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Is Your Sales Effort Sensitive to What Makes 45 to 64-year-old Consumers Buy?

Three Step Process to Profitable Sales to Baby Boomer & Older Consumers

Step One

Sales & Service Audit

  1. Sales process review
  2. Maturing consumer knowledge review
  3. Obstacles and opportunities in the 45 to 65-year-old market segments
  4. Testing for individual sales personnel to predict achievement and performance potential

Designed to surface opportunities for, and obstacles to, sales success, the audit reviews the process, supporting infrastructure and culture of the sales organization. The audit can also assesses the current knowledge level of sales associates regarding the purchasing behavior changes and differences of the 45 to 64-year-old market segments. A Motivation Quotient that is a highly predictive test of sales performance can beincluded. Performance in customer services and managerial positions can also be rated and predicted.

Outcome:
Determine magnitude of improvement opportunity

Step Two

Customized Educational Programs

  1. Baby boomer and older consumer differences
  2. Sales improvement skills
  3. Customer service improvement skills
  4. Integrated Consumer Behavior Marketing & Sales ™

    Maturing Consumer Profile Track:

    1. Understanding Your Customer - Selling To Baby Boomer & Older Consumers
    2. What Board And Other Leadership Must Know About Sales Improvement In Baby Boomer & Older Consumer Markets
    3. A 20-Point Program To Increase Market Share
    4. A 10-Point Program To More Effectively Advertise And Communicate To Baby Boomer & Older Consumers
    5. Product Development For Baby Boomer & Older Consumers
    6. How To Successfully Develop And Execute Sales Strategies
    7. "Radical Surgery" To Improve The Sales Process And Create Customer Satisfaction - The 10 Elements Of Key Process Transformation
    8. The Principles Of Improving Customer Service
    9. Marketing To Baby Boomer & Older Consumers Online


Positioning Sales Staff to Win

    1. Successful Lead Generation Techniques
    2. Guidelines For Successful Networking To Build Long-Term Relationships
    3. When And How To Make A Compelling Offer
    4. Have A Conversation About The Possibility Of Doing Business
    5. Turning Obstacles Into Tools
    6. The Art Of Building Chemistry With Strangers
    7. The Art Of Summarizing The Value Of What You Are Selling In A Single Declarative Sentence
    8. "Don't Let Your Rough Day Show! - How To Manage Frustration And Anger In Sales
    9. Creating A One-Page Sales Plan
    10. The Art Of Closing Sales

      Outcome:
      Improvement of overall sales effectiveness

Step Three

Sales Collateral Material Development

  1. Collateral material audit
  2. Communications strategy review
  3. Concept development
  4. Strategy implementation

Sales Collateral Material Development Review of current sales supporting communications material, events, public relations and other strategies are provided. The process includes audits, sales strategy development and execution services.

Outcome:
Increase sales and build/retain business

If you would like to learn more about our sales improvement process, please contact us at 630-627-9600 or email us at info@comingofage.com.