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Generational Selling Tactics that Work

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

Author: Cam Marston
Publisher: John Wiley & Sons
ISBN: 9781118018385
Published In: April 2011
Format: Hardback , 241 pages
Jurisdiction: International ? Disclaimer:
Countri(es) stated herein are used as reference only

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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.

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

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.