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Selling to the Affluent : the Professional's Guide to Closing the Sales That Count by Thomas J. Stanley is a business book available to read on EtoBox.

What is Selling to the Affluent : the Professional's Guide to Closing the Sales That Count about?

From the New York Times –bestselling coauthor of The Millionaire Next Door : “No one better illuminates the who, where, and how of the affluent market ” (J. Arthur Urciuoli, former chairman at Merrill Lynch). In the bestselling classic The Millionaire Next Door , Dr. Thomas J. Stanley showed his readers where to look for the wealthy. In Selling to the Affluent , he shows us how to persuade them. This book provides an insightful roadmap of the motivations and purchasing patterns of the affluent—and delivers a strategy for salespeople to leverage that information to the best advantage. This book outlines all phases of the sales process, from approaching wealthy prospects to pinpointing their wants and needs—frequently different from those of less affluent markets—and selling both tangible and intangible products. It profiles several key demographics within the wealthy subset—including business owners, men and women, and the retired. It’s the most detailed and inclusive manual on the market for selling to the wealthy. “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

Who reads Selling to the Affluent : the Professional's Guide to Closing the Sales That Count?

Author

Thomas J. Stanley

Publisher

RosettaBooks : Made available through hoopla

Published

2012

Language

EN

ISBN

9780795325991

Category

business

Subjects

Marketing, Business, Management

Rating

4.2 / 5 (60 ratings)

Updated

2026-03-14