- Kick That Low Self Esteem
Yes, it’s true. Women suffer from a severe lack of faith in themselves. It’s been documented in loads of studies. Men apply for a job when they meet only 60 percent of the qualifications, but women apply only if they meet 100 percent of them. This was shared in a 2014 Harvard Business Review (HBR) blog post by women’s leadership coach Tara Sophia Mohr, citing a statistic from a Hewlett Packard internal report.
Men do have a greater sense of swagger about their capabilities which results in a huge gap in confidence between the sexes.
The fact is if you don’t have high self-esteem, you’ll never become a successful business woman.
2. Look and Feel the Part
One of our best closers here at Global Business Lending spends hours getting ready before she comes in to work, before a big meeting or a company happy hour. Well-tailored suits, full-beat face with full-on lash extensions and she goes nowhere without her heels. We all take shots at her for it but it’s precisely what makes her the best at the job. Her look and feel radiates through her phone closes, through her body language when she presents at a meeting and even when/how she manages her team.
You’ll hear from stylists and beauticians that when women put on a new outfit or get a new hairstyle, they walk with greater confidence. That’s because much of a woman’s self-esteem can be attributed to how she feels about outward appearance. Some women will tell you otherwise. They’re lying and know very little about the woman’s psyche.
In the book “The Beauty Bias: The Injustice of Appearance in Life and Law,” law professor Deborah L. Rhode said that 90 percent of the women she spoke to stated that appearance is important for the whole picture they create about themselves.
Thus, dress to the nines every day. Make sure your nails, hair, suit, face is on point!
3. Power Poses
Amy Cuddy is a researcher at Harvard University who studies body language and the impact it has on your hormones. In 2012, Cuddy presented a TED talk on different body positions as “high power” or “low power” poses. In general, the high power poses are open and relaxed while the low power poses are closed and guarded. More specifically, powerful leaders tend to have higher levels of testosterone and lower levels of cortisol. Well, don’t men have more testosterone? By golly, they do. Does that make a man a natural-born leader? The answer is yes.
Higher levels of testosterone lead to increased feelings of confidence and lower levels of cortisol lead to decreased anxiety and an improved ability to deal with stress. If you’re a man and have an unfair advantage in these hormone levels, then you are biologically primed to be more assertive, confident, and relaxed and less reactive to stress and more likely to handle pressure situations well.
To get ahead, a women MUST do what Amy Cuddy says. Wonder-woman pose a minute before a big meeting and do the victory pose a minute in a before your close a deal. Stand up and open your chest cavity and you will feel more powerful.
4. Use Your Connects
Women are social beings and their networking skills are what will catapult them to new levels of success. The advice is: don’t second guess yourself. You have nothing to lose. Make the phone call. Set the meeting. When you’re at the first meeting, set a date for follow up. Use your innate ability of relationship nurturing to close the deal.
5. Use Fewer Words
Fair. Sounds good. Absolutely. Not gonna happen. Short, punchy phrases are a women’s best friend in business.
Frankel talks about over-explaining in her book and it’s truthfully one of the worst qualities that women have in business. Yes, women are communicators and it’s a great thing. But, when you’re a closer, you’ve mastered the art of first, precision in language, and second, silence.
Frankel says that women tend to over-explain their ideas instead of making a clear, succinct sales pitch. She suggests chopping down explanations significantly and avoid rambling. Simply state only your main point and 2-3 supporting statements. Then accept the silence, using it as a cue for others to respond. In the close, the first person to respond is the weaker of the two.
6. Use Your Eyes
It is a well-known fact that women are far more meticulous at tedious jobs. This trait will get you further than a man who handles tasks with haste and an overall cavalier attitude. Look sharp. Have a laser-focus as it pertains to spreadsheets, line items and written documents. Read everything. Catch errors and find loopholes. This will serve you well.
7. Use Your Womanly Arts
Men often underestimate women. This is the truth. So, use that femininity in your favor. Enter a woman with a winning smile. Your charm will drive male decision makers wild. Crack a joke and insert a womanly laugh to lighten the mood when things get tense.
Wear a tailored suit that is cinched at the waist and corporate stilettos. Men respond to sex and women love a fierce-looking lady who they can aspire to be like.
Use touch when appropriate. A pat on the shoulder or forearm will be seen as human and endearing and makes others feel connected to you.
8. Don’t Apologize
Lisa Leslie, former WNBA star now turned luxury realtor, says to limit your apologies. Frankel says it in her book, too. Women are socialized to apologize in daily situations which is their way to reduce conflict. Leslie says to save “I’m sorry” for real mistakes. If you’re just trying to empathize, say “That’s regrettable.”
9. Don’t End Statements with a Questioning Tone
Women speak in a higher pitch than men. But, they need to be mindful of how they make statements. Often, they will inflect upward when stating a clear, matter-of-fact thought. If you are trying to punctuate your statement with a period, why then does it sound to the listener like you’re asking a question? Engage your lower register and speak with a serious even tone. Don’t inflect upward too often when you’re trying to close a deal.
Use these nine strategies and become a better closer than any of the men in your industry. Ride your femininity straight to the top.