In Generational Insights: Sales & Service, learn how best to sell across generations. The first rule of selling is steadfast: Know your customer. With four distinct generations playing active roles in the buying decisions of companies worldwide, that tenet is increasingly difficult to fulfill. It is no longer enough to be personable and knowledgeable about your product. To succeed in today’s business climate, you need to approach each buyer with an informed generational perspective — recognizing the underlying biases, values, and expectations that pave the way to “yes.”
This course looks inside each generation’s core values to identify what impacts their buying decisions and gives your sales team the understanding required to develop a solid sales process based on known generational biases and business preferences.
The Course Helps Your Sales Team:
- Create a fast and genuine connection with new customers
- Sell to your customers expectations, not their own
- Build or rebuild trust between the generations
- Highlight appropriate product selling points for each audience
- Avoid common communication pitfalls
Cam Marston is the leading expert on generational change and its impact on the workplace and marketplace. As an author, columnist, training and development designer, and lecturer, he imparts a clear understanding of how generational demographics are changing the landscape of business. Generational Insights has helped instruct on generational issues for hundreds of companies and professional groups, ranging from small businesses to multinational corporations, as well as major professional associations, for over 20 years.
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