Selling To The Affluent
Designated as an outstanding business book by the Soundview Company, Selling to the Affluent provides you with practical information you can use to sharpen your sales skills.
Whether you are a sales professional in investments, insurance, real estate, autos, or any of the other areas that commonly target the wealthy buyer, Selling to the Affluent will help you improve your closing percentage . . . and income using actual dialogues and case studies you can use to sharpen your sales skills.
In his second book, Selling to the Affluent, Dr. Thomas J. Stanley reveals the three most important things you can do to land affluent prospects and encourage wealthy clients to make repeat buys. Stanley shows you how to:
- Create lists of affluent prospects who are "riding high" because they've suddenly come into money or improved their socioeconomic status
- Approach prospects at the moment when they are most likely to buy
- Find and utilize critical information that will help you prospect, communicate, and close sales more successfully
Dr. Stanley discusses the key indicators you should study to find out when your prospect is about to make significant dollar transactions. Using this information, you can time your sales pitch to catch your customer in a favorable buying mode.
The text above is a copyrighted work by Thomas J. Stanley. All Rights Reserved.
Published: January 1, 1991
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Credits and Quotes
". . . a veritable treasure map for the motivated salesperson, and 'must' reading for anyone who is serious about building a career in sales to wealthy individuals."
-J. Arthur Urciuoli, Senior Vice President (ret), Merrill Lynch and Company
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