Connie Podesta - Make a Fortune Selling to Women: The Deal Makers and Deal Breakers You Must Know to Close the Deal Every Time!

Other Books by Connie

10 Ways to STANDOUT From the Crowd: How to Out-Think and
Out-Perform the Competition

Life Would Be Easy If It Weren't for Other People

Make a Fortune Selling to Women / Selling to Men

Texting Harry

Redefining Happiness: A Powerhouse Mindset for Success

(eBook Only)

"The Best of Connie Podesta" Audio CD

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Second Printing

Library of Congress Cataloging-in-Publication data

Podesta, Connie

Make a Fortune Selling to Women

p. cm.

eBook ISBN: 9781613391648
ISBN: 9781613397701
LCCN: 2015910894

Printed in the United States of America

For further information contact Made For Success Publishing
+14255266480 or email

Why is it important to learn how to sell to women?

Let me ask you. Do you want increased sales? More money? More customers? More word-of-mouth marketing? More success in business? Then get on board. Because that is exactly what women can bring to the table for you. Bottom line: women influence 85 percent of all buying decisions. (Hows that for a majority?) En masse, they are an absolute powerhouse market for you. They have money, and they are willing and able to spend it. Your goal? Get them to CHOOSE to spend it with you!

The real deal today is, not only do women now control their finances directly, they are also purchasing products and services that were historically purchased by men. Youll see more and more women at garages, golf shops, and hardware stores, as well as making major buying decisions in industries such as agriculture, technology, finance, insurance, and real estate. (Hello? One of the fastest trending demographics in the real estate industry in recent years has been SINGLE WOMEN!)

In other words: women are buying-machines buying-machines with feelings! And if you want to be successful in sales, youd better be able to figure them out. Lets start with an interesting fact about sales that may change everything for you.

I have interviewed hundreds of salespeople and asked them to tell me why they believe they arent able to close more deals, make higher sales, or sign more customers. Here are the top five reasons they gave me. See if any sound familiar.

The economy

The price

The product

The territory

Lack of marketing

So I took the next step and interviewed hundreds of customers, asking them what made them walk away from a deal. Guess what? For the most part, men answered with variations of the five reasons above: The price was too high, Its not what I was looking for, or Money is tight, and I have to cut back. Butand here is why the book is so importantthe women responded quite differently. Very few women said price, or product, or poor advertising. What sent women fleeing to the competitor was more personal

She didnt LIKE the process. She didnt LIKE the atmosphere. Or by far the leading reason: she didnt LIKE the SALESPERSON. Women told me they would literally walk away and drive farther, pay more, and be inconvenienced in order to achieve a better experience, or work with a different salesperson. WOW!

So what ELSE did these interviews tell us?

Well, first: men are most often results buyers. They are focused on the transaction and the end results. Although they are engaged in the process of the sale, they are more forgiving (or may not even notice) if the experience isnt everything they expected, as long as they believe they are getting exactly what they want. When they do focus on the process, it is in terms of the resultshow they can get what they want for less, or with more, or faster.

Secondly, it showed that women are mainly experience buyers. They look at the process of a sale in its entirety and are engaged in each step along the way. They can be easily dissuaded from continuing the process at any point if they see signs that something is wrong (especially if these signs come from the salesperson). Each stage of the process is being judged and evaluated. They maintain a long-term focus, and the results are important primarily in the context of the entire experience.

Am I saying that all women buy alike and all men buy alike? Of course not. So before you send an email explaining that its either unfair or impossible to stereotype men and women, and that each person is a unique individual, Ill save you some time and trouble. I agree completely. That said, my research shows that many women and many men share the generalities I outlined above. So to be successful in sales, you have to be INTUITIVE. CREATIVE. SPONTANEOUS. RESPONSIVE. Oh, and FLEXIBLE. Thats an important one! In the end, you and you alone have to decide what is best for each individual customerman or woman.

So clearly, with 85 percent of the buying decisions being made by womenthats the gals out-buying the guys eight to oneits time to get serious about learning how to effectively sell to women. What they want. Need. What they want, need, and deserve when it comes to how they buy, and from whom they choose to buy. In order to do that, we have to delve into how women think, act, connect, judge, and make decisions. Whew! Sound complicated? Well, women are complicatedbut worth it!

First, lets begin by defining SALES. Sales is NOT just about selling a product or a service. The act of selling is everywhere in your life. Married? You are in sales. Parent? You are definitely in sales. Have a boss? Sales again. Work on a team? Constant sales. In fact, the ability to sell is key to your success in every relationship of your life. Lets expand our definition of sales.

SALES is the art of persuading,
motivating, or influencing others to
be open to new thoughts, behaviors,
attitudes, and ideas.

You know, we start selling almost from the moment we can talk. Just follow a two-year-old around. They know all the techniques. They know how to ask for what they want. They overcome objections. They intuitively know which parent to ask, depending on what they want. They dont let rejection get in their waythey simply try again. And they close most of their deals.

Truth be told, isnt that your BIGGEST WORRY?NOT closing the deal. NOT making the sale. LOSING the customer and never knowing why. Imagine what a difference it would make if you could really get inside the mind of your customers and know what they needed or wanted to close the deal, so you could help them to make the decision to BUY FROM YOU.

I have spent a lifetime helping people understand people. Why people do what they do and say what they sayespecially when it comes to the buying process. And if there is any industry where an understanding of the psychology of human nature is absolutely necessary, it is SALES. And the first thing psychology tells us is this (drumroll, please): men and women are different! Especially when it comes to sales. The problem is, very few salespeople have had the extra training necessary to understand those differences.