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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 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. Zusammenfassung From the author of Motivating The "What's In It for Me?" Workforce. Cam Marston reveals the four generations' sales and services biases and provides simple, easy-to-execute ideas for reaching each. 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 Quality 213CHAPTER 10 Closing the Deal: Connecting and Selling across Generational Lines 231ABOUT THE AUTHOR 241...
