Business to Business Selling and the Emerging Generations

Two-CD Set

If you sell industrial products, office supplies or any number of items into companies large and small, you know that the landscape is changing as the next generation of buyers takes over these jobs.

To respond, The Center for Generational Studies is pleased to introduce Business-to-Business Selling and the Emerging Generations. This cutting-edge audio program will teach you how to meet the challenges of connecting with the young purchasing agents who are replacing veteran professionals at the customers you serve. Click on the links to the right to hear excerpts from the program.

No matter what industry you’re in, the sales process is changing. Everyone is trying to do more with less. Technology is replacing catalogs. The Internet is turning everything into a commodity. As all of this takes place, next generation buyers are assuming responsibility for purchasing the products you used to sell to their veteran predecessors.

Young people have little interest in talking to you. “Send me a link to your catalog,” they will say. “I’ll e-mail you if I have questions.” They refuse gifts, never answer their phones and show little interest in establishing a relationship outside of the transaction. “How rude,” you might be thinking. “Where’s the trust? How do I get to know people who don’t want to know me?”

Learn to connect with these buyers . .

But there are ways to connect with this emerging generation of impatient, demanding, techno-savvy customers. Here is some of what you’ll learn:

• How to use six customer touch points to make your organization more young buyer friendly.
• How to remain connected to the “don’t call me, don’t e-mail me” business buyer.
• Discover what successful business-to-business salespeople are doing to penetrate the technological sales wall.
• The five key questions you need to ask every emerging business customer.
• The keys to creating a powerful on-line business-to-business presence in the next 30 days.

They’re all about business . .

These young people are bottom-line-oriented and focused on balance of life. They use the Internet for gathering information, comparing prices, checking references, and completing transactions. They gather intelligence about your products and services by remaining ultra-connected to their peers. They assume there’s always a better price and they expect excellent service regardless of how and when they contact you. They expect you to anticipate what challenges may occur and have a ready fix 24—7—365.

Sure, they’re happy to discuss their needs with you  . . if you pose legitimate questions and don’t waste their time. But small talk is out. This is a group that wants to go home on time and sees little need for exchanging pleasantries. Rather than baseball tickets, golf clubs and bottles of wine, they prefer a better deal on their purchases. Not only does this save the company money, it gives them leverage with their boss. Besides, the increased scrutiny on business practices is forcing everyone to be more careful about accepting gifts and gratuities. 

They think trade shows are a necessary evil ...

At trade shows, they want to have meaningful conversations, collect information tailored to their needs and compare you with your competitors. But they also want to do it in an efficient manner with minimal chat. Rather than enjoying the elaborate vendor-sponsored dinners, they spend evenings in their hotel rooms answering e-mails so they’re not buried when they get home. Hand them a disk with complete prices and product specs and they’re happy campers.

Business-to-Business Selling and the Emerging Generations  is based on the ongoing research conducted by The Center for Generational Studies. For more than a decade, we’ve been studying the consumer behaviors of those entering the marketplace. We talk with people every week who are facing the challenges of connecting with this emerging generation of customers. The strategies and solutions we offer are based on what successful salespeople are doing right now to sell to and serve young buyers. 

Here’s some more of what you’ll learn:

• What one company is doing to successfully connect young sellers to old buyers.
• The impact that young buyers are having on money and how it will change the way you do business.
• How to cope with “menu-driven” customer demands and increase your sales at the same time.
• Why specialty advertising is meeting its demise in the business-to-business marketplace.
• How to sell successfully to the customer who has no desire for a sales relationship
• How you can take advantage of Xer and Millennial electronic social habits to increase sales traffic.

This audio program was recorded in front a live audience of professionals who are facing these challenges every day – distributors, outside salespeople, inside salespeople and customer service reps covering a wide range of markets. Along with the program itself, this package includes a six page supplement with all the points mentioned in the program and additional resources as well. Remember to click on the links in the right column of this e-mail  to listen to program excerpts.

Purchase this program for only $99.95 plus shipping as a two-CD set.  Save yourself thousands of dollars in lost sales by learning how to connect with these young, impatient, techno-savvy customers beginning today.   

You can’t afford to do what you’ve always done. B2B sales is evolving rapidly and now is the time to take charge of your sales future. This program will pay for itself in the first week by simply implementing strategies you’ll learn as you listen. 

10 Reasons You Should Listen to This Program

1. It will help you make more money.
2. It will help you maintain connection with long-time customers.
3. It will help you connect with new customers.
4. It will help you anticipate the desires of young buyers.
5. It will help you save time and still meet quotas.
6. It will help you cut down on your travel.
7. It will help you improve sales at trade shows.
8. It will help you establish a better presence on the Web.
9. It will help you enhance customer support.
10. It will help you help your manufacturers connect with your customers’ needs.

Bonus! It will help you understand your kids.

Get started this week. Order this ground-breaking program and learn how to connect with the emerging business customers who will drive your sales in the coming years.  Click the Add to Cart button to the right or click here to order the downloadable version.