as something more that has passed through the individuality of "women in sales" and then appears to him as the direct object of purchase or an excuse to communicate with a woman as the - at that time already an integral part of purchase of this product.
According to a survey CYL:
Women consciously samoprezentuyut more myself than products 64%
Do not thought about it 2%
According to the men, "she presents herself more" 92%

«Men in sales" emphasize "potential" or "real" client purely on the product, on the specifics on anything other than yourself, therefore, the transaction is not personalized and, therefore, without the emotional and mental grain required for the completion of a harmonious passage way from the human desire to buy up to the fact-action in the form of purchase.
As a result, a woman selling goods to the customer under the "eye color" and "in the tone of the soul" now speaking effective strategic tool of psychological influence on the buyer, and the man tries to hold out until the end of the day and find a new "training successful sales" in the newspaper ads free.

Alice Anisimova
Psychologist - personology, physiognomist

 

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