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> Click here to view tip of the week. Other News Are you selling the same way to male and female clients? If so, chances are you’re missing out on valuable sales opportunities. Fact: Men and women perceive, believe and behave in ways unique to their gender. You’re talking to a woman and she’s nodding during the conversation. Salespeople often think that means she’s saying yes and are frustrated if the deal doesn’t go through. She’s actually simply encouraging you to give her more information. Do you need our help to understand how you should follow-up to improve your chances of closing the deal? Men are risk takers. Women are, by nature, risk averse. This key difference often affects not only how quickly sales meetings proceed but also when is the right time and way to ask for a sale. Would your sales team benefit from knowing how this genetic hard-wiring affects her openness to sales close and how to choose the right approach? In the same way as a successful tennis player needs to be aware of his or her style, strengths and weaknesses, so too with your sales people. This course works to make them conscious of the gender factor, then of themselves and their sales approach tendencies in order to teach them a new level of consciousness, learnings and skills.
Trisha Stratford has worked as a consultant for over 12 years in Africa, Europe, the Pacific Islands, New Zealand, the Middle East and Australia where she developed experience working cross culturally. Her qualifications include a Masters in Communication, a Masters in Psychotherapy and a Diploma in Mediation and Conflict Resolution (USA). She has run coaching/mentoring and training programmes for varied organisations and management levels. Trisha worked in Queensland with Main Roads, Workplace Health and Safety and Yulu-Burri-Ba, (an indigenous health centre on Nth Stradbroke Island), where she designed and delivered varied programmes from workplace communication skills; communicating in a hostile environment; alcohol and drug misues, self awareness and conflict transformation. She also worked 1/1 with various staff members. Trisha is currently working with Wentworth Training on a project which requires her specialist expertise. In the last 6 months we have worked with the following clients:
Asian Cultural Training Course Wentworth Training has recognised the struggle that Australian companies have with their Asian counterparts and stakeholders. A simple one day Cultural Awareness workshop can ease the situation, allowing for understanding as to why difficulties are arising and how solutions can be found. Australia can no longer afford to isolate itself from its Asian neighbours. The importance of China and the Asia Pacific region in terms of trade is significant. Multinationals see Australia as part of Asia Pacific and have an expectation that communication will flow between countries. To fulfill this expectation there needs to be a strong cultural understanding. Without this, companies will struggle to communicate effectively, which will have an effect on their overall performance. Sally Anne Gaunt (the specialist trainer of this course) is currently studying for her Masters in Asian Studies at UNSW. Prior to arriving in Australia she has spent eight years working in a number of Asian countries where she was involved in management, sales and training. This included a major blue chip publishing company, an Australian start up and finally her own training business. This experience means she has first hand experience of the pressures that can result when different cultures clash. |
Trisha Stratford
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