Art Of Selling To The Affluent

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Much has changed since the original The Art of Selling to the Affluent was published. The financial crisis has upended spending patterns across the socioeconomic spectrum, most markedly among those at the top. This completely updated and revised Second Edition brings you up to date on today's affluent consumers and helps every salesperson understand what has changed and what adjustments need to be made in order to successfully attract, service, and retain lifelong affluent customers and clients. 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. Based on The Oechsli Institute's latest 2013 comprehensive research, The Art of Selling to the Affluent explains: Why the affluent don't perceive themselves as wealthy How the financial crisis elevated the level of skepticism among the affluent and how this has changed purchasing behaviors How market and sell your products and services to today's skeptical affluent How Amazon and Apple have changed the way people shop Five ways to strengthen your relationships with affluent women How to stimulate affluent ''buzz'' in your market Who are the emerging affluent and what are the generational differences Step-by-step guidance on how overcome affluent call reluctance during the sales process The Art of Selling to the Affluent offers a detailed landscape of affluence today. Get ahead of the competition by understanding how the Great Recession has shifted the mind-set and where the opportunities are moving forward. The affluent work hard for their money. Now it's your turn to work hard in order to win their trust and their sales.

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Pagina's: 258, Editie: 2, Hardcover, Wiley