Selling to the new elite
Subtitle: discover the secret to winning over your wealthiest prospects
By: Jim Taylor, Stephen Kraus, and Doug Harrison
Contributors: Kraus, Stephen; Harrison, Doug, 1965-
Publisher: American Management Association
Published: 2011
Place of publication: New York
Language: eng
Number of pages: 253
ISBN-13: 9780814416532
Description: If you think the only thing unique bout selling to the affluent is a higher price point, think again. In fact, what you think you know about who the wealthy are-what motivates them, how they think, where the shop, and how they spend their money-may be equally inaccurate.

What do the words "luxury" and "quality" mean to your wealthiest prospects? How has the Great Recession affected their spending tendencies and brand preferences? And how can you-as a sales professional or marketing executive-sell to them most effectively?

Based on unprecedented research, The New Elite shattered common misconceptions about the rich and their relationship with money. Now, in this indispensable follow-up, you'll discover how you can hone in on his wealthy class, pique their interest, and convert them into loyal customer.

The authors of Selling to the New Elite have studied the best practices of top performers, as well as analyzed hundreds of the most mutually satisfying interactions between salespeople and customers.

Loaded with insight and indispensable techniques, this one-of-a-kind guide shows you how to win over the wealthiest customers ... and become successful yourself. --Book Jacket.
Notes: Includes index.
Table of contents: title: The desire to acquire; title: The passion of the salesperson; title: The passion of the prospect; title: The passion of the product; title: Theory into practice : thirteen expressions of passion in selling; title: From passion to execution.