SALES
SELLING TO DIFFERENT PEOPLE
GENERATIONAL BUYING CHARACTERISTICS
This guide teaches you that successful selling isn’t one-size-fits-all — people have different buying motivations, styles, and decision-making processes. By recognizing and adapting to these behavioural differences (especially using DISC profiles), you can build trust, communicate effectively, and close more deals.
It applies both to general sales and specifically to car buyers, showing how to adjust your message, tone, and approach for each type.
This workshop focuses on understanding how buyers from different generations (Gen Z, Millennials, Gen X, and Baby Boomers) approach purchasing vehicles — their preferences, values, motivations, and what sales approaches work best for each group.
The goal is to equip car sales professionals with practical tools to tailor their sales pitch, improve customer satisfaction, and ultimately close more deals by adjusting the approach to the customer’s generational mindset.