Selling to the Affluent [Paperback]

Thomas Stanley (Author)

Book Description

Publication Date: August 1, 1997

In this classic of marketing literature, best-selling author Tom Stanley explains the mindset and buying patterns of wealthy individuals. Stanley shows salespeople how to approach this enormously attractive market, open doors, appeal to the "hot buttons" of the affluent, and sell to extremely successful people.

He provides insights into different affluent groups including:

• Business owners
• Sales professionals
• Women
• Asian Americans
• Retired millionaires

Stanley also discusses how to sell both tangible products, such as luxury cars and real estate, as well as intangibles, such as financial services. Selling to the Affluent is the most authoritative and comprehensive guide available for selling products and services to the affluent market.

Editorial Reviews

From the Back Cover

"I told you how to find them. Now learn how to sell them."
­­Dr. Thomas J. Stanley

"Dr. Stanley's strategies consider the real needs of the high income professionals­­needs that go beyond any product or service. These needs are psychological and revolve around the recognition of the individual's extraordinary level of achievements. He provides some terrific insights as to how to solicit and maintain business by unconventional, but highly effective means".­­Carolyn J. Cole, Senior Vice President, Consumer Markets, Paine Webber, Inc.

"Must reading for anyone who is serious about building a career in sales to wealthy individuals."­­J. Arthur Urciuoli, Director of Marketing, Merrill Lynch

"Selling to the Affluent is well written, relevant, and exciting; it presents an important complementary extension to Marketing to the Affluent."­­William D. Danko, Ph.D., Director, Executive Development Programs, School of Business, State University of New York

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Product Details

• Paperback: 477 pages
• Publisher: McGraw-Hill; 1 edition (August 1, 1997)
• Language: English
• ISBN-10: 0070610495
• ISBN-13: 978-0070610491
• Product Dimensions: 9.2 x 5.9 x 1.1 inches
• Shipping Weight: 1.4 pounds (View shipping rates and policies)
• Average Customer Review: 4.6 out of 5 stars  See all reviews (11 customer reviews)
• Amazon Best Sellers Rank: #261,679 in Books (See Top 100 in Books)

More About the Author

Dr. Thomas J. Stanley is the author of six award winning books concentrating on America's wealthy population. His seventh book, Stop Acting Rich, was published in September 2009 by John Wiley and Sons. He began studying the affluent in 1973. Dr. Stanley wrote The Millionaire Next Door, in 1996. Over 2,000,000 copies of this New York Times bestseller have been sold. In 2000, he published The Millionaire Mind, which explored America's financial elite and how they became so. The Millionaire Mind debuted at #2 on the New York Times bestseller list. Dr. Stanley's first book, Marketing to the Affluent, was selected as a top ten outstanding business book in America by the editors of Best of Business Quarterly. The author lives in Atlanta, holds a doctorate of business administration from the University of Georgia in Athens and was formerly a professor of marketing at Georgia State University. Visit Dr. Stanley at www.thomasjstanley.com for more information.

Customer Reviews

Most Helpful Customer Reviews

14 of 14 people found the following review helpful:

5.0 out of 5 stars Outstanding - A treatise on how to sell to the savvy, August 18, 2002

By 

Chuck Kimbriel "Happy Amazon Customer" (USA) - See all my reviews

This review is from: Selling to the Affluent (Paperback)

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.

11 of 12 people found the following review helpful:

5.0 out of 5 stars A Ph.d in selling, January 15, 2004

By A Customer

This review is from: Selling to the Affluent (Paperback)

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

9 of 10 people found the following review helpful:

5.0 out of 5 stars Very good book but read others Dr. Stanley has written, February 10, 2003

By 

Don McNay "www.donmcnay.com" (Richmond, Ky USA) - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: Selling to the Affluent (Paperback)

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...