The Art of Selling to the Affluent

How to Attract, Service, and Retain Wealthy Customers and Clients for Life, 2nd Edition

By: Matt Oechsli

Narrated by: Joe Bronzi

Attract 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. This book brings you up to date with today's affluent and helps every salesperson understand what adjustments need to be made in order to successfully attract, service, and retain lifelong affluent customers and clients. Completely updated and revised, it is based on The Oechli Institute's latest 2013 comprehensive research.

• Explains how the financial crisis elevated the level of anxiety and how this has affected major purchase decisions
• Offers step-by-step guidance on how to navigate the process of overcoming social self-consciousness during the sales process
• Author Matt Oechsli is one of the leading authorities regarding marketing, selling, servicing, and developing loyalty with affluent clients, and one of the most sought after speakers in the financial services industry

The Art of Selling to the Affluent, 2nd Edition offers a detailed landscape of today's affluent. Put yourself ahead of the competition by knowing how the Great Recession has affected purchasing behavior and where the opportunities are moving forward.

©2014 Matthew Oechsli (P)2014 Audible, Inc.

Keeper

Very interesting concepts on production through relationships. Gonna definitely read it again, and again.

Well written and helpful

This book just made me realize that I am doing the right things in how I sell. There are definitely some areas I need to work on. However, I learned how to fix them through this book.

Great - easy to read

Great information for someone wanting to move to the next level in business- recommended 100%

The House of 8grape APPROVES!

This is a great audio book. The message is quite clear as well as the brief stories and statistical evidence. There’s even a chapter with some very useful affirmation procedures to adjust and prepare the readers mindset. Great!
8grape.com/8grape

one in the library

Simple principles with Great and Practical Advice you can apply.. People should get this book for the language of sales

Fine if your clients are over 80

I couldn't bring myself to finish and I am returning. Sexist and racist undertones... Classist overtones. Neither of which should be surprising yet I'm still astonished when anyone feels comfortable to be stuck a pig in public today.
I am always on the hunt for books on personal development to better equip my agents. I own a financial services firm and serve the affluent daily. I assure you this is not the way forward. If you're under 50 or not white...don't waste your time here.

Basic

You won’t hear anything you couldn’t have come up with with a little bit of common sense.

Cringy and boring.

Too Much outdated information!

This book has some good common sense, tried & true strategies for the beginner. Much of the information however is totally outdated and is often humorous especially when the author constantly references the internet, social media, and 2013 polls & data. His references to wealthy women purchasers even sometimes sounds chauvinistic and degrading, claiming “women can now often make much of the household purchasing decisions”. Being a woman entrepreneur myself, I was definitely put off several times throughout his narrative. I would therefore not recommend this book, as it’s totally outdated.