If She had a Choice, Would She Buy from You? This session will reveal how Dealerships can maneuver a complex market segment by providing the tools to customize the dealership experience to women, and then to everybody else.

1. Would She Buy From
You?
MONDAY DECEMBER 11TH, 2017

2. Why Play to Win the Toughest
Customer?
• What's the playbook?

3. First, Lets Start with the Playing Field
• Selling is a communication process
• Women control trillions of dollars, and that is only
going to grow
• There are definite differences between men &
women, but also plenty of common ground

4. Understanding Gender Talk
• The different styles are social adaptations
• Men connect through competition
• Women connect through empathy and understanding

6. Listening Techniques That Win
• Women ask questions
• Women decide differently

7. Getting the Information You Need
• Think Feelings
• Think Relationships
• Think Context

8. Taking the Field

9. Putting Trust Into Play

10. Elgie Bright
Northwood University
Automotive Marketing and Management
Midland, Michigan