Cover Page -- Title Page -- Copyright Page -- Dedication -- Contents -- List of Figures -- List of Tables -- Acknowledgments -- Introduction -- Chapter One The Desire to Acquire -- The Essence of Selling: Channeling vs. Creating the Desire to Acquire -- The Desire to Acquire . . . Something Nice -- So What's the Problem? The Biggest Challenge in Sales Today -- Using the Three Passions to Achieve Sales Success -- Chapter Two The Passion of the Salesperson -- A Passion for Sales -- Case Study: Top Sales Performers on Fifth Avenue -- Case Study: Top Sales Performers in a Dallas Luxury Auto Dealership -- A Passion for Relationships -- The Long History of Passion-Based Selling -- Lifestyles of Successful Salespeople -- Discover Your Passion and Mold Your Environment -- The Next Step -- Chapter Three The Passion of the Prospect -- The Biggest Myth About the Affluent -- The Passion for Family and the "We Need" Economy -- Money, Culture, and the Niche Passions -- The Arc of Maturation and the Evolution of Passions -- The Arc of Maturation and Selling Financial Services -- Passion as the Missing Ingredient in Sales -- Summing Up -- The Next Step -- Chapter Four The Passion of the Product -- Discovering the Essence of Luxury -- The Five Dimensions of Transcendence -- The Topography of Excellence -- Reports of Luxury's Death Are Greatly Exaggerated -- The Next Step -- Chapter Five Theory into Practice: Thirteen Expressions of Passion in Selling -- 1. Express the Love of Your Job -- 2. Tell Detail-Rich Stories -- 3. Discover a Shared Pursuit -- 4. Give the Docent's Tour -- 5. Understand Their Ultimate Passion: Family -- 6. Satisfy the Passion du Jour: Value -- 7. Use the Language of Passion -- 8. Understand That Reliability Is "The New Trust" -- 9. Create a Ritual of Celebration -- 10. Communicate a Compelling Brand Promise.

11. Hone a Compelling Elevator Pitch -- 12. Ask Passion-Based Questions -- 13. Sell to Happiness -- The Next Step -- Chapter Six From Passion to Execution -- Why Most Sales Programs Fail -- Compare Weight Loss to Sales Performance -- Seven Principles for Making It Happen -- A Final Thought -- Appendix Our Methodologies for Studying the Affluent and Wealthy -- The Survey of Affluence and Wealth in America -- Optimism Continues Its Cautious Return -- A Fragile Optimism, Weakened by Stock Market Concerns -- Spending Cutbacks Still Prevalent -- Finding Strength and Happiness Amid Economic Uncertainty -- Key Take-Aways and the Outlook for the Future -- The Survey of Affluent Attitudes Toward Salespeople -- The Survey of American Attitudes Toward the Wealthy -- Notes -- Index -- About the Authors.

The New Elite exposed the lives and minds of America's richest people. Now, the authors reveal what and how these titans of wealth buy…and how to sell to them.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2018. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.