January 2014
Beginner
256 pages
5h 5m
English
book
The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life, 2nd Edition
by Matt Oechsli
Content preview from The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life, 2nd EditionBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
Contents
Chapter 1: The World of Today’s Affluent
The Research behind This Book: 2012 and 2013 Affluent Purchasing Decision Research
Chapter 2: The Affluent Mind-Set Shift
Pre- and Postcrisis Decision Making
Pre- and Postcrisis Lifestyles
Chapter 3: Wowing Today’s Affluent
Surprise and Delight: A Simple Way to Wow Affluent Clients
Chapter 4: Affluent Buzz Factor
Hosting an Intimate Client Event
Reasons to Avoid Large-Scale Client Events
Five Steps to Activate Affluent Buzz via Intimate Events
Beware! Top Five Ways Salespeople Appear Salesy
Chapter 5: Building Personal Relationships
Referrals versus Introductions
Cultivate Personal Relationships
Chapter 6: Creating the Right First Impression
The Power of Personal Presence
How to Make a Good First Impression
Chapter 7: Today’s Affluent Female
The Affluent Female’s “Gift of Gab”
Five Steps to Strengthen Your Relationships with Affluent Women ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.