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| Sex Makes A Difference |
5/31/2004 DIX HILLS, NY- Survey results released today by Crossell, Inc. showed that 72% of men would prefer to sell to women, while only 59% of women favor men as buyers. The gap indicates that, while both genders feel it is easier to make a sale when the buyer is of the opposite sex, women view the gender advantage as less beneficial. The survey polled sales professionals working in a business to business sales environment. People were also asked what sales skill they found “most challenging.” Almost 50% of people responding considered handling objections to be the most difficult. However with regard to other skills, men and women struggle with different things. Men reported that listening was difficult while women said questioning and presenting were more challenging. According to Carol Frohlinger, president of Crossell, the results are consistent with her firm's experience and research. “Men and women have different strengths and opportunities when it comes to interacting with clients. It is a fact of business life." Frohlinger goes on to say that it is a mistake for companies to ignore these dissimilarities. She says training is required to make people aware of gender related differences and what to do about them. Salespeople of both sexes agree. 95% of men and 84% of women said that it was important that sales training include a gender related communications skills component. After fifteen years of consulting, Frohlinger founded created Crossell, Inc. to fill the need she sees for sales and negotiation training with a focus on gender. Survey respondents were divided almost equally between men and women. 73% of them have been in professional sales for three years or more. For additional information on Crossell, Inc. or the services the company offers, visit their web site at crossell.com or by phone at (631) 462-1530. |
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