1. SELLING SEX:
IT ISN’T WHAT YOU
THINK (I HOPE).
Michael Karlsrud, M.Ed.
The Karlsrud Company & 6 Calls
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2. The most significant
variable in every sales
situation is the gender of
the buyer, and more
importantly, how the
salesperson communicates
to the buyer s gender.
—Jeffery Tobias Halter, Selling to Men, Selling to Women
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13. Men seem like loose cannons. Men
always move faster through a store s
aisles. Men spend less time looking.
They usually don t like asking where
things are. You ll see a man move
impatiently through a store to the
section he wants, pick something up,
and then, almost abruptly he s ready
to buy. For a man, ignoring the price
tag is almost a sign of virility. —Paco
Underhill, Why We Buy* (*Buy this book!)
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14. 5. WOMEN ARE MORE
“READABLE” WHEN BUYING.
MEN ARE POKER-FACED.
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19. 7. WOMEN WANT BONDING STATEMENTS.
MEN WANT RECENT FACTS.
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20. Women speak and hear a language
of connection and intimacy, and men
speak and hear a language of status and
independence. Men communicate to
obtain information, establish their status,
and show independence. Women
communicate to create relationships,
encourage interaction, and
exchange feelings.
—Judy Rosener, America s Competitive Secret
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21. WHEN INITIATING A
PURCHASE:
Men Study Facts and Features
Women Ask Lots of People for Input
Martina Barletta, Marketing to Women
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24. “Oh your so nice let “You are a bastard.”
me give you my
money!”
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25. 9. MEN WANT TRANSACTIONS.
WOMEN WANT RELATIONS.
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26. The
Selling to men:
TRANSACTION Model
The
Selling to Women:
RELATIONAL Model
Source: Selling to Men, Selling to Women, Jeffery Tobias Halter
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27. FemaleThink/, Faith Popcorn & Liz Marigold
“Men and women don’t think the same way, don’t
communicate the same way, don’t buy for the same
reasons.”
“He simply wants the transaction to take
place. She’s interested in creating a
relationship. Every place women go,
they make connections.”
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28. 10. WOMEN SEEK COMFORT WHEN BUYING.
MEN EXPECT COMPETITION.
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30. Vision: Men, focused; Women, peripheral.
Hearing: Women’s discomfort level is I/2 of men’s.
Smell: Women >> Men.
Touch: Most sensitive man < Least sensitive women.
Source: Martha Barletta, Marketing to Women
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31. As a hunter, a man needed vision that would
allow him to zero in on targets in the distance …
whereas a woman needed eyes to allow a wide
arc of vision so that she could monitor any
This is
predators sneaking up on the nest.
why modern men can find their way
effortlessly to a distant pub, but can
never find things in fridges, cupboards
or drawers.
Barbara & Allan Pease, Why Men Don t Listen & Women Can t Read Maps
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32. “A woman knows her
“Resting” State: 30%, 90%:
children’s friends, hopes, dreams, romances,
secret fears, what they are thinking, how they
are feeling. Men are vaguely aware of
some short people also living in
the house.”
Barbara & Allan Pease, Why Men Don’t Listen & Women Can’t Read Maps
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35. PURCHASING PATTERNS:
Men Make Snap Decisions, Fickle.
Women Are Harder to Convince, but
More Loyal Once Convinced.
Martina Barletta, Marketing to Women
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36. 12. WOMEN ARE SOCIAL BUYERS.
MEN ARE SOLITARY BUYERS**
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37. MEN VS. WOMEN
• Get away from authority, family. • CONNECT.
• Self-oriented. • OTHER- oriented.
• Rights. • Responsibilities.
• Individual Perspective. • Group Perspective.
• Core Unit is “ME.” • Core Unit is “We”
• Pride in Self- Reliance. • Pride in Team Accomplishment.
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38. Connecting your female
consumers to each other
connects them to your brand.
EVEolution, Popcorn & Marigold
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39. 1. Men and women are different.
2. Very different.
3. VERY, VERY DIFFERENT.
4. Women & Men have a-b-s-o-l-u-t-e-l-y
nothing in common.
5. Women buy lotsa stuff.
6. WOMEN BUY A-L-L THE STUFF.
7. Women s Market = Opportunity No. 1.
8. Men are (STILL) in charge.
9. MEN ARE … TOTALLY, HOPELESSLY
CLUELESS ABOUT WOMEN.
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