- Understand her situation--ask questions and learn about her.
- Don't sell her, let her buy--pushy salesmen have no pull with smart buyers.
- Really listen--listen and learn.
- Solve her problems--be solution-focused, rather than transaction-focused; telling her about a similar problem you've solved for someone else will help her identify with and gain confidence in you.
- Use testimonials - don't shy away from letting a third party say nice things about you--use testimonials from people she admires.
- Help her finalize her decision--help her decide but only after you understand what's driving her hesitation.
- Follow up, follow up--becoming a missing person after only one meeting convinces her why you were there in the first place ... to sell her, not serve her ... so follow up.
- Give her some breathing space--she was kind enough to give you time to make your presentation, give her time to digest it and make a decision.
- Ask for referrals--word of mouth goes a long way with a woman; once you've established a rapport and relationship, ask for those referrals.
- Turn the relationship into a partnership--stay in touch with her after the sale; commit to a relationship.
Cynthia Tidwell is president/CEO of Royal Neighbors of America.
