Generational Selling Tactics that Work (ePub)
Quick and Dirty Secrets for Selling to Any Age Group
(Sprache: Englisch)
Make the sale to four key generations
All your customers like the same type of service, right? And all
your products should be sold the same way to all prospects, right?
And the reasons you like your product and service are the same
reasons your...
All your customers like the same type of service, right? And all
your products should be sold the same way to all prospects, right?
And the reasons you like your product and service are the same
reasons your...
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Make the sale to four key generations
All your customers like the same type of service, right? And all
your products should be sold the same way to all prospects, right?
And the reasons you like your product and service are the same
reasons your buyers should like it, right? Wrong!
What your sales team doesn't know about Gen Xers, Boomers,
Matures, and Millennials impacts the bottom line. Each generation's
differing values creates differing expectations for what makes a
quality sales or service experience. In Generational Selling
Tactics that Work: Quick and Dirty Secrets for Selling to Any Age
Group, thought leader Cam Marston reveals the four generations'
sales and services biases and provides simple, easy-to-execute
ideas for reaching each.
* Author has a winning track record with his previous book,
Motivating The "What's In It for Me?" Workforce
* Unique in preparing you and your sales team to sell cross
generationally, not just to one generation or other
Highly energetic and engaging to read, Generational Selling
Tactics that Work is full of immediately actionable ideas for
each generation so you can sell confidently and deliver superb
service to each of these unique demographics.
All your customers like the same type of service, right? And all
your products should be sold the same way to all prospects, right?
And the reasons you like your product and service are the same
reasons your buyers should like it, right? Wrong!
What your sales team doesn't know about Gen Xers, Boomers,
Matures, and Millennials impacts the bottom line. Each generation's
differing values creates differing expectations for what makes a
quality sales or service experience. In Generational Selling
Tactics that Work: Quick and Dirty Secrets for Selling to Any Age
Group, thought leader Cam Marston reveals the four generations'
sales and services biases and provides simple, easy-to-execute
ideas for reaching each.
* Author has a winning track record with his previous book,
Motivating The "What's In It for Me?" Workforce
* Unique in preparing you and your sales team to sell cross
generationally, not just to one generation or other
Highly energetic and engaging to read, Generational Selling
Tactics that Work is full of immediately actionable ideas for
each generation so you can sell confidently and deliver superb
service to each of these unique demographics.
Inhaltsverzeichnis zu „Generational Selling Tactics that Work (ePub)“
PREFACE ix ACKNOWLEDGMENTS xiii CHAPTER 1 Selling and the Generations: Making a Connection 1 CHAPTER 2 Snapshot of Baby Boomers 27 CHAPTER 3 Selling to Baby Boomers: The Search for Control 53 CHAPTER 4 Snapshot of Millennials 83 CHAPTER 5 Selling to Millennials: The Search for Connection 109 CHAPTER 6 Snapshot of Generation X 137 CHAPTER 7 Selling to Generation X: The Search for Truth 161 CHAPTER 8 Snapshot of Matures 189 CHAPTER 9 Selling to Matures: The Search for Quality 213 CHAPTER 10 Closing the Deal: Connecting and Selling across Generational Lines 231 ABOUT THE AUTHOR 241
Autoren-Porträt von Cam Marston
Cam Marston is founder and President of Generational Insights. He is a consultant and author who has worked with Fortune 500 companies and small businesses throughout the world to improve sales and marketing efforts to targeted demographics and generations. He has presented his findings to audiences ranging from small local associations and businesses to a handful of Fortune 500 executives in a corporate boardroom. For more information, please visit www.generationalinsights.com.
Bibliographische Angaben
- Autor: Cam Marston
- 2011, 1. Auflage, 256 Seiten, Englisch
- Verlag: John Wiley & Sons
- ISBN-10: 1118078101
- ISBN-13: 9781118078105
- Erscheinungsdatum: 04.04.2011
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eBook Informationen
- Dateiformat: ePub
- Grösse: 0.54 MB
- Mit Kopierschutz
Sprache:
Englisch
Kopierschutz
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