Boomer Selling

by Howard, Steve

• ISBN13: 9780982191101
• ISBN10: 0982191103
• Format: Paperback
• Copyright: 2009-06-01
• Publisher: Greenleaf Book Group Llc

Summary

Your greatest opportunity to reach financial freedom in any economy is by selling more high-margin products and services to people who can afford them. One group of buyers controls over half of all discretionary spending, holds 70% of the world's wealth and has a growing need to improve their lives with your premium solutions. We are called Baby Boomers - the wealthiest, toughest and most complex generation ever. Boomer Selling is the first to fully reveal how to sell to Boomers: - Climb inside the mind of the most important group of consumers in history. - Discover how to make Boomers your greatest source of profits, repeat business and pre-sold referrals - Learn a common sense sales process that will make your job easier, less stressful and a whole lot of fun. Let Boomer Selling be your guidebook to financial freedom.

Author Biography

Steve Howard is a nationally known speaker and writer. He is founder of The ACT Group, Inc., a training and consulting firm based in Phoenix, Arizona. The unique perspective he brings to his readers, audiences and clients comes from his diverse background. His marketing and sales responsibilities have included distributing psychological warfare leaflets from a low flying airplane in Viet Nam, establishing a new statewide territory for a national service organization, and designing effective sales and marketing programs for his clients on limited budgets. Steve is the author of Service Agreement Dynamics, 50 Low Cost Ways to Acquire New Customers (ISBN 0-9624624-0-3) and Boomer Selling« (ISBN 0-912524-49-9). Steve created the 4-day No Pressure Selling« program that has helped The ACT Group's clients ôIncrease Profits Through KnowledgeöTM for over 15 years.

Table of Contents

Preface: Crack the Boomer Code	p. vii
Introduction: Future Profits Require Boomer Buyers	p. xiii
Create Confidence Confidence is the foundation of all Boomer buying	p. 1
Determine Desires When desire is high, Boomers will buy	p. 27
Customize Solutions Customization delights Boomers, eliminates competition and maximizes profits	p. 49
Reduce Risk If risks are too high, Boomers can't buy	p. 75
Elevate Emotions Excitement and emotions (not features and facts) drive all Boomers' premium purchases	p. 99
Validate Value Boomers will buy when value outweighs price	p. 123
Attain Agreement When done correctly, the natural conclusion is, "I'll buy!"	p. 155
Focus on Referrals Pre-sold Boomer referrals are the foundation of financial freedom	p. 183
Index	p. 207
Table of Contents provided by Ingram. All Rights Reserved.