Selling to the Affluent
Selling to the Affluent is classic marketing literature that explains the mindset and buying patterns of wealthy individuals. It 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. This book 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.
"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