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

  • Fester Einband
  • 241 Seiten
Informationen zum Autor Cam Marston is founder and President of Generational Insights. He is a consultant and author who has worke... Weiterlesen
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Beschreibung

Informationen zum Autor 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. Klappentext Praise for Generational Selling Tactics That Work"Anyone not closing 30 percent or more new sales after reading this important work is missing the best opportunity any business has had in a long time. Marston has laid out a clear path for understanding what makes each generation's communication preferences so easy to respond to. Marston just may have given us the sales tool that will catapult our sales to levels previously unimagined."--Randy S. Dewing, Senior Business Solutions Manager, North America, Fortune 200 Company"Cam Marston's latest work of genius on selling to generations is a must-have road map for every sales manager who wants to have the secret to closing a sale. This toolkit contains priceless wisdom on how to create customer engagement with all ages. Generational selling skills are as important to sales and marketing as 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 essential reading for anyone in sales or in the negotiation process, regardless of industry. With an understanding of the different generational characteristics, the salesperson or marketing manager is able to develop a more efficient sales and marketing message."--Steven M. Anderson, Contract Marketing and Specialty Products Manager, GE Appliances"I believe great salespeople have a commonality: they pursue tools that hone their skills so they can best serve their customers. Cam's easy-to-read, easy-to-understand, and easy-to-implement message should be a part of every sales representative's tool box."--Bete Johnson, Director, Business Development, CareCredit Zusammenfassung Make the sale to four key generationsAll 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 otherHighly 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 PREFACE ixACKNOWLEDGMENTS xiiiCHAPTER 1 Selling and the Generations: Making a Connection 1CHAPTER 2 Snapshot of Baby Boomers 27CHAPTER 3 Selling to Baby Boomers: The Search for Control 53CHAPTER 4 Snapshot of Millennials 83CHAPTER 5 Selling to Millennials: The Search for Connection 109CHAPTER 6 Snapshot of Generation X 137CHAPTER 7 Selling to Generation X: The Search for Truth 161CHAPTER 8 Snapshot of Matures 189CHAPTER 9 Selling to Matures: The Search for...

Autorentext
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.

Klappentext

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.



Inhalt

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

Produktinformationen

Titel: Generational Selling Tactics That Work: Quick and Dirty Secrets for Selling to Any Age Group
Untertitel: Quick and Dirty Secrets for Selling to Any Age Group
Autor:
EAN: 9781118018385
ISBN: 978-1-118-01838-5
Format: Fester Einband
Herausgeber: John Wiley & Sons Inc
Genre: Werbung & Marketing
Anzahl Seiten: 241
Gewicht: 435g
Größe: H234mm x B159mm x T24mm
Jahr: 2011
Auflage: 1. Auflage
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