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Sales Scripts that Sell, Second Edition by Ph.D. Michael Gamble, Ph.D. Teri Gamble

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Age Matters

Today, more people are over the age of 65 than are under the age of 18. Like attitudes towards culture, attitudes towards age also affect the selling process. Sales professionals can benefit from understanding how to sell to clients both older and younger than themselves.

In general, potential customers who are older tend to be less receptive to having strangers call them. For this reason, you will need to establish your credibility rather quickly. You also need to be respectful without giving into the ageism that could lead them to perceive you as patronizing.

Keep in mind that people who have distance between their ages have lived through different historical periods and may be operating with different assumptions and experiences. ...

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