Here’s the million dollar question: if women are strong at sales, why aren’t more women in sales professions?
Sales is the one area, excluding C-level executives, where performance, and not gender, matters. When it comes to income, the sky’s the limit. But in the past decade, there’s only a 3 percent increase for women in sales professions.
So why do women succeed in high-ticket sales, and why aren’t there more women in sales roles?
The 11 Percent Advantage
When it comes to high-ticket sales, it’s less about selling and more about educating potential clients and solving their problems. High-ticket sales are B2C or B2B services or products that range in price from $3000 to $1 million or more. At this price range, potential clients are less likely to buy without speaking to someone first.
Clients want some assurance that they are buying something that will solve a problem they are having. For example, a new business owner is looking for a business coach for mentorship. Before paying thousands of dollars, they want to make sure this mentor is the right fit.
This type of selling requires someone who is great at listening and building relationships, not someone who pushes features, benefits and sales.
This traditional view of sales could be why women aren’t drawn to sales professions. This view needs to change, particularly for high-ticket sales.
Researchers believe women are strong at listening and building relationships. These traits are why they are successful at closing sales. Statistics show that women are 11 percent more likely to close a deal.
In a study of 30,469 actual sales calls, men on average had a 42:58 talk-to-listen ratio, while women averaged 46:54. That meant women talked 9 percent more often than men. Did that mean that women weren’t as good at listening than men? More statistics were needed to clarify what was happening.
In that same analysis, researchers noticed that men were 49 percent more likely to move a sales opportunity to the next stage, while women were 54 percent more likely. So even though the data suggests women talk more, it also suggests they “close deals at a higher and faster rate than men.”
Now if you’re wondering if you should be hiring more women on your sales team, here’s proof that you should. Researchers believe it is the nurturing aspect of women that adds to their success. Regardless of beliefs, statistics tell the story, and in the end, what matters is whether they close the deal.
Sales And Leadership
An ability to sell is everything. You’re always closing, from getting a significant other to agree to the house you want, to getting a client to choose you. If you want to be a leader and become a CEO of a company, sales is a great place to start.
Before I become CEO of my company, I was in sales. I was selling using words when I was a copywriter. I was selling when I closed clients on my marketing services. The skill that makes me a high income is high-ticket selling and I am the strongest closer in my company.
Now I am mentoring closers who are leading their own sales teams. Many of these leaders are women. Some have a background in sales, while others do not. They were able to dive into the unknown, face adversity, and rise up to become leaders.
For example, one of the female closers on my team was recently chosen as Closer of the Month because of her accomplishments. Not only does she excel at closing deals, she also excels at leadership and community building.
I want to share her story because she is proof that with hard work, you can develop a new skill, and emerge as a leader with a bright future.
From Corporate To Closer
Watch this video to see her story.
A Demanding Life In Corporate
One year ago, or what seems like a lifetime ago, Emma had a massive burnout in corporate after working in it for over a decade. She had a reputation as a fixer, as someone who fixed the messiest part of a business. That was her work for ten years, until the situation worsened 18 months before exhaustion hit.
She had a new role that was demanding and she was working 18 hours days with lots of pressure and no resources to support her. She become sick and unhappy in her environment. Then one Friday night, Emma said she, “cried the whole day home and then didn’t get out of bed for a week.”
It was while she was recovering that she realized she couldn’t continue on the same path. Her environment hadn’t changed and she wasn’t feeling fulfilled. She wasn’t sleeping and she didn’t have time for self care. That’s when she started to look for options and a way out.
Emma started googling how to make money online. She laughs at it now, thinking how desperate she had become. Emma had started to follow life and business coach Stefan James and then one of my ads popped up on his channel. She watched it but she didn’t think high-ticket closing was for her.
Massive Financial Returns In Sales
Fast forward several months, after she graduated from my High-Ticket Closer ™ program, and she was successfully closing on my team. Then she was closing different accounts on her own. Eventually she became a leader of her own sales team, where she said the “return is massive.”
In the next few months, she expects to surpass what she made in corporate. Would she have guessed she would be where she is today?
She’d always thought she would be an employee in a corporate environment. She wanted to have her own business but that seemed like a dream.
Leading A Sales Team
So what does she like about closing with a team? She says, “I love developing people as individuals.” It strengthens her “why” when she sees people succeed. She’s working with a team of “sixteen amazing closers right now.”
Her advice to others who want to consider a future as a high-ticket closer: if you have a tough time closing, it doesn’t mean closing isn’t for you. You just have to have a strong vision and conviction.
There will be days when a prospective client doesn’t show. What you need is a cheer squad, an accountability group that will pick you up when you hit roadblocks.
Emma is an example of how a career in sales can get you to a role in leadership. She’s closing high-ticket deals and leading a sales team of her own in less than a year.
Do you want to master your skill-set as a high-ticket salesperson? Click below to join my masterclass.