Selling to The New Elite

Discover the Secret to Winning Over Your Wealthiest Prospects

 Selling to The New Elite

Authors: James Taylor, Stephen Kraus, Doug Harrison
Pub Date: February 2011
Print Edition: $21.95
Print ISBN: 9780814434772
Page Count: 272
Format: Paper or Softback
e-Book ISBN: 9780814416549

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Table of Contents

CONTENTS

List of Figures xi

List of Tables xiii

Acknowledgments xv

Introduction 1

CHAPTER ONE The Desire to Acquire 5

CHAPTER TWO The Passion of the Salesperson 31

CHAPTER THREE The Passion of the Prospect 73

CHAPTER FOUR The Passion of the Product 117

CHAPTER FIVE Theory into Practice: Thirteen Expressions of Passion in Selling 137

CHAPTER SIX From Passion to Execution 183

APPENDIX Our Methodologies for Studying the Affluent and Wealthy 201

Notes 231

Index 239

About the Authors 249

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