Selling to the Affluent Review

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(More customer reviews)Aside from being a followup to Marketing to the Affluent, STTA shows you how to sell the savvy. It tells you when the best time is to approach them and also offers dialoques and examples.Having read many sales books, it is refreshing to read one that deals with facts and teaches techniques that don't insult your client.Selling to the Affluent reveals the three most important things you can do to land afluent prospects and encourage wealthy clients to buy and make repeat buys.Stanley shows how to:Create lists of affluent prospects who are "riding high" because they've suddenly come into money or improved their socioeconmic status.Approach prospects at the moment when they are most likely to buy.Find and utlize critical information that will help you prospect, communicate, and clos sales more successfully.Chapter profiles two of America's most successful sales professionals and chapter 13 goes into apostles vs. antagonists. Which one do you want to be?I highly recommend this book along with Marketing to the Affluent. Two other worthwhile reads are Earning what you are Worth and Advanced Sales Strategies.

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In this classic of marketing literature, best-selling author Tom Stanley explains the mindset and buying patterns of wealthy individuals. Stanley shows salespeople how to approach this enormously attractive market, open doors, appeal to the "hot buttons" of the affluent, and sell to extremely successful people.

He provides insights into different affluent groups including:

Business owners
Sales professionals
Women
Asian Americans
Retired millionaires

Stanley also discusses how to sell both tangible products, such as luxury cars and real estate, as well as intangibles, such as financial services. Selling to the Affluent is the most authoritative and comprehensive guide available for selling products and services to the affluent market.

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