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

Chapter 76. Suggest ways of offering a gift

"So tell me," the Sales Ambassador said as he finished the sale, "When and how are you planning to give her this beautiful gift?" The customer sat there with a blank stare for a moment, then said, "I don't know."

Often, people are concentrating more on what to buy than thinking about how they are going to present the gift. If the gift is for a special occasion, the time and manner of the presentation may be very important. The moment the gift is discovered is remembered for the rest of someone's life.

Suggestions from Sales Ambassadors are often appreciated. Once again, participation in the act of giving is more than just creative fun. The person giving the gift will also remember that the Sales Ambassador helped make the event even more exceptional.

Sales Ambassadors work with the customer to find the best and most surprising solution. Where could the giving of the gift take place? At what time should the gift appear? What would surprise the person receiving the gift the most?

A Sales Ambassador pointed out to a customer that taking the gift (a pair of earrings) with him to a restaurant would be difficult to hide and could spoil the surprise he wanted to have for his wife. The Sales Ambassador agreed to become an accomplice. That evening, at just the right moment, the Sales Ambassador came by the table with two glasses of champagne. The earrings were carefully placed in the bottom of the wife's glass.

Making the moment magic makes the gift ...