Getting Senior Clients to
Accept Your Recommendation
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Mike Sullivan
50-Plus Communications Consulting
2911 Wamath Drive
Charlotte NC 28210
(704) 554 7863
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Getting Senior Clients to
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Strategies and insights to increase acceptance of your recommendations by senior clients and decrease wasted effort.

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Table of Contents:

Introduction 4
How Decisions Really Get Made 4
  Assumptions in Selling 5
  Information Processing 6
  How the Brain Makes Decisions 7
The Decision Tree 9
  Comprehension 9
  Evaluating a Recommendation: Impressionistic Thinking 10
Using Life Experience 12
  Generations 12
    Before 1946 12
    1946 and After 14
Presenting Recommendations In Ways That Work 15
  Focusing on the Important Things in Life 15
  Use Shades of Gray 16
  Substitute Right-Brain for Left-Brain Communications 18
  Actively Motivate Older Investors to Use Fluid Intelligence 19
  Overcoming Processing Errors 20
  Making the Sale 22
© 2002. 50-Plus Communications Consulting, Glencoe, Il. All rights reserved. To contact us Email: Mps50plus@aol.com
Mike Sullivan
50-Plus Communications Consulting
2911 Wamath Drive
Charlotte NC 28210
(704) 554 7863