The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life - Hardcover

by Matt Oechsli (Author)

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.

Front Jacket

Much has changed since the original The Art of Selling to the Affluent 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 Second Edition 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.

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, The Art of Selling to the Affluent explains:

• Why the affluent don't perceive themselves as wealthy
• How the financial crisis elevated the level of skepticism among the affluent and how this has changed purchasing behaviors
• How market and sell your products and services to today's skeptical affluent
• How Amazon and Apple have changed the way people shop
• Five ways to strengthen your relationships with affluent women
• How to stimulate affluent "buzz" in your market
• Who are the emerging affluent and what are the generational differences
• Step-by-step guidance on how overcome affluent call reluctance during the sales process

The Art of Selling to the Affluent 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.

Author Biography

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