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The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life
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.
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.
259 pages, Kindle Edition
First published December 20, 2004
54 people are currently reading
279 people want to read
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Displaying 1 - 17 of 17 reviews
September 26, 2015
There were a few great concepts in the beginning of this book - I found myself highlighting several passages and taking notes on how I can apply the actions listed in my own business. However, as the book progressed, a LOT of it became repetitive. So much so that I found myself skipping large chunks of text because I had just read them moments before in a previous chapter. I also found it hard to relate to some of the examples, because they were so incredibly specific to certain businesses (namely, financial advisors) that there was literally no way for me to find a correlation between the example given and my business. I do plan to implement the sections I found helpful in the beginning of the book, but I think the book could have been cut in half and still been helpful. I also would not pay more than a few dollars for the book.
July 27, 2019
Tl;dr be a friend not a parasite.
People don't like parasites.
Be an honest friend. Recognize the idea of non - zero sum from game theory. We all benefit we all happy yay.
Recommended for :
Those who read the title and go oh cool.
People don't like parasites.
Be an honest friend. Recognize the idea of non - zero sum from game theory. We all benefit we all happy yay.
Recommended for :
Those who read the title and go oh cool.
February 5, 2024
This book wasn't wrong, but it wasn't very insightful, either. The advice he gave was things like make a personal connection (don't be all business) and don't call them affluent. He had a chapter on hosting social events to meet more clients--again, not a bad idea, but not a new idea, either.
October 15, 2018
Lots of good points. Gave me somethings to think about and somethings to work on!
December 24, 2018
Great insights for tunning your approach to sales and customer service (to the affluent).
This is a must read for anyone in luxury marketing/sales decision making.
This is a must read for anyone in luxury marketing/sales decision making.
August 8, 2019
Little dated but still good info
June 11, 2020
very good book for beginners as well as for the ones who wish to "upgrade" their client/customer base!
October 17, 2020
Life changing, both personally and professionally. Can’t recommend highly enough.
January 9, 2025
Some interesting insights.
April 24, 2025
Braindead marketing drivel produced by business school flunky.
Read
February 6, 2017Read while waiting for the fog to lift before a flight to Sarasota.
"Before you do anything else, you much make your most important sale: to yourself. It's essential that you reverse engineer this process in your mind--that you imagine your lifestyle five years from now after mastering the art of affluent salesmanship. Nobody can do this for you."
"Without this internal sale, very few salespeople allow themselves to venture far from their comfort zones. However, once salespeople recognize that their personal fast track to affluence lies in mastering affluent sales, they allow themselves to feel the fear before letting it slip away."
"Affluent sales reluctance has always been the 'crazy uncle in the basement' that nobody wants to talk about. Salespeople are often afflicted with this career-damaging malady, but it's rare for them to admit it, much less work to overcome it."
"You must be ambitious to master the art of affluent selling. It takes a lot of work, and much of that work will force you outside your comfort zone. You will be required to undertake specific activities while the devilish voice whispers sabotaging thoughts in your ear. In short, it's unlikely you'll achieve personal affluence without being totally committed to your goals."
"Before you do anything else, you much make your most important sale: to yourself. It's essential that you reverse engineer this process in your mind--that you imagine your lifestyle five years from now after mastering the art of affluent salesmanship. Nobody can do this for you."
"Without this internal sale, very few salespeople allow themselves to venture far from their comfort zones. However, once salespeople recognize that their personal fast track to affluence lies in mastering affluent sales, they allow themselves to feel the fear before letting it slip away."
"Affluent sales reluctance has always been the 'crazy uncle in the basement' that nobody wants to talk about. Salespeople are often afflicted with this career-damaging malady, but it's rare for them to admit it, much less work to overcome it."
"You must be ambitious to master the art of affluent selling. It takes a lot of work, and much of that work will force you outside your comfort zone. You will be required to undertake specific activities while the devilish voice whispers sabotaging thoughts in your ear. In short, it's unlikely you'll achieve personal affluence without being totally committed to your goals."
June 25, 2016
I found the information simple customer service skills. Such as keep your client in the loop, make sure you articulate the points clearly to your client, make them feel special, don't talk down to them and so on. There were some pleasant anecdotes but very little substance. The author needs a third edition because the way clients communicate has greatly changed with the technology. The clients today even the 50 and above use Mobil phones text and email more so now then when this first came out.
October 18, 2015
Great ideas and tips from cover to cover
This book was filled with great ideas, well planned processes and information for success in selling to the affluent. Whether you have been selling to this market for years or just starting you will find useful information in an easy to read format.
This book was filled with great ideas, well planned processes and information for success in selling to the affluent. Whether you have been selling to this market for years or just starting you will find useful information in an easy to read format.
April 17, 2016
I quite enjoyed this book, especially the quasi case studies that made it easier to see how his tips could be implemented. I think a lot of this was more customer service and less sales, but that was fine with me.
This does need an update though. Texting and social media wasn't really the novelty he presented it as then, and definitely isn't now. A good read though.
This does need an update though. Texting and social media wasn't really the novelty he presented it as then, and definitely isn't now. A good read though.
July 10, 2008
It took me a long time to read this book. The book is a good refresher course for business and is worth the reading if only for the twelve commandments in the last chapter. None we have not heard before but worth repeating.
December 7, 2014
Some good ideas. Definitely did some highlighting and noted taking and expect to return often for referencing.
It's a bit dated, though having been written in 2005.
It's a bit dated, though having been written in 2005.
May 23, 2011
Interesting but dry... It can be a tough read through certain sections.
Displaying 1 - 17 of 17 reviews