Economic Uncertainty Lengthens Sales Cycle in Today’s Senior Market. Patience is a Virtue; Hard Sell is Out.

White paper written by Michael Starke, Vice President of Research, Spectrum“To achieve a better sales pace and higher market penetration rates…emphasize the fundamental principles of good sales practices to seniors, especially listening to, empathizing with and educating them. The sales cycle is lengthening, thus requiring more patience than usual. Hard sell techniques will likely lead to mistrust at a time when seniors are feeling betrayed and vulnerable.”

Sales Cycle Whitepaper by Michael Starke