When they were younger, they were branded “slackers” and skeptics who were reluctant to grow up and conform. High divorce rates and high-profile scandals fueled those skeptical attitudes. Today they’re still skeptical, and that makes selling to them a unique challange.
- 45 million strong
- they question authority while embracing a “seize the day” attitude
- Xers want total control of the selling process
- They’ll choose options that make sense – to the way they live and work
- Technology is important…and they’ll use it as a comparison shopping tool!
The Best Way To Sell To Generation X Is To Present Yourself As A Provider Of Information, Not A Salesperson. Be Prepared With Plenty Of Answers, Because This Group Craves Knowledge And Asks A Lot Of Questions.
Selling tips for
- Know your product thoroughly so you can answer their questins.
- Xers need to make up their own minds. They trust their own decisions more than others’ expertise.
- Expect your customer to turn to the internet to gather more facts.
- Don’t be afraid to show how your product stacks up to the competition, even any shortfalls. Don’t hold anything back.
- Give your customer the time and space needed to make a decision.