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
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.
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.
Marketing to the Affluent and Selling to the Affluent Package
Selling Luxury shows you how to develop these skills and make them a key part of your own unique selling style. Selling high-end luxury creations requires a different set of skills than does traditional selling.
... (2) owned a large home, (3) lived in a prestigious dwelling area, and (4) had income from inherited sources or earned sources (W. Lloyd Warner et al., Social Class in America [New York: Harper Torch Books, 1960, p. 123).
With this book, your business will soon become a top producer for the world's most prominent, richest people. --
This is the fastest and surest path to prosper in tough times (selling to those least affected by recession) and to get rich in good times!
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 ...
Jonathan Fahey, “Over-engineering 101,” Forbes, December 13, 2006, p. 62. ... See Thomas J. Stanley and William D. Danko, The Millionaire Next Door (Atlanta: Longstreet Press, 1996), p. 115. John K. Teahen, Jr., “Good Riddance to a Bad ...
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 ...