From the course: Inclusive Selling: Selling Across Culture, Race, and Gender Differences

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Key trends in prospecting across generational differences

Key trends in prospecting across generational differences

From the course: Inclusive Selling: Selling Across Culture, Race, and Gender Differences

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Key trends in prospecting across generational differences

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- If you want to sell successfully you need to both understand and be able to relate to people of all generations. Let's have a look now at the generational trends influencing markets that you need to be aware of when you prospect. Number one, changing buyer behaviors. Millennials are moving into positions of buying authority quickly. There are three trends to their buyer behavior to keep in mind. Number one, this generation has a tendency to rely on digital sources like search engines and comparison websites as well as social media, to a very large extent. Two, they tend to be less hierarchal and process-driven they are more likely to listen to their peers and hold open forums within their companies in order to make purchasing decisions. Number three, they are often more inclusive and collaborative. So dealing with one person at the head of a purchasing department is less likely in these instances. In the B2B…

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