Stress in Our Lives.....How To Deal With It

High levels of stress take a psychological and physical toll on everyone.The major differences appear in us, and how we choose to deal with it.

Some "Heavy Hitters" take pride in the persona of being able to handle high levels of stress.These people talk about all of their responsibilities, the number of people who depend on them, and the projects that only they can oversee. Do not mistake this as a cry for sympathy. These people are trying to impress you, so be impressed.

Other affluent individuals are in a state of stress denial. Rather than brag about the stress in their lives, they simply accept it as normal behavior. I do not mean to infer that their stress, or the way they suppress it, is healthy, but it quietly exsists in their everyday lives.

Many people are able to recognize their exessive levels of stress and understand that left unchecked it can, and will be harmful to their health and minds. This attempt to deal with it through counseling, self-help books, yoga, exercise, and the list goes on and on.

Whatever the form of stress-carrying the affluent consumers you might encounter, it is important to be aware that stress impacts who they are, their emotional state of mind, and how they go about major purchase decisions. You are not only dealing with skeptical, savvy, price conscious consumers ; they are typically stressed out to the max ! This important gem of information needs to be tucked away in your mind. How do I deal with someone who is under tremendous stress ?  Very gently, that's how !

For a moment, forget about selling and recall the last time you witnessed someone  (I hope it wasn't you) involved in road rage incident. To be certain, it's an ugly scenario. Nine out of ten times, the person who lost it, the insane driver, feels tremendous remorse and embaressment when he or she finally realizes what's just happened, they come to their senses, back to the reality of the situation. The event you just experienced playing out was a high level stress attack in what would typically be considered a normal person. Driving a car, regardless of our affluence, will become a high strees occurance. The same can be said for our major purchase decisions. Too many options with too much information to digest in too little time, and the high levels of stress that may lay dormant, suddenly come to the surface.

When people are under stress, they look for relief. They initiate many major purchase decisions to reward themselves for their hard work, using it as a stress relief, or entitlement. The last thing they want is a hassle. Don't be fooled by that composed and somewhat intimidating affluent customer standing in front of you or talking on the other end of their cell phone. As they say where I grew up in Larchmont, New York, "Life is a head fake."

As much as these heavy hitters are cynical and savvy, much of their major purchase decision making is emotional. If they like you, if it feels right, if you make them feel imprtant and in control, and if you help them think that they have made a well informed decision, they are likely to conduct business with you. Don't be fooled, this will not let you off the hook. You better know exactly what you are talking about, in your field of expertise, like the back of your hand, because once the affluent make this emotional decision, they will go to great lengths to support it with logic. 

The affluent never have enough time in the day to finish all of their work. When making a major purchase decision, they expect miricles, minimum hassles, and big-time attention. At least seven factors typically influence the major purchase decision making process of the affluent...

1. They want to be respected, and even honored, for the level of success they have achieved.

2.They are successful because of the professionalism and competence they apply to their work, and they expect nothing less from others.

3. They will react strongly to any efforts to deceive or manipulate them, they will likely take their business elsewhere.

4.They love to do reasearch and trust their own judgement to determine value in their own terms.

5. They frown on the phrase "keeping up with the Joneses", the affluent today want to be different from the Joneses.

6. They experience tension and hassles in their daily work lives, and they want to be free from all of that when dealing with people who want to sell them something.

7. They can afford and are willing to pay for the best information, the best products, the highest level of    competence, and the best professional service available.

Failure to undersatand these seven factors of major purchase decision making by the affluent buyer will significantly impact your level of success. Dealing with the affluent is complex concept, known to few, only a handful of superior sales talents. This requires that you have to learn how to create the sales environment that captures the minds and hearts of the affluent.