Genders: Does It Matter When It Comes To Selling?

Are women better at selling themselves than men? Both male and female professionals need to sell themselves in order to become powerful decision-makers. Knowing what to wear, how to present oneself and speak during prospective meetings is crucial for making a positive impact on them. While there are many dos' and donts' when it comes to communication, learn the necessary skills from men AND women in order to read and respond to your audience the best way possible. Always be yourself, regardless of what you discover along the way.
 
Strengths that many male professionals possess:
Logic: Some men are driven by pure logic. They need to see statistics and facts behind all or most of their discussions. Attempting to close the deal with someone who's a thinker (rather than "feeler") will take more than one meeting. Do not expect anything different. They prefer a conservative approach when making important decisions.
 
Humor: Other men are driven by having a good time. If you make the meeting lively and fun for them, you will win them over. They are spontaneous and believe in taking risks. They appreciate those people who are persistent and ask for what they want. They are usually also quite entrepreneurial and open-minded when it comes to new ideas. They appreciate others who laugh and feel good about life.
 
Charm: There are those men who are driven primarily by your ability to charm them. While they like to see the facts and think through decisions, like those who appreciate good humor, these men will take the time to find out your background and won't be shy about sharing personal details about themselves in return. Building rapport is what its all about for them.
 
Strengths that many female professionals possess:
Listening skills: Women possess the patience to listen to new ideas or suggestions without allowing their egos to get in the way. While some men are excellent listeners as well, women tend to make many decisions based on gut-feelings about a person.

Follow-through: Many women tend to follow through on their word. They will not simply try to charm their audience without substance. Again, charm is powerful when working with someone who appreciates it, whether they are male or female. Sticking to your schedule, showing respect for others and acting on a commitment will earn many points when moving to the next level.
 
Eye contact: Forming eye contact during meetings is very effective when trying to win others' attention. Women tend to be more natural at this than men. They are more in-tune with body language. On the downside, if women try too hard to impress others by the way they talk and move, their gestures could come off as artificial.
 
Are women better at selling themselves than men? There is no manual on how to behave at any given time when attempting to display a professional demeanour. There are natural strengths that women and men possess. By understanding different personality types and paying attention to what people say and do on a regular basis, you will gain a better handle on what works and with whom.

Posted: November 2006
(c) Nicole Attoas & Associates