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The Art Of Selling To The Affluent
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Book Synopsis The Art of Selling to the Affluent by : Matt Oechsli
Download or read book The Art of Selling to the Affluent written by Matt Oechsli and published by John Wiley & Sons. This book was released on 2010-12-14 with total page 218 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis The Art of Selling to the Affluent by : Matt Oechsli
Download or read book The Art of Selling to the Affluent written by Matt Oechsli and published by John Wiley & Sons. This book was released on 2014-01-10 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Selling Luxury written by Robin Lent and published by John Wiley & Sons. This book was released on 2009-05-27 with total page 180 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis Selling to the Affluent by : Thomas J. Stanley
Download or read book Selling to the Affluent written by Thomas J. Stanley and published by McGraw Hill Professional. This book was released on 1997-08-22 with total page 502 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis Marketing to the Affluent by : Thomas J. Stanley
Download or read book Marketing to the Affluent written by Thomas J. Stanley and published by Rosetta Books. This book was released on 2012-06-29 with total page 302 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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
Book Synopsis Networking with the Affluent and their Advisors by : Thomas J. Stanley
Download or read book Networking with the Affluent and their Advisors written by Thomas J. Stanley and published by Rosetta Books. This book was released on 2012-06-29 with total page 361 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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
Book Synopsis The Psychology of Selling by : Brian Tracy
Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis Selling to the Affluent by : Thomas J. Stanley
Download or read book Selling to the Affluent written by Thomas J. Stanley and published by Rosetta Books. This book was released on 2012-06-29 with total page 713 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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
Book Synopsis The Affluent Artist by : Rick DiBiasio
Download or read book The Affluent Artist written by Rick DiBiasio and published by Morgan James Publishing. This book was released on 2008-11-01 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: “A ‘must read’ for the creative person who wants to implement their creative power to obtain lasting financial abundance, freedom and independence” (Linda Mackenzie, founder, HealthyLife.net-All Positive Talk Radio). The Affluent Artist invites artists from all walks of life to throw out the stereotypes about art and money and allow financial abundance into their lives. Whether you’ve been learning to train dolphins for SeaWorld, working as a Broadway dancer or as an Imagineer for Disney, chances are you’ve been learning about the craft, not about personal finance. This book offers business and financial planning wisdom to creative individuals who find themselves in the roles of the Starving Artist, the Corporate Artist, the Self Employed Artist and the Affluent Artist. The book includes stories and interviews with artists in each of these roles as well as Financial Stuff You Just Gotta Know, a humorous and necessary primer on financial terms and situations, as well as a how-to on avoiding financial pitfalls, and a business fable based on Rick DiBiasio’s years of experience helping artists find their financial footing. “Most people don’t believe they can live their passion and make a lot of money at the same time. Not only does Rick’s book debunk that myth, he teaches you HOW to do it. If you want to make a lot of money doing what you love to do, GET THIS BOOK and read it cover to cover so you can LIVE YOUR LIFE OUT LOUD.” —Sean Smith, Master Results coach
Download or read book You, Inc. written by Harry Beckwith and published by Balance. This book was released on 2007-03-01 with total page 190 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis How to Sell Art by : J. Jason Horejs
Download or read book How to Sell Art written by J. Jason Horejs and published by Reddot Press. This book was released on 2011-09 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: Wouldn't it be great if art sold itself? If you have tried to sell art , you know it doesn't. Selling art takes effort and skill.Jason Horejs has been in the gallery business for over 18 years and has owned Xanadu Gallery in Scottsdale, AZ since 2001. In How to Sell Art, Horejs shares the entire selling process he and his staff employ when making a sale. From introductions, to creating a compelling dialogue, to closing a sale and beyond. Whether you are a gallerist trying to sell the work of others, or an artist working to sell your own art, Horejs gives you concrete, step-by step instructions that will help you tap and develop your inner salesperson. As with any other skill, you can increase your sales success by taking a systematic and consistent approach. How to Sell Art will help you take your art salesmanship to a higher level.
Download or read book Luxury Selling written by Francis Srun and published by Springer. This book was released on 2017-04-07 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis Secrets of Selling to the Super Rich by : Doug Gollan
Download or read book Secrets of Selling to the Super Rich written by Doug Gollan and published by Createspace Independent Publishing Platform. This book was released on 2016-08-30 with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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! "
Book Synopsis Stop Acting Rich by : Thomas J. Stanley
Download or read book Stop Acting Rich written by Thomas J. Stanley and published by John Wiley & Sons. This book was released on 2011-07-12 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Book Synopsis Billionaire Wilderness by : Justin Farrell
Download or read book Billionaire Wilderness written by Justin Farrell and published by Princeton University Press. This book was released on 2021-03-02 with total page 392 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Billionaire Wilderness offers an unprecedented look inside the world of the ultra-wealthy and their relationship to the natural world, showing how the ultra-rich use nature to resolve key predicaments in their lives. Justin Farrell immerses himself in Teton County, Wyoming--both the richest county in the United States and the county with the nation's highest level of income inequality--to investigate interconnected questions about money, nature, and community in the twenty-first century. Farrell draws on three years of in-depth interviews with "ordinary" millionaires and the world's wealthiest billionaires, four years of in-person observation in the community, and original quantitative data to provide comprehensive and unique analytical insight on the ultra-wealthy. He also interviewed low-income workers who could speak to their experiences as employees for and members of the community with these wealthy people. He finds that the wealthy leverage nature to climb even higher on the socioeconomic ladder, and they use their engagement with nature and rural people as a way of creating more virtuous and deserving versions of themselves. Billionaire Wilderness demonstrates that our contemporary understanding of the relationship between the ultra-wealthy and the environment is empirically shallow, and our reliance on reports of national economic trends distances us from the real experiences of these people and their local communities"--
Book Synopsis The Science of Getting Rich by : Wallace D Wattles
Download or read book The Science of Getting Rich written by Wallace D Wattles and published by Start Classics. This book was released on 2024-03-26 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Wallace D. Wattles introduced the world to the power of positive thinking. He was a profound influence on Michael Losier and James Arthur Ray. With out Wattles "Science Of" trilogy there never would have been books such as The Secret The Laws of Attraction and the Power of Positive Thinking. Now you can go directly to the source with this easy to understand lesson book on attracting wealth.
Book Synopsis Let Them Eat Cake by : Pamela Danziger
Download or read book Let Them Eat Cake written by Pamela Danziger and published by Kaplan Publishing. This book was released on 2005-01-01 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book shows marketing professionals how to position their products to take advantage of the $77.7 billion luxury market. In &I, readers will get the first research-based study of the 15 million truly affluent households that make up the leading edge of the new luxury market. Pamela Danziger notes that the luxury market is changing radically from the conspicuous-consumption consumers of the 1990s. Danziger conducted a two-year research study of luxury consumers with incomes of $75,000 and above and discovered a totally new type of luxury consumer. Called the ""butterflies,"" these most affluent of affluent consumers have emerged from their luxurious cocoons and are turning their focus from the home to the outside world. Designed to give marketing practitioners an insight into what luxury means to the consumer, &I covers the natural evolution as today's luxuries become tomorrow's necessities, as products move ""from the classes to the masses."" Readers will learn: * How to ""get it right for the masses"" and how to ""get it right for the classes"" with profiles of companies that exhibit best practices in luxury marketing. * Why luxury isn't about material things or how much something costs. It is how the product or service connects with the dreams, desires, and passions of the consumer. * The different drivers and motivators for luxury consumers. Danziger outlines the purchase behavior and preferences in the nine categories of home luxury products (e.g., furniture, art, antiques), four personal luxuries (e.g., automobiles, fashion), and six experiential luxuries (e.g., luxury travel, spa/beauty treatments). As businesses compete in an increasingly crowded marketplace, Danziger also describes the six key consumer trends in luxury marketing and strategies that marketers can implement to build their luxury brands.
