Winning the Toughest Customer: The Essential Guide to Selling to Women

by Delia Passi

Book Overview

If she had a choice, would she buy from you???Developing the skill and know-how to attract and retain female customers has never been more critical to success-annually, women consumers spend $3.7 trillion, women business owners spend $1.5 trillion, and women make or influence over 94 percent of all purchases. ?You need her business to succeed.? If you don't get it, someone else will.Yet to many sales professionals, understanding women customers is...

• Format: Hardcover
• Language: English
• ISBN: 1419535544
• ISBN13: 9781419535543
• Release Date: July 2006
• Publisher: Kaplan Business
• Length: 155 Pages
• Weight: 0.55 lbs.
• Dimensions: 0.7" x 6.0" x 7.4"

Customer Reviews

Must read, best of the bunch..from a male perspecttive

My wife and I opened a Home Decor store recently and purchased this book halfway thru the first year. Thought I wished I had read it sooner, I also believe that I would still had to read it again. In fact it is in my pile for winter reading again. Read several other books about selling to women but this was by far the best. It gave you good solid information that was useable and assisted substantiating several points with our staff.

Powerful Proven Strategies for Even the Most Enlightened Sales Person

Delia Passi shares practical proven strategies for selling more effectively to women. The first half of the book explores the "how and why" of women's buying decisions, and the vast array of possibilities in selling to this most powerful consumer. The rest of the book provides exactly how-to expertise for every aspect of selling to women. Every man will laugh as he reads the piece on business lunch conversations with women...and then quickly stop laughing when he realizes how many business deals, sales, connections and networking opportunities he has lost because he never read this book. Just as Delia Passi says, if you master her strategies selling to women, you will far exceed the expectations of men and therefore increase sales with men as well. Delia Passi should quickly write another book helping men relate better with women in the personal arena as well. This is a must read for anyone, even the most sophisticated, enlightened person who finds themselves selling to women.

Finally, The Successful Way to Speak to Women

I heard Delia speak at an event for businesswomen this year and was intrigued by her sales strategies, so when I found out about this book, I bought it and read it immediately (easy, quick read, ideal for a flight). What I learned was there are significantly different ways to communicate with women that I have been overlooking all these years, that details are important, and that they need to connect with the salesperson emotionally before trusting them with thier money. Delia's seven-step process was enlightening and I am now revising my strategies altogether to incoporate this newer way in which I can "listen so they will speak, and speak so they will listen". This book is a must read for anyone in sales, particluarly men as it will bridge the language gap for us all -even on a personal level.

Amazing, Enjoyable, Yet Very Informative Read!

I began reading this book and at first I was simply amazed by the statistics and demographics. I have worked for several marketing, selling, financial...etc. companies and have gained valuable experience in my years of selling. I didn't think I would learn much more. After all, you're either the type who has selling abilities or not, right? WRONG! I have given several copies of this book to my colleagues and everyone has literally seen improvements in their selling statistics! It's a completely refreshing view. We all get stuck in our routine selling patterns and this really opened my eyes up again. I am a woman but even I have tried so hard to blend into our male-dominated business society that I've lost track of the differences between men and women and their decision making processes. Not only was this educational and helped me to re-evaluate so many of my techniques, it was also very enjoyable! For men it's a NECESSITY... for women it's a step up in your selling potential. To explain concepts she even threw in some hysterical jokes and metaphors. I would recommend this to everyone I know! Highly Highly Recommended!!

Financial Advisor

This week I heard Delia Passi speak on Selling Financial Services to Women. She was excellent and after 90 minutes I thought I really "got it". That evening I read her book and was pleasantly surprised by the practical and actionable sales tools that can put into practice immediately. I strongly recommend it to anyone who wants to acquire and retain women clients.