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This book has 1 recommendation
Susan Theder (CMO/Cetera Financial Group)
Shockingly professionals are still following the advice of the sales gurus of yesteryear who preached the importance of "asking for referrals". Yet, when is the last time anyone responded to this question by immediately jotting down the name, number, and email address of a good friend or family member? Matt has tapped into the mindset of the affluent helping marketers and sales professionals understand the far more subtle techniques that build long-term loyal clients who happily refer –without being asked. The Art of Selling to the Affluent II is an easy read with actionable takeaways. It cements the fact that relationship management strategies combining business and social interactions are the secret to an endless source of introductions.Amazon description
Much has changed since the original The Art of Selling to the Affluent was published. The financial crisis has affected the affluent as well as the less affluent. This book brings you up to date with today's affluent and helps every salesperson understand what adjustments need to be made in order to successfully attract, service, and retain lifelong affluent customers and clients. Completely updated and revised, it is based on The Oechli Institute's latest 2013 comprehensive research.
- Explains how the financial crisis elevated the level of anxiety and how this has affected major purchase decisions
- Offers step-by-step guidance on how to navigate the process of overcoming social self-consciousness during the sales process
- Author Matt Oechsli is one of the leading authorities regarding marketing, selling, servicing, and developing loyalty with affluent clients, and one of the most sought after speakers in the financial services industry
The Art of Selling to the Affluent, 2nd Edition offers a detailed landscape of today's affluent. Put yourself ahead of the competition by knowing how the Great Recession has affected purchasing behavior and where the opportunities are moving forward.
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