From the cover of this book, I do not think I would have selected it to read. However, once inside it is a book that I will suggest to anyone in sales and especially all small business owners. Elizabeth Pace does a good job in breaking down the differences between men and women as it relates to the sales process.
In the book she goes into detail, in the comparison of the male and female buyer. While this could be a very boring breakdown of the two genders, she makes it a fun read while you learn the general tendencies that God has given the male and the female.
One interesting fact that Ms. Pace makes known is that the average American is “exposed” to nearly 300 TV ads each day. That does not include the ads thrown at us from radio and print. Knowing your audience and how to reach them based upon your gender will help businesses set themselves apart from their competitor.
Finally, the book’s final section takes the reader into an almost role play of the sales process whether dealing with a male or female. The author takes the reader through the processing developing a potential client through the completion of the sale for both the female and male buyer. As a small business owner, it is eye-opening to note the differences in the two genders and how to now approach both in a sales position. Likewise, it was very interesting to see myself in the description she writes.
Again, I would encourage all small business owners to read this book.
