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Selling to the Affluent
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Selling to the Affluent Paperback - 1997

by Thomas J. Stanley

Dr. Stanley shows how to push the "hot buttons" of the people you've found to improve your closing percentage . . . . and income. This essential resource reveals the three most important things you can do to land affluent prospects.

From the publisher

In this classic of marketing literature, best-selling author Tom Stanley explains the mindset and buying patterns of wealthy individuals. Stanley shows salespeople how to approach this enormously attractive market, open doors, appeal to the "hot buttons" of the affluent, and sell to extremely successful people.

He provides insights into different affluent groups including:

  • Business owners
  • Sales professionals
  • Women
  • Asian Americans
  • Retired millionaires

Stanley also discusses how to sell both tangible products, such as luxury cars and real estate, as well as intangibles, such as financial services. Selling to the Affluent is the most authoritative and comprehensive guide available for selling products and services to the affluent market.

First line

Take a moment to visualize 100,000 sales professionals who target the affluent all seated in a large enclosed stadium.

From the rear cover

"I told you how to find them. Now learn how to sell them."
--Dr. Thomas J. Stanley

"Dr. Stanley's strategies consider the real needs of the high income professionals--needs that go beyond any product or service. These needs are psychological and revolve around the recognition of the individual's extraordinary level of achievements. He provides some terrific insights as to how to solicit and maintain business by unconventional, but highly effective means".--Carolyn J. Cole, Senior Vice President, Consumer Markets, Paine Webber, Inc.

"Must reading for anyone who is serious about building a career in sales to wealthy individuals."--J. Arthur Urciuoli, Director of Marketing, Merrill Lynch

"Selling to the Affluent is well written, relevant, and exciting; it presents an important complementary extension to Marketing to the Affluent."--William D. Danko, Ph.D., Director, Executive Development Programs, School of Business, State University of New York

Details

  • Title Selling to the Affluent
  • Author Thomas J. Stanley
  • Binding Paperback
  • Edition Reprint
  • Pages 496
  • Volumes 1
  • Language ENG
  • Publisher McGraw-Hill Companies, Blacklick, Ohio, U.S.A.
  • Date 1997-08-22
  • ISBN 9780070610491 / 0070610495
  • Weight 1.5 lbs (0.68 kg)
  • Dimensions 8.9 x 6 x 1.1 in (22.61 x 15.24 x 2.79 cm)
  • Dewey Decimal Code 658.85

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by Thomas J. Stanley

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Selling to the Affluent

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Selling to the Affluent

Selling to the Affluent

by Thomas J. Stanley

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Selling to the Affluent
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Selling to the Affluent: The Professional's Guide to Closing the Sales that Count
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Selling to the Affluent: The Professional's Guide to Closing the Sales that Count

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Selling to the Affluent
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Selling to the Affluent

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Selling to the Affluent
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Selling to the Affluent
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Selling to the Affluent

by Stanley, Thomas J

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ISBN 10 / ISBN 13
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