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Winning the Toughest Customer: The Essential Guide to Selling to Women Hardcover – July 1, 2006


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Product Details

  • Hardcover: 176 pages
  • Publisher: Kaplan Business (July 1, 2006)
  • Language: English
  • ISBN-10: 1419535544
  • ISBN-13: 978-1419593857
  • Product Dimensions: 7.3 x 5.3 x 0.8 inches
  • Shipping Weight: 9.1 ounces
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Best Sellers Rank: #1,487,425 in Books (See Top 100 in Books)

Editorial Reviews

Review

“Delia’s approach to selling to women in Winning the Toughest Customer is a practical guide that blends wit and intelligence grounded in simple marketing smarts to inform and inspire you to seize the opportunity and close the deal.  After reading Winning the Toughest Customer, you may find yourself doing more than just adding a new sales pitch—you may, in fact, change your whole sales strategy.”  
 
Allan Vasan, VP Marketing, Xerox


“Women have become a formidable force in our economy and in financial decision-making for themselves and their families. Delia’s extensive research provides valuable insight to deliver financial advice to a vast, underserved marketplace which, I believe, will culminate to many long-term client relationships.  A win-win situation for everyone!”
 
Debra Ramsey, President, WM Funds Distributor, Inc.
WM Funds Shareholder Services, Inc.
 

From the Back Cover

“Go ahead: imagine yourself as the top sales person at your company.  Continue on to see most of your leads coming to you as referrals.  Even more, imagine your customers spreading the word about how terrific you are to everyone they know.  Let’s take it even further: imagine the largest consumer market – women – singing your praises and making you rich.”
—From the Foreword

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Customer Reviews

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See all 9 customer reviews
She was excellent and after 90 minutes I thought I really "got it".
Gregory Mark
The first half of the book explores the "how and why" of women's buying decisions, and the vast array of possibilities in selling to this most powerful consumer.
Steven M. Rowell
Not only was this educational and helped me to re-evaluate so many of my techniques, it was also very enjoyable!
Stefanutter

Most Helpful Customer Reviews

3 of 3 people found the following review helpful By yaser abdullah bakr on January 9, 2007
Format: Hardcover
The book is very good. Its actually great if your job is selling mostly to women. But the book in its introduction got me very exited by identifying women as the Toughest customers out there and once you have the skill of wining them you can win any one else. yet the reset of the book dose not entertain that thought any more as it becomes fixated on selling to women. I know that this is the purpose of the book but that introduction razed my expectations regarding this matter so it was kind of a disappointment.

The book was a very good read in general
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2 of 2 people found the following review helpful By Stefanutter on July 7, 2006
Format: Hardcover
I began reading this book and at first I was simply amazed by the statistics and demographics. I have worked for several marketing, selling, financial...etc. companies and have gained valuable experience in my years of selling. I didn't think I would learn much more. After all, you're either the type who has selling abilities or not, right? WRONG! I have given several copies of this book to my colleagues and everyone has literally seen improvements in their selling statistics! It's a completely refreshing view. We all get stuck in our routine selling patterns and this really opened my eyes up again. I am a woman but even I have tried so hard to blend into our male-dominated business society that I've lost track of the differences between men and women and their decision making processes. Not only was this educational and helped me to re-evaluate so many of my techniques, it was also very enjoyable! For men it's a NECESSITY... for women it's a step up in your selling potential. To explain concepts she even threw in some hysterical jokes and metaphors. I would recommend this to everyone I know! Highly Highly Recommended!!
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2 of 2 people found the following review helpful By Steven M. Rowell on October 29, 2006
Format: Hardcover Verified Purchase
Delia Passi shares practical proven strategies for selling more effectively to women. The first half of the book explores the "how and why" of women's buying decisions, and the vast array of possibilities in selling to this most powerful consumer. The rest of the book provides exactly how-to expertise for every aspect of selling to women. Every man will laugh as he reads the piece on business lunch conversations with women...and then quickly stop laughing when he realizes how many business deals, sales, connections and networking opportunities he has lost because he never read this book. Just as Delia Passi says, if you master her strategies selling to women, you will far exceed the expectations of men and therefore increase sales with men as well. Delia Passi should quickly write another book helping men relate better with women in the personal arena as well. This is a must read for anyone, even the most sophisticated, enlightened person who finds themselves selling to women.
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2 of 2 people found the following review helpful By Stryker on July 7, 2006
Format: Hardcover
I heard Delia speak at an event for businesswomen this year and was intrigued by her sales strategies, so when I found out about this book, I bought it and read it immediately (easy, quick read, ideal for a flight). What I learned was there are significantly different ways to communicate with women that I have been overlooking all these years, that details are important, and that they need to connect with the salesperson emotionally before trusting them with thier money. Delia's seven-step process was enlightening and I am now revising my strategies altogether to incoporate this newer way in which I can "listen so they will speak, and speak so they will listen". This book is a must read for anyone in sales, particluarly men as it will bridge the language gap for us all -even on a personal level.
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2 of 2 people found the following review helpful By Rolf Dobelli HALL OF FAME on December 18, 2006
Format: Hardcover
Many salespeople don't realize that selling to women requires a different approach than selling to men. If you're among them, we say Delia Passi's book is for you. Her main point is that women and men respond to different communication cues, so if you want women to buy your product, you must adjust your presentation. Passi's book has its flaws: despite its welcome brevity, it is disorganized and repetitive, and she often promotes outdated stereotypes. Still, the book serves as a good reminder that you must pay attention to the communication style that your customers prefer - no matter what their gender.
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