How Gender Affects Selling

Posted by Mark Quinn on

If men are from Mars and women are from Venus, then surely selling products to them has got to involve some NASA-level knowledge.

While we can not generalize customers by their gender, there are some basic differences between selling to men and women. For example, women tend to take longer when selecting a product and want to have an emotional connection with their shopping experience. They require planning, communicating, and connecting. Men, on the other hand, are more likely to go directly to their targeted product and may not necessarily want a ton of interaction with sales staff. They are more likely to retreat internally to process a decision. Ladies, remember what it’s like for men to ask for directions?

With that being said, there are also different interactions between male and female salespeople with male and female customers. Men are more transactional, meaning they use data and problem-solving techniques. When a woman is selling to a man, she needs to focus on facts and avoid over-communicating. Women are more relational, and therefore require more communication in their sales process.

No matter which gender you are selling to, it’s important to remember that customers are coming to you for help, so don’t just sell a product. You are an expert on sleep! Understand that differences exist between genders and that your sales approach must be adjusted accordingly. Be helpful, polite, and knowledgeable and help your customer get the most appropriate bedding solution.

For more information on the differences in selling between genders, visit:

About Mark

Mark Quinn is a 20-year mattress industry veteran with a passion for presenting business in the best possible light. He works hard on strategy and culture, and has a business focus on leadership and marketing. Quinn believes every company is a media company and works hard in the digital space to bring products and stories to the right audience. Family comes first, and FAITH is a verb. View all articles by Mark
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