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Leadership and the Sexes: Using Gender Science to Create Success in Business by Barbara Annis, Michael Gurian

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Communication Differences in Sales

Training a sales force is a fundamental area of business leadership and management. Sales is greatly impacted by the gender differences—after all, sales is all about communication with men and women.
When we think about the fundamental brain differences between men and women, we can also see those differences manifested in their speech patterns during sales. Men often communicate in sales situations by being data- and product-directed: they may interrupt, they use less emotion, they stay more on topic and don’t get personal (of course there are exceptions to this), and they tend to make declarative statements about a product.
Women, on the other hand, tend to be more wired to cross-connect and build relationships ...

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