Delia – I heard you speak recently (and by the way your workshop alone made my trip worthwhile), and while I took away numerous new tactics I am challenged staying focused when her conversation goes off track and all I am thinking of is how to steer her back to the purpose of our meeting. This is a common issue I face and now I realize possibly a reason why my close rate with women is less than desirable.

Peter V, Hartford CT.

Peter – First, thank you for sharing as we truly value your feedback.  But more important is helping you overcome a common obstacle many sales people make with women: active listening!  I say, take the journey with her.  What does that mean, you ask?  Simply, her conversation may resemble more of a journey versus a destination.  Take the journey, go with her to explore what it is she is trying to share even though it may seem in code to you.  Believe it when I tell you she is telling you more in her conversation than you think.  

So what can you do?  Step 1 – Listen and listen again.  2 - Take notes so while she is speaking you can note points that seem important or as a reminder to ask a question.  3 - Use the clarifying techniques you learned in the workshop (or in Winning the Toughest Customer: The Essential Guide to Selling to Women).  Here’s an example: “I want to make sure I understand.  I sense from your comments that living near public transportation would be preferable.  Is this correct?”  This technique along with others we discussed will allow you to remain focused and help her gain the trust she needs to feel confident moving forward with choosing you!

Best of Luck!
-Delia

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