Selling to the Affluent: The Professional's Guide to Closing the Sales That Count

by Thomas J. Stanley

Book Overview

Dr. Stanley shows how to push the "hot buttons" of the people you've found to improve your closing percentage . . . . and income. This essential resource reveals the three most important things you can do to land affluent prospects.

• Format: Hardcover
• Language: English
• ISBN: 155623418X
• ISBN13: 9781556234187
• Release Date: January 1991
• Publisher: McGraw-Hill Professional Publishing
• Length: 477 Pages
• Weight: 2.00 lbs.
• Dimensions: 1.8" x 6.4" x 9.3"

Customer Reviews

A Ph.d in selling

This book by Dr. Stanley is equalivent to a Ph.d in selling. No matter how many books you have read on selling, this book will teach you many things you have never heard before. Must reading for all serious sales people

Very good information

Like every book on the subject of selling, this one has lots of stuff that will not apply to any one individual reader however it will have some stuff that will prove to be of great value to nearly anyone that sells for a living.While it is true that it is a long work and covers a lot of data, it is also true that the reader can skip over sections that don't apply.I found the work to be both readable and thought provoking and I am looking foward to other books by the same author. A strong recommendation to those that are working in sales or considering it for a career.

Very good book but read others Dr. Stanley has written

This is a good book and part of a series that Dr. Stanley has written. Dr. Stanley has become a big name since the tremendous success of "The Millionaire Next Door" but all of his books on marketing and selling to the affluent are great.I prefer the book "Marketing to the Affluent" if I only had one to read but if you are someone who deals with high income people, all books in the series are a must. He is ground breaking in his research and writes in an easy to read style. I am a financial consultant and structured settlement consultant for injury victims who receive large settlements. I quote Dr. Stanley's research often and try to read everything he publishes.I would recommend this highly as well...

Outstanding - A treatise on how to sell to the savvy

Aside from being a followup to Marketing to the Affluent, STTA shows you how to sell the savvy. It tells you when the best time is to approach them and also offers dialoques and examples.Having read many sales books, it is refreshing to read one that deals with facts and teaches techniques that don't insult your client.Selling to the Affluent reveals the three most important things you can do to land afluent prospects and encourage wealthy clients to buy and make repeat buys.Stanley shows how to:Create lists of affluent prospects who are "riding high" because they've suddenly come into money or improved their socioeconmic status.Approach prospects at the moment when they are most likely to buy.Find and utlize critical information that will help you prospect, communicate, and clos sales more successfully.Chapter profiles two of America's most successful sales professionals and chapter 13 goes into apostles vs. antagonists. Which one do you want to be?I highly recommend this book along with Marketing to the Affluent. Two other worthwhile reads are Earning what you are Worth and Advanced Sales Strategies.

Equivalent to MBA + Good common sense.

I have read this book approx. 1 year ago and, as a sales trainer suggest many of the principles recommended in Selling to the Affluent. It is a must for every sales professional who wants to develop a referral clientelle and build a life long career. A highly recommend.