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Selling Luxury: Connect with Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale Hardcover – 26 Jun 2009


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Selling Luxury: Connect with Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale + The Luxury Strategy: Break the Rules of Marketing to Build Luxury Brands + Luxury Brand Management: A World of Privilege
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Product details

  • Hardcover: 176 pages
  • Publisher: John Wiley & Sons; Reprint edition (26 Jun. 2009)
  • Language: English
  • ISBN-10: 0470457996
  • ISBN-13: 978-0470457993
  • Product Dimensions: 16 x 1.7 x 23.6 cm
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Bestsellers Rank: 174,941 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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Product Description

From the Inside Flap

Selling high–end luxury creations requires a different set of skills than does 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.

In Selling Luxury, Robin Lent and Geneviève Tour explore every component of luxury sales and offer 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 unique moti–vational desires. This requires a multitude of specialized skills: passion, perseverance, empathy, daring, and curiosity. Through personalized service each and every time, Sales Ambassadors are able to build trust, brand loyalty, and lasting customer relationships.

If you want to succeed in the luxury sales universe, Selling Luxury is for you. You′ll pick up the skills and approaches that work everyday in a multitude of situations. You′ll learn how to:

  • Connect emotionally with customers
  • Exceed your customers′ expectations
  • Turn every customer contact into a brand experience
  • Personalize your customer service
  • Learn about customers through observing and discovery
  • Create the desire to purchase
  • Deal positively with customer objections
  • Build a relationship of trust and brand loyalty

The 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. 

From the Back Cover

Praise for Selling Luxury

"Geneviève and Robin have brought together their talents to create a book that gives all Sales Ambassadors the fundamentals in selling and building customer loyalty."
Hamida Belkadi, CEO, De Beers Diamond Jewellers, USA

"Selling Luxury is filled with ways of exceeding each client′s expectations through offering a service that surprises and delights."
Aaron Simpson, Group Executive Chairman, Quintessentiall

What 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.


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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Most Helpful Customer Reviews

1 of 1 people found the following review helpful By Sapphire1721 on 10 Nov. 2011
Format: Hardcover
I'm launching a luxury designer range of soft furnishings And in the luxury world, service is everything. Didnt have a clue where to start, But this book lays it bear, it sets it out in a numbered order of priceless and innovative tips, to ensure you provide the best service. Whether your just beginning or have been in it for years. You will find this book invaluable. plus the book is cheap.
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Format: Hardcover
This is a worthy edition to any student wanting to better understand the concepts and relationship of 'Selling Luxury' brands. This book also works well with Deborah Cohen's publications as well as those of David Chaney. Highly recommended.
AMF
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By Iveta on 3 Aug. 2013
Format: Hardcover Verified Purchase
For anyone with work experience in the luxury industry, nothing in this book is new. I don't recommend this book.
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3 of 5 people found the following review helpful By C. Scholes on 17 Nov. 2009
Format: Hardcover
Good if you are just about to start a job in a luxury brand, however I felt I already knew a lot of this information after only 2 months at my current job. I expected more.
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By lynn on 4 Oct. 2014
Format: Hardcover Verified Purchase
very helpful book, many thanks
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