{"product_id":"the-art-of-selling-to-the-affluent-9781118744826","title":"The Art of Selling to the Affluent","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eAttract and retain affluent customers and clients    Much has changed since the original The Art of Selling to the Affluent was published. The financial crisis has affected the affluent as well as the less affluent.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eChapter 1 The World of Today’s Affluent 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eProfile of Today’s Affluent 5\u003c\/p\u003e \u003cp\u003eAffluent Macro Shifts 7\u003c\/p\u003e \u003cp\u003eAbout This Book 8\u003c\/p\u003e \u003cp\u003eThe Research behind This Book: 2012 and 2013 Affluent Purchasing Decision Research 12\u003c\/p\u003e \u003cp\u003eSummary 13\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 The Affluent Mind-Set Shift 15\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePre- and Postcrisis Decision Making 21\u003c\/p\u003e \u003cp\u003ePre- and Postcrisis Lifestyles 23\u003c\/p\u003e \u003cp\u003eSummary 24\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Wowing Today’s Affluent 27\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYour “Wow” Service Experience 30\u003c\/p\u003e \u003cp\u003eSurprise and Delight: A Simple Way to Wow Affluent Clients 31\u003c\/p\u003e \u003cp\u003eThe Law of Reciprocity 32\u003c\/p\u003e \u003cp\u003eUncovering Client Information 34\u003c\/p\u003e \u003cp\u003eSummary 39\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Affluent Buzz Factor 41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHosting an Intimate Client Event 45\u003c\/p\u003e \u003cp\u003eReasons to Avoid Large-Scale Client Events 46\u003c\/p\u003e \u003cp\u003eThree Objectives 48\u003c\/p\u003e \u003cp\u003eFive Steps to Activate Affluent Buzz via Intimate Events 50\u003c\/p\u003e \u003cp\u003eIntimate Event Planning Form 55\u003c\/p\u003e \u003cp\u003eSocial Media 58\u003c\/p\u003e \u003cp\u003eVisibility Campaign 61\u003c\/p\u003e \u003cp\u003eGetting Involved 62\u003c\/p\u003e \u003cp\u003eSocial Prospecting 64\u003c\/p\u003e \u003cp\u003eRevisiting Past Opportunities 66\u003c\/p\u003e \u003cp\u003e\u003ci\u003eBeware! \u003c\/i\u003eTop Five Ways Salespeople Appear Salesy 67\u003c\/p\u003e \u003cp\u003eSummary 70\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Building Personal Relationships 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReferrals versus Introductions 77\u003c\/p\u003e \u003cp\u003eProfessional Alliances 81\u003c\/p\u003e \u003cp\u003eGetting Personal 83\u003c\/p\u003e \u003cp\u003eBecoming Social 85\u003c\/p\u003e \u003cp\u003eCultivate Personal Relationships 87\u003c\/p\u003e \u003cp\u003eThe Digital Impact 88\u003c\/p\u003e \u003cp\u003eKeep It Simple and Personal 91\u003c\/p\u003e \u003cp\u003eSummary 93\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Creating the Right First Impression 95\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Great Recession’s Impact 97\u003c\/p\u003e \u003cp\u003eThe Impact of Environment 99\u003c\/p\u003e \u003cp\u003eThe Power of Personal Presence 100\u003c\/p\u003e \u003cp\u003eExuding Gravitas (Power Pose) 101\u003c\/p\u003e \u003cp\u003eHow to Make a Good First Impression 103\u003c\/p\u003e \u003cp\u003eA Handful of Simple Tips 105\u003c\/p\u003e \u003cp\u003eSummary 112\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Today’s Affluent Female 115\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTeachable Moments 118\u003c\/p\u003e \u003cp\u003eParadise Lost 121\u003c\/p\u003e \u003cp\u003eThe Affluent Female’s “Gift of Gab” 124\u003c\/p\u003e \u003cp\u003eTop Turnoffs 125\u003c\/p\u003e \u003cp\u003eFive Steps to Strengthen Your Relationships with Affluent Women 126\u003c\/p\u003e \u003cp\u003eFemale to Female 127\u003c\/p\u003e \u003cp\u003eConnecting 128\u003c\/p\u003e \u003cp\u003eSummary 129\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 The Emerging Affluent 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Generational Divide 133\u003c\/p\u003e \u003cp\u003eWord-of-Mouth Power through Social Media 135\u003c\/p\u003e \u003cp\u003eDecision Making 136\u003c\/p\u003e \u003cp\u003eCommunication 139\u003c\/p\u003e \u003cp\u003eGenerational Similarities 141\u003c\/p\u003e \u003cp\u003eSummary 142\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 The Amazon Effect 145\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Apple Experience 150\u003c\/p\u003e \u003cp\u003eOnline Research 151\u003c\/p\u003e \u003cp\u003eSummary 158\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 How to Move Upmarket 161\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAmerica on $250,000 a Year 166\u003c\/p\u003e \u003cp\u003eThe Working Affluent 168\u003c\/p\u003e \u003cp\u003eMind-Set 169\u003c\/p\u003e \u003cp\u003eKnowledge 170\u003c\/p\u003e \u003cp\u003eOpportunity 171\u003c\/p\u003e \u003cp\u003eP.S.: Create Opportunities 171\u003c\/p\u003e \u003cp\u003eWorst Fear Exercise 172\u003c\/p\u003e \u003cp\u003eSummary 174\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Overcoming Affluent Sales Reluctance 175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThou Shalt Overcome 178\u003c\/p\u003e \u003cp\u003eIs This a Problem? 179\u003c\/p\u003e \u003cp\u003eTaking Action 180\u003c\/p\u003e \u003cp\u003eControlling the Devilish Voice of Doubt 183\u003c\/p\u003e \u003cp\u003eSummary 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Maximizing Your Affluent Sales Opportunities 193\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCan You Envision Your Affluent Future? 197\u003c\/p\u003e \u003cp\u003eClosing the Gaps 199\u003c\/p\u003e \u003cp\u003eActivating Your Achievement Cycle 201\u003c\/p\u003e \u003cp\u003eAchievements of the Past 202\u003c\/p\u003e \u003cp\u003eStaying on Your Critical Path 206\u003c\/p\u003e \u003cp\u003eFour Key Traits of Top Affluent Sales Professionals 212\u003c\/p\u003e \u003cp\u003eSummary 216\u003c\/p\u003e \u003cp\u003eAppendix: The 12 Commandments of Affluent Selling 219\u003c\/p\u003e \u003cp\u003eIndex 235\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49406914953559,"sku":"9781118744826","price":19.55,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781118744826.jpg?v=1730497545","url":"https:\/\/bookcurl.com\/products\/the-art-of-selling-to-the-affluent-9781118744826","provider":"Book Curl","version":"1.0","type":"link"}