Mars & Venus

Newsflash! Men are different than women and vice versa. In sales calls, you might want to take a look at an approach that embraces the subtle differences found in Mars and Venus so you write more business.

A new book, GenderSell: How To Sell to the Opposite Sex, proposes that sales is a process of influence and each gender has its unique area of influence you should be targeting. They suggest looking at your last few sales calls to figure out if you were more successful with one gender than the other.

After conducting interviews with more than 600 buyers, the authors of the book found that men wanted to buy from women who offered knowledge and got to the “bottom line.” Men want to stick with facts and figures. Conversely, women want to know that a male salesperson cares about the relationship he is building with her. In fact, a guy sticking with facts and figures (what he wants when he buys something) is often perceived as pushy and aggressive by women.

As accountants, keep in mind that you may be more technically oriented and may naturally drift more to the numbers end of the deal and, therefore, to closing more business with men. Women business owners are growing substantially each year. Make sure you are talking their language. Learn more about the GenderSell difference so you can close the gender gap.

You may like these other stories...

Read more articles by Sally Glick here.Most CPA firms, of any size, focus on building their brand—having a strong reputation—in their target markets. The larger the firm, the more resources it has to deploy, from...
Mark Feinsot combines a former career as a pilot and current work as a CPA to offer accounting and tax services to the aviation industry. That work as a specialist puts him on the cutting edge of a growing trend in...
There is a huge competition in the accounting field to get more clients. Large firms have in-house marketing and PR teams to take care of business development. Small firms, however, need to be strategic in their marketing...

Already a member? log in here.

Upcoming CPE Webinars

Sep 18
In this course, Amber Setter will shine the light on different types of leadership behavior- an integral part of everyone's career.
Sep 24
In this jam-packed presentation Excel expert David Ringstrom, CPA will give you a crash-course in creating spreadsheet-based dashboards. A dashboard condenses large amounts of data into a compact space, yet enables the end user to easily drill down into details when warranted.
Sep 30
This webcast will include discussions of important issues in SSARS No. 19 and the current status of proposed changes by the Accounting and Review Services Committee in these statements.
Oct 23
Amber Setter will show the value of leadership assessments as tools for individual and organizational leadership development initiatives.