In his best-selling book The Millionaire Next Door, Dr. Thomas Stanley showed his readers how to find wealthy customers. In Selling to the Affluent, he demonstrates how to take the next step—persuading them to buy or invest. This book documents the mindsets, motivations, and buying habits of wealthy people in a detailed and insightful way, offering a valuable roadmap for salespeople.
In the best-selling classic The Millionaire Next Door, Dr. Thomas Stanley showed his readers where to look for the wealthy. In Selling to the Affluent, he shows us how to persuade them. This book provides an insightful roadmap of the motivations and purchasing patterns of the affluent-and delivers a strategy for salespeople to leverage that information to best advantage.
This book outlines all phases of the sales process, from approaching wealthy prospects to pinpointing their wants and needs-frequently different from those of less affluent markets-and selling both tangible and intangible products. It profiles several key demographics within the wealthy subset-including business owners, men and women, and the retired. It's the most detailed and inclusive manual on the market for selling to the wealthy.
Thomas J. Stanley is regarded as America's foremost authority and researcher of the affluent in the United States and has authored several well-regarded, award winning books on the subject.He is the author of The Millionaire Next Door as well as The Millionaire Mind. In total, these books spent more than 170 weeks on the New York Times Best Seller list. His title The Millionaire Next Door was selected as a finalist for the business book of the year by the Independent Publishers Association and was on several business best seller lists. In total, over three million copies of Dr. Stanley's books have been sold worldwide.