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Selling to High Net Worth Clients

For Luxury Sales Professionals
Overview

Understanding the psychology of the luxury buyer and learning to implement tools and strategies to sell to this demanding consumer.

This three-day programme works with luxury sales executives, managers and directors and guides them on increasing performance in the luxury market.

Key Learning
Day One: High Impact Luxury Sales
Day Two:  The Art of Networking
Day Three – AM Sales Presentation Delivery
Day Three – PM Personal Branding
Details
Course: Selling to High Net Worth Clients
Course Duration:  Three days
Location: Onsite at client location
Class Size: 8-12

Day One | High Impact Sales 

Successful sales executive, high impact selling
High Impact, High Return

Psychology is one of the main components of day one. There is an emphasis on customer loyalty, repeat business and customer referral, all of which are responsible for most sales and the long term profitability of any luxury business. As a luxury expert you need to incorporate specific psychological aspects to create a loyal customer that keeps coming back to you time and again, but more importantly; also refers your company to their contacts.

Day one, introduces traditional (influence-based) and modern (facilitation and consultative based) selling techniques and prepares the participants for a variety of sales environments from customer facing selling in the clients homes to sophisticated business-to-business corporate sales involving large projects.

Day One | Topics Covered

Why People Buy?
  • What are sales myths?
  • What attitudes work best
  • How make the most conversations
  • The relationship between sales and marketing
  • What makes people accept an offer?
Sales Framework
  • Determining a framework
  • Steps to follow to get results
  • How to close a deal with ease
  • Follow up strategies
Sales Strategies 
  • How to overcome objections
  • How to prepare for a sales activity
  • Preparation before attending a sales meeting
  • Increase your chances of success
Using Psychology
  • How does first impression work and how to take advantage of it?
  • How to read the body language of a customer
  • Use your own body language to emphasise key points
  • How to improve your listening skills
Structure a Sales Pitch
  • What formula works best?
  • How to create a loyal customer
  • Delivering a directly targeted pitch
  • How to determine a clients needs
Modern Approaches
  • Strategies in business-to-business sales
  • Establish rapport and gain trust
  • Modern and traditional sales techniques
  • Taking advantage of new trends
  • Coping with changes to modern selling

Day Two | The Art of Networking

Stay Informed and Capitalise

Whatever your product or service, it is important to master the art of networking. Networking allows you to remain in the loop, stay informed of future developments that are not yet made public and to capitalise on people’s knowledge and expertise.

Networking is an art and requires a systematic approach. You will need to identify what you want to gain from networking, how to allocate your resources, which people to focus on and where to find new contacts. Before attending networking sessions, you will need to know how to present yourself using a carefully crafted but casually delivered personal pitch. Your aim is to create a positive and memorable impression on the people you meet through networking. The entire process requires practice until you become an expert.

Day two helps participants analyse their current networks and recognise key contacts which can then be targeted. This helps to optimise time spent while networking.

Day Two | Topics Covered

Six Stages
  • Why relationships stagnate and don’t progress forward
  • Understand using the six stages
  • How to classify your relationships
  • Strategies to move relationships to a new level
Networking Goals
  • What goals are bad?
  • What goals are ideal?
  • How to use strategic positioning
Build a Network
  • How to take advantage of corporate networking
  • How to position yourself
  • How to analyse your network systematically
  • Which class of people should you focus on
  • Which class of people should you avoid
  • How to improve your network
Elevator Pitch
  • What is an elevator pitch
  • The qualities of good answers
  • Poor answers and how to avoid them
  • How to use a Two-Part Statement Formula
Attend & Perform
  • What to consider when attending a networking event
  • How to handle social discomfort
  • Why it is important to get out of comfort zone
Find New Contacts
  • Where to find new contacts?
  • How to use a systematic networking plan
  • The biggest mistakes when searching for new contacts

Day Three | Presentation Skills

Deliver your message with clarity

As luxury experts, it is imperative that participants are able to deliver interesting, effective and memorable presentations. The main objective as a presenter is to deliver a message. The presentation is is the pitch. To deliver that pitch perfectly, luxury experts need to borrow from a variety of fields; psychology, art & design, IT, politics and of course their own domain which is the subject of the presentation.

If participants are inexperienced or new to delivering presentations within their role, this module teaches how to gather their content, how to deliver and how to make their message stand out from others.

It is also excellent for more experienced presenters, who might suffer from bad habits accumulated over time, maybe a lack of knowledge of new tools and techniques. This module helps experienced presenters to master the skill through many hands on exercises so they can leverage their current experience to polish their presentations and deliver outstanding client presentations.

Presentation Skills | Topics Covered

Presentation Types
  • Implications of audience size
  • Approaching the design
  • Types of presentations their differences
  • Audience type vs presentation type
Approach
  • Techniques that engage
  • Making your presentation viral
  • Telling an engaging story that your audience remember
  • How to have an impact
  • Starting a presentation to engage the audience
Preparation
  • Steps to take to prepare a presentation
  • Using interactive content to engage
  • Types of content
  • Questions to ask yourself
Structure
  • Using minimal slide design for maximum effect
  • How to do storyboarding
  • How to structure the slides
  • What to avoid when designing
  • How to avoid “Death by Power Point”
Delivery
  • Deliver a presentation with reduced anxiety
  • Using body language to come across as a ‘great’ presenter
  • Become a communicator rather only as a presenter
  • How not to bore the crowd
  • How to handle questions
Environment
  • Taking advantage of the environment
  • What not to do so you don’t undermine your message?

Day Three | Personal Branding

Market Yourself

Today, with the breath-taking advances in technology, we are more connected than ever before. There is also a lot more competition and people all over the planet are competing with one another to provide products and services. In such a competitive market, what comes to define a person’s output is their brand. Much like branding being a crucial part of a company’s marketing strategy, personal branding is just as important for high performing luxury sales experts.

Many think of personal branding as something for those working in the creative industry such as actors, singers or musicians. In reality, personal branding is essential for everyone. To get better results and succeed, you need to be able to popularise your ideas and become well-known. Personal branding helps participants build their image and spread their ideas.

Personal branding follows the same principles of branding and marketing but it is applied to an individual. This module provides a structured approach to help participants define, plan and execute a branding strategy. 

Personal Branding | Topics Covered

Effective Branding
  • What is personal branding?
  • What guidelines should you follow when developing your brand?
  • What is the 5-Step approach to personal branding?
Define Expertise
  • How should you approach personal branding?
  • What is your expertise?
Define Mission Statement
  • What is a mission statement?
  • What are some examples of poor mission statements?
  • The three areas to consider when creating an effective mission statement
Define Branding Strategy
  • What are effective branding strategies?
  • What can you learn from the world of marketing?
  • How can you think like a marketer?
  • What strategies should you consider to promote your personal brand
  • What is attention economy and how does it relate to personal branding strategies?
Design Your Brand
  • What strategies can help you become more memorable?
  • What should you consider for brand identity and uniqueness?
  • What can you learn from politicians and celebrities?
  • What can the advertisement industry teach you about designing your personal brand?
  • What should you consider when designing your personal pitch?
Delivering Self-Marketing
  • What are the three important areas to consider when marketing yourself?
  • What strategies can help you in self-marketing?

Course Enquiry

2017-10-05T10:36:55+00:00 July 2nd, 2016|Training|