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

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

Spis treści:
PREFACE.
ACKNOWLEDGMENTS.
CHAPTER 1 Selling and the Generations: Making a Connection.
CHAPTER 2 Snapshot of Baby Boomers.
CHAPTER 3 Selling to Baby Boomers: The Search for Control.
CHAPTER 4 Snapshot of Millennials.
CHAPTER 5 Selling to Millennials: The Search for Connection.
CHAPTER 6 Snapshot of Generation X.
CHAPTER 7 Selling to Generation X: The Search for Truth.
CHAPTER 8 Snapshot of Matures.
CHAPTER 9 Selling to Matures: The Search for Quality.
CHAPTER 10 Closing the Deal: Connecting and Selling across Generational Lines.
ABOUT THE AUTHOR.

Nota biograficzna:
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.

Okładka tylna:
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