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The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers & Clients for Life
Matt Oechsli
Hardcover. John Wiley & Sons 2004-12.
ISBN 9780471703235
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Publisher description
How salespeople attract and keep wealthy clients for life Obviously, those
who earn more money probably spend more too. They live in nicer-than-average
neighborhoods, drive more expensive cars, and eat at the finest restaurants.
For salespeople, the affluent represent the Holy Grail of prospects. These are
the most profitable and demanding clients salespeople can sell to. They expect
to receive high-quality goods and services in exchange for their top-dollar
purchases. Providing the level of service and quality the affluent expect is
the key to selling to them and keeping them as customers. The Art of Selling to
the Affluent shows salespeople how to consistently attract the wealthy, how to
provide the level of customer service they expect, and how to satisfy them at
such a high level that they spread the word about your product or service.
Based on extensive research of the buying patterns and expectations of the
affluent, this book is the ultimate guide for salespeople who have to tap the
wealthy market to survive and thrive. Matt Oechsli (Greensboro, NC) is well known in the financial services
industry for his expertise in helping financial professionals attract and
service affluent investors and in developing high net worth selling skills. He
is President of the Oechsli Institute, which provides research-based programs
and tools for financial services professionals.
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The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers & Clients for Life
Book reviews » The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers & Clients for Life
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