Selling Luxury: Connect with Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale

Note moyenne 3,8
( 51 avis fournis par Goodreads )
 
9780470457993: Selling Luxury: Connect with Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale

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, Quintessentiall

What does it take to sell high-end luxury creations to the richest clients in the world? In Selling Luxury, Robin Lent and Genevieve 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.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

From the Inside Flap :

Selling high-end luxury creations requires a different set of skills than does traditional selling. Clients have high expectations for the service they receive and base their purchasing decisions more on emotion and desire than practical need. Whether you are selling diamond bracelets or sports cars, the key to concluding the sale lies in how well you sell rather than what you sell.

In Selling Luxury, Robin Lent and Geneviève Tour explore every component of luxury sales and offer proven, practical strategies for connecting with customers. Rather than sales associates, the luxury market calls for "Sales Ambassadors" who represent the brand with distinction. Sales Ambassadors understand how to connect with customers by discovering their unique moti-vational desires. This requires a multitude of specialized skills: passion, perseverance, empathy, daring, and curiosity. Through personalized service each and every time, Sales Ambassadors are able to build trust, brand loyalty, and lasting customer relationships.

If you want to succeed in the luxury sales universe, Selling Luxury is for you. You'll pick up the skills and approaches that work everyday in a multitude of situations. You'll learn how to:

  • Connect emotionally with customers
  • Exceed your customers' expectations
  • Turn every customer contact into a brand experience
  • Personalize your customer service
  • Learn about customers through observing and discovery
  • Create the desire to purchase
  • Deal positively with customer objections
  • Build a relationship of trust and brand loyalty

The universe of luxury is no place for traditional hard-sell tactics. Instead, you have to subtly adapt to your customer in a deeper way. Doing so takes a truly personal touch. Selling Luxury shows you how to develop these skills and make them a key part of your own unique selling style. 

About the Author :

Robin Lent is Senior Consultant at AC3, a Paris-based company that specializes in training and communications. Robin has been working for eighteen years in the field of luxury. He can be reached at robin@ac3.fr.

Geneviève Tour is a Training Consultant at Cartier and a luxury specialist. She has spent many years as a Sales Ambassador in the United States and France. Geneviève has an MBA in luxury brands and twenty years of experience in marketing and communications. She can be reached at genevieve.tour@club-internet.fr.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Meilleurs résultats de recherche sur AbeBooks

1.

Robert W. Lent (University of Minnesota); Genevieve Tour
Edité par John Wiley and Sons
ISBN 10 : 0470457996 ISBN 13 : 9780470457993
Neuf(s) Quantité : > 20
Vendeur
INDOO
(Avenel, NJ, Etats-Unis)
Evaluation vendeur
[?]

Description du livre John Wiley and Sons. État : New. Brand New. N° de réf. du libraire 0470457996

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 14,48
Autre devise

Ajouter au panier

Frais de port : EUR 3,01
Vers Etats-Unis
Destinations, frais et délais

2.

Robin Lent, Genevieve Tour
Edité par John Wiley and Sons Ltd, United Kingdom (2009)
ISBN 10 : 0470457996 ISBN 13 : 9780470457993
Neuf(s) Couverture rigide Quantité : 10
Vendeur
The Book Depository US
(London, Royaume-Uni)
Evaluation vendeur
[?]

Description du livre John Wiley and Sons Ltd, United Kingdom, 2009. Hardback. État : New. Reprint. Language: English . Brand New Book. Proven principles and tactics for successful selling in the expanding luxury goods market Customers of high-end products hold extremely high expectations in terms of customer service. Unlike typical consumers who face a need and go to the market to find something to fill that need, luxury buyers make their purchasing decisions based on much less practical considerations like passion and emotion. It s up to the sales ambassadors to create that emotion and the will to buy. After all, no one actually needs a $10,000 bracelet or a $20,000 wristwatch. Sales ambassadors to this market must master specific customer relation skills, like the ability to listen to the customer, build long-term customer relationships based on trust and loyalty, subtly appeal to the customer s emotions, and deliver personalized service from start to finish. Selling Luxury is for frontline salespeople in the luxury goods market who want to perform at the highest level. Robert w. Lent (Paris, France) is a Senior Consultant at AC3, a Paris based training company that works worldwide. He has led seminars in more than 22 countries in Asia, Europe, and the Americas. Genevieve Tour (Paris, France) is a Training Director for Cartier and a long-time luxury sales specialist. N° de réf. du libraire AAH9780470457993

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 17,57
Autre devise

Ajouter au panier

Frais de port : Gratuit
De Royaume-Uni vers Etats-Unis
Destinations, frais et délais

3.

Robin Lent, Genevieve Tour
Edité par John Wiley and Sons Ltd, United Kingdom (2009)
ISBN 10 : 0470457996 ISBN 13 : 9780470457993
Neuf(s) Couverture rigide Quantité : 10
Vendeur
The Book Depository
(London, Royaume-Uni)
Evaluation vendeur
[?]

Description du livre John Wiley and Sons Ltd, United Kingdom, 2009. Hardback. État : New. Reprint. Language: English . Brand New Book. Proven principles and tactics for successful selling in the expanding luxury goods market Customers of high-end products hold extremely high expectations in terms of customer service. Unlike typical consumers who face a need and go to the market to find something to fill that need, luxury buyers make their purchasing decisions based on much less practical considerations like passion and emotion. It s up to the sales ambassadors to create that emotion and the will to buy. After all, no one actually needs a $10,000 bracelet or a $20,000 wristwatch. Sales ambassadors to this market must master specific customer relation skills, like the ability to listen to the customer, build long-term customer relationships based on trust and loyalty, subtly appeal to the customer s emotions, and deliver personalized service from start to finish. Selling Luxury is for frontline salespeople in the luxury goods market who want to perform at the highest level. Robert w. Lent (Paris, France) is a Senior Consultant at AC3, a Paris based training company that works worldwide. He has led seminars in more than 22 countries in Asia, Europe, and the Americas.Genevieve Tour (Paris, France) is a Training Director for Cartier and a long-time luxury sales specialist. N° de réf. du libraire AAH9780470457993

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 17,81
Autre devise

Ajouter au panier

Frais de port : Gratuit
De Royaume-Uni vers Etats-Unis
Destinations, frais et délais

4.

Lent, Robin
ISBN 10 : 0470457996 ISBN 13 : 9780470457993
Neuf(s) Quantité : 1
Vendeur
Paperbackshop-US
(Wood Dale, IL, Etats-Unis)
Evaluation vendeur
[?]

Description du livre 2009. HRD. État : New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. N° de réf. du libraire KB-9780470457993

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 15,21
Autre devise

Ajouter au panier

Frais de port : EUR 3,43
Vers Etats-Unis
Destinations, frais et délais

5.

Lent, Robin
ISBN 10 : 0470457996 ISBN 13 : 9780470457993
Neuf(s) Quantité : 3
Vendeur
Pbshop
(Wood Dale, IL, Etats-Unis)
Evaluation vendeur
[?]

Description du livre 2009. HRD. État : New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. N° de réf. du libraire IB-9780470457993

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 16,64
Autre devise

Ajouter au panier

Frais de port : EUR 3,43
Vers Etats-Unis
Destinations, frais et délais

6.

Lent, Robin
Edité par Wiley
ISBN 10 : 0470457996 ISBN 13 : 9780470457993
Neuf(s) Quantité : 1
Vendeur
Ohmsoft LLC
(Lake Forest, IL, Etats-Unis)
Evaluation vendeur
[?]

Description du livre Wiley. État : Brand New. Ships from USA. FREE domestic shipping. N° de réf. du libraire 0470457996

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 21,54
Autre devise

Ajouter au panier

Frais de port : Gratuit
Vers Etats-Unis
Destinations, frais et délais

7.

Lent, Robin/ Tour, Genevieve
Edité par John Wiley & Sons 2009-06-26 (2009)
ISBN 10 : 0470457996 ISBN 13 : 9780470457993
Neuf(s) Couverture rigide Quantité : 4
Vendeur
Chiron Media
(Wallingford, Royaume-Uni)
Evaluation vendeur
[?]

Description du livre John Wiley & Sons 2009-06-26, 2009. HARDCOVER. État : New. N° de réf. du libraire NU-GRD-00657466

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 18,24
Autre devise

Ajouter au panier

Frais de port : EUR 3,35
De Royaume-Uni vers Etats-Unis
Destinations, frais et délais

8.

Robin Lent (author), Genevieve Tour (author), Alain-Dominique Perrin (foreword)
Edité par Wiley 2009-06-26, Hoboken, N.J. (2009)
ISBN 10 : 0470457996 ISBN 13 : 9780470457993
Neuf(s) Couverture rigide Quantité : 1
Vendeur
Blackwell's
(Oxford, OX, Royaume-Uni)
Evaluation vendeur
[?]

Description du livre Wiley 2009-06-26, Hoboken, N.J., 2009. hardback. État : New. N° de réf. du libraire 9780470457993

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 18,85
Autre devise

Ajouter au panier

Frais de port : EUR 3,36
De Royaume-Uni vers Etats-Unis
Destinations, frais et délais

9.

Robin Lent; Genevieve Tour
ISBN 10 : 0470457996 ISBN 13 : 9780470457993
Neuf(s) Quantité : 2
Vendeur
BWB
(Valley Stream, NY, Etats-Unis)
Evaluation vendeur
[?]

Description du livre État : New. Depending on your location, this item may ship from the US or UK. N° de réf. du libraire 97804704579930000000

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 22,69
Autre devise

Ajouter au panier

Frais de port : Gratuit
Vers Etats-Unis
Destinations, frais et délais

10.

Robin Lent, Genevieve Tour
Edité par John Wiley and Sons Ltd, United Kingdom (2009)
ISBN 10 : 0470457996 ISBN 13 : 9780470457993
Neuf(s) Couverture rigide Quantité : 10
Vendeur
Book Depository hard to find
(London, Royaume-Uni)
Evaluation vendeur
[?]

Description du livre John Wiley and Sons Ltd, United Kingdom, 2009. Hardback. État : New. Reprint. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New Book. Proven principles and tactics for successful selling in the expanding luxury goods market Customers of high-end products hold extremely high expectations in terms of customer service. Unlike typical consumers who face a need and go to the market to find something to fill that need, luxury buyers make their purchasing decisions based on much less practical considerations like passion and emotion. It s up to the sales ambassadors to create that emotion and the will to buy. After all, no one actually needs a $10,000 bracelet or a $20,000 wristwatch. Sales ambassadors to this market must master specific customer relation skills, like the ability to listen to the customer, build long-term customer relationships based on trust and loyalty, subtly appeal to the customer s emotions, and deliver personalized service from start to finish. Selling Luxury is for frontline salespeople in the luxury goods market who want to perform at the highest level. Robert w. Lent (Paris, France) is a Senior Consultant at AC3, a Paris based training company that works worldwide. He has led seminars in more than 22 countries in Asia, Europe, and the Americas.Genevieve Tour (Paris, France) is a Training Director for Cartier and a long-time luxury sales specialist. N° de réf. du libraire BZV9780470457993

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 23,07
Autre devise

Ajouter au panier

Frais de port : Gratuit
De Royaume-Uni vers Etats-Unis
Destinations, frais et délais

autres exemplaires de ce livre sont disponibles

Afficher tous les résultats pour ce livre