Binding: Paperback
Dewey Decimal Number: 658.85
EAN: 9780070610491
ISBN: 0070610495
Label: McGraw-Hill
Manufacturer: McGraw-Hill
Number Of Items: 1
Number Of Pages: 477
Publication Date: August 01, 1997
Publisher: McGraw-Hill
Sales Rank: 100031
Studio: McGraw-Hill

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Related Items:

• Marketing to the Affluent
• Networking with the Affluent
• The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers & Clients for Life
• The Millionaire Mind
• The Millionaire Next Door
• see more

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Editorial Review:

Product Description:
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.




Rating: - A reality check for all salespeople targeting the affluent market
Dr. Stanley lays down a few key assumptions in this book and repeats them aggressively for one reason: He wants you to understand the fact that the strategies employed by successful salespeople in this market are largely ignored by the majority of their competitors.

One example (and there are many in the book): "Fifty top-ranked sales professionals spent an entire day together at a seminar. The seminar was held in a room within 100 feet of a doll auction. The auction was attended by ... Read More

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Rating: - A Ph.d in selling
This book by Dr. Stanley is equalivent to a Ph.d in selling. No matter how many books you have read on selling, this book will teach you many things you have never heard before.

Must reading for all serious sales people

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Rating: - Very good information
Like every book on the subject of selling, this one has lots of stuff that will not apply to any one individual reader however it will have some stuff that will prove to be of great value to nearly anyone that sells for a living.
While it is true that it is a long work and covers a lot of data, it is also true that the reader can skip over sections that don't apply.
I found the work to be both readable and thought provoking and I am looking foward to other books by the same author. A strong ... Read More

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Rating: - Very good book but read others Dr. Stanley has written
This is a good book and part of a series that Dr. Stanley has written.

Dr. Stanley has become a big name since the tremendous success of "The Millionaire Next Door" but all of his books on marketing and selling to the affluent are great.

I prefer the book "Marketing to the Affluent" if I only had one to read but if you are someone who deals with high income people, all books in the series are a must. He is ground breaking in his research and writes in an easy to read style.
Read More

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Rating: - Packed with information - Very Useful
This outstanding book by Dr. Stanley took my sales to a new level.

I was introduced to Dr. Stanley via his mega best sellers "Millionaire Next Door" and "The Millionaire Mind", both outstanding reads.

I also recommend 'marketing to the Affluent" also by Dr. Stanley.

Selling to the Affluent will take your sales to a new high, just as it did for me. Great book.

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