Luxury Selling: Lessons from the world of luxury in selling high quality goods and services to high value clients - Couverture souple

Srun, Francis

Couverture souple

ISBN 10 : 3319455265 ISBN 13 : 9783319455266

Editeur : Palgrave MacMillan, 2017

Synopsis

Preface

Part I Luxury Advisors

·       "Be" Luxury

·       Looking luxury

·       Speaking Luxury

·       Moving Luxury

·       Building Luxury interactions

·       Be Gentle

·       Be Generous

·       Be Human

·       Be professional

Part II Luxury Customers: Understand Luxury

·       Why do people buy luxury?

·       The need for self-affirmation

·       The need for pleasure

·       New clients: new money, new generation

·       International clientele: new faces, different behaviour

·       E-Clients: impact of digital

·       Chinese customers: some success keys

Part III Luxury Selling:

·       Luxury customers decision process

·       The persuasion

·       The 5 motivational factors

·       Brand

·       Desire

·       Price/Value

·       Service

·       Time

Part IV The 7 steps of Active Selling

·       Preparing

·       Welcoming

·       Discovering

·       Presenting

·       5-Convincing

·       Closing

·       Building relationship

Part V Conclusion

·       Change yourself first: Think rational but allow emotional

Détails de l'édition

• Éditeur: Palgrave MacMillan
• Date d'édition: 2017
• Langue: anglais
• ISBN 10: 3319455265
• ISBN 13: 9783319455266
• Reliure: Paperback
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible