Here is a question I’ve been asking audiences across North America for over a decade: “Do you believe men’s and women’s brains are different?” The question is guaranteed to stir up conversation - and sometimes a measure of controversy and/or concern.

Today’s fortysomething woman may be an empty nester or the mother of teenagers. She may not look like it to you, but that woman in the shorts and tank top may be an attorney, a mortgage banker, an architect, or an engineer. She may be managing multiplied millions for the firm she works for - or the firm she owns. How comfortable and confident are you to interact with her?

When a salesman arrived at a customer’s home, he had a good, hour-long discussion with the wife. Then the wife left and said her husband would finish up. How should a salesperson handle this situation?

Mr. Russell turns to his wife, this woman who has apparently tuned out, and eagerly says, “Sounds great to me, hon, what do you think?” Mrs. Russell looks squarely at her husband and says, “Well, I don’t know.” Many salesmen believe it’s all over at this point. Let me assure you, this is not the case.

Abraham Lincoln is noted to have quipped, "Forty percent of the people don't like your idea before you have it." Thank goodness Lincoln found and focused on the 60 percent that had an open mind. And, so should you. Be a true leader who fosters new ideas.