Selling To The Affluent
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Selling To The Affluent
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Author : Thomas J. Stanley
language : en
Publisher: Rosetta Books
Release Date : 2012-06-29
Selling To The Affluent written by Thomas J. Stanley and has been published by Rosetta Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-06-29 with Business & Economics categories.
From the New York Times–bestselling coauthor of The Millionaire Next Door: “No one better illuminates the who, where, and how of the affluent market” (J. Arthur Urciuoli, former chairman at Merrill Lynch). In the bestselling classic The Millionaire Next Door, Dr. Thomas J. Stanley showed his readers where to look for the wealthy. In Selling to the Affluent, he shows us how to persuade them. This book provides an insightful roadmap of the motivations and purchasing patterns of the affluent—and delivers a strategy for salespeople to leverage that information to the best advantage. This book outlines all phases of the sales process, from approaching wealthy prospects to pinpointing their wants and needs—frequently different from those of less affluent markets—and selling both tangible and intangible products. It profiles several key demographics within the wealthy subset—including business owners, men and women, and the retired. It’s the most detailed and inclusive manual on the market for selling to the wealthy. “Dr. Stanley’s strategies consider the real needs of the high income professionals—needs that go beyond any product or service. These needs are psychological and revolve around the recognition of the individual’s extraordinary level of achievements. He provides some terrific insights as to how to solicit and maintain business by unconventional, but highly effective means.” —Carolyn J. Cole, chairman and founder of The Cole Group and The institute of Economics and Finance “Selling to the Affluent is well written, relevant, and exciting; it presents an important complementary extension to Marketing to the Affluent.” —William D. Danko, PhD, coauthor of The Millionaire Next Door
The Art Of Selling To The Affluent
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Author : Matt Oechsli
language : en
Publisher: John Wiley & Sons
Release Date : 2014-01-10
The Art Of Selling To The Affluent written by Matt Oechsli and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-01-10 with Business & Economics categories.
Attract and retain affluent customers and clients Much has changed since the original The Art of Selling to the Affluent was published. The financial crisis has affected the affluent as well as the less affluent. This book brings you up to date with today's affluent and helps every salesperson understand what adjustments need to be made in order to successfully attract, service, and retain lifelong affluent customers and clients. Completely updated and revised, it is based on The Oechli Institute's latest 2013 comprehensive research. Explains how the financial crisis elevated the level of anxiety and how this has affected major purchase decisions Offers step-by-step guidance on how to navigate the process of overcoming social self-consciousness during the sales process Author Matt Oechsli is one of the leading authorities regarding marketing, selling, servicing, and developing loyalty with affluent clients, and one of the most sought after speakers in the financial services industry The Art of Selling to the Affluent, 2nd Edition offers a detailed landscape of today's affluent. Put yourself ahead of the competition by knowing how the Great Recession has affected purchasing behavior and where the opportunities are moving forward.
The Art Of Selling To The Affluent
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Author : Matt Oechsli
language : en
Publisher: John Wiley & Sons
Release Date : 2010-12-14
The Art Of Selling To The Affluent written by Matt Oechsli and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-12-14 with Business & Economics categories.
This insightful book shows salespeople how to meet the needs of affluent clients from the initial contact, to the sales presentation, to providing the level of service and quality they expect, to securing them as long-term customers. Based on extensive research of the buying patterns and expectations of the wealthy, this step-by-step sales guide reveals the secrets of attracting and keeping wealthy clients for life, boosting sales and repeat business. The Art of Selling to the Affluent is also a crash course in the world of the wealthy, giving you the understanding you need to satisfy and retain these profitable top-dollar clients.
Marketing To The Affluent
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Author : Thomas J. Stanley
language : en
Publisher: Rosetta Books
Release Date : 2012-06-29
Marketing To The Affluent written by Thomas J. Stanley and has been published by Rosetta Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-06-29 with Business & Economics categories.
The New York Times bestselling author of The Millionaire Next Door shares proven strategies and expert advice on successfully entering the affluent market. No one knows the rich like the author and business theorist Thomas Stanley. In this book, Stanley explains what it takes to reach, persuade, and market to this highly targeted audience. Stanley discusses the unique perspectives of wealthy individuals, revealing the needs and desires any marketing campaign needs to address in order to be successful with them. Stanley then outlines several highly effective ways to meet those needs, including how to attract wealthy customers through word-of-mouth recommendations from their friends, family, and business associates. Marketing to the Affluent covers: Myths and realities about the affluent Understanding what the affluent want Finding “overlooked” millionaires Positioning yourself as an expert “No one better illuminates the who, where, and how of the affluent market than Tom Stanley.”—J. Arthur Urciuoli, Director of Marketing, Merrill Lynch
Selling Luxury
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Author : Robin Lent
language : en
Publisher: John Wiley & Sons
Release Date : 2009-05-27
Selling Luxury written by Robin Lent and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-05-27 with Business & Economics categories.
Praise for SELLING LUXURY “Geneviève and Robin have brought together their talents to create a book that gives all Sales Ambassadors the fundamentals in selling and building customer loyalty.” —Hamida Belkadi, CEO, De Beers Diamond Jewellers, USA “Selling Luxury is filled with ways of exceeding each client’s expectations through offering a service that surprises and delights.” —Aaron Simpson, Group Executive Chairman, Quintessentially What does it take to sell high-end luxury creations to the richest clients in the world? In Selling Luxury, Robin Lent and Geneviève Tour, with thirty years of combined experience, share their savoir-faire. You’ll also pick up tips from multi-million dollar luxury sales professionals who will help you understand the complexities of the universe of luxury. Selling Luxury will show you how a salesperson can acquire Sales Ambassador status by offering the impeccable service associated with the world’s most prestigious brands.
The Complete Guide To Selling And Marketing To Affluent Customers
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Author : Tamsen Butler
language : en
Publisher: Atlantic Publishing Company
Release Date : 2014
The Complete Guide To Selling And Marketing To Affluent Customers written by Tamsen Butler and has been published by Atlantic Publishing Company this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014 with Affluent consumers categories.
Interviews with successful salespeople and affluent men and women are included in this book, and their advice has been compiled to show you exactly what you can do to reach this demographic. Discover what rich people want and what they are willing to buy, and give them reasons why to say yes. State your case clearly with memorable personal touches in your sales pitch, and you'll immediately reach your audience exactly as outlined in this book. --Book Jacket.
Marketing To The Affluent And Selling To The Affluent Package
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Author : Thomas J. Stanley
language : en
Publisher: Irwin Professional Publishing
Release Date : 1991
Marketing To The Affluent And Selling To The Affluent Package written by Thomas J. Stanley and has been published by Irwin Professional Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991 with categories.
Stop Acting Rich
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Author : Thomas J. Stanley
language : en
Publisher: John Wiley & Sons
Release Date : 2011-07-12
Stop Acting Rich written by Thomas J. Stanley and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-07-12 with Business & Economics categories.
The bestselling author of The Millionaire Next Door reveals easy ways to build real wealth With well over two million of his books sold, and huge praise from many media outlets, Dr. Thomas J. Stanley is a recognized and highly respected authority on how the wealthy act and think. Now, in Stop Acting Rich ? and Start Living Like a Millionaire, he details how the less affluent have fallen into the elite luxury brand trap that keeps them from acquiring wealth and details how to get out of it by emulating the working rich as opposed to the super elite. Puts wealth in perspective and shows you how to live rich without spending more Details why we spend lavishly and how to stop this destructive cycle Discusses how being "rich" means more than just big houses and luxury cars A defensive strategy for tough times, Stop Acting Rich shows readers how to live a rich, happy life through accumulating more wealth and using it to achieve the type of financial freedom that will create true happiness and fulfillment.
Networking With The Affluent And Their Advisors
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Author : Thomas J. Stanley
language : en
Publisher: Rosetta Books
Release Date : 2012-06-29
Networking With The Affluent And Their Advisors written by Thomas J. Stanley and has been published by Rosetta Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-06-29 with Business & Economics categories.
The New York Times bestselling author of The Millionaire Next Door reveals the secrets and strategies for building a network of wealthy clients. In Networking with the Affluent, business theorist Thomas J. Stanley shares effective tactics for developing relationships with wealthy individuals—as well as their advisors—and generating new business among this highly exclusive target market. Dr. Stanley provides a proven road map for building trust, securing interest, and forging profitable relationships with wealthy audiences—including tactics for boosting your credibility and assuring continued loyalty among wealthy customers. Networking with the Affluent covers: Cracking affluent groups Influencing opinion leaders of the affluent Gaining high-caliber endorsements Leveraging your contacts “No one better illuminates the who, where, and how of the affluent market than Tom Stanley.”—J. Arthur Urciuoli, Director of Marketing, Merrill Lynch
Selling To The New Elite
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Author : Stephen KRAUS
language : en
Publisher: AMACOM
Release Date : 2011-02-09
Selling To The New Elite written by Stephen KRAUS and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-02-09 with Business & Economics categories.
In this practical and fascinating follow-up to their behind-the-scenes look at America’s most powerful and influential class, authors Jim Taylor, Stephen Kraus, and Doug Harrison reveal insights and indispensable techniques to help salespeople and marketers hone in on wealthy customers, pique their interest, and earn their trust--and repeated business. The New Elite leveraged unprecedented research to reveal what motivates the wealthy class, how they think, where they shop, and how they really spend their money. Now, based on studies of elite companies such as Lexus, Chanel, Neiman Marcus, Four Seasons, Cartier, and Louis Vuitton, Selling to the New Elite explains what the truly rich want from brands, what they expect from the marketplace, and how their changing purchasing patterns could mean big business for you. Including eye-opening stories from mutually satisfying interactions between salespeople and affluent buyers, the book showcases the best practices that have led to hundreds of successful sales and incorporates exercises that allow you to apply the information in your own context. By helping readers win over the wealthiest customers, this one-of-a-kind guide offers the key to becoming rich yourself.