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The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers & Clients for Life – Matt Oechsli

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ISBN: 0471703230
Title: The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers & Clients for Life
Author: Matt Oechsli
Publisher: John Wiley & Sons
Publication Date: 2004-12-27
Number Of Pages: 256
Average Amazon Rating: 5.0…

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.

Matt nailed it!
IF you are serious about mingling with and potentially selling to or servicing the affluant client, this book is worth the money and your time. I have already seen substantial revenue by applying some of the many ideas and concepts Matt writes about. I hope I can meet Matt someday to thank him in person.

Wonderfully written…A must read book for all involved in selling.
Selling to the affluent is different from selling to any other market. As with any selling, you must know your market; and this book provides you with the perfect roadmap. If you follow and apply the strategies and techniques outlined in this book, and possess the confidence required, you will without a doubt, not only attract and serve the affluent, you will also become affluent.

Best Book on Affluent Selling to Date
I have been in the business for 20 years, and have recently been involved in closing the largest, most complex estate planning deals of my career. This is hands-down the clearest, most concise book on the mind of the affluent that I have ever read. The book describes exactly what I have been experiencing over the past 5 years in the industry and with my clients and prospects. For anyone who has at least one “high-net-worth” or affluent client this should be a “Must Read.”

So you want to sell your products or services to wealthy individuals, but you aren’t exactly sure how to do it? Don’t worry. In many ways, selling to the rich is the same as selling to anyone else you want to convert into a loyal customer, but with a few important twists that might take a little practice. Sure, the wealthy can be more demanding, but the potential return more than justifies the extra effort. Before he distills his techniques down to seven straightforward selling rules that might apply in other circumstances as well, author Matt Oechsli provides survey-generated facts about the wealthy. This book overflows with axioms, “commandments,” checklists, fill-in-the-blanks, calendar schedule pages, diagrams for business cards and numbered lists. All the sidebars suggest that there is science as well as “art” in selling to affluent buyers. We recommend this book for its useful insights into the high-stakes business of luxury sales.

Excellent book – A must-read if targeting the affluent!
I have always been a big fan of Matt Oechsli’s writing – his monthly column in Registered Rep magazine and his other books – are always right on the money. Matt’s done it again with this book. If you want to know how to think like the affluent and gain them as your clients, then I suggest you order this book right now. If you want 2005 to be better than 2004, read this book and implement what it says!

Table of Contents:


CHAPTER 1: The Affluent Opportunity.

CHAPTER 2: Getting into the Affluent Mind.

CHAPTER 3: Creating the Right Sales Environment.

CHAPTER 4: Overcoming Social Self-Consciousness.

CHAPTER 5: Becoming One with the Affluent.

CHAPTER 6: Affluent Finishing School.

CHAPTER 7: Becoming Magnetic.

CHAPTER 8: Becoming Even More Magnetic: Internet Savvy.

CHAPTER 9: Mastering Ritz-Carlton Service and FedEx Efficiency.

CHAPTER 10: The Secret to Affluent Loyalty.

CHAPTER 11: Maximizing Your Affluent Sales Opportunity.

CHAPTER 12: The 12 Commandments of Affluent Selling.




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