The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life, 2nd Edition

Praise for The Art of Selling to the Affluent

“Shockingly professionals are still following the advice of the sales gurus of yesteryear who preached the importance of ‘asking for referrals.’ Yet, when is the last time anyone responded to this question by immediately jotting down the name, number, and e-mail address of a good friend or family member? Matt Oechsli has tapped into the mindset of the affluent, helping marketers and sales professionals understand the far more subtle techniques that build long-term loyal clients who happily refer—without being asked. The Art of Selling to the Affluent, Second Edition is an easy read with actionable takeaways. It cements the fact that relationship management strategies, combining business and social interactions, are the secret to an endless source of introductions.”

—Susan Theder, Chief Marketing Officer, Cetera Financial Group

“As a former sales trainer of a Fortune 500 company and currently the president of a company that consults with firms who are attempting to sell their services to the government, it is rare that I read a book on sales that tells me anything I don’t already know. The Art of Selling to the Affluent, Second Edition is a definite exception of the rule. Matt Oechsli not only understands sales at a granular level, he’s done his homework on the affluent consumer. This book will become a core part of every sales training curriculum that is targeting the affluent.”

—David Claiborne, President, Winning Proposals

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