Selling to the Affluent

Paperback | August 22, 1997

byThomas Stanley

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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.

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From Our Editors

Dr. Stanley shows how to push the "hot buttons" of the people you've found to improve your closing percentage . . . . and income. This essential resource reveals the three most important things you can do to land affluent prospects.

From the Publisher

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...

From the Jacket

"I told you how to find them. Now learn how to sell them."­­Dr. Thomas J. Stanley"Dr. Stanley's strategies consider the real needs of the high income professionals­­needs 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 pr...

Thomas J. Stanley was born in 1944 in the Bronx, New York City. He went to college in Connecticut, did graduate work at the University of Tennessee, and received a doctorate at the University of Georgia. He was a marketing professor at Georgia State University, a public speaker, a consultant on selling to the rich, and an author. He wr...

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Format:PaperbackDimensions:477 pages, 9 × 6.1 × 1.1 inPublished:August 22, 1997Publisher:McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10:0070610495

ISBN - 13:9780070610491

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From Our Editors

Dr. Stanley shows how to push the "hot buttons" of the people you've found to improve your closing percentage . . . . and income. This essential resource reveals the three most important things you can do to land affluent prospects.