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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