Scoring Points Where It Counts

By doing more of the little things, a man has a bigger impact in the workplace, says John Gray, author of the best-selling “Mars And Venus” series of books on gender differences. In Mars and Venus in the Workplace (Harper Collins, 2002), he offers 101 little things men can do to score points with female co-workers. Sales managers, take note:

1 - Use her name when talking to her and remember the names of her spouse or boyfriend and children.

2 - Resist the temptation to solve her problems; instead, try being more empathetic and ask what she is planning to do. Don’t presume that she wants your advice.

3 - When a woman complains, don’t interrupt. Before responding or explaining anything, rephrase what she is saying in a positive voice: “So you’re saying…”By doing this in a positive tone, she is assured that you are trustworthy and that she has been heard.

4 - Notice when she comes into the room and acknowledge her presence in some manner so she doesn’t feel overlooked or ignored.

5 - Be flexible when a woman needs to take more time talking about something. Remember the bigger picture: if she feels heard and personally supported, she will be more supportive of you.

“Women have to work harder at being smarter, at asking better questions, and listening at a deeper level to the true intent and meaning of what our prospects and customers are telling us. It’s not about giving them two tickets to the Packers game and slapping them on the back. We can sell on relationships, but if we don’t add to their bottom line, it’s tougher.”

— Christine McMahon, marketing and sales coach (www.christinemcmahon.com)