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The Art of Selling to the Affluent

How to Attract, Service, and Retain Wealthy Customers and Clients for Life, 2nd Edition
Written by: Matt Oechsli
Narrated by: Joe Bronzi
Length: 6 hrs and 19 mins
Categories: Business & Money, Sales
4 out of 5 stars (4 ratings)

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Publisher's Summary

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.

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  • Overall
    3 out of 5 stars
  • Performance
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  • Story
    4 out of 5 stars
  • Kim P. Rojas
  • 2015-06-07

Half Way Through

Would you recommend this book to a friend? Why or why not?

Maybe. It seems like common sense to me to treat people with that "extra special something", but, I'm giving the book a chance to wow me.

What did you like best about this story?

The narrator was clear and the sections are lined up in a cohesive way.

Which scene was your favorite?

Not sure.

Who do you think would benefit most from listening to The Art of Selling to the Affluent?

20 somethings.

Any additional comments?

Yes, the author uses the word "affluent" way too much.(Paraphrased) "When dealing with affluent people, you must cater to their needs. The affluent pamper their pets as much as they do their kids, so remembering the things that are special to the affluent can result in repeat business." We get it.

4 people found this helpful

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  • ADAM D GOODSON
  • 2015-04-14

Very insightful

I am not a wealthy man currently but I plan on being one, one day. This book helped me to understand how people who are affluent come to make decisions in their lives and some of their shirt comings that need to be observed and taken note of.

1 person found this helpful

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    2 out of 5 stars
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  • Helene P. McCabe
  • 2019-12-24

The title oversells the book

There may be a place where this book may work with some rich in some industries. But for me this was a crude attempt at writing a business book. It lacks insight into how to think about dealing with the rich. It outlines some tactics but lacks the strategy.

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  • Luis
  • 2019-10-24

Very Data Driven But Very Flat

It’s like he’s reading off of a script and it doesn’t come off as natural. No scenarios case by case, but more her is the data and do this. Doesn’t seem too season in this space unlike others I’ve read.

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  • Christopher Haggerty
  • 2019-06-18

Not great, and reader is boring..

Had only a few interesting takes. The reader is very tough to listen to (boring).

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  • David
  • 2019-04-10

Too Basic and Beginner

This book was too basic and general in overall ways to be better at sales and relationships with affluent (500k or more). This would be great for someone new to sales. A lot of common sense which the book says if it is common sense then why do so people not do it. Lots of stats and data numbers as well.

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  • Gary and Thi
  • 2018-07-11

It's just OK.

I'm writing this review about a year after I read it and now that I think about it, I think all reviews should have this much time. There is nothing about this book that is memorable. There are others that I bought from the same time that clearly tell you a "what is really important" or "this is why I wrote this. It will solve a problem." This book does not do that. This book is for you only if you want an OK career.

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  • R. Petrauskaite
  • 2017-06-06

Great advice

The author provides a lot of great advice. His advice is based on surveys. He cites statistics of how affluent buyers feel about different advertisement campaigns, industries, and sales behaviors. This book focuses on best sales practices post the 2008 financial crisis.

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  • Zach
  • 2017-05-15

Too Wordy

I didn't buy this book to hear stats read back to me. Could've been a lot shorter if I just skipped to the summary sections. Not much new here for me.

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  • Wallstreet721
  • 2016-07-28

Well Dome indeed

great examples of what to do and what not to do. very om-depth approach to affluent marketing.