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Selling to the Affluent
In the best-selling classic The Millionaire Next Door, Dr. Thomas Stanley showed his readers where to look for the wealthy. In Selling to the Affluent, he shows us how to persuade them. This book provides an insightful roadmap of the motivations and purchasing patterns of the affluent—and delivers a strategy for salespeople to leverage that information to best advantage.
This book outlines all phases of the sales process, from approaching wealthy prospects to pinpointing their wants and needs—frequently different from those of less affluent markets—and selling both tangible and intangible products. It profiles several key demographics within the wealthy subset—including business owners, men and women, and the retired. It’s the most detailed and inclusive manual on the market for selling to the wealthy.
ABOUT THE AUTHOR
Formerly a professor of marketing at Georgia State University, Dr. Stanley spent approximately 20 years interviewing America’s wealthy, starting in 1973—and focusing on people with a net worth of at least $1 million.
His first book, Marketing to the Affluent, was chosen as a Top 10 Outstanding Business Book by the editors of Best of Business Quarterly. He achieved popular acclaim with The Millionaire Next Door—selling over 2 million copies. His subsequent book, The Millionaire Mind, debuted at #2 on the New York Times bestseller list.
Dr. Stanley holds a PhD in Business Administration from the University of Georgia in Athens. He currently lives in Atlanta.
This book outlines all phases of the sales process, from approaching wealthy prospects to pinpointing their wants and needs—frequently different from those of less affluent markets—and selling both tangible and intangible products. It profiles several key demographics within the wealthy subset—including business owners, men and women, and the retired. It’s the most detailed and inclusive manual on the market for selling to the wealthy.
ABOUT THE AUTHOR
Formerly a professor of marketing at Georgia State University, Dr. Stanley spent approximately 20 years interviewing America’s wealthy, starting in 1973—and focusing on people with a net worth of at least $1 million.
His first book, Marketing to the Affluent, was chosen as a Top 10 Outstanding Business Book by the editors of Best of Business Quarterly. He achieved popular acclaim with The Millionaire Next Door—selling over 2 million copies. His subsequent book, The Millionaire Mind, debuted at #2 on the New York Times bestseller list.
Dr. Stanley holds a PhD in Business Administration from the University of Georgia in Athens. He currently lives in Atlanta.
494 pages, Kindle Edition
First published December 1, 1990
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About the author
Thomas J. Stanley
31 books571 followersThomas J. Stanley was an American writer and business theorist. He was the author and co-author of several award-winning books on America's wealthy, including the New York Times’ best sellers The Millionaire Next Door and The Millionaire Mind. He served as chief advisor to Data Points, a company founded based on his research and data. He received a doctorate in business administration from the University of Georgia. He was on the faculty of the University at Albany, State University of New York. He taught marketing at the University of Tennessee, University of Georgia and Georgia State University (where he was named Omicron Delta Kappa's Outstanding Professor).
Thomas Stanley was born in the Bronx in 1944. His father worked as a subway car driver, while his mother was a homemaker and secretary. He attended college in Connecticut, doing graduate work at the University of Tennessee. He earned a doctorate at the University of Georgia, and eventually moved to the Atlanta area to teach at Georgia State University. Stanley spent most of his career studying how the financially successful Americans in a wide range of professions and with a varying level of income acquired their wealth on their own. In 2015 he was killed by a drunk driver at the age of 71. During his last days, he was working on a book with his daughter, an industrial psychologist, who later finished it. The book is called The Next Millionaire Next Door: Enduring Strategies for Building Wealth, and attributes authorship to Thomas J. Stanley and his daughter, Sarah Stanley Fallaw.
Thomas Stanley was born in the Bronx in 1944. His father worked as a subway car driver, while his mother was a homemaker and secretary. He attended college in Connecticut, doing graduate work at the University of Tennessee. He earned a doctorate at the University of Georgia, and eventually moved to the Atlanta area to teach at Georgia State University. Stanley spent most of his career studying how the financially successful Americans in a wide range of professions and with a varying level of income acquired their wealth on their own. In 2015 he was killed by a drunk driver at the age of 71. During his last days, he was working on a book with his daughter, an industrial psychologist, who later finished it. The book is called The Next Millionaire Next Door: Enduring Strategies for Building Wealth, and attributes authorship to Thomas J. Stanley and his daughter, Sarah Stanley Fallaw.
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Displaying 1 - 4 of 4 reviews
February 5, 2016
Dr. Stanley did an outstanding job on this book and it's companion Marketing to the Affluent.
May 14, 2021
I'm biased because I've met the author, heard him speak several times, and had dinner with him on one of many compliance junkets during my years in the securities business.
Dr. Stanley was a bona fide expert, he knew a LOT more about the affluent than Dave Ramsey or Suze Orman ever will. He's a literal giant, they are somewhere south of the height of a gnat, by comparison.
Dr. Stanley was a bona fide expert, he knew a LOT more about the affluent than Dave Ramsey or Suze Orman ever will. He's a literal giant, they are somewhere south of the height of a gnat, by comparison.
November 5, 2023
There are some good principles in the book, which could be summarized on a single page.
The examples are just so outdated and repetitive… I couldn’t finish it. I’ve read more than 150 books and finished every single one of them but this was just to dull… sry. Maybe someone should write a denser and updated version.
The examples are just so outdated and repetitive… I couldn’t finish it. I’ve read more than 150 books and finished every single one of them but this was just to dull… sry. Maybe someone should write a denser and updated version.
January 19, 2023
This is a book often referred to for marketing and sales strategies. It’s a quick and easy read and didn’t disappoint. Nothing new, but a good reminder of what to focus on.
Displaying 1 - 4 of 4 reviews