Q & A with Jason Seyler, Author of Mastering Millennials

Jason Seyler and I go way back. When I was in Law School at the University

of Pittsburgh, I had a close colleague whose family business — medical

appliance sales—essentially rode on the back of Jason’s incredible selling

efforts.

Jason and I would frequently see each other and spend time together during

this period, and I was always impressed with his ability to connect with

people he barely even knew and engage in conversations where the other

participant felt like the only person in the room.

When Jason told me he was working on a book about coaching Millennials—

set for release November 23 — I had to hear more. So I reached out and had

a conversation with him about a topic very near and dear to my own heart.

Here’s what transpired:

1. Give us a little background on the book you’ve been writing — it’s

specifically focused on appealing toward millennials.

Mastering Millennials: Understanding What Motivates Them and Causes

Them to Take Action is a short nonfiction book that is targeted towards

professionals who want to understand the Millennial Generation. It is

geared towards corporations who are trying to build brand loyalty and win

the business of Millennials who cannot be overlooked because they have the

combined spending power of over five hundred billion dollars a year. The

book is also geared towards bosses who are trying to coordinate their

places of business between three distinct generations (the Baby Boomers,

Generation X, and the Millennials). The book features an introduction that

explains who the Millennials are and five chapters of content.

2. What are the most effective ways of appealing to millennials?

Businesses will increase their market share by attracting and keeping

millennials in their corner. As you win over a few you will receive many. You

need to make sure you have an ear for when the new ones come. They are

not all going to have the same causes and beliefs. You need to create a

culture that allows you to be sensitive to all of them. You need to be clever

in your handling of them. Be authentic and know how to wet all their

fancies. Support what they support. Create products and services that give

back and support their causes and likes. You will find pockets of them that

share the same causes and beliefs, but you cannot become one thing. Your

message is that you support them and whatever they like. All things to all

millennials, I know it sounds like a lofty task and it is, but you can’t afford

not to do it any other way. The companies that do will be rewarded for years

to come. As they change you need to change, you need to keep their pulse.

Millennials not only want you to hear their opinions of your product, they

want to be on your design team, tweak your supply chain, and possibly

reorganize your customer service division – all in the name of helping you

make and support a better product or service. Millennial consumers speak

up most and loudest.

They are not persuaded by gimmicks, games, or grandiose statements. They

demand something real that has genuine substance. They want to be

involved with the process and feel like they are a part of what you’re doing.

They want control and you need to give it to them if you want to win them

over. They do not respond to the 48 Laws of Power and they will not be told

what to do. To them, authority figures that yell are idiots who shouldn’t be

tolerated. And they won’t tolerate them. Most Millennials would rather quit

a job than put up with a boss they don’t like – and they won’t hesitate to do

it.

3. How have motivational tactics with sales teams changed over the

years?

They are not persuaded by gimmicks, games, or grandiose statements. They

demand something real that has genuine substance. They want to be

involved with the process and feel like they are a part of what you’re doing.

They want control and you need to give it to them if you want to win them

over. They do not respond to the 48 Laws of Power and they will not be told

what to do. To them, authority figures that yell are idiots who shouldn’t be

tolerated. And they won’t tolerate them. Most would rather quit a job than

put up with a boss they don’t like – and they won’t hesitate to do it.

4. Sales is a money-motivated profession — and studies indicate that

fewer numbers of millennials and Generation Z will be driven by love

of the dollar? Do you think that will hold up?

They are motivated by changing things and making them better for

mankind. They need to understand your company’s vision and purpose, and

you need to communicate it clearly. They’re not interested in just selling

anything that’s presented to them. If history plays out; they will end up

selling out for the dollar in time. Once they get a taste, it will be hard to go

back. I think many would like to learn how to create financial freedom, No

one has taken the time to do so, and many millenials don’t think it’s possible

for them, but it is.

5. If you had one piece of advice to give to millennials considering a

career in sales, what would that be?

Make sure they believe in the product/service, and that the company

delivers what it promises to deliver to the consumer.

About the Author: Jeremy Boudinet is the voice of Ambition and has written

about the topics of Gamification, Millennials, Career Development, Sales,

Sales Force Management, SaaS, Content Marketing and Leadership for the

Ambition Blog, Time, Inc., Information Age, the Daily Muse, Blindfold

Magazine, and Social Media Today.