Selling Luxury

Selling Luxury

In Selling Luxury, Robin Lent and Geneviève Tour explore every component of luxury sales and offer proven, practical strategies for connecting with customers.

Author: Robin Lent

Publisher: John Wiley & Sons

ISBN: 9780470457993

Category: Business & Economics

Page: 176

View: 277

Praise for SELLING LUXURY “Geneviève and Robin have brought together their talents to create a book that gives all Sales Ambassadors the fundamentals in selling and building customer loyalty.” —Hamida Belkadi, CEO, De Beers Diamond Jewellers, USA “Selling Luxury is filled with ways of exceeding each client’s expectations through offering a service that surprises and delights.” —Aaron Simpson, Group Executive Chairman, Quintessentially What does it take to sell high-end luxury creations to the richest clients in the world? In Selling Luxury, Robin Lent and Geneviève Tour, with thirty years of combined experience, share their savoir-faire. You’ll also pick up tips from multi-million dollar luxury sales professionals who will help you understand the complexities of the universe of luxury. Selling Luxury will show you how a salesperson can acquire Sales Ambassador status by offering the impeccable service associated with the world’s most prestigious brands.
Categories: Business & Economics

Selling Luxury

Selling Luxury

How do you go about up-selling or cross-selling in a luxury environment? How can you take advantage of customer after-sales service situations? How can approaches such as using silence and observation play an active role in the sales ...

Author: Robin Lent

Publisher: John Wiley & Sons

ISBN: 9780470498378

Category: Business & Economics

Page: 176

View: 209

Praise for SELLING LUXURY “Geneviève and Robin have brought together their talents to create a book that gives all Sales Ambassadors the fundamentals in selling and building customer loyalty.” —Hamida Belkadi, CEO, De Beers Diamond Jewellers, USA “Selling Luxury is filled with ways of exceeding each client’s expectations through offering a service that surprises and delights.” —Aaron Simpson, Group Executive Chairman, Quintessentially What does it take to sell high-end luxury creations to the richest clients in the world? In Selling Luxury, Robin Lent and Geneviève Tour, with thirty years of combined experience, share their savoir-faire. You’ll also pick up tips from multi-million dollar luxury sales professionals who will help you understand the complexities of the universe of luxury. Selling Luxury will show you how a salesperson can acquire Sales Ambassador status by offering the impeccable service associated with the world’s most prestigious brands.
Categories: Business & Economics

Luxury Selling

Luxury Selling

Lessons from the world of luxury in selling high quality goods and services to high value clients Francis Srun. 3 Luxury Customer's Decision Process 3.1 Understanding Luxury Luxury selling is firstly about selling Luxury creations.

Author: Francis Srun

Publisher: Springer

ISBN: 9783319455259

Category: Business & Economics

Page: 226

View: 159

Srun shows how the psychology of luxury brands truly plays into high value customer motivations and unlocks the potential to understand their decision processes which are unlike that of any other customer. Selling to very wealthy, demanding customers – whether you’re selling luxury products or high value bespoke professional services – is a very different process to selling anything else to anyone else. 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.
Categories: Business & Economics

The Art of Luxury Selling

The Art of Luxury Selling

The “Art of Luxury Selling” is the result of proactively and professionally performed retail core competencies at the point of sale (POS). This book describes a holistic consulting and training approach, with a 360° view on all aspects ...

Author: Peter Aristodemou

Publisher: tredition

ISBN: 9783734529160

Category: Technology & Engineering

Page: 153

View: 379

Peter Aristodemou's approach helps retail luxury brands integrate retail training into business and sales strategy, ensuring measurable results, a return on investment, and happy customers.
Categories: Technology & Engineering

The Value of Luxury

The Value of Luxury

China's preference for foreign purchases is not only due to the tariffs on luxury goods imposed in China and the yuan's exchange rates against the USD and EUR but also to the fear of fraud by Chinese consumers where the selling of ...

Author: Beata Stępień

Publisher: Springer Nature

ISBN: 9783030512187

Category: Business & Economics

Page: 431

View: 182

What does luxury value mean? What constitutes luxury, and what does not? While previous research has focused on luxury as a global business and how companies have generated, communicated and monetized luxury, this book draws on empirical research to examine how consumers understand and interact with it. It identifies the components of luxury value, as seen by consumers, and the most influential factors that shape these perceptions. Drawing on a range of disciplinary approaches, the author investigates how consumer segments differ in their perception of luxury products, and how different generations understand value. A comprehensive overview of consumer perceptions of luxury, this book is a must-read for those students and researchers interested in luxury studies.
Categories: Business & Economics

The Business of Luxury

The Business of Luxury

The Digital Revolution: Selling Luxury Online While online sales are growing fast, many luxury brands hesitate when it comes to selling their products online. The question, of course, is whether consumers are willing to purchase ...

Author: Fabio Duma

Publisher: vdf Hochschulverlag AG

ISBN: 9783728136626

Category: Social Science

Page: 62

View: 262

Luxury has been fascinating humanity for millennia and it seems that it will continue to do so in the future. As we can see in developed countries with populations living in relative affluence, luxury takes different forms, becoming less materialistic when people already own a house, two cars and a boat, but now crave wellness treatments and more recreational time. However, luxury will always have a material aspect as embodied by beautiful products made from exclusive materials by skilled artisans with an eye for detail. One way or another, luxury is big business and an important economic factor all over the world, especially in Switzerland, a country with few natural resources to speak of but a wealth of knowledge when it comes to services (e.g. hotel management) and the manufacture of exclusive products such as watches, textiles, and of course chocolate – to name just a few. Indeed, a significant proportion of Swiss GDP comes from the production of luxury goods which are exported all over the world. In this publication we examine the phenomenon of luxury, ist roots, and ist economic impact both globally and in Switzerland. You will learn more about global luxury markets, well-known and niche market players, as well as major trends shaping the definition of luxury and the management and marketing of luxury brands in the future.
Categories: Social Science

Advertising Selling

Advertising   Selling

Marketing a $ 35,000 Luxury Through Advertising By W. W. ROBINSON a W boats . We had just completed the building of a boat for a millionaire , and he and his wife were making their first tour of inspection through that completely ...

Author:

Publisher:

ISBN: OSU:32435056960313

Category: Advertising

Page:

View: 155

Categories: Advertising

Advertising and Selling

Advertising and Selling

Fehr Marketing a $ 35,000 Luxury Through Advertising 9 ) HS 2 bro TO W OD th umns of L boats . We had just completed the building of a boat for a millionaire , and he and his wife were making their first tour of inspection through that ...

Author:

Publisher:

ISBN: UOM:39015022379666

Category: Advertising

Page:

View: 606

Categories: Advertising

Developing Successful Global Strategies for Marketing Luxury Brands

Developing Successful Global Strategies for Marketing Luxury Brands

Luxury Brands and Social Media : Implications around New Trends in Selling Luxury Products . A study across different product categories . Global Fashion Management Conference at Vienna 2017 , Vienna , Austria .

Author: Mosca, Fabrizio

Publisher: IGI Global

ISBN: 9781799858836

Category: Business & Economics

Page: 351

View: 432

In recent times, the advent of new technologies, the concerns about sustainability, and the new tastes of the youngest generations of luxury consumers have affected the traditional dynamics of the luxury goods markets. These emerging issues have caused significant changes in the marketing of luxury goods. Sustainable development is not a new practice in the luxury market but is of increasing importance. The real challenge is for luxury companies to overcome the residual corporate social responsibility perspective to embrace a real integration of environmental, ethical, and social concerns into the corporate strategy. Integrated output and sustainable processes, the introduction of non-financial reporting as operational practice, and a new orientation to circular economy practices are emerging issues that still today request for a deeper exploration both on the academic and managerial point of view. Digitalization is another relevant issue that is reshaping the business model of luxury companies. Big data, blockchain, omnichannel experience, and digital customer experience represent the main digital challenges that luxury brand companies are facing nowadays. Luxury brands must keep up with these digital demands and sustainability concerns to maintain their position in the global market. Developing Successful Global Strategies for Marketing Luxury Brands upgrades the most relevant theoretical frameworks and empirical research about the marketing of luxury goods. This book is focused on contemporary issues affecting luxury industries such as digital transformation (blockchain, big data, analytics, innovation processes), sustainable development, changes in luxury consumers’ behavior, integration between physical and online channels, and the development of social media marketing strategies. Chapters will cover areas of marketing, management, buyer behavior, and international business, creating a multidisciplinary approach for this book. This book is ideal for scholars, local government agencies and public bodies, managers, luxury business owners, along with practitioners, stakeholders, researchers, academicians, and students who are interested in emerging issues affecting the luxury market, such as sustainability and digital transformation.
Categories: Business & Economics

ICE BEES 2021

ICE BEES 2021

As the usage of online shopping platforms becomes more important for today's society, luxury fashion brands are prompting to adopt online selling as their distribution channels. Especially in adopting social media marketing on the ...

Author: Kemal Budi Mulyono

Publisher: European Alliance for Innovation

ISBN: 9781631903434

Category: Social Science

Page: 1057

View: 861

We proudly present the proceedings of 4th International Conference on Economics, Business and Economic Education Science 2021 (ICE-BEES 2021). It has focus on the innovations in economics, business, education, environment, and sustainable development. The issue of economics and sustainable development is important today. Especially in the time of Covid-19. Not only globally, but also Indonesia nationally to the local level. There are several important issues relating to this, both institutionally and the relationships between individuals and groups in supporting the agenda of sustainable development. More than 200 manuscripts were presented at this conference with 101 of them selected to be published in proceedings. We hope by this conference, discussions on the importance of sustainable development will increasingly become an important concern together. Brings better response from the government and social relations for development.
Categories: Social Science