"Selling to the Affluent" by Thomas J. Stanley Ph.D.
2012 | EPUB + MOBI | 509 pages | ASIN: B00CME4A6W | English | 1.1 MB
In the best-selling classic The Millionaire Next Door, Dr. Thomas Stanley showed his readers where to look for the wealthy. In Selling to the Affluent, he shows us how to persuade them. This book provides an insightful roadmap of the motivations and purchasing patterns of the affluent-and delivers a strategy for salespeople to leverage that information to best advantage.
This book outlines all phases of the sales process, from approaching wealthy prospects to pinpointing their wants and needs-frequently different from those of less affluent markets-and selling both tangible and intangible products. It profiles several key demographics within the wealthy subset-including business owners, men and women, and the retired. Its the most detailed and inclusive manual on the market for selling to the wealthy.