TY  - BOOK
AU  - KRAUS,Stephen
AU  - TAYLOR,James
AU  - HARRISON,Doug
TI  - Selling to The New Elite: Discover the Secret to Winning Over Your Wealthiest Prospects
SN  - 9780814416549
AV  - HF5438.25 -- .T387 2011eb 
U1  - 658.85 
PY  - 2011///
CY  - Saranac Lake
PB  - AMACOM
KW  - Affluent consumers
KW  - Customer relations
KW  - Selling
KW  - Electronic books
N1  - 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
N2  - 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
UR  - https://ebookcentral.proquest.com/lib/buse-ebooks/detail.action?docID=678719
ER  -