Articles
The Journal on Active Aging brings articles of value to professionals dedicated to older-adult quality of life. Content sweeps across the active-aging landscape to focus on education and practice. Find articles of interest by searching the article archives in three ways: Enter a keyword in the articles search bar; click on search by topic; or type a keyword or phrase in the general search bar at the top of the page.
Topic- Sales
Closing the sale: Twelve tips for becoming an exceptional salesperson by Colin Milner
What does it take to achieve success in sales? Skilled salespeople demonstrate the knowledge, skills, abilities, training, attitude and discipline to excel with customers.
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Success in sales: 12 pointers for becoming a great salesperson by Colin Milner
What is the secret of sales success? Take a look at Amazon.com and you'll discover a cornucopia of content on the topic. While solid publications tout success stories and secrets of sales leaders, others offer a lot of mumbo jumbo about what's needed to excel at sales. ... There is no magic formula guaranteeing instant success. ....Ignore those who want to make a mystery of sales. Instead, check out these pointers, which tell you what you need to succeed at sales.
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Twelve tips for becoming a great salesperson by Colin Milner
In the heart of the jungle, salespeople whirl around fires to the pulsating rhythms of the drums, yelling repeatedly “Buy from me!” A sales manager, doubling as a witch doctor, stirs a magic brew. This elixir enables salespeople to cast spells over clients, putting these customers into trances where they open their wallets to whatever the salespeople offer. That’s the secret of sales success, right?
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Tips for age-friendly sales by Sharon Sultan Cutler
People ages 50 and older buy products and services for many reasons. They may want to make or save money, look better, save time, learn something new, live longer with good health and stamina, be comfortable, gain pleasure, and, finally, be loved and popular. They buy for their interests, their needs, and often their dream goals. And they seek desirable experiences, self-fulfillment and personal well-being.
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A new style of selling by Debra J. Schmidt
Are you losing sales? For decades, sales training has focused on generalized principles that supposedly apply to all clients. If you say the right words at the right time, people will buy. This is not true! Behavioral science has proven that people have different styles and buy for reasons related to their style. Each buyer sees the world through a different set of eyes. If you are not selling behaviorally, you are only 25–50% effective.
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Selling through experience by Colin Milner
Been there, done that. Think of these phrases as the mantra of the mature market. Men and women in the 50-plus demographic have simply heard it all before: the pitches, the promises, and the flat-out lies.
Many suppliers of products and services aim to pick the pockets of older adults, putting out a constant flow of false information to accompany their bogus goods and services. Ironically, this barrage of phony health information may distract or prevent older people from adopting healthier lifestyle behaviors. So, how do you break through the distrust of mature consumers and get them to buy your offerings?
