O'Reilly logo

Selling Luxury: Connect with Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale by Alain-Dominique Perrin, Genevieve Tour, Robin Lent

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 20. The great danger of prejudices and preconceived ideas

"Clothes make the man" is a very dangerous expression, particularly in a sales situation. Sales Ambassadors have often told us stories that prove this expression to be false.

A young girl is looking at something in a showcase. A very plain looking couple is looking around, and an elderly gentleman with no visible luxury brand signs has entered the boutique.

Some dangerous mental statements sales associates might make are:

  • "She is too young to have money for anything expensive."

  • "That couple is not going to buy."

  • "There's no point in wasting my time on him."

However, in reality, the young girl has just inherited a fortune, the couple did not bother to dress up today, and the gentleman's brother is the CEO of one of China's biggest companies.

These examples are not exaggerated. They are the real stories Sales Ambassadors have experienced.

Treat every contact as a person you are eager to serve.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required