Men Are From Mars
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by Kelley Robertson, Author, Professional Speaker & Trainer - Robertson Training Group
- Does this item meet my needs?
- Will it solve my problem?
- Is it what I am looking for - features, price, etc?
- Does the product have this feature?
- Can it do this particular thing?
- Is it the weight I need?
- If I buy it, will I be able to do this?
- "Tell me about your previous unit�"
- "How was your experience at�?"
- "What did you find that�?"
- "What would you like to see changed this time?"
"Men are from Mars, Women are from Venus." John Gray penned this phrase many years ago to help men and women communicate more effectively. Since this book was written, it has been determined that both genders not only communicate differently, they also buy differently too. Learning how to effectively sell to each gender can significantly improve your sales results and increase customer loyalty. Let’s start by comparing how men and women view the shopping process. The Shopping Process
Men see shopping as a necessity while women view it as an experience. Watch how women behave in a grocery store compared to men. Unlike men, who run in and out of a store, women will often peruse the entire store. Men will pick out the items they need, toss them in a cart, look at their list, and head directly to the next aisle. On the other hand, women will walk up and down each aisle, read labels, compare brands, and explore options. There is nothing wrong with the way either gender approaches the shopping process -- we are just different. We also make decisions differently. Decision-Making Process
Women typically take more time to make a decision. A man will ask himself a few basic questions such as;
All customers have certain buying needs -- either logical or emotional. Asking the right questions will help you determine each customer’s requirements. Men tend to focus on their logical needs when making a purchase. Some of their concerns include:
Kelley Robertson
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