6 traps successful women avoid in b2b sales

Women in B2B Sales

Successful Women in B2B Sales

Selling in B2B accounts is not easy for any salesperson. Successful female salespeople acknowledge the power of their selling styles and how they differ from their male counterparts. That is the first trap successful female salespeople avoid – simply trying to “copy” what male salespeople do rather than acknowledging and leveraging their unique differences.

Five more traps successful female salespeople sidestep:

1. Never questioning that you belong. Successful women are confident about their education, experiences and track record so they do not seek validation every time they meet with a customer or a person inside their company. They know that doing so just feeds feelings around self-consciousness and insecurities.

2. Not seeking praise from others to define your success. These women toot their own horns – they don’t wait for their customers or their colleagues to recognize their sales successes. From closing a large complex sale to completing a successful product implementation, successful female salespeople promote their successes.

3. Not waiting for the stars to align perfectly before they act. Successful female salespeople come to every B2B sale knowledgeable about their product, competition, and the customer. They develop a clear understanding of the customer’s requirements and concerns. They also know they’ll never have complete information around the sales opportunity so they understand how to advance the sale with the information at hand.

4. Not making statements that sound like questions. Successful female salespeople are confident about their contributions and ensure their confidence comes through not only in what they say, but how they say it. They speak up and make sure they are heard. If they aren’t, they regroup and try again.

5. Not taking it personally. In a difficult sales situation when they encounter push back from the customer, successful female salespeople don’t take it personally. They focus on the substance of the issue and how to constructively fix it. While these women do not seek out conflict, they don’t shy away from conflict. Rather they have developed the ability to depersonalize the issues and keep their eye on the big picture.

Just like men, women face a host of tough sales challenges. What we’ve found from working with thousands of successful women selling to B2B accounts is: they leverage their styles, trust their intuition, and believe in themselves.

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©2014 Sales Momentum®

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About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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3 Responses to 6 traps successful women avoid in b2b sales

  1. Michaela says:

    Thanks for finally talking about > Successful women in B2B sales acknowledge they
    do some things differently than male countertparts
    and leverage their unique differences. | Sales Trainig Connection < Liked it!

    my blog post … seo St Albans [Michaela]

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