Contents
Chapter 1: The World of Today’s Affluent
The Research behind This Book: 2012 and 2013 Affluent Purchasing Decision Research
Chapter 2: The Affluent Mind-Set Shift
Pre- and Postcrisis Decision Making
Pre- and Postcrisis Lifestyles
Chapter 3: Wowing Today’s Affluent
Surprise and Delight: A Simple Way to Wow Affluent Clients
Chapter 4: Affluent Buzz Factor
Hosting an Intimate Client Event
Reasons to Avoid Large-Scale Client Events
Five Steps to Activate Affluent Buzz via Intimate Events
Beware! Top Five Ways Salespeople Appear Salesy
Chapter 5: Building Personal Relationships
Referrals versus Introductions
Cultivate Personal Relationships
Chapter 6: Creating the Right First Impression
The Power of Personal Presence
How to Make a Good First Impression
Chapter 7: Today’s Affluent Female
The Affluent Female’s “Gift of Gab”
Five Steps to Strengthen Your Relationships with Affluent Women ...
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