The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers & Clients for Life

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The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers & Clients for Life

Format:  Hardcover,

256 pages

Publisher: John Wiley & Sons Inc

Publish Date: Dec 2004

ISBN-13: 9780471703235

ISBN-10: 0471703230

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Book Information

The following content was provided by the publisher.
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.

Specifications

Author:
Publisher: John Wiley & Sons Inc
Publish Date: Dec 2004
ISBN-13: 9780471703235
ISBN-10: 0471703230
Format: Hardcover
Number of Pages: 256
Shipping Weight (in pounds): 0.95
Product in Inches (L x W x H): 6.02 x 0.93 x 9.36

Chapter outline

Preface
Acknowledgments
The Affluent Opportunity
Getting into the Affluent Mind
Creating the Right Sales Environment
Overcoming Social Self-Consciousness
Becoming One with the Affluent
Affluent Finishing School
Becoming Magnetic
Becoming Even More Magnetic: Internet Savvy
Mastering Ritz-Carlton Service and FedEx Efficiency
The Secret to Affluent Loyalty
Maximizing Your Affluent Sales Opportunity
The 12 Commandments of Affluent Selling
Appendix
References
Index
About the Author

Book description

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.

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