SELLING LUXURY
Program Type: In-person. Teams of 8+
Concern: Sales, Customer Facing, Supervisors, Managers, Direct Sales
Enhancing your team’s confidence as luxury sales ambassadors.
JUST LIKE ANY OTHER LANGUAGE, IF YOU DON'T UNDERSTAND IT, YOU WILL NEVER KNOW WHAT IS BEIN SAID
SELLING LUXURY
Providing a luxury experience involves understanding consumer desires and selling a lifestyle. Consultative selling focuses on building trust and long-term relationships, crucial in the luxury market where only 56% of consumers trust salespeople compared to 82% who trust brand experts. Training sales ambassadors to prioritize client relationships is essential, as neglecting customer value can lead to failures in consultative selling.
LUXURY IS AN EXPERIENCE.
Luxury sales rely on psychology, emphasizing experiences to foster loyalty. Sales professionals must master both traditional and consultative techniques, adapting to various selling environments. Networking and personal branding are vital for building trust and standing out in competitive markets.
A STORY CAN MESMERISE
Luxury purchases are driven by emotions like accomplishment and social status, with experts interpreting these feelings to predict buying behaviors. Sales teams should focus on lifestyle elements and compelling storytelling, avoiding hard-sell tactics. Understanding non-verbal cues and the emotions that influence behavior is key for luxury sales success.
COURSE OUTLINE
PROFFER FOR SELLING LUXURY
The course program covers the history of luxury, the understanding of psychology and mindset, credibility and charisma, HNWI behaviors, handling difficult individuals, connecting with HNWIs, power dynamics, the influence of language, high-net-worth client expectations, active listening, responsive interaction, as well as lateral thinking and critical analysis.
INTRODUCTION TO LUXURY SALE
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- The affluent customer
- The purchasing journey
- Psychology of sales
THE CONSULTATIVE SELLING APPROACH
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- Luxury sales training, consultative selling, behavior analysis
- Fostering the connection
- Securing commitment
LUXURY SALES SPECIALIST
- Networking in the realm of luxury expertise
- Presenting yourself as a luxury specialist
- Trust and expertise strategies
- Showcasing diplomacy and tact with clients
- Engaging in dialogue, observation, and perception
- Implementing psycholinguistics
- Reciprocal sales approaches
- Mastering the art of subtle influence and suggestion
- Cultivating rapport
SELLING LUXURY CARS
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- Selling as a luxury expert
- Luxury client
- Luxury behavior
- Selling a lifestyle
- Luxury clientele
- Luxury behaviors
- Non-verbal cues
- Mastering small talk
- The vocabulary of luxury
MARKETING LUXURY PROPERTIES TO HIGH-NET-WORTH INDIVIDUALS
- Selling luxury properties to high fortune individuals
- The ideal luxury seller
- The language of the art of luxury
- After-sales follow-up
- Create a lifestyle story
- Understanding luxury behavior
- Overview of luxury consumer behavior
STORYTELLING IN LUXURY SALES
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- Foundations of Storytelling
- When to Employ Storytelling
- Crafting an Engaging Narrative
- The Plot, Hero’s Journey, and Conclusion
- The Impact of Learning
NON-VERBAL & BEHAVIOUR CUES
- Breaking down communication
- Watching what they don’t say
- The fundamentals of non-verbal communication
- Controlling your body language
- Conveying meaning without speech
- Interpreting the subtle messages
- Micro gestures & facial expressions
PERSUASION AND INFLUENCE PSYCHOLOGY IN LUXURY SALES
- Conversational observation
- Diplomacy and tact with clients
- Trust-building techniques
- Interpreting non-verbal cues
- Psycholinguistics
- Utilizing NLP (Neuro Linguistic Programming)
- The skill of subtle influence and suggestion
- Fostering connection and rapport
- Observational strategies in conversation
- Principles of reciprocity
PSYCHOLOGY BEHIND ESTABLISHING RAPPORT IN LUXURY SALES
- Understanding rapport
- The importance of trust
- The likeability factor
- The psychology of empathy
- Building long-term relationships
- Using the correct language
- Non-verbal markers
- The art of small talk
- The role of culture in rapport