Mind the Generational Gap

After the potential buyer responds, Kollmann cautioned against basing your sales approach on generational assumptions, and instead advised salespeople to be ready with numerous techniques.

"The best approach is likely a mixture of traditional and new; being familiar with what could work with diverse buyers will allow [salespeople] to easily shift their technique if they find it's not effective. Generational understanding is helpful—but stereotypes should be avoided," she warned. "What we hear is that younger buyers want direct/fast, etc.—but what we don't always stop to understand is that, for every generation, there are personalities and behaviors that run the gamut for that generation."

She continued, "There are personable and uber-talkative Millennial buyers and technology-oriented, 'don't-bother-me' Boomer buyers."

Perhaps Abbett summed it up best. "The most successful salespeople have a few important attributes that are age-resistant. Foremost, they are great listeners. They are honest, can communicate to a buyer in any method that is required, and they make themselves relevant in any situation. They also know their value and are selling something they believe in."