Sales training ideas – Demographics that can effect the sales process.

There are two demographics that most salespeople overlook when trying to make the sale. Both factors can give the salesperson a good idea as to where they should be focused when selling. 

2 Key sales factors 

1) Age

In addition to preferred sense, it is also helpful to look at the various life stages people go through as age can affect the sales decision. This will be particularly helpful in the insurance and securities fields. 

Young Adults  

Very materialistic, focused on the present, little savings, little money knowledge, small picture focus – details, focus on logic, mostly focused on price, technology focused, faster is better,                 &nbs p;        

Middle Age    

Family – less materialistic, present and future focus, building wealth, some knowledge and beliefs, less detail – more big picture, focus on logic and emotion, focus on price but can be convinced of value, some technology focus, pace depends on situation, more fickle – change easily, open minded, no concrete life view, fairly firm beliefs    

Mature Adult 60+

Family focused, leaving a legacy, largest nest egg, solid money beliefs, focus on big picture, focus on gut feeling, focused on value, prefer hard copy, more methodical pace, set in their ways, set values and beliefs

Use these tendencies in your sales approach and in the entire selling process. Mirroring someone in his sixties versus someone in his thirties will usually vary greatly. 

2) Gender

Gender is the third factor that can affect sales decisions. Following are some generalizations that will give you a good idea of gender-specific tendencies.

Women

More relationship focused, more team focused, more Big-picture focused, softer and indirect approach, more descriptive

Men

More focused on the business deal, more business focused, focused on competition, tunnel vision, more direct, more concise

As a salesperson, you need to adjust your sales language to your prospect’s gender. Also, women tend to want a closer relationship and to hear from the salesperson more often than men do. To most men, interactions with salespeople are simply business transactions. 

Important Note: Factors relating to age,and gender can get somewhat confusing, especially if you’re new to selling. If that is the case, don’t be too concerned or allow yourself to feel overwhelmed. These are some of the subtleties you’ll become more aware of as your sales career advances.