The X and Y of Buy

With wit deep insight and plenty of humor gained from her observations of male and female purchasing patterns over the years veteran branding marketing and salesperson Elizabeth Pace shows readers how to increase their revenue and sell more effectively. Pace explains that you dont need to memorize complicated customer behavioral patterns or try to profile every individual client to know how to sell. The key she says can be found in the differences between genders. Based on the authors own fascination with what makes customers tick as well as neuroscience and MRI studies on the different stimuli mens and womens brains respond to The X and Y of Buy teaches readers how to become sales chameleons--able to adopt successful sales strategies when communicating uniquely with men and women.The decision to buy is based on what captures your prospects attention ignites their emotion and provides value. Department stores know how to appeal to mens easy-in easy-out shopping patterns while also appealing to womens preference for a more complex sensory shopping experience. Consider the placement of mens suits right up front by a door versus womens interwoven with a treasure trove of other must-have items. As a salesperson you have similar tools and tactics at your disposal. While not all men and women are the same this must-read for salespeople at all levels of business reveals how appealing to the different things men and women crave can increase your effectiveness with the vast majority of your gender-target market.