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

Chapter 23. The successful selling style

What is a successful selling style? Here is our definition:

Skills and abilities that a Sales Ambassador has acquired that provide customers with solutions to their needs and that also creates a desire to return and experience the same pleasure again.

Sales Ambassadors know that they have an active role to play in a sale. The object in and of itself is not all there is in providing a solution. The art of selling is more complex than simply pulling something off the shelf, ringing it up, putting it in a bag, muttering "Thank You," and moving on to the next customer. If this were all there was to it, robots could do the job. They could even be programmed to say "Thank you" with an added "Have a nice day" at the end.

The second part of the definition is just as important. Each contact should be one in which the exchange create the desire not only to purchase this time but to continue to return to do the same again in the future. The Sales Ambassador is constantly approaching the sale in a way that encourages the customer to come back. Once again, establishing a person-to-person relationship plays an important role in finding out about customer needs and building loyalty.

Successful selling requires an approach that is both immediate and long term.