The Art Of Selling To The Affluent

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The Art of Selling to the Affluent

Matt Oechsli
The Art of Selling to the Affluent Book PDF

Author : Matt Oechsli
Publisher : John Wiley & Sons
Page : 262 pages
File Size : 43,9 Mb
Release : 2014-01-10
Category : Business & Economics
ISBN : 9781118849101

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The Art of Selling to the Affluent by Matt Oechsli Pdf

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

Matt Oechsli
The Art of Selling to the Affluent Book PDF

Author : Matt Oechsli
Publisher : John Wiley & Sons
Page : 218 pages
File Size : 49,5 Mb
Release : 2010-12-14
Category : Business & Economics
ISBN : 9781118040362

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The Art of Selling to the Affluent by Matt Oechsli Pdf

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.

Selling Luxury

Robin Lent,Genevieve Tour
Selling Luxury Book PDF

Author : Robin Lent,Genevieve Tour
Publisher : John Wiley & Sons
Page : 180 pages
File Size : 49,9 Mb
Release : 2009-05-27
Category : Business & Economics
ISBN : 9780470498378

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Selling Luxury by Robin Lent,Genevieve Tour Pdf

Selling high-end luxury creations requires a different set of skills than does traditional selling. Clients have high expectations for the service they receive and base their purchasing decisions more on emotion and desire than practical need. Whether you are selling diamond bracelets or sports cars, the key to concluding the sale lies in how well you sell rather than what you sell. In Selling Luxury, Robin Lent and Geneviève Tour explore every component of luxury sales and offer proven, practical strategies for connecting with customers. Rather than sales associates, the luxury market calls for “Sales Ambassadors” who represent the brand with distinction. Sales Ambassadors understand how to connect with customers by discovering their unique motivational desires. This requires a multitude of specialized skills: passion, perseverance, empathy, daring, and curiosity. Through personalized service each and every time, Sales Ambassadors are able to build trust, brand loyalty, and lasting customer relationships. If you want to succeed in the luxury sales universe, Selling Luxury is for you. You’ll pick up the skills and approaches that work everyday in a multitude of situations. You’ll learn how to: Connect emotionally with customers Exceed your customers’ expectations Turn every customer contact into a brand experience Personalize your customer service Learn about customers through observing and discovery Create the desire to purchase Deal positively with customer objections Build a relationship of trust and brand loyalty The universe of luxury is no place for traditional hard-sell tactics. Instead, you have to subtly adapt to your customer in a deeper way. Doing so takes a truly personal touch. Selling Luxury shows you how to develop these skills and make them a key part of your own unique selling style.

Selling to the Affluent

Thomas J. Stanley
Selling to the Affluent Book PDF

Author : Thomas J. Stanley
Publisher : McGraw Hill Professional
Page : 502 pages
File Size : 50,6 Mb
Release : 1997-08-22
Category : Business & Economics
ISBN : 0070610495

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Selling to the Affluent by Thomas J. Stanley Pdf

Dr. Stanley shows how to push the "hot buttons" of the people you've found to improve your closing percentage . . . . and income. This essential resource reveals the three most important things you can do to land affluent prospects.

Selling to the Affluent

Thomas J. Stanley
Selling to the Affluent Book PDF

Author : Thomas J. Stanley
Publisher : Rosetta Books
Page : 713 pages
File Size : 49,6 Mb
Release : 2012-06-29
Category : Business & Economics
ISBN : 9780795325991

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Selling to the Affluent by Thomas J. Stanley Pdf

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

Marketing to the Affluent

Thomas J. Stanley
Marketing to the Affluent Book PDF

Author : Thomas J. Stanley
Publisher : Rosetta Books
Page : 302 pages
File Size : 40,6 Mb
Release : 2012-06-29
Category : Business & Economics
ISBN : 9780795325939

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Marketing to the Affluent by Thomas J. Stanley Pdf

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

The Psychology of Selling

Brian Tracy
The Psychology of Selling Book PDF

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 53,5 Mb
Release : 2006-06-20
Category : Selling
ISBN : 9780785288060

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The Psychology of Selling by Brian Tracy Pdf

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

You, Inc.

Harry Beckwith,Christine Clifford Beckwith
You Inc Book PDF

Author : Harry Beckwith,Christine Clifford Beckwith
Publisher : Balance
Page : 190 pages
File Size : 46,7 Mb
Release : 2007-03-01
Category : Self-Help
ISBN : 9780759572867

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You, Inc. by Harry Beckwith,Christine Clifford Beckwith Pdf

In You, Inc. Beckwith provides practical tips, anecdotes and insights based on his 30 years of marketing and selling his advertising services. Beckwith learned early on in his career that no matter what product you're selling, the most important component of the product is you. In You, Inc.: A Field Guide to Selling Yourself, Beckwith relates tantalizing tidbits and real stories of how to harness your enthusiasm with an ability to impress your key accounts.Written in his traditional homespun style, Beckwith offers doses of humour and pithy knowledge to anyone who wants to seal the deal and thrive in business.

Selling to Affluent Customers

Gerard Assey
Selling to Affluent Customers Book PDF

Author : Gerard Assey
Publisher : Gerard Assey
Page : 0 pages
File Size : 41,7 Mb
Release : 2023-08-19
Category : Electronic
ISBN : 9798223205289

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Selling to Affluent Customers by Gerard Assey Pdf

'Selling to Affluent Customers: Get the Affluent Advantage with Strategies for Luxury Sales Success' is a comprehensive guide that unveils the secrets to successfully navigating the world of luxury sales. This book delves into the mindset and motivations of affluent customers, equipping sales professionals with the knowledge and strategies to meet their discerning expectations. From understanding the allure of luxury branding to mastering the art of consultative selling, this book offers practical insights and techniques to build trust, forge lasting relationships, and exceed customer expectations. Readers will discover the power of personalization, present value, and the ability to up-sell and cross-sell related products to enhance the customer experience. With a customer-centric approach and a deep understanding of the unique needs and desires of affluent customers, "Selling to Affluent Customers" serves as a valuable resource for sales professionals seeking to excel in the world of luxury sales and create extraordinary experiences for their discerning clientele.

Luxury Selling

Francis Srun
Luxury Selling Book PDF

Author : Francis Srun
Publisher : Springer
Page : 226 pages
File Size : 47,7 Mb
Release : 2017-04-07
Category : Business & Economics
ISBN : 9783319455259

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Luxury Selling by Francis Srun Pdf

Srun shows how the psychology of luxury brands truly plays into high value customer motivations and unlocks the potential to understand their decision processes which are unlike that of any other customer. Selling to very wealthy, demanding customers – whether you’re selling luxury products or high value bespoke professional services – is a very different process to selling anything else to anyone else. Francis Srun has twenty years experience in the luxury industry, based in France, Switzerland, China and Hong Kong, most recently with Maison Boucheron. The first step is learning how to physically embody “Luxury”. You need to look, speak, and move “Luxury”. The true luxury attitude is not submissive nor is it hauteur – it is gentle, generous and simply, truly human. Success comes from not just being professional but from building a genuinely luxury relationship with clients. To do that you need to truly understand your client. High value customers today are younger, international in outlook and residence, and increasingly from Asia. Their buying motivation is always about self-affirmation and pleasure and never about money. The luxury customer’s decision process is unlike that of other customers. While emotion is important when selling anything to anyone – with luxury selling it is paramount. Srun shows how the psychology of Brand, Product, Place, Price and Time all play a role in customer’s motivations. Finally this book guides you step by step with concrete examples and useful techniques through the seven steps of luxury selling: be prepared to sell, welcome appropriately, listen genuinely, propose and present with style, meet objections with persuasion rather than refutation, conclude sharply and finally gain loyalty for a long term relationship.

Networking with the Affluent and their Advisors

Thomas J. Stanley
Networking with the Affluent and their Advisors Book PDF

Author : Thomas J. Stanley
Publisher : Rosetta Books
Page : 361 pages
File Size : 42,9 Mb
Release : 2012-06-29
Category : Business & Economics
ISBN : 9780795325960

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Networking with the Affluent and their Advisors by Thomas J. Stanley Pdf

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

Stop Acting Rich

Thomas J. Stanley
Stop Acting Rich Book PDF

Author : Thomas J. Stanley
Publisher : John Wiley & Sons
Page : 295 pages
File Size : 55,9 Mb
Release : 2011-07-12
Category : Business & Economics
ISBN : 9781118011577

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Stop Acting Rich by Thomas J. Stanley Pdf

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.

How to Survive and Prosper as an Artist

Caroll Michels
How to Survive and Prosper as an Artist Book PDF

Author : Caroll Michels
Publisher : Macmillan
Page : 402 pages
File Size : 42,9 Mb
Release : 2009-06-09
Category : Business & Economics
ISBN : 9781466818033

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How to Survive and Prosper as an Artist by Caroll Michels Pdf

The classic handbook for launching and sustaining a career that "explodes the romantic notion of the starving artist," (The New York Times) with a brand-new chapter on Internet art marketing Now in its sixth edition, How to Survive and Prosper as an Artist is the definitive guide to taking control of your career and making a good living in the art world. Drawing on nearly three decades of experience, Caroll Michels offers a wealth of insider's information on getting into a gallery, being your own PR agent, and negotiating prices, as well as innovative marketing, exhibition, and sales opportunities for various artistic disciplines. She has also added a new section on digital printmaking and marketing in this emerging field. Most notably, this sixth edition contains an entirely new chapter: "Art Marketing on the Internet." Michels offers criteria for selecting an ideal Web designer for your online portfolio and for organizing your Web presence, and shares proven methods for attracting curators, dealers, and private clients to your site. She also addresses vital legal concerns in the age of e-commerce, including copyrighting and registering your art, and finally, the appendix of resources, consistently updated online at Michels's site the Artist Help Network, is fully revised.

Secrets of Selling to the Super Rich

Doug Gollan,Michael Calman,Daniel Wade
Secrets of Selling to the Super Rich Book PDF

Author : Doug Gollan,Michael Calman,Daniel Wade
Publisher : Createspace Independent Publishing Platform
Page : 124 pages
File Size : 46,9 Mb
Release : 2016-08-30
Category : Electronic
ISBN : 1533467226

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Secrets of Selling to the Super Rich by Doug Gollan,Michael Calman,Daniel Wade Pdf

No matter where you are, there are Super Rich individuals and families-that is, households with a net worth of at least $30 million. Despite representing 0.000029 of world population, they account for nearly 20% of luxury sales. They are predominantly self-made, grew up without luxury, and as they were getting rich, spent most of their time on their businesses, not buying luxury loafers. Because they don't fit the stereotype, many luxury marketers are out-of-step about how to develop relationships, and how to effectively market and sell to today's Super Rich. Business superstars Doug Gollan, Michael Calman and Daniel Wade offer advice on how to land and engage with the Super Rich. This book features interviews from 'sales superstars of luxury, ' star sellers who have been on the front lines of ultra-luxury transactions spanning millions upon millions of dollars. These pros, whose main focus isn't on focus groups, have extensive experience and direct contact selling to the Super Rich. The 'sales superstars' share misperceptions about the Super Rich, and through recounting stories relate how their background, experience, knowledge, and selling secrets have served to create extraordinary marketing opportunities. Their insights will not only surprise you, but better prepare you for becoming a sales superstar yourself! "

Selling to Affluent Customers

Gerard Assey
Selling to Affluent Customers Book PDF

Author : Gerard Assey
Publisher : Gerard Assey
Page : 245 pages
File Size : 40,5 Mb
Release : 2023-08-19
Category : Business & Economics
ISBN : 8210379456XXX

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Selling to Affluent Customers by Gerard Assey Pdf

‘Selling to Affluent Customers: Get the Affluent Advantage with Strategies for Luxury Sales Success’ is a comprehensive guide that unveils the secrets to successfully navigating the world of luxury sales. This book delves into the mindset and motivations of affluent customers, equipping sales professionals with the knowledge and strategies to meet their discerning expectations. From understanding the allure of luxury branding to mastering the art of consultative selling, this book offers practical insights and techniques to build trust, forge lasting relationships, and exceed customer expectations. Readers will discover the power of personalization, present value, and the ability to up-sell and cross-sell related products to enhance the customer experience. With a customer-centric approach and a deep understanding of the unique needs and desires of affluent customers, "Selling to Affluent Customers" serves as a valuable resource for sales professionals seeking to excel in the world of luxury sales and create extraordinary experiences for their discerning clientele.