The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life

Front Cover
Wiley, Jan 3, 2005 - Business & Economics - 256 pages
This insightful book shows salespeople how to meet the needs of affluent clients—from the initial contact, to the sales presentation, to providing the level of service and quality they expect, to securing them as long-term customers. Based on extensive research of the buying patterns and expectations of the wealthy, this step-by-step sales guide reveals the secrets of attracting and keeping wealthy clients for life, boosting sales and repeat business. The Art of Selling to the Affluent is also a crash course in the world of the wealthy, giving you the understanding you need to satisfy and retain these profitable top-dollar clients.

What people are saying - Write a review

LibraryThing Review

User Review  - skinglist - LibraryThing

I quite enjoyed this book, especially the quasi case studies that made it easier to see how his tips could be implemented. I think a lot of this was more customer service and less sales, but that was ... Read full review

Other editions - View all

About the author (2005)

MATT OECHSLI is the founder and President of The Oechsli Institute, an internationally recognized consulting and research firm with such clients as American Express, Merrill Lynch, Wachovia, Morgan Stanley, and Pioneer Investments. He is a leading authority and much sought-after speaker on how to attract, service, and retain affluent clients and customers.

Bibliographic information