Number of pages: 272
BBB Library: Sales and Marketing
We know how hard the last few years have been. Many have called it the Great Recession, with good reason, as it has already been far longer and more severe than any economic downturn since the Great Depression. Government economists tell us it began in December 2007, but the researches identified spending cutbacks and an “emotional recession” as early as mid-2006. Despite the government’s assertion that the recession ended in June 2009, over 90 percent of the affluent believe the recession still continues today, and over 60 percent expect it to continue for more than a year—attitudes that can easily become self-fulfilling prophecies. Most have reduced their spending. “I’ll buy whatever I want” has been replaced with “Let’s buy only what we need.” The process has made them feel smart, not deprived, and most expect to continue their newfound frugality and value-orientation when and if the economy improves.
"Selling to the New Elite reveals what the truly rich want from brands, what they expect from the marketplace, and how the Great Recession has reshaped their purchasing patterns." - American Management Association
"Loaded with insight and indispensable techniques, this one-of-a-kind guide shows readers everywhere how they can win over the wealthiest customers...and become rich themselves." - Walmart
“An easy read…the book provides a good foundation to help professionals understand the marketing/sales basics when selling elite product to elite prospects.” - Choice magazine
The most common forms of sales sabotage are stylistic. How we talk with customers can easily undermine our ability to position ourselves to succeed and win business. No one does this intentionally, but the fact remains, if you don’t know how to effectively structure and conduct customer conversations, what you talk
“Chaotics” provides business leaders with the system and tools to successfully navigate through the uncertain waters that will continue to confront all of their businesses in this new era “The Age of Turbulence”. The fact is that we are entering a new age of turbulence. But what is turbulence? We know
As a kid I built my own Legoland at home. I slept on a bed constructed of Lego. I was well and truly hooked on a brand. I just never realized it. Today, I am witness to brand addiction at unprecedented levels. Cunning marketers using tricks and traps designed to serve one
People like stuff. They buy stuff. They accumulate stuff. They don’t particularly like to get rid of stuff. It is deep in our DNA.
The biggest challenge in sales today, particularly as it pertains to the affluent, is this: Customers have stopped listening.
Most wealthy individuals became wealthy not by aspiring to wealth per se but by pursuing a personal passion
Aside from having a passion for selling, another characteristic of highly successful salespeople is their passion for relationships.
Building relationships is the essence of successful sales. The goal is to turn that person who is a onetime sale into a repeat customer.
Your personal sales success is about discovering the passion within you and choosing and molding your environment to fit that passion. It’s about finding ways to express that passion that fit with your personal style.
Passion transcends personal style. In fact, it morphs and manifests itself differently in different people, depending on personal style.