The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life
Much has changed since the originalThe Art of Selling to the Affluentwas published. The financial crisis has upended spending patterns across the socioeconomic spectrum, most markedly among those at the top. This completely updated and revisedSecond Editionbrings 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 Affluentexplains:Why the affluent don't perceive themselves as wealthyHow the financial crisis elevated the level of skepticism among the affluent and how this has changed purchasing behaviorsHow market and sell your products and services to today's skeptical affluentHow Amazon and Apple have changed the way people shopFive ways to strengthen your relationships with affluent womenHow to stimulate affluent "buzz" in your marketWho are the emerging affluent and what are the generational differencesStep-by-step guidance on how overcome affluent call reluctance during the sales processThe Art of Selling to the Affluentoffers 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.