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discount Luxury Selling: Lessons outlet sale from the world of luxury in selling high new arrival quality goods and services to high value clients outlet sale

discount Luxury Selling: Lessons outlet sale from the world of luxury in selling high new arrival quality goods and services to high value clients outlet sale
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Description

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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.

From the Back Cover

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.

About the Author

Francis Srun is the Founding Director of Consultancy firm, Retail Performance. Previously, he had been Managing Director Pacific Asia for Maison Boucheron, a French luxury jewelry house. Fluent in French, English and Chinese. Srun’s international career path has seen him work in France, Switzerland, China, Taiwan and Hong Kong. With over 20 years experience spanning both high end Luxury Sales and Marketing, with houses like Maison Piaget, Ralph Lauren, and Boucheron and mass distribution operations like French Hypermarket Carrefour, French Press Distributor Lagardère Services, Francis Srun is a recognized expert in retail sales.

In 2013 he published Vendre Le Luxe, the first book in French about selling luxury, presenting selling techniques and customer psychology. He is a regular speaker on Luxury, Asia, Retail and Affluent customers.

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Customer reviews

4.4 out of 54.4 out of 5
16 global ratings

Top reviews from the United States

Wolfgang
5.0 out of 5 starsVerified Purchase
Luxury specialist
Reviewed in the United States on April 17, 2018
Absolutely love the flow and tone of this book. It makes you understand the level of detail and precision that is necessary to sell luxury. Easy to read and comprehend especially because of the use of examples. Highlight of all: after contacting Francis thru email, he... See more
Absolutely love the flow and tone of this book. It makes you understand the level of detail and precision that is necessary to sell luxury. Easy to read and comprehend especially because of the use of examples.
Highlight of all: after contacting Francis thru email, he called me within 24 hours and gave me amazing advice on my brand that I will put into use right away. I took a full page of notes! Unbelievably humble guy who is hands-on, knowledgable and wants to support you.
3 people found this helpful
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Paola Bueso
5.0 out of 5 starsVerified Purchase
A real treasure
Reviewed in the United States on June 4, 2019
This book is truly exceptional. It is by far the best resource I’ve found on the subject to date. I highly recommend reading it.
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Amazon Customer
5.0 out of 5 stars
I highly recommend it :)
Reviewed in the United States on July 21, 2017
This book clearly explains how to sell luxury products. The author provides tools, advice but also concrete examples in order to better understand how to succeed in luxury goods selling. You will also learn to know your different customers and their buying motivation. If... See more
This book clearly explains how to sell luxury products. The author provides tools, advice but also concrete examples in order to better understand how to succeed in luxury goods selling. You will also learn to know your different customers and their buying motivation. If you need to improve and unlock your luxury selling techniques, you need this book! I highly recommend it :)
2 people found this helpful
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Kimberley Sandiford
5.0 out of 5 stars
Understanding the psychology of affluent families
Reviewed in the United States on March 5, 2020
This book has change my life on how l used to look at Luxury. The author was very detailed on Luxury and how you can apply simply steps to your business.

For anyone who is looking to influence high end customer, you need this book.
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Top reviews from other countries

Keep it simple
3.0 out of 5 starsVerified Purchase
Luxury Selling: Lessons from the world of.
Reviewed in the United Kingdom on December 14, 2017
This charming book does not cover luxury branding as I wanted, but it does focus well on what would be expected on the shop floor. A qood book to help motivate any staff you may have. I can see this being very useful to motivate teams.
This charming book does not cover luxury branding as I wanted, but it does focus well
on what would be expected on the shop floor. A qood book to help motivate any staff you
may have. I can see this being very useful to motivate teams.
One person found this helpful
Report
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Isochronism
5.0 out of 5 starsVerified Purchase
Strongly encourage you to read
Reviewed in Japan on August 17, 2017
I have never read a such book on a practical techniques on the sale of luxury goods. I think that this is a book that people absolutely need to read for those involved in the sale of all luxury products. I hope this book will be translated into many languages.
I have never read a such book on a practical techniques on the sale of luxury goods. I think that this is a book that people absolutely need to read for those involved in the sale of all luxury products. I hope this book will be translated into many languages.
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