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Luxury Selling
By Francis Srun
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Description
Francis Srun has twenty years experience in the luxury industry, based in France, Switzerland, China and Hong Kong, most recently with Maison Boucheron.
The first step is learning how to physically embody ¿Luxury¿. You need to look, speak, and move ¿Luxury¿. The true luxury attitude is not submissive nor is it hauteur ¿ it is gentle, generous and simply, truly human. Success comes from not just being professional but from building a genuinely luxury relationship with clients.
To do that you need to truly understand your client. High value customers today are younger, international in outlook and residence, and increasingly from Asia. Their buying motivation is always about self-affirmation and pleasure and never about money.
The luxury customer¿s decision process is unlike that of other customers. While emotion is important when selling anything to anyone ¿ with luxury selling it is paramount. Srun shows how the psychology of Brand, Product, Place, Price and Time all play a role in customer¿s motivations.
Finally this book guides you step by step with concrete examples and useful techniques through the seven steps of luxury selling: be prepared to sell, welcome appropriately, listen genuinely, propose and present with style, meet objections with persuasion rather than refutation, conclude sharply and finally gain loyalty for a long term relationship.
Product details
Binding:
Paperback
Edition:
1
Number of Pages:
256
Release Date:
2018-07-18
Publication Date:
2018-07-18
Publisher:
Springer
Languages:
Original:
English
ISBN10:
3319833111
ISBN13:
9783319833118
GPSR Manufacturer Reference:
Weight:
394 g
Height:
155 cm
Width:
235 cm
Thickness:
15 cm
Condition
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Very good
Almost no signs of wear. Book pages have no markings, accessories are intact and all other media are in good condition.
€33,49