Research shows that women make decisions about consumer purchases differently from men. In general, the fair sex likes to browse, evaluate and see a range before a decision. Men more often just want 2 or 3 options and to make a decision quickly.
Recent research from Deloittes considers whether this is true in Business to business environments. Interviews with buyers from large organisations reveal similar gender differences. These are exemplified by the difference in the way women treat presentations from service providers: women regard such occasions as an opportunity for exploring options while men prefer to narrow the options and reach a decision.
This has to have an effect on sales presentation styles and approaches. Meet the buyer presentations tend to have an X factor element to them – You have to get it right first time or you are off stage and quickly forgotten!
For more information on maximising sales opportunities, contact russ@rfm.co.uk.