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Regular Price - $39.00
Sale Price - $19.00
You Save - $20.00
This fascinating book takes you far beyond the demographics, miles beyond the typical data on seniors. It introduces you to the "sociographics" and psychology of the three separate senior market generations: World War II, Post War, and Leading-edge Boomers. The things you'll learn in these pages include: Investor Psychology, How the senior brain makes decisions, Generational psychology for marketing & selling, and Specific tactics to use with seniors
This book is a no-fluff, one-of-a-kind guide to understanding:
1) how middle-aged and older-aged people think and make decisions;
2) how to use that information to connect with them more effectively, and
3) build more meaningful, relevant relationships with them.
8.5 X 11
53 pages
Delivered immediately in electronic (PDF) format
Language: English
Publisher: Ensight Press
Table of Contents
Chapter 1 Before you get started
What you'll find in these pages…
Who are the seniors?
Where does this information come from?
Who will enjoy this book?
The Bottom Line
Market Segments
Chapter 2 The personal look
Shifting perspective
People Maps.
Aging.
Generational.
Personal.
Chapter 3 Aging
Two types of intelligence
Fluid intelligence
Crystallized intelligence
Mental abilities
Paying Attention
Level of Detail
Types of Data
How the Brain Makes Decisions
Investor Psychology - Technologically Speaking
How can you use this information?
Assumptions in Selling
Chapter 4 Generational Significance
Overview of the 3 Generational Groups
WWII Generation - Quick Look
Post War Generation - Quick Look
Early Boomers - Quick Look
Generational Markers
Chapter 5 Personal Significance
Introducing the Logical Levels
Practical application of the Logical Levels
Generational Psychology for Marketing and Selling
Chapter 6 WWII Generation
Beliefs and values
Summary
Chapter 7 Post War Generation
Beliefs and values
Summary
Chapter 8 Early Boomers
Beliefs and values
Summary
Chapter 9 Putting it all together
Chapter 10 How to improve your Credibility
With Seniors
The 3 Cs of Credibility
Competence
Character
Consistency
Specific Tactics to Use with Seniors
In Conclusion
About the Authors
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