In many parts of the world, women’s voices are suppressed. In our western culture, in particular in the U.S. corporate world, women’s voices are not “suppressed.” But they are often not fully heard. Why not? Let me suggest four challenges, with the hope that awareness can help us better hear women’s voices right here in the USA. The feminine style of speech sounds less confident. Women assert themselves only when they really know. Women get “talked over.” And women who do speak up face the “double bind.”
While there are many successful women in sales, proportionally fewer are good at selling themselves (e.g., as a provider of professional services). Both older and younger women have a hard time “tooting their own horn.” Women find it easier, in general, to sell others and may do a “soft sell.” Reluctance to sell oneself is deeply rooted in nature (brain structure and hormones) and nurture. The “confidence gap” may affect some women’s ability to sell themselves.