Focusing on Older Adults

Finding Gold in Gray:
Keys To Selling and Serving Aging
Baby Boomers and Older Customers

Over 200,000 professionals have learned to work with older customers more effectively and produce more sales from this never-to-be-forgotten presentation.

Key points covered include:

• Identifying and eliminating myths and stereotypes that get in the way of effective communications.
• Understanding how physical and sensory changes affect behavior -- and what sales professionals should be doing in response.
• New face-to-face, telephone, and direct mail skills that increase production and customer satisfaction.
• Understanding behavioral drivers -- hot buttons -- that motivate decisions and how to mobilize them.

Focusing on Generational Differences

Drive-Ins, Drive-Thrus, and
Drive-Bys - Life Experience and
How to Use it in Sales

Older adults, Boomers, and Generation X had different life experiences and therefore now have different attitudes. This presentation shows how to tap those different experiences to build better relationships with customers in each generation - and produce more sales.

A terrific value-added program, the presentation is a fascinating look at:

• How aging and life experience affect attitudes
• How those attitudes differ among generations
• How those attitudes produce different hot buttons
• Words, phrases and ideas that work with different generations
• How to connect specific product features and benefits to life experience, attitudes and hot buttons.