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Luxury Selling

Lessons from the world of luxury in selling high quality goods and services to high value clients
BuchGebunden
226 Seiten
Englisch
Springererschienen am18.04.20171st ed. 2017
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.mehr
Verfügbare Formate
BuchKartoniert, Paperback
EUR40,65
BuchGebunden
EUR53,49
E-BookPDF1 - PDF WatermarkE-Book
EUR39,58

Produkt

KlappentextSrun 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.
Details
ISBN/GTIN978-3-319-45524-2
ProduktartBuch
EinbandartGebunden
Verlag
Erscheinungsjahr2017
Erscheinungsdatum18.04.2017
Auflage1st ed. 2017
Seiten226 Seiten
SpracheEnglisch
Gewicht572 g
IllustrationenXXX, 226 p. 10 illus.
Artikel-Nr.39224403
Rubriken
GenreWirtschaft

Inhalt/Kritik

Inhaltsverzeichnis
Chapter1.-Luxury Advisors Chapter2.- Luxury Customers: Understand Luxury Chapter 3.- Luxury Selling Chapter 4.- The 7 Steps of Active Selling.mehr

Autor

Francis Srun is the Founding Director of Consultancy firm, Retail Performance. Previously, he had been Managing Director Pacific Asia for Maison Boucheron, a French luxury jewelry house. Fluent in French, English and Chinese. Srun's international career path has seen him work in France, Switzerland, China, Taiwan and Hong Kong. With over 20 years experience spanning both high end Luxury Sales and Marketing, with houses like Maison Piaget, Ralph Lauren, and Boucheron and mass distribution operations like French Hypermarket Carrefour, French Press Distributor Lagardère Services, Francis Srun is a recognized expert in retail sales.



In 2013 he published Vendre Le Luxe, the first book in French about selling luxury, presenting selling techniques and customer psychology. He is a regular speaker on Luxury, Asia, Retail and Affluent customers.