Summary of The Art of Selling to the Affluent

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The Art of Selling to the Affluent book summary


7 Overall

8 Applicability

7 Innovation

6 Style


So you want to sell your products or services to wealthy individuals, but you aren’t exactly sure how to do it? Don’t worry. In many ways, selling to the rich is the same as selling to anyone else you want to convert into a loyal customer, but with a few important twists that might take a little practice. Sure, the wealthy can be more demanding, but the potential return more than justifies the extra effort. Before he distills his techniques down to seven straightforward selling rules that might apply in other circumstances as well, author Matt Oechsli provides survey-generated facts about the wealthy. This book overflows with axioms, "commandments," checklists, fill-in-the-blanks, calendar schedule pages, diagrams for business cards and numbered lists. All the sidebars suggest that there is science as well as "art" in selling to affluent buyers. recommends this book for its useful insights into the high-stakes business of luxury sales.

In this summary, you will learn

  • How large the U.S. affluent market is and how fast it is growing;
  • The seven rules of selling to the affluent; and
  • How to build client loyalty among the affluent.

About the Author

Matt Oechsli is the founder and president of the Oechsli Institute, a consulting and research firm. Its clients include credit card firms, major accounting firms, banks and investment firms. He speaks frequently on how to attract, serve and retain affluent clients and customers.



Who Are the Affluent?
Face it: if you are in sales, your greatest opportunities reside in selling to the affluent market. But who are the people in this market and what makes affluent consumers special?

The affluent can be broken down according to their investable assets...

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