Category Archives - Selling to Senior Adults

Last Updated June 22, 2015

If Our Product is So Great, Why Do We Need to Overcome Objections?

February 24, 2015 - No Comments

This question came from a sales person in an organization that offered a terrific product that solved a real need and was priced appropriately. They

If You Had to Rebuild Your Engine Every Time You Got into Your Car, How Often Would You Drive?

May 31, 2013 - No Comments

Sounds crazy, doesn’t it?  Unless you have a passion for rebuilding engines, you probably wouldn’t drive much at all.  Yet, if you don’t have a

Are Limiting Thoughts and Beliefs Holding You Back?

May 21, 2013 - No Comments

Limiting thoughts are like weeds in your garden.  You need to vigilantly pluck them out before they take root or they will take control and

Transformational Sales Tip:

May 21, 2013 - No Comments

Be passionate about your business or the product or service you are selling. If you truly believe in your service, know that it works and

Eight Steps to Keeping Prospects Engaged In Your Sales Process

January 30, 2013 - No Comments

Ever have a prospect who reminded you of a submarine? You know the one – actively engaged on Wednesday; ready to move forward on Friday;

Belief and Success: The Inextricable Link

May 9, 2012 - 4 Comments

Have you ever noticed that what you think will happen during the sales process is usually what does happen?
Let me give you an

Five Ways to Engage Your Clients Online

March 28, 2012 - No Comments

“My clients aren’t on-line and they certainly aren’t using social media. Most of my clients have some form of dementia.”  This statement came from June,

Advertising in the Newspaper is NOT a Marketing Strategy

February 22, 2012 - 4 Comments

Bill walked into the senior management meeting, brimming with excitement about his new idea. He just read a great article about using inserts in the

When the Mind Works and the Body Doesn’t

February 15, 2012 - 15 Comments

I have a good friend, Alan, who spends most of his life in a wheelchair.  He is smart, funny and a ruthless decision-maker. His body

Selling to Your Clients’ Kids

January 31, 2012 - 17 Comments


Selling to Adult Children

“Intensely frustrated” is how Carol Swanson, vice president of marketing for a continuing care retirement community,

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