August 2007
Intermediate to advanced
181 pages
2h 57m
English
Content preview from Sales Scripts that Sell, Second Edition
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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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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.