Creating your own style of sailing luxury goods
- Seven stages of a successful sales structure
- greeting the clients
- answer a request
- clients’ needs exposure
- the adaptation of a proposition
- turning fear into trust
- helping the client to make a decision
- making the client confident in the rightness of the buying made
- The balance between the ability to listen and the ability to offer
- Empathy. It’s role and significance in luxury goods sales sphere
- Survey as a way of revealing the client’s wishes
- Upselling, crosselling
- Methods of eliminating negative attitude, objections, skepticism, indifference
- Decision-making ways of motivating people
- The process of announcing the price
- Carrying out the sales process
Answering clients’ wishes and needs
- Sales process analysis
- A number of questions for revealing the client’s needs and wishes
- Hidden wishes, withheld information
- Closed and open questions
- why do we ask open question?
- when do we ask open questions?
- Other types of questions
- Auxiliary questions
Practice: role-playing. Training the skills of using the methods to cover clients’ requirements
Day 2
Arguments, suggested by sellers and the ways of forming them
- Peculiarities and characteristics depending on advantages and profit
- The ways of forming arguments for luxury goods sales
- Types of the sales arguments
- logical arguments
- emotional arguments
- The ways of motivating the clients
- The types of clients and their methods of evaluation the products
Practice: A group exercise in training the received skills
Assistance in the development of a clients’ buying wish
- Positive attitude development
- The work with objections
- The real reason of negative attitude not corresponding to the voicing one
- The technique of forming an answer to overcome the objections
- Leading a client to making the decision
- Presenting prices in a positive way
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