Sales as Seduction.

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  sinistralinid01/23/08 Report as spam
  1

  Male vs Female question

  I sell tools to Law Enforcement agencies where the decision makers are predominantly male. I work with Crime Analysis within these organizations as the business user, they are predominantly female. The sales cycle is long (12-36 months) so ABC does not work very well here. If I listen to them and ask questions, I understand what is going on in the department and in their lives, they are more likely to do business with me or to refer people to me in the future. I use a very collaborative approach that has increased my sales by 400% over a span of 5 years. So, to answer the question, I do not use ABC because this market is very wary and there are a multitude of layers to get a purchase authorized. One really needs to find an internal evangelist to propel the deal forward. One really great thing about law enforcement is, when I cold call, I actually get return calls! One in 10 will call me back to ask more questions or to refer me to a more appropriate person. I love working with law enforcement!

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  LADiva01/25/08 Report as spam
  2

  RE: Sales as Seduction.

  I guess, as a female, I can totally relate as the prospect. False promises, not giving firm answers and dodging them.
  
  Wow.

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  Lillyo06/30/09 Report as spam
  3

  sinistralinid

  Curious about your career. Would be eager to learn more about this vein of sales.