Cross selling ?

Which customer is easy to influence - a young executive (or) an old well established businessman?
(I sell banking products)

Answer

The fact is it's the same influencing both.

The problem happens when a salesperson tries to use the same methods on each of them.

The point I'm trying to get across to sales people is this: each person you sell to is different, unique if you will and has their own set of reasons to buy and methods of communicating as well as unique beliefs and prejudices.

If you treat people as individuals and respond to THEM you can influence anybody. BUT to do that you need to keep your ears and eyes open and pay attention. And it sure helps if you know what to look for.

Take a look at some of the free persuasion articles
on my site for some hints.

Hope this helps, Greg