Attract and retain affluent customers and clients 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 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. INDICE: Chapter 1: The World of Today’s Affluent Profile of Today’s Affluent Affluent Macro Shifts About This Book THE RESEARCH BEHIND THIS BOOK: 2012 & 2013 AFFLUENT PURCHASING DECISION RESEARCH Summary Chapter 2: The Affluent Mindset Shift America on $250,000 a Year The Working Affluent Paradise Lost Managing the Affluent Mindset Shift Summary Chapter 3: The Amazon Effect The Apple Experience Online Research Summary Chapter 4: Overcoming Affluent Sales Reluctance Thou Shalt Overcome Is This a Problem? TAKING ACTION Controlling the Devilish Voice of Doubt Summary Chapter 5: Today’s Affluent Female Teachable Moments The Affluent Female’s “Gift of Gab” Top Turn–Offs 5 Steps to Strengthen You Relationships with Affluent Women Female to Female Connecting Summary Chapter 6: Building Personal Relationships Referrals and Introductions / Business vs. Business & Social Affluent Trust in Advertising Getting Personal Becoming Social Financial Professional Performance Rankings: Business–Social Relationship (% indicates gap between business only relationship) The Digital Impact Keep It Simple and Personal Summary Chapter 7: Creating the Right First Impression The Great Recession’s Impact The Impact of Environment The Power of Personal Presence Exuding Gravitas (Power Pose) How to Make a Good First Impression Tips to Make a Good Impression 7 Dress for Success Principles Summary Chapter 8: The Emerging Affluent Generational Similarities Word–of–Mouth Power Through Social Media The Generational Divide Decision Making Communication Summary Chapter 9: How to Move Upmarket 1. Mindset 2. Knowledge 3. Opportunity PS – Create Opportunities Worst Fear Exercise 4 Key Traits of Elite Sales Professionals Summary Chapter 10: Wowing Today’s Affluent Your “Wow” Service Experience Surprise and Delight: A Simple Way to Wow Affluent Clients The Law of Reciprocity Uncovering Client Information Client Information Tracker Summary Chapter 11: Affluent Buzz Factor Hosting an Intimate Client Event Reasons to Avoid Large–Scale Client Events Three Objectives 5 Steps to Active Affluent Buzz via Intimate Events Intimate Event Planning Form Social Media Visibility Campaign Summary Chapter 12: Maximizing Your Affluent Sales Opportunities Can You Envision Your Affluent Future? Closing the Gaps Activating Your Achievement Cycle Achievements of the Past Goal Commitment: Subconscious Imprinting Goal–Focused Action Steps Staying on Your Critical Path Summary The 12 Commandments of Affluent Selling
- ISBN: 978-1-118-74482-6
- Editorial: John Wiley & Sons
- Encuadernacion: Cartoné
- Páginas: 256
- Fecha Publicación: 26/02/2014
- Nº Volúmenes: 1
- Idioma: Inglés
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