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.
Table of Contents
Preface. Acknowledgments. CHAPTER 1: The Affluent Opportunity. CHAPTER 2: Getting into the Affluent Mind. CHAPTER 3: Creating the Right Sales Environment. CHAPTER 4: Overcoming Social Self--Consciousness. CHAPTER 5: Becoming One with the Affluent. CHAPTER 6: Affluent Finishing School. CHAPTER 7: Becoming Magnetic. CHAPTER 8: Becoming Even More Magnetic: Internet Savvy. CHAPTER 9: Mastering Ritz--Carlton Service and FedEx Efficiency. CHAPTER 10: The Secret to Affluent Loyalty. CHAPTER 11: Maximizing Your Affluent Sales Opportunity. CHAPTER 12: The 12 Commandments of Affluent Selling. Appendix. References. Index. About the Author.
MATT OECHSLI is the founder and President of The Oechsli Institute, an internationally recognized consulting and research firm with such clients as American Express, Merrill Lynch, Wachovia, Morgan Stanley, and Pioneer Investments. He is a leading authority and much sought--after speaker on how to attract, service, and retain affluent clients and customers.