Successful Selling 2011 held at the Ricoh Arena - site of Coventry Football Club
Following Don Hutson’s session on 'Value Selling' the
conference considered the changing values of the today’s new generation of
buyers . This session was delivered by Dr Graeme Codrington www.tommorowtoday.uk.com
Graeme's business card describes his role as " Speaker| Facilitaor| Author| Futurist
Many in the profession are aware of and use the findings
that modern psychology has brought to help us develop better interrelationships and help
our selling better adapt to buyer's - NLP and
Psychometric profiling etc. but Dr Codrington got the audience to focus
on the array of different values that today’s buyers may have.
Dr Graeme Codrington at Successful Selling 2011
Different generations have different values so Graeme advised
that to build effective relationships not only are conventional motivations
important but perhaps at the moment that values are more critical.
What different generations see as Good or bad, normal or
weird has been probably formed in
their upbringing and in markedly different circumstances.
Like many speakers on the day he used his experience of domestic
relationships to illustrate his talk. In Dr Codrington whether his mother in
Bournemouth to represent one generation, himself and his wife as another or his
three daughters as yet another.
Although there can be overlap in values, Graeme offered four
distinct generations.
SILENT
BABY BOOMERS
GEN X
GEN Y
The main point Graeme got over to us is that how we present
, communicate and work with each generation requires us to consider and flex to their values
which may be markedly different from the generation we belong to.
This sort of information when dealing with customers must lead to better selling for sure.
This sort of information when dealing with customers must lead to better selling for sure.
Oscar Wilde stated that "Youth is wasted on the young" Dr Codrington suggests that the important thing is the values of today's youth ( future buyers) are very different to Baby Boomers in the audience.
As Graeme expanded on various values of different generations I thought back to when ( I am a baby boomer) I was in my formative years. Maybe some ISMM members might remember another 'gathering'
at a football ground but in east London.
31st May 1976 The
Who played at The Valley, the home of Charlton Athletic Football Club, in what
was the world's loudest concert, at over 120 dBs
The Who's great hit "My Generation" says something about my values I guess - not all good and not all bad.
People try to put us d-down (Talkin' 'bout
my generation)
Just because we get around (Talkin' 'bout my generation)
Things they do look awful c-c-cold (Talkin' 'bout my generation)
I hope I die before I get old (Talkin' 'bout my generation)
This is my generation
This is my generation, baby
Just because we get around (Talkin' 'bout my generation)
Things they do look awful c-c-cold (Talkin' 'bout my generation)
I hope I die before I get old (Talkin' 'bout my generation)
This is my generation
This is my generation, baby
Why don't you all f-fade away (Talkin' 'bout my generation)
And don't try to dig what we all s-s-say (Talkin' 'bout my generation)
I'm not trying to cause a big s-s-sensation (Talkin' 'bout my generation)
I'm just talkin' 'bout my g-g-g-generation (Talkin' 'bout my generation)
This is my generation
This is my generation, baby
Why don't you all f-fade away (Talkin' 'bout my generation)
And don't try to d-dig what we all s-s-say (Talkin' 'bout my generation)
I'm not trying to cause a b-big s-s-sensation (Talkin' 'bout my generation)
I'm just talkin' 'bout my g-g-generation (Talkin' 'bout my generation)
This is my generation
This is my generation, baby
People try to put us d-down (Talkin' 'bout my generation)
Just because we g-g-get around (Talkin' 'bout my generation)
Things they do look awful c-c-cold (Talkin' 'bout my generation)
Yeah, I hope I die before I get old (Talkin' 'bout my generation)
This is my generation
This is my generation, baby
Lyrics from The Who's great hit “My generation”
Related Links
The Portillo Moment
Buyer Facilitation
Selling Value not Price
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