Description
To help salespeople sell to wealthy clients, Oechsli describes the world of the affluent and the factors that shape their buying decisions. He covers such topics as overcoming social self-consciousness, becoming one with the affluent, becoming magnetic, and mastering Ritz-Carlton service and FedEx efficiency. He provides his 2004 affluent purchasing decision research in an appendix and "factoids" from that research throughout the text. Annotation ©2004 Book News, Inc., Portland, OR (booknews.com)
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This insightful book shows salespeople how to meet the needs of affluent clients?from the initial contact, to the sales presentation, to providing the level of service and quality they expect, to securing them as long-term customers. Based on extensive research of the buying patterns and expectations of the wealthy, this step-by-step sales guide reveals the secrets of attracting and keeping wealthy clients for life, boosting sales and repeat business. The Art of Selling to the Affluent is also a crash course in the world of the wealthy, giving you the understanding you need to satisfy and retain these profitable top-dollar clients.
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