Proposition: One size does not fit all. “Do not do unto others as you would like to be done unto but as they would like to be done unto.” We’ve been researching age-related differences in one-on-one selling and one-to-group selling and we’ve found information sales people need and can use. For example: Younger buyers (born since 1978) research companies, products, and services on line. They won’t speak with a sales person until they are sure they know at least as much about a product or service as the seller does! They don’t want to build relationships, they buy to solve a problem. They care more about fit than price. Will this product/service do exactly what I need done — neither more nor less? If they haggle over price it’s because they’ve been told they should. Price doesn’t matter to them as dedicated under consumers than it matters to Boomers.
In this program we will explore how to use demographic information to increase effectiveness in selling to different age groups.
Takeaways:
You will never over or under sell a group again because you’ll tailor your presentation to fit the group or groups you’re with.
You will discover why targeted presentations and pitches are less trouble than comprehensive ones.
You will size up your prospect quickly with a few test questions that make your presentation more effective.
Call Marilyn at 847.251.1661 to schedule this seminar. There are still dates for fall 2011.
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