How to sell to seniors and their adult children at the same time
1. Michael P. Sullivan
50-Plus Communications Consulting
Charlotte, North Carolina
704 554 7863
Mps50plus@aol.com
Specialist in Training Senior Living Associates
How to Sell to Seniors
and Their Adult Children
at the Same Time
2. Rosalynn Carter’s Four Kinds of
People in the World
1. Those who have been caregivers
2. Those who are caregivers
3. Those who will be caregivers
4. Those who will need caregivers
3. Who is the Typical Family Caregiver?
Woman, age 49, caring for
widowed mother, age 69.
Usually oldest daughter
8. Key Differences Between
Matures And Baby Boomers
Baby BoomersBaby BoomersMatures
Focus on themselves --
“Voyage to the interior.”
Distrust of authority
We deserve it; disappointedWe deserve it; disappointed
expectationsexpectations
Control; choices, stress,
simplification
Self-sacrifice, especially
for children
Respect for authority
We’ve earned it becauseWe’ve earned it because
of all our hard workof all our hard work
Frugality, responsibility,
caution, value
10. Boomers more likely to
have living parents….
And likely to have
children at same time!
33%
11. For Older Parents: The
decision to move into a new
place is often one of the
hardest ones associated
with this stage of life!
12. “It involves their loved ones, it
involves guilt, it involves their
fears for the future, it involves the
very heart of family values.”
–Senator Russell D. Feinberg, New
York Times
Powerful Emotions – For Parents
39. Slow down
Speak distinctly and clearly – not
louder
Ask questions
Use simple, short sentences so
your conversation is
understandable
40. Selling to the Family
Focus on the emotionalFocus on the emotional
connection between olderconnection between older
adults and their grownadults and their grown
childrenchildren
41.
42. Sales Tip
Focus on their family
Show you care about them as a
person
Connect with the right side of the
brain
43. Ask, “How Does That Feel ?”
“Does that make sense to
you?’
Feeling touches emotions
45. Emotionally Enriched Words,
Phrases and Ideas
Possibilities
Choices
Options
Personal experiences
Self-fulfillment
Maintaining control
BoomersBoomers
46.
47. Michael P. Sullivan
50-Plus Communications Consulting
Charlotte, North Carolina
704 554 7863
Mps50plus@aol.com
How to Sell to Seniors
and Their Adult Children
at the Same Time
Robert Walker
RetirementHomes.com
1-888-544-9124 x 243
robert@retirementhomes.com
Facebook.com/RetirementHomes
YouTube.com/RetirementHomes
Editor's Notes
I will cover three main points. They include: First: Understanding how PHYSICAL AND SENSORY CHANGES AFFECT BEHAVIOR -- and what you should be doing in response. Second: Learning about the KEY BEHAVIORAL DRIVERS – or hot buttons -- that motivate decisions and how to build them into sales presentations. And Third: Understanding HOW INDIVIDUALS PROCESS INFORMATION DIFFERENTLY and in effect become more right brained as they age.
You are probably now saying to yourself something like, “I’ve asked, but they don’t help,” or “the children are too young to help,” or “they don’t live nearby so they can’t help.” There are all sorts of reasons family members don’t help, but the experts say there are almost always things other family members can do – and will do. The trick is to get them to volunteer for what they will do by giving them the chance to volunteer for what they can do. This is the process...
And, grandparents foretell the future; by the way they choose to live their lives and how they positively affect those who follow them. This seminar was created with your needs in mind. In a sense, it is about celebrating grandparenthood. The response to it has been exceptional. (OPTIONAL:) While I am not a grandparent myself, I have learned about grandparenting by studying the research and reflecting on my own relationship with my grandparents I'd like to show you photos of my grandparents. How many of you brought along a picture of your grandchildren? (Response) If you brought a photo, turn to a person you don't know and share your pride and joy with them. And, while you're at it, if your grandkids are old enough, tell them what your grandchild's name is for you. If you didn't bring a picture go ahead and tell your neighbor about your grandchildren anyway (Pause to give the group time to do so.) I am curious. Who'd like to share with us an unusual name your grandkids gave you, and how you got it? Raise your hand.
I will cover three main points. They include: First: Understanding how PHYSICAL AND SENSORY CHANGES AFFECT BEHAVIOR -- and what you should be doing in response. Second: Learning about the KEY BEHAVIORAL DRIVERS – or hot buttons -- that motivate decisions and how to build them into sales presentations. And Third: Understanding HOW INDIVIDUALS PROCESS INFORMATION DIFFERENTLY and in effect become more right brained as they age.
