Matt Oechsli

The Art of Selling to the Affluent (eBook, ePUB)

How to Attract, Service, and Retain Wealthy Customers and Clients for Life

• Format: ePub

Produktbeschreibung

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, 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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Produktdetails

• Verlag: John Wiley & Sons
• Seitenzahl: 256
• Erscheinungstermin: 10. Januar 2014
• Englisch
• ISBN-13: 9781118849101
• Artikelnr.: 40343389

Autorenporträt

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. 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. www.oechsli.com

Inhaltsangabe

Chapter 1 The World of Today's Affluent 1 Profile of Today's Affluent 5
Affluent Macro Shifts 7 About This Book 8 The Research behind This Book:
2012 and 2013 Affluent Purchasing Decision Research 12 Summary 13 Chapter 2
The Affluent Mind-Set Shift 15 Pre- and Postcrisis Decision Making 21 Pre-
and Postcrisis Lifestyles 23 Summary 24 Chapter 3 Wowing Today's Affluent
27 Your "Wow" Service Experience 30 Surprise and Delight: A Simple Way to
Wow Affluent Clients 31 The Law of Reciprocity 32 Uncovering Client
Information 34 Summary 39 Chapter 4 Affluent Buzz Factor 41 Hosting an
Intimate Client Event 45 Reasons to Avoid Large-Scale Client Events 46
Three Objectives 48 Five Steps to Activate Affluent Buzz via Intimate
Events 50 Intimate Event Planning Form 55 Social Media 58 Visibility
Campaign 61 Getting Involved 62 Social Prospecting 64 Revisiting Past
Opportunities 66 Beware! Top Five Ways Salespeople Appear Salesy 67 Summary
70 Chapter 5 Building Personal Relationships 73 Referrals versus
Introductions 77 Professional Alliances 81 Getting Personal 83 Becoming
Social 85 Cultivate Personal Relationships 87 The Digital Impact 88 Keep It
Simple and Personal 91 Summary 93 Chapter 6 Creating the Right First
Impression 95 The Great Recession's Impact 97 The Impact of Environment 99
The Power of Personal Presence 100 Exuding Gravitas (Power Pose) 101 How to
Make a Good First Impression 103 A Handful of Simple Tips 105 Summary 112
Chapter 7 Today's Affluent Female 115 Teachable Moments 118 Paradise Lost
121 The Affluent Female's "Gift of Gab" 124 Top Turnoffs 125 Five Steps to
Strengthen Your Relationships with Affluent Women 126 Female to Female 127
Connecting 128 Summary 129 Chapter 8 The Emerging Affluent 131 The
Generational Divide 133 Word-of-Mouth Power through Social Media 135
Decision Making 136 Communication 139 Generational Similarities 141 Summary
142 Chapter 9 The Amazon Effect 145 The Apple Experience 150 Online
Research 151 Summary 158 Chapter 10 How to Move Upmarket 161 America on
$250,000 a Year 166 The Working Affluent 168 Mind-Set 169 Knowledge 170
Opportunity 171 P.S.: Create Opportunities 171 Worst Fear Exercise 172
Summary 174 Chapter 11 Overcoming Affluent Sales Reluctance 175 Thou Shalt
Overcome 178 Is This a Problem? 179 Taking Action 180 Controlling the
Devilish Voice of Doubt 183 Summary 190 Chapter 12 Maximizing Your Affluent
Sales Opportunities 193 Can You Envision Your Affluent Future? 197 Closing
the Gaps 199 Activating Your Achievement Cycle 201 Achievements of the Past
202 Staying on Your Critical Path 206 Four Key Traits of Top Affluent Sales
Professionals 212 Summary 216 Appendix: The 12 Commandments of Affluent
Selling 219 Index 235