Selling to the Affluent

Thomas J. Stanley

Summary

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

Available since: 06/29/2012.

Print length: 494 pages.

Business & Economics

Other books that might interest you

Succeeding with Senior...

PMP G. Michael Campbell

It's all about communicating up. 
Senior managers speak the language of strategy. Project managers use the language of tasks and activities. While they rely on each other to achieve their goals, this core incompatibility leads to communication breakdowns and project setbacks. 
 
Succeeding with Senior Management explains how to bridge the gap and engage the upper ranks. By thinking like an executive, establishing relationships early on, and keeping them informed about progress, project managers win the support they need—especially critical when problems arise. 
 
Using simple language and stories that explain the concepts, this one-of-a-kind communications guide teaches how to: 
Link the project to the businessDevelop a case for change with an executive sponsorUse the right listening stylePrepare the senior executive or sponsor for taking a key roleProvide options and recommendations for major decisionsInvolve the sponsor in resolving cross-functional problemsNavigate the company's political waters 
Many senior executives will set a project in motion and then move on. Learn how to keep them involved, motivated to push obstacles aside, and focused on a successful conclusion. Your career prospects depend on it.

Show book

Homemade for Sale - How to Set...

Lisa Kivirist, John Ivanko

From the authors of Farmstead Chef, the authoritative guide for launching a successful home-based food enterprise, from idea and recipe to final product.

From farm-to-fork and “Buy Local” to slow food and hand-made artisan breads, more people than ever are demanding real food made with real ingredients by real people. Widely known as “cottage food legislation,” over forty-two states and many Canadian provinces have enacted recent legislation that encourages home cooks to create and sell a variety of “non-hazardous” food items, often defined as those that are high-acid, like pickles, or low moisture, like breads or cookies. Finally, “homemade” and “fresh from the oven” on the package can mean exactly what it says.

Homemade for Sale is the first authoritative guide to conceiving and launching your own home-based food start-up. Packed with profiles of successful cottage food entrepreneurs, this comprehensive and accessible resource covers everything you need to get cooking for your customers, creating items that by their very nature are specialized and unique. Topics covered include:Product development and testingMarketing and developing your nicheStructuring your business and planning for the futureManaging liability, risk, and government regulations

You can join a growing movement of entrepreneurs starting small food businesses from their home. No capital needed, just good recipes, enthusiasm, and commitment, plus enough know-how to turn fresh ingredients into sought-after treats for your local community. Everything required is probably already in your home kitchen. Best of all, you can start tomorrow!

Praise for Homemade for Sale

“Revive local economies and create jobs. Add value instead of selling commodities. Rebuild regional food systems. Diversify production on the landscape. Capitalize the infrastructure for a sane and healthy diet. And yet, there is no switch to flip: we have to start-small, learn the lessons, and grow this sector ourselves. Homemade for Sale is the perfect start.” —Severine von Tscharner Fleming, director, Greenhorns; and co-founder, Farm Hack and National Young Farmers Coalition

"We are in a golden age for local, artisanal culinary products. But the food industry can be particularly challenging for startup businesses. Homemade for Sale is a valuable resource to help culinary entrepreneurs understand what lies ahead so they can more easily navigate their journey of turning their passion into a livelihood.” —Gregory Heller, author, U.S. Kitchen Incubators: An Industry Snapshot

Show book

Secrets to Planning the Perfect...

Dr. Jim Anderson

Dr. Jim Anderson explores what public speakers have to do in order to deliver great speeches. Dr. Anderson uses real-world examples of what works and what doesn't work when it comes to capturing your audience's imagination.

What You'll Find Inside:
“ONCE UPON A TIME…” – THE ROLE OF STORYTELLING IN BUSINESS COMMUNICATION
HOW TO MAKE A TECHNICAL PRESENTATION RIVETING
PERSUADE AN AUDIENCE USING 3 SECRETS USED BY PRESENTERS
KNOW YOUR AUDIENCE: WHAT YOU DON’T KNOW MAY HURT YOU

In order to create and deliver a great speech, you first need to start by planning how you are going to accomplish this. Planning includes identifying the purpose of your speech, understanding who your audience will be, and deciding what type of speech you are going to give. Once you've got all of this taken care of, you can then identify what the one thing that you want your audience to be able to remember from your speech needs to be.

This book has been written to give you a helping hand. I want to get you to become comfortable with planning great speeches. I'm going to show you the various steps that you'll need to go through. I'll also point out things that you are going to want to avoid.

Contained in this book are the tips and tricks that you are going to need in order to plan a great speech. As you read each chapter, take a moment to think about how you can start to use the information when you are creating your next speech. I think that you are going to be both surprised and pleased with just how much this information is going to help you take your speaking to the next level!

Show book

Your Message Matters - How to...

Jonathan Milligan

Are you one of the many people who long to ditch the cubicle and go to work for yourself, on your own terms? What's holding you back? Self-doubt, fear, technology challenges, the feeling that there are already too many other people doing what you want to do? It's time to face those things head-on and transform your passion into a thriving business. Why? Because your message matters.In this uplifting and practical book, blogger, speaker, and business coach Jonathan Milligan gives you a simple four-step framework to rise above the noise and build a real business. He shows you how to believe, define, craft, and market your message so that you can fulfill your unique purpose in this life. With plenty of helpful assessment tools and proven strategies—including how to create seven perpetual income streams in twelve months from just one message—this is your go-to guide for living your dreams and impacting the world for good.

Show book

Year Up raises employment odds...

PBS NewsHour

Year Up, a career development program for urban young adults, starts with a six-month crash course in job skills like accounting and the value of self-presentation, followed by a paid internship designed as entree to a secure, well-paying job. Economics correspondent Paul Solman revisits the program to see how trainees have fared during the recession.

Show book

One Thousand Ways to Make Money

Page Fox

"One Thousand Ways to Make Money" by Page Fox is a comprehensive guidebook offering innovative and practical strategies for financial success. From traditional ventures like entrepreneurship and real estate to modern avenues such as e-commerce and freelancing, the book explores diverse income-generating possibilities. With insightful tips, case studies, and step-by-step instructions, it equips readers with actionable insights to navigate the dynamic landscape of wealth creation. Whether you're a seasoned entrepreneur or a newcomer to the world of finance, this book provides a roadmap to explore a multitude of avenues and make informed decisions on your journey to financial prosperity. Read in English, unabridged.

Show book