Mind the Generational Gap
After the potential buyer responds, Kollmann cautioned against basing your sales approach on generational assumptions, and instead advised salespeople to be ready with numerous techniques.
"The best approach is likely a mixture of traditional and new; being familiar with what could work with diverse buyers will allow [salespeople] to easily shift their technique if they find it's not effective. Generational understanding is helpful—but stereotypes should be avoided," she warned. "What we hear is that younger buyers want direct/fast, etc.—but what we don't always stop to understand is that, for every generation, there are personalities and behaviors that run the gamut for that generation."
Hannah Abrams is the senior content editor for Promo Marketing. In her free time, she enjoys coming up with excuses to avoid exercise, visiting her hometown in Los Angeles and rallying for Leonardo DiCaprio to win his first second Academy Award.