The Selling Queen: 3 Tips

I like to believe that women in business are becoming closer to equality every day. While the culture at Grove City certainly does not promote men being favored higher than women, I am always curious if there is a difference in gender for particular business practices. Can men do certain things in a sales call that women can’t? It seems like an elementary question, so I researched it. I came across this great article that lists 21 ways women can be successful in sales. Not surprising, most of the tips are helpful to both women and men – confirming my theory that there really is no difference. Thankfully. However, here are 3 that really stood out to me as true statements to keep in mind when going into a sales conversation:

1. Own it

“Most female sales executives, at some point in their careers, get caught in the trap of thinking, believing, or acting like they need to be part of the boy’s club. Focus on being your authentic self. Understand your skills, strengths and areas of development and most important believe you bring qualities to the team which makes everyone better. Being a valued member of the team and making others better is something female executives do very well. Don’t be afraid to take risks, trust your gut and reach beyond your comfort zone as you are often very surprised at the positive results you can achieve.” – Ann Davis, VP of Sales, Journeys 

Pretending to be something you are not is not the route to take. Instead, live up to the fact that being the only girl in the room will happen a lot and no matter how much you try you will still be the only girl in the room. Remember all the teachings of Professor Sweet, and you should be just fine.

2. Bye bye, trash talk

“Want to succeed as a female salesperson? Get rid of the head trash. It’s easy to get caught up in trying to be something you’re not; trying to fit the mold of the ‘sales persona’ the tech industry has coined. You cannot listen to the nay-sayers, care about the stereotypes, or consider reasons to doubt yourself. There is no inherent difference that makes women less qualified or able to do the job. Wipe the slate clean and focus on being an exceptional leader – invest in people, care about the customer, and relentlessly drive to results.” – Liz Cain, VP of Go-To-Market 

This goes along the lines of being confident – you are you, do what you believe is right. Like the quote in #1, just because a conversation make feel uncomfortable or like you need to fit in a particular mold does not mean you have to change your tactics. The overall goal is to be a good salesperson. On top of that, do not be afraid to bail out. If your gut says this is a bad prospect, then it is a bad prospect – especially if the prospect is persuading you to act differently than you normally would.

3. Make your presence known

“Many women shy away from the spotlight and don’t assert themselves enough in the workplace. This is a challenge because, in fact, you must be visible and vocal in order for leadership to see what you bring to the table and how you can add value to the business! Three ways to accomplish this are to: get to your meetings early and make sure you get a seat at the table; come prepared with meaningful questions or thoughtful insights on the topic at hand; and don’t wait for someone to call on you to speak, jump in the conversation even if it means forcing your way in. Being visible and vocal will help you build your reputation and further your advancement.” – Natasha Sekkat, VP of Sales Development at Turbonomic 

Sing and sing loud! Natasha is right, sometimes we find ourselves staying quiet during meetings because we do not want to seem too assertive. She advises we do the opposite. Men can take advice from this too – waiting to speak when spoken to or showing apathy are not great ways to represent your drive to get the sale. Women are making their way into the business world and the way to keep it moving is by proving we have what it takes to keep up.