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010   $a3-319-45525-7
024 7 $a10.1007/978-3-319-45525-9
035   $a(CKB)3710000001151985
035   $a(DE-He213)978-3-319-45525-9
035   $a(MiAaPQ)EBC4838285
035   $a(PPN)222236906
035   $a(EXLCZ)993710000001151985
100   $a20170407d2017      u|         0
101 0 $aeng
135   $aurnn|008mamaa
181   $ctxt$2rdacontent
182   $cc$2rdamedia
183   $acr$2rdacarrier
200 10$aLuxury Selling $eLessons from the world of luxury in selling high quality goods and services to high value clients /$fby Francis Srun
205   $a1st ed. 2017.
210  1$aCham :$cSpringer International Publishing :$cImprint: Palgrave Macmillan,$d2017.
215   $a1 online resource (XXX, 226 p. 10 illus.) 
311   $a3-319-45524-9 
320   $aIncludes bibliographical references at the end of each chapters and index.
327   $aChapter1.-Luxury Advisors Chapter2 -- Luxury Customers: Understand Luxury Chapter 3 -- Luxury Selling Chapter 4 -- The 7 Steps of Active Selling.
330   $aSrun 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.
606   $aSales management
606   $aMarket research
606   $aCustomer relations?Management
606   $aSales/Distribution$3https://scigraph.springernature.com/ontologies/product-market-codes/524000
606   $aMarket Research/Competitive Intelligence$3https://scigraph.springernature.com/ontologies/product-market-codes/513030
606   $aCustomer Relationship Management$3https://scigraph.springernature.com/ontologies/product-market-codes/513050
615  0$aSales management.
615  0$aMarket research.
615  0$aCustomer relations?Management.
615 14$aSales/Distribution.
615 24$aMarket Research/Competitive Intelligence.
615 24$aCustomer Relationship Management.
676   $a658.81
700   $aSrun$b Francis$4aut$4http://id.loc.gov/vocabulary/relators/aut$0894157
906   $aBOOK
912   $a9910254911503321
996   $aLuxury Selling$91997333
997   $aUNINA