{"product_id":"the-art-of-selling-to-the-affluent-isbn-9781118744826","title":"The Art of Selling to the Affluent","description":"\u003cb\u003eAttract and retain affluent customers and clients\u003c\/b\u003e \u003cp\u003eMuch has changed since the original \u003ci\u003eThe Art of Selling to the Affluent\u003c\/i\u003e 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.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eExplains how the financial crisis elevated the level of anxiety and how this has affected major purchase decisions\u003c\/li\u003e \u003cli\u003eOffers step-by-step guidance on how to navigate the process of overcoming social self-consciousness during the sales process\u003c\/li\u003e \u003cli\u003eAuthor 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\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eThe Art of Selling to the Affluent, 2nd Edition\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 The World of Today’s Affluent 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eProfile of Today’s Affluent 5\u003c\/p\u003e \u003cp\u003eAffluent Macro Shifts 7\u003c\/p\u003e \u003cp\u003eAbout This Book 8\u003c\/p\u003e \u003cp\u003eThe Research behind This Book: 2012 and 2013 Affluent Purchasing Decision Research 12\u003c\/p\u003e \u003cp\u003eSummary 13\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 The Affluent Mind-Set Shift 15\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePre- and Postcrisis Decision Making 21\u003c\/p\u003e \u003cp\u003ePre- and Postcrisis Lifestyles 23\u003c\/p\u003e \u003cp\u003eSummary 24\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Wowing Today’s Affluent 27\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYour “Wow” Service Experience 30\u003c\/p\u003e \u003cp\u003eSurprise and Delight: A Simple Way to Wow Affluent Clients 31\u003c\/p\u003e \u003cp\u003eThe Law of Reciprocity 32\u003c\/p\u003e \u003cp\u003eUncovering Client Information 34\u003c\/p\u003e \u003cp\u003eSummary 39\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Affluent Buzz Factor 41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHosting an Intimate Client Event 45\u003c\/p\u003e \u003cp\u003eReasons to Avoid Large-Scale Client Events 46\u003c\/p\u003e \u003cp\u003eThree Objectives 48\u003c\/p\u003e \u003cp\u003eFive Steps to Activate Affluent Buzz via Intimate Events 50\u003c\/p\u003e \u003cp\u003eIntimate Event Planning Form 55\u003c\/p\u003e \u003cp\u003eSocial Media 58\u003c\/p\u003e \u003cp\u003eVisibility Campaign 61\u003c\/p\u003e \u003cp\u003eGetting Involved 62\u003c\/p\u003e \u003cp\u003eSocial Prospecting 64\u003c\/p\u003e \u003cp\u003eRevisiting Past Opportunities 66\u003c\/p\u003e \u003cp\u003e\u003ci\u003eBeware! \u003c\/i\u003eTop Five Ways Salespeople Appear Salesy 67\u003c\/p\u003e \u003cp\u003eSummary 70\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Building Personal Relationships 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReferrals versus Introductions 77\u003c\/p\u003e \u003cp\u003eProfessional Alliances 81\u003c\/p\u003e \u003cp\u003eGetting Personal 83\u003c\/p\u003e \u003cp\u003eBecoming Social 85\u003c\/p\u003e \u003cp\u003eCultivate Personal Relationships 87\u003c\/p\u003e \u003cp\u003eThe Digital Impact 88\u003c\/p\u003e \u003cp\u003eKeep It Simple and Personal 91\u003c\/p\u003e \u003cp\u003eSummary 93\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Creating the Right First Impression 95\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Great Recession’s Impact 97\u003c\/p\u003e \u003cp\u003eThe Impact of Environment 99\u003c\/p\u003e \u003cp\u003eThe Power of Personal Presence 100\u003c\/p\u003e \u003cp\u003eExuding Gravitas (Power Pose) 101\u003c\/p\u003e \u003cp\u003eHow to Make a Good First Impression 103\u003c\/p\u003e \u003cp\u003eA Handful of Simple Tips 105\u003c\/p\u003e \u003cp\u003eSummary 112\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Today’s Affluent Female 115\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTeachable Moments 118\u003c\/p\u003e \u003cp\u003eParadise Lost 121\u003c\/p\u003e \u003cp\u003eThe Affluent Female’s “Gift of Gab” 124\u003c\/p\u003e \u003cp\u003eTop Turnoffs 125\u003c\/p\u003e \u003cp\u003eFive Steps to Strengthen Your Relationships with Affluent Women 126\u003c\/p\u003e \u003cp\u003eFemale to Female 127\u003c\/p\u003e \u003cp\u003eConnecting 128\u003c\/p\u003e \u003cp\u003eSummary 129\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 The Emerging Affluent 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Generational Divide 133\u003c\/p\u003e \u003cp\u003eWord-of-Mouth Power through Social Media 135\u003c\/p\u003e \u003cp\u003eDecision Making 136\u003c\/p\u003e \u003cp\u003eCommunication 139\u003c\/p\u003e \u003cp\u003eGenerational Similarities 141\u003c\/p\u003e \u003cp\u003eSummary 142\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 The Amazon Effect 145\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Apple Experience 150\u003c\/p\u003e \u003cp\u003eOnline Research 151\u003c\/p\u003e \u003cp\u003eSummary 158\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 How to Move Upmarket 161\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAmerica on $250,000 a Year 166\u003c\/p\u003e \u003cp\u003eThe Working Affluent 168\u003c\/p\u003e \u003cp\u003eMind-Set 169\u003c\/p\u003e \u003cp\u003eKnowledge 170\u003c\/p\u003e \u003cp\u003eOpportunity 171\u003c\/p\u003e \u003cp\u003eP.S.: Create Opportunities 171\u003c\/p\u003e \u003cp\u003eWorst Fear Exercise 172\u003c\/p\u003e \u003cp\u003eSummary 174\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Overcoming Affluent Sales Reluctance 175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThou Shalt Overcome 178\u003c\/p\u003e \u003cp\u003eIs This a Problem? 179\u003c\/p\u003e \u003cp\u003eTaking Action 180\u003c\/p\u003e \u003cp\u003eControlling the Devilish Voice of Doubt 183\u003c\/p\u003e \u003cp\u003eSummary 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Maximizing Your Affluent Sales Opportunities 193\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCan You Envision Your Affluent Future? 197\u003c\/p\u003e \u003cp\u003eClosing the Gaps 199\u003c\/p\u003e \u003cp\u003eActivating Your Achievement Cycle 201\u003c\/p\u003e \u003cp\u003eAchievements of the Past 202\u003c\/p\u003e \u003cp\u003eStaying on Your Critical Path 206\u003c\/p\u003e \u003cp\u003eFour Key Traits of Top Affluent Sales Professionals 212\u003c\/p\u003e \u003cp\u003eSummary 216\u003c\/p\u003e \u003cp\u003eAppendix: The 12 Commandments of Affluent Selling 219\u003c\/p\u003e \u003cp\u003eIndex 235\u003c\/p\u003e \u003cp\u003e\u003cb\u003eMATT OECHSLI\u003c\/b\u003e 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. His thirty years of experience as a professional speaker, researcher, writing, and coach have evolved into The Oechsli Institute and its team of speakers and coaches. The firm conducts ongoing research projects on the affluent and has been able to determine how the affluent make major purchase decisions, the impact that managing affluent client relationships has with affluent marketing, and more. \u003c\/p\u003e\u003cp\u003e\u003cb\u003ewww.oechsli.com \u003c\/b\u003e\u003c\/p\u003e  \u003cp\u003eMuch has changed since the original \u003ci\u003eThe Art of Selling to the Affluent\u003c\/i\u003e was published. The financial crisis has upended spending patterns across the socioeconomic spectrum, most markedly among those at the top. This completely updated and revised \u003ci\u003eSecond Edition\u003c\/i\u003e brings you up to date on today’s affluent consumers and helps every salesperson understand what has changed and what adjustments need to be made in order to successfully attract, service, and retain lifelong affluent customers and clients. \u003c\/p\u003e\u003cp\u003e 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. Based on The Oechsli Institute’s latest 2013 comprehensive research, \u003ci\u003eThe Art of Selling to the Affluent\u003c\/i\u003e explains: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eWhy the affluent don’t perceive themselves as wealthy \u003c\/li\u003e\n\u003cli\u003eHow the financial crisis elevated the level of skepticism among the affluent and how this has changed purchasing behaviors\u003c\/li\u003e\n\u003cli\u003eHow market and sell your products and services to today’s skeptical affluent\u003c\/li\u003e\n\u003cli\u003eHow Amazon and Apple have changed the way people shop\u003c\/li\u003e\n\u003cli\u003eFive ways to strengthen your relationships with affluent women\u003c\/li\u003e\n\u003cli\u003eHow to stimulate affluent “buzz” in your market\u003c\/li\u003e\n\u003cli\u003eWho are the emerging affluent and what are the generational differences \u003c\/li\u003e\n\u003cli\u003eStep-by-step guidance on how overcome affluent call reluctance during the sales process\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e \u003ci\u003eThe Art of Selling to the Affluent \u003c\/i\u003e offers a detailed landscape of affluence today. Get ahead of the competition by understanding how the Great Recession has shifted the mind-set and where the opportunities are moving forward. The affluent work hard for their money. Now it’s your turn to work hard in order to win their trust and their sales. \u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990162096357,"sku":"NP9781118744826","price":30.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118744826.jpg?v=1761786741","url":"https:\/\/k12savings.com\/es\/products\/the-art-of-selling-to-the-affluent-isbn-9781118744826","provider":"K12savings","version":"1.0","type":"link"}