Selling Luxury Connect With Affluent Customers Create Unique Experiences Through Impeccable Service And Close The Sale Book PDF, EPUB Download & Read Online Free


Selling Luxury

Selling Luxury
Author: Robin Lent, Genevieve Tour
Publisher: John Wiley & Sons
ISBN: 0470498374
Pages: 176
Year: 2009-05-27
View: 668
Read: 963

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.

Selling Luxury

Selling Luxury
Author: Robin Lent, Genevieve Tour
Publisher: Wiley
ISBN: 0470457996
Pages: 176
Year: 2009-06-15
View: 712
Read: 1096

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.

Selling Luxury

Selling Luxury
Author: Robin Lent, Genevieve Tour
Publisher: John Wiley & Sons
ISBN: 0470498358
Pages: 176
Year: 2009-05-27
View: 915
Read: 953

The Art of Selling to the Affluent

The Art of Selling to the Affluent
Author: Matt Oechsli
Publisher: John Wiley & Sons
ISBN: 1118849108
Pages: 256
Year: 2014-01-10
View: 935
Read: 1109

Attract and retain affluent customers and clients Much has changed since the original The Art of Selling to the Affluent was published. The financial crisis has affected the affluent as well as the less affluent. This book brings you up to date with today's affluent and helps every salesperson understand what adjustments need to be made in order to successfully attract, service, and retain lifelong affluent customers and clients. Completely updated and revised, it is based on The Oechli Institute's latest 2013 comprehensive research. Explains how the financial crisis elevated the level of anxiety and how this has affected major purchase decisions Offers step-by-step guidance on how to navigate the process of overcoming social self-consciousness during the sales process Author Matt Oechsli is one of the leading authorities regarding marketing, selling, servicing, and developing loyalty with affluent clients, and one of the most sought after speakers in the financial services industry The Art of Selling to the Affluent, 2nd Edition offers a detailed landscape of today's affluent. Put yourself ahead of the competition by knowing how the Great Recession has affected purchasing behavior and where the opportunities are moving forward.

The Luxury Strategy

The Luxury Strategy
Author: Jean-Noël Kapferer, Vincent Bastien
Publisher: Kogan Page Publishers
ISBN: 0749464925
Pages: 408
Year: 2012-09-03
View: 580
Read: 268

The Luxury Strategy, written by two world experts on the subject, provides the first rigorous blueprint for the effective management of luxury brands and companies at the highest level. It rationalizes those business models that have achieved profitability and unveils the original methods that were used to transform small family businesses such as Ferrari, Louis Vuitton, Cartier, Chanel, Armani, Gucci, and Ralph Lauren into profitable global brands. By defining the differences between premium and luxury brands and products, analysing the nature of true luxury brands and turning established marketing 'rules' upside down, it has established itself as the definitive work on the essence of a luxury brand strategy. This fully revised second edition of The Luxury Strategy explores the diversity of meanings of 'luxury' across different markets. It also now includes a section on marketing and selling luxury goods online and the impact of social networks and digital developments, cementing its position as the authority on luxury strategy.

Meta-Luxury

Meta-Luxury
Author: M. Ricca, R. Robins
Publisher: Springer
ISBN: 1137005661
Pages: 224
Year: 2012-04-26
View: 635
Read: 594

Meta-Luxury sets out to define the ultimate meaning of true luxury, exploring it as both a culture and business model. Through the concept of Unique Achievement and the drivers of Craftsmanship, Focus, History and Rarity, the authors examine what is at the heart of true luxury through a unique series of conversations.

Putting the Luxe Back in Luxury

Putting the Luxe Back in Luxury
Author: Pamela N. Danziger
Publisher: Paramount Books
ISBN: 0981986943
Pages: 256
Year: 2011
View: 741
Read: 286

The market for luxury brands has changed, but it still offers many opportunities for those who understand their customers' changing priorities. Danzinger uncovers the ways luxury customers are changing and how brands are responding.

Luxury Selling

Luxury Selling
Author: Francis Srun
Publisher: Springer
ISBN: 3319455257
Pages: 213
Year: 2017-04-07
View: 1312
Read: 1003

Srun shows how the psychology of luxury brands truly plays into high value customer motivations and unlocks the potential to understand their decision processes which are unlike that of any other customer. Selling to very wealthy, demanding customers – whether you’re selling luxury products or high value bespoke professional services – is a very different process to selling anything else to anyone else. Francis Srun has twenty years experience in the luxury industry, based in France, Switzerland, China and Hong Kong, most recently with Maison Boucheron. The first step is learning how to physically embody “Luxury”. You need to look, speak, and move “Luxury”. The true luxury attitude is not submissive nor is it hauteur – it is gentle, generous and simply, truly human. Success comes from not just being professional but from building a genuinely luxury relationship with clients. To do that you need to truly understand your client. High value customers today are younger, international in outlook and residence, and increasingly from Asia. Their buying motivation is always about self-affirmation and pleasure and never about money. The luxury customer’s decision process is unlike that of other customers. While emotion is important when selling anything to anyone – with luxury selling it is paramount. Srun shows how the psychology of Brand, Product, Place, Price and Time all play a role in customer’s motivations. Finally this book guides you step by step with concrete examples and useful techniques through the seven steps of luxury selling: be prepared to sell, welcome appropriately, listen genuinely, propose and present with style, meet objections with persuasion rather than refutation, conclude sharply and finally gain loyalty for a long term relationship.

Luxury World

Luxury World
Author: Mark Tungate
Publisher: Kogan Page Publishers
ISBN: 0749458569
Pages: 272
Year: 2009-10-03
View: 879
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The word "luxury" has almost lost its meaning. Once used to describe genuinely prestigious products or places, the concept of luxury has been hijacked by a multitude of aspiring or overpriced commodities, from foot spas to chocolates. So what is real luxury? Which are the genuine luxury brands, and how have they reacted to the rise of the "mass luxury" sector? What strategies do they use to lift themselves into the realm of the truly elite? Who are their customers - and what kind of lives do these remarkable people lead? How do luxury brands attract and retain them? And above all, where can the industry turn now excess is out of fashion? With wit, accuracy and insatiable curiosity, Luxury World takes us on a voyage around the luxury universe, slipping behind the façades of the world's most sophisticated businesses to show the reader how they function. Among other destinations, best-selling author Mark Tungate visits Swiss watchmakers, the Champagne houses of France, the diamond district of Antwerp, the luxury enclave of Monte Carlo, the discreet ateliers of the last craftsmen and a host of brands in Paris - the self-proclaimed capital of elegance. Along the way, he uncovers the true face of today's luxury industry.

Luxury Sales Force Management

Luxury Sales Force Management
Author: M. Merk
Publisher: Springer
ISBN: 1137347449
Pages: 213
Year: 2014-02-24
View: 1320
Read: 1228

The sales team can often make or break the success of new brands or products. This comprehensive guide provides strategies, models and checklists to help managers and directors strengthen the relationships of their firm's sales force with their own or other brands, maximizing turnover and profit in the long run.

Rethinking Luxury

Rethinking Luxury
Author: Martin C. Wittig, Fabian Sommerrock, Philip Beil, Markus Slbers
Publisher: LID Editorial
ISBN: 1910649139
Pages: 281
Year: 2015-01-21
View: 209
Read: 171

The luxury market has long been the exception. Protected for decades and even centuries from swings in economic fate and taste by consumers with money and demands for something extraordinary, the world is changing, and those changes have already initiated some of the first-ever structural changes to the once-untouchable luxury market. Rethinking Luxury paints a roadmap for the future of marketing to the rich and superwealthy. Written by experts in the sector, the book combines broad strategic knowledge with probing sector research. It couples scientific research documenting the transformation with exclusive insider information. Case studies highlight what works now and what s likely to continue working in the future. This important work will become the handbook of how to win the attention of affluent consumers and ignite their passion for rare and bespoke products.

Digital Marketing Strategies for Fashion and Luxury Brands

Digital Marketing Strategies for Fashion and Luxury Brands
Author: Ozuem, Wilson, Azemi, Yllka
Publisher: IGI Global
ISBN: 1522526986
Pages: 460
Year: 2017-10-31
View: 997
Read: 857

Online shopping has become increasingly popular due to its availability and ease. As a result, it is important for companies that sell high-end products to maintain the same marketing success as companies selling more affordable brands in order keep up with the market. Digital Marketing Strategies for Fashion and Luxury Brands is an essential reference source for the latest scholarly research on the need for a variety of technologies and new techniques in which companies and brand managers can promote higher-end products. Featuring coverage on a broad range of topics and perspectives such as brand communication, mobile commerce, and multichannel retailing, this publication is ideally designed for managers, academicians, and researchers seeking current material on effectively promoting more expensive merchandise using technology.

Secrets of Selling to the Super Rich

Secrets of Selling to the Super Rich
Author: Doug Gollan, Michael Calman, Daniel Wade
Publisher: Createspace Independent Publishing Platform
ISBN: 1533467226
Pages: 124
Year: 2016-08-30
View: 1294
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No matter where you are, there are Super Rich individuals and families-that is, households with a net worth of at least $30 million. Despite representing 0.000029 of world population, they account for nearly 20% of luxury sales. They are predominantly self-made, grew up without luxury, and as they were getting rich, spent most of their time on their businesses, not buying luxury loafers. Because they don't fit the stereotype, many luxury marketers are out-of-step about how to develop relationships, and how to effectively market and sell to today's Super Rich. Business superstars Doug Gollan, Michael Calman and Daniel Wade offer advice on how to land and engage with the Super Rich. This book features interviews from 'sales superstars of luxury, ' star sellers who have been on the front lines of ultra-luxury transactions spanning millions upon millions of dollars. These pros, whose main focus isn't on focus groups, have extensive experience and direct contact selling to the Super Rich. The 'sales superstars' share misperceptions about the Super Rich, and through recounting stories relate how their background, experience, knowledge, and selling secrets have served to create extraordinary marketing opportunities. Their insights will not only surprise you, but better prepare you for becoming a sales superstar yourself! "

The Management of Luxury

The Management of Luxury
Author: Benjamin Berghaus, Günter Müller-Stewens, Sven Reinecke
Publisher: Kogan Page Publishers
ISBN: 0749481811
Pages: 496
Year: 2018-06-03
View: 1276
Read: 418

The Management of Luxury, second edition, presents a unique snapshot of best practice insights into the increasing challenges faced in luxury business, with contributions shared by more than fifty global leaders on luxury management. The highly renowned editors draw these together into one essential handbook, ranging from luxury brand strategy, luxury consumer behaviour and market positioning, through to management succession, heritage, counterfeiting and competing effectively as a luxury SME. Fully updated in its second edition, The Management of Luxury explores the newly evolving direction of Asian market trends and how to integrate digitalization into sales and product strategies. Both are crucial for competitive advantage in the luxury market, featured alongside iconic case studies such as Burberry, Louis Vuitton and Leica. The book's value is not only in streamlining management processes and return on investment; but equally for those who marvel at an industry unlike any other, striving to trust both in the conventional and innovate new paths towards the extraordinary. Highly influential, applicable and enlightening, it is a vital addition to every luxury business manager's collection.

Kapferer on Luxury

Kapferer on Luxury
Author: Jean-Noël Kapferer
Publisher: Kogan Page Publishers
ISBN: 0749474378
Pages: 240
Year: 2015-03-03
View: 211
Read: 625

Kapferer on Luxury addresses the No 1 challenge of all major luxury brands today: How can these brands pursue their growth yet remain luxury? How do you reconcile growth and rarity? Kapferer on Luxury offers a selection of the most recent and insightful articles and original essays on the luxury growth challenge from Jean-Noël Kapferer, a world-renowned luxury analyst and co-author of the reference book The Luxury Strategy. Each chapter addresses a specific issue relating to the luxury growth challenge such as sustaining the 'luxury dream', adapting the internet to luxury demands, re-widening the gap with premium brands' competition, facing the demand of the Chinese clients, the importance of non-delocalization, rising sustainable quality and experiential standards, developing real luxury services and managing luxury brands within groups without diluting their equity and more. As such, Kapferer on Luxury is the perfect and timely resource for luxury executives, communication managers, luxury observers and advanced students, willing to deepen their understanding of this major luxury challenge.

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