000			04464nam a2200445Ia 4500
001			1542
008			230305s2009 xx 000 0 und d
020			_a9780470457993
041			_aeng
245		0	_aSelling luxury
260			_a _bWiley, _c2009
300			_axvii + 158 p. ; 24 cm
500			_aconnect with affluent customers, create unique experiences through impeccable service, and close the sale
505			_aSelling high-end luxury creations requires a different set of skills than does the 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. _r-- _rIn Selling Luxury, Robin Lent and Geneviève Tour explore every component of luxury sales and the offer has 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 uniquemoti-vational desires. This requires a multitude of specialized skills: passion, perseverance, empathy, daring, and curiosity. Through personalized service each and every time, Sales Ambassadorsare able to build trust, brand loyalty, and lasting customer relationships.-- _r-- _rIf you want to succeed in the luxury sales universe, SellingLuxury is for you. You'll pick up the skills and approaches that work every day in a multitude of situations. You'll learn how to:-- _r-- _rConnect emotionally with customers-- _rExceed your customers' expectations-- _rTurn every customer contact into a brand experience-- _rPersonalize your customer service-- _rLearn about customers through observing and discovery-- _rCreate the desire to purchase-- _rDeal positively with customer objections-- _rBuild a relationship of trust and brand loyalty-- _rThe 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. -- _r-- _rRobin 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.-- _r-- _rGeneviève 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 atgenevieve.tour@club-internet.fr.--
520			_aWhat 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.
590			_bCollection subset: Management and Business Studies ;
630			_aINDUSTRIAL & SERVICES SECTOR _97146
650		0	_aCustomer services _93626
650		0	_a Experience _92710
650		0	_aLuxury goods industry _97363
650			_a loyalty _98041
650			_a Sales ambassadors _98042
650		0	_aLuxury goods _xMarketing _923333
650		0	_aBrand name products _92371
650		0	_aBrand choice _xPsychological aspects _97446
650			_a Customers' expectations _98046
650			_a The desire to purchase _98047
650		0	_aAffluent consumers _923332
650			_a Impeccable Service _98049
650			_a _912
700			_aTour, Geneviève _eAuthor _98050
700			_aLent, Robin _eAuthor _98051
856			_uhttps://books.google.es/books?id=ti3YN47VCNUC&printsec=frontcover&dq=selling+luxury&hl=ca&sa=X&ved=0ahUKEwjPjMmZzuvOAhXBaRQKHeN9C4QQ6AEIKzAA#v=onepage&q=selling%20luxury&f=false
902			_a331
905			_am
912			_a2009-01-01
942			_a1
953			_d2016-08-31 14:07:17
999			_c1556 _d1556