The art of selling to the affluent

How to attract, service, and retain wealthy customers and clients for life

Matt Oeschli

242 pages, parution le 01/03/2005

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Résumé

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.

L'auteur - Matt Oeschli

Matt Ooeschi is the founder and President of The Oechsli Institute, an internationally recognized consulting and research firm with such clients as American Express, Merrill Lynch, Wachovia, Morgan Stanley, and Pioneer Investments. He is a leading authority and much sought-after speaker on how to attract, service, and retain affluent clients and customers.

Sommaire

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

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Wiley
Auteur(s)	Matt Oeschli
Parution	01/03/2005
Nb. de pages	242
Format	16 x 24
Couverture	Relié
Poids	430g
Intérieur	Noir et Blanc
EAN13	9780471703235
ISBN13	978-0-471-70323-5