Generational Selling Tactics that Work: Quick and Dirty Secrets for Selling to Any Age Group

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9781118018385: Generational Selling Tactics that Work: Quick and Dirty Secrets for Selling to Any Age Group
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Make the sale to four key generations

All your customers like the same type of service, right? And allyour products should be sold the same way to all prospects, right?And the reasons you like your product and service are the samereasons 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'sdiffering values creates differing expectations for what makes aquality sales or service experience. In Generational SellingTactics that Work: Quick and Dirty Secrets for Selling to Any AgeGroup, thought leader Cam Marston reveals the four generations'sales and services biases and provides simple, easy-to-executeideas 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 crossgenerationally, not just to one generation or other

Highly energetic and engaging to read, Generational SellingTactics that Work is full of immediately actionable ideas foreach generation so you can sell confidently and deliver superbservice to each of these unique demographics.

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From the Inside Flap:

Today, as buying becomes far easier than selling, customers aregaining the upper hand. Yet many salespeople maintain an egocentricframe of mind: the reasons you like your product and service arethe same reasons your buyers will like them, right? And what youwant in a sales person is the same thing they'll want, right?Wrong! If your customers hail from another generation, they mightas well come from a different planet. The rapid changes in the pastcentury have resulted in four generations that have grown up undervastly different circumstances. If you want to connect, developrapport, and make sales with every age group, you have tounderstand what impact these diverse experiences have on how theyview your business.

Generational Selling Tactics that Work offers simple,easy-to-execute ideas for how best to work with and sell to each ofthe four generations in today's marketplace: Matures, Baby Boomers,Generation X, and Millennials. The Matures' formative experiencesof the Great Depression and World War II differed wildly from theBoomers, who watched the Civil Rights Movement and enjoyed theSexual Revolution. The "latch-key" Gen Xers came of age in the wakeof Watergate and Iran-Contra, while Millennials received boundlesspraise from their parents but later had their world rattled by9/11.

These formative experiences help determine each generation'sbehavior—their values and their turn-offs—in themarketplace. The Matures want deference, the Boomers ease, Gen Xersauthenticity, and Millennials just want it now. Matures and Boomerswon't mind hearing your standard pitch, but Gen Xers andMillennials will be running for the door. In order to sell to anyage group, you've got to learn how to be likable across thegenerational divide. When you get out of your own habits and intothe preferences of your prospects, you'll make that connection andsnag the sale.

Generational Selling Tactics that Work deliversnitty-gritty knowledge on each cohort's characteristics and quickand dirty tips for how to apply this insight to increase revenues.It doesn't matter what age you are, so long as you understand howyour customer's age affects the bottom line.

From the Back Cover:

Praise for Generational Selling Tactics That Work

"Anyone not closing 30 percent or more new sales after readingthis important work is missing the best opportunity any businesshas had in a long time. Marston has laid out a clear path forunderstanding what makes each generation's communicationpreferences so easy to respond to. Marston just may have given usthe sales tool that will catapult our sales to levels previouslyunimagined."
Randy S. Dewing, Senior Business Solutions Manager,North America, Fortune 200 Company

"Cam Marston's latest work of genius on selling to generationsis a must-have road map for every sales manager who wants to havethe secret to closing a sale. This toolkit contains pricelesswisdom on how to create customer engagement with all ages.Generational selling skills are as important to sales and marketingas they are to effective leadership. This book is a winner!"
Phebe Farrow Port, SVP Global Management Strategies,The Estée Lauder Companies

"Generational Selling Tactics that Work is essentialreading for anyone in sales or in the negotiation process,regardless of industry. With an understanding of the differentgenerational characteristics, the salesperson or marketing manageris able to develop a more efficient sales and marketingmessage."
Steven M. Anderson, Contract Marketing and SpecialtyProducts Manager, GE Appliances

"I believe great salespeople have a commonality: they pursuetools that hone their skills so they can best serve theircustomers. Cam's easy-to-read, easy-to-understand, andeasy-to-implement message should be a part of every salesrepresentative's tool box."
Bete Johnson, Director, Business Development,CareCredit

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Book Description John Wiley & Sons Inc, United States, 2011. Hardback. Condition: New. 1. Auflage. Language: English. Brand new Book. 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. Seller Inventory # AAH9781118018385

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Book Description John Wiley Sons Inc, United States, 2011. Hardback. Condition: New. 1. Auflage. Language: English . Brand New Book. 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. Seller Inventory # AAH9781118018385

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