The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life, 2nd Edition

Appendix: The 12 Commandments of Affluent Selling

Personal service and problem solving are key factors in strengthening loyalty among affluent consumers.

—Factoid, 2013 APD Research

COMMANDMENT 1: BE TOTALLY COMMITTED

You must be ambitious to master the art of affluent selling. It takes a lot of work, and much of that work will force you outside your comfort zone. You will be required to undertake specific activities while the devilish voice whispers sabotaging thoughts in your ear. In short, it’s unlikely you’ll achieve personal affluence without being totally committed to your goals.

Do not assume that you’re committed. This assumption has derailed many a sales career. It’s been my experience that top affluent sales professionals are always looking for new ways to reinforce their commitment—new ways to stay engaged and motivated while traveling the critical path. This is why I’ve listed total commitment as the first commandment. Unless you’re one of the 2 percent of Americans who will inherit their wealth, the journey to personal affluence requires total commitment.

Commit to yourself and to your career. Believe in both, regardless of what anyone tells you. Nothing can replace your passion—that sheer force of positive energy you bring to your profession. You must love your job and trust in your passion to excel in your career.

I know salespeople who love their jobs, but aren’t committed to maximizing their potential. For them, the job merely enables them to make a living. For ...