Luxury Selling
-15%
portes grátis
Luxury Selling
Lessons from the world of luxury in selling high quality goods and services to high value clients
Srun, Francis
Springer International Publishing AG
07/2018
226
Mole
Inglês
9783319833118
15 a 20 dias
3927
Descrição não disponível.
Preface
Part I Luxury Advisors
? "Be" Luxury
? Looking luxury
? Speaking Luxury
? Moving Luxury
? Building Luxury interactions
? Be Gentle
? Be Generous
? Be Human
? Be professional
Part II Luxury Customers: Understand Luxury
? Why do people buy luxury?
? The need for self-affirmation
? The need for pleasure
? New clients: new money, new generation
? International clientele: new faces, different behaviour
? E-Clients: impact of digital
? Chinese customers: some success keys
Part III Luxury Selling:
? Luxury customers decision process
? The persuasion
? The 5 motivational factors
? Brand
? Desire
? Price/Value
? Service
? Time
Part IV The 7 steps of Active Selling
? Preparing
? Welcoming
? Discovering
? Presenting
? 5-Convincing
? Closing
? Building relationship
Part V Conclusion
? Change yourself first: Think rational but allow emotional
Part I Luxury Advisors
? "Be" Luxury
? Looking luxury
? Speaking Luxury
? Moving Luxury
? Building Luxury interactions
? Be Gentle
? Be Generous
? Be Human
? Be professional
Part II Luxury Customers: Understand Luxury
? Why do people buy luxury?
? The need for self-affirmation
? The need for pleasure
? New clients: new money, new generation
? International clientele: new faces, different behaviour
? E-Clients: impact of digital
? Chinese customers: some success keys
Part III Luxury Selling:
? Luxury customers decision process
? The persuasion
? The 5 motivational factors
? Brand
? Desire
? Price/Value
? Service
? Time
Part IV The 7 steps of Active Selling
? Preparing
? Welcoming
? Discovering
? Presenting
? 5-Convincing
? Closing
? Building relationship
Part V Conclusion
? Change yourself first: Think rational but allow emotional
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
Luxury;Psychology of Selling;High End Sales;Bespoke Service;Customer Relationships;Professional Services;High Net Worth Individuals
Preface
Part I Luxury Advisors
? "Be" Luxury
? Looking luxury
? Speaking Luxury
? Moving Luxury
? Building Luxury interactions
? Be Gentle
? Be Generous
? Be Human
? Be professional
Part II Luxury Customers: Understand Luxury
? Why do people buy luxury?
? The need for self-affirmation
? The need for pleasure
? New clients: new money, new generation
? International clientele: new faces, different behaviour
? E-Clients: impact of digital
? Chinese customers: some success keys
Part III Luxury Selling:
? Luxury customers decision process
? The persuasion
? The 5 motivational factors
? Brand
? Desire
? Price/Value
? Service
? Time
Part IV The 7 steps of Active Selling
? Preparing
? Welcoming
? Discovering
? Presenting
? 5-Convincing
? Closing
? Building relationship
Part V Conclusion
? Change yourself first: Think rational but allow emotional
Part I Luxury Advisors
? "Be" Luxury
? Looking luxury
? Speaking Luxury
? Moving Luxury
? Building Luxury interactions
? Be Gentle
? Be Generous
? Be Human
? Be professional
Part II Luxury Customers: Understand Luxury
? Why do people buy luxury?
? The need for self-affirmation
? The need for pleasure
? New clients: new money, new generation
? International clientele: new faces, different behaviour
? E-Clients: impact of digital
? Chinese customers: some success keys
Part III Luxury Selling:
? Luxury customers decision process
? The persuasion
? The 5 motivational factors
? Brand
? Desire
? Price/Value
? Service
? Time
Part IV The 7 steps of Active Selling
? Preparing
? Welcoming
? Discovering
? Presenting
? 5-Convincing
? Closing
? Building relationship
Part V Conclusion
? Change yourself first: Think rational but allow emotional
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
