Written By: Karen Deis
You've met with a couple buying their next home. You thought the meeting went well and that they would be breathlessly waiting at your office door the next morning with the signed 1003 and application fee in hand.
They never show up! So what might have gone wrong?
It's most likely that is was the woman who made the decision not to do business with you.
Studies show that women pick up on details better than men and they are more sensitive to tone of voice, facial expressions and other similar features. A study done at Ohio State University found that women notice things like physical features, clothing and posture slightly better than men. Ohio State University Study. (Suggested reading, Winning the Toughest Customer: The Essential Guide to Selling to Women)
Whether you are a man or woman in sales, these are things you need to consider when preparing for a meeting with a female borrower.
Women will use nonverbal signals to better understand someone's personality traits and categorize those individuals. They will notice the nonverbal messages you unknowingly send. Here are some examples of body language and the meanings:
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