Selling to the Affluent

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 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, chairman and founder of The Cole Group and The institute of Economics and Finance Selling to the Affluent is well written, relevant, and exciting; it presents an important complementary extension to Marketing to the Affluent. -William D. Danko, PhD, coauthor of The Millionaire Next Door