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

Introduction

What happens in a luxury environment that makes it unique? How do you build customer loyalty that can last for decades or even a lifetime? What is the link between a luxury creation and the person dreaming of owning it? How can you give added value compared to the competition? How do you go about up-selling or cross-selling in a luxury environment? How can you take advantage of customer after-sales service situations? How can approaches such as using silence and observation play an active role in the sales process? What are customers really shopping for when they visit a luxury boutique?

Selling Luxury answers these questions and many more using our combined 30 years of personal experience in selling and training in luxury as well as our contacts with top Sales Ambassadors throughout the world. These "tips from the best" offer pertinent keys to luxury selling.

These 88 approaches are given in a clear and practical manner and are ready to use immediately. At first, some of the points, such as the importance of greeting, smiling, and listening may seem to be nonspecific for the luxury universe. We can assure you that based on our research these basics are essential and very much expected from customers shopping in a luxury universe.

The importance of the role of Sales Ambassadors cannot be stated often enough. They are the brand for the customer. Each Sales Ambassador is responsible for creating the experience that customers will always remember. For those working in sales, ...