Selling to The New Elite
Discover the Secret to Winning Over Your Wealthiest Prospects
Editorial Review
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.
Book Reviews
Books on Related Topics
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Wisdom to Share
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.
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