How can managers ensure members of their sales teams are prepared for any type of customer, particularly those who might need a little extra help? General selling and customer interaction skills, such as mirroring customer behaviors and asking questions that reveal information about preferences and budget, are definitely important. 

However, reps also need to develop skills to gauge customer demographic cues, anticipate their needs, and speak to them on their own terms. This is particularly true of potential customers who are older adults or senior citizens. 

Posted: 12/1/15

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