{"product_id":"luxury-selling-lessons-from-the-world-of-luxury-in-selling-high-quality-goods-and-services-to-high-value-clients-paperback","title":"Luxury Selling: Lessons from the World of Luxury in Selling High Quality Goods and Services to High Value Clients - Paperback","description":"\u003cp\u003eby \u003cb\u003eFrancis Srun\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eSrun 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.\u003c\/p\u003e\u003cp\u003eSelling 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. \u003c\/p\u003e \u003cp\u003eFrancis Srun has twenty years experience in the luxury industry, based in France, Switzerland, China and Hong Kong, most recently with Maison Boucheron.\u003c\/p\u003e 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.\u003cp\u003e\u003c\/p\u003e \u003cp\u003eTo 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. \u003c\/p\u003e \u003cp\u003eThe 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.\u003c\/p\u003e 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.\u003cp\u003e\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eSrun 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.\u003c\/p\u003e\u003cp\u003eSelling 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.\u003c\/p\u003e\u003cp\u003eFrancis Srun has twenty years experience in the luxury industry, based in France, Switzerland, China and Hong Kong, most recently with Maison Boucheron.\u003c\/p\u003e\u003cp\u003eThe 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.\u003c\/p\u003e\u003cp\u003eTo 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.\u003c\/p\u003e\u003cp\u003eThe 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.\u003c\/p\u003e\u003cp\u003eFinally 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.\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eFrancis 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.\u003c\/p\u003e\u003cp\u003e \u003c\/p\u003e\u003cp\u003eIn 2013 he published \u003ci\u003eVendre Le Luxe\u003c\/i\u003e, 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.\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 226\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.54 x 9.21 x 6.14 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eIllustrated:\u003c\/strong\u003e Yes\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e July 18, 2018\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":47416609505458,"sku":"9783319833118","price":91.78,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0770\/3891\/1666\/files\/a6384181a2e19c39fbffbb512bc6d3ce.webp?v=1778410579","url":"https:\/\/box.dadyminds.org\/products\/luxury-selling-lessons-from-the-world-of-luxury-in-selling-high-quality-goods-and-services-to-high-value-clients-paperback","provider":"DADYMINDS BOX","version":"1.0","type":"link"}