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

Chapter 12

Maximizing Your Affluent Sales Opportunities

Affluent consumers are the largest single group that works up to 70 hours per week.

—Factoid, 2013 APD Research

Here is where we put everything together. Are you ready to tackle the psychological risks (few affluent salespeople encounter physical risks) and invest the necessary time and energy for success?

It’s been my experience that hard work is not the biggest challenge to mastering the art of affluent sales. Most salespeople are hard workers. However, working hard and working smart don’t always go hand-in-hand. A good salesperson who doesn’t apply those skills to selling in the affluent market is on a fool’s errand. Sorry, but that’s my opinion. And to those salespeople who are already working in the affluent world, but aren’t making the effort to improve their skills, shame on you. You won’t walk very far down the path to affluence and professional fulfillment.

To obtain the maximum value from this chapter, use it to either renew your vow of achieving personal affluence or to make the initial commitment. You’ll be venturing outside your comfort zone on this journey. Without a strong commitment, you’ll be tempted to retreat into your comfort zone. This temptation has derailed many a good salesperson.

Our affluent sales coaches understand this only too well. They know that activity drives the dream of personal affluence, so they make certain that “students” perform the necessary activities, regardless of their comfort level. ...