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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.
Customer ReviewsMost Helpful
By Kim P. Rojas on 06-07-15
Half Way Through
Would you recommend this book to a friend? Why or why not?
Maybe. It seems like common sense to me to treat people with that "extra special something", but, I'm giving the book a chance to wow me.
What did you like best about this story?
The narrator was clear and the sections are lined up in a cohesive way.
Which scene was your favorite?
Who do you think would benefit most from listening to The Art of Selling to the Affluent?
Any additional comments?
Yes, the author uses the word "affluent" way too much.(Paraphrased) "When dealing with affluent people, you must cater to their needs. The affluent pamper their pets as much as they do their kids, so remembering the things that are special to the affluent can result in repeat business." We get it.
3 of 3 people found this review helpful
By ADAM D GOODSON on 04-14-15
I am not a wealthy man currently but I plan on being one, one day. This book helped me to understand how people who are affluent come to make decisions in their lives and some of their shirt comings that need to be observed and taken note of.
1 of 1 people found this review helpful