The art of selling to the affluent : how to attract, service, and retain wealthy customers and clients for life /
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...
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| Main Author: | |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
Hoboken, New Jersey :
John Wiley & Sons, Inc.,
[2014]
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| Edition: | 2nd edition. |
| Subjects: | |
| Online Access: | CONNECT |
Table of Contents:
- The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life; Copyright; Contents; Chapter 1: The World of Today's Affluent; Profile of Today's Affluent; Affluent Macro Shifts; About This Book; The Research Behind This Book: 2012 and 2013 Affluent Purchasing Decision Research; Summary; Chapter 2: The Affluent Mind-Set Shift; Pre- and Postcrisis Decision Making; Pre- and Postcrisis Lifestyles; Summary; Chapter 3: Wowing Today's Affluent; Your "Wow" Service Experience; Surprise and Delight: A Simple Way to Wow Affluent Clients.
- The Law of ReciprocityUncovering Client Information; Major Life Events; Vacations; The Right Gifts; Client Information Tracker; Service That Goes Beyond Expectations; Summary; Chapter 4: Affluent Buzz Factor; Hosting an Intimate Client Event; Reasons to Avoid Large-Scale Client Events; Three Objectives; Five Steps to Activate Affluent Buzz via Intimate Events; Step 1: Select the Right Clients; Step 2: Create the Right Event; Step 3: Master the Invitation Process; Step 4: Conduct the Event; Step 5: Follow Up with Attendees; Intimate Event Planning Form; Social Media; Visibility Campaign.
- Getting InvolvedSocial Prospecting; Revisiting Past Opportunities; Beware! Top Five Ways Salespeople Appear Salesy; Summary; Chapter 5: Building Personal Relationships; Referrals versus Introductions; Professional Alliances; Getting Personal; Becoming Social; Cultivate Personal Relationships; The Digital Impact; Keep It Simple and Personal; Summary; Chapter 6: Creating the Right First Impression; The Great Recession's Impact; The Impact of Environment; The Power of Personal Presence; Exuding Gravitas (Power Pose); How to Make a Good First Impression; A Handful of Simple Tips; Summary.
- Chapter 7: Today's Affluent FemaleTeachable Moments; Paradise Lost; The Affluent Female's "Gift of Gab"; Top Turnoffs; Five Steps to Strengthen Your Relationships with Affluent Women; Female to Female; Connecting; Summary; Chapter 8: The Emerging Affluent; The Generational Divide; Word-of-Mouth Power through Social Media; Decision Making; Communication; Generational Similarities; Summary; Chapter 9: The Amazon Effect; The Apple Experience; Online Research; Summary; Chapter 10: How to Move Upmarket; America on 250,000 a Year; The Working Affluent; Mind-Set; Knowledge; Opportunity.
- P.S.: Create OpportunitiesWorst Fear Exercise; Summary; Chapter 11: Overcoming Affluent Sales Reluctance; Thou Shalt Overcome; Is This a Problem?; Taking Action; Step 1. Preparation; Step 2. Mental Rehearsal; Step 3. Power Pose; Step 4. Action; Controlling the Devilish Voice of Doubt; Technique 1: Starting Out Right; Technique 2: Getting Back on Track; Technique 3: Associating with the Right People; Technique 4: Creating a Self-Affirmation Recording; Summary; Chapter 12: Maximizing Your Affluent Sales Opportunities; Can You Envision Your Affluent Future?; Closing the Gaps.
