Hi,
I am currently working on developing a training programme for the luxury retail sector (jewellery and watches), on how to avoid giving discounts to customers.
Broadly divided into:
1. Objective of the group - ensure that the staff have belief in the product
2. Why does a customer want a discount.
3. Why do we give the discount.
4. Impact on larger scale.
5. Best practises to avoid discounts.
Im looking for more info about luxury sales discounts, and to elaborate on these points. Any help on the matter would be greatly appreciated.
Thanks.
From United Arab Emirates, Dubai
I am currently working on developing a training programme for the luxury retail sector (jewellery and watches), on how to avoid giving discounts to customers.
Broadly divided into:
1. Objective of the group - ensure that the staff have belief in the product
2. Why does a customer want a discount.
3. Why do we give the discount.
4. Impact on larger scale.
5. Best practises to avoid discounts.
Im looking for more info about luxury sales discounts, and to elaborate on these points. Any help on the matter would be greatly appreciated.
Thanks.
From United Arab Emirates, Dubai
Dear Shradha,
Luxury items are sold at upmarket. Then why question of discount comes I did not understand.
Any product has to be sold on its benefits. When customers understand benefits, they do not ask for the discounts.
In your selling skills, you deal extensively on "FAB" concept. Of course there are other concepts also. But then you give emphasis on this concept.
Thanks,
Dinesh V Divekar
.
From India, Bangalore
7855Luxury items are sold at upmarket. Then why question of discount comes I did not understand.
Any product has to be sold on its benefits. When customers understand benefits, they do not ask for the discounts.
In your selling skills, you deal extensively on "FAB" concept. Of course there are other concepts also. But then you give emphasis on this concept.
Thanks,
Dinesh V Divekar
.
From India, Bangalore
I agree with Mr Divekar.
Reading your post my understanding is that you don't need to train your people on not to give discounts. Because, giving or not giving discounts is not a training issue. Its a policy matter.
However, I do believe that any selling skills training your people receive should be thoroughly versed with their products' FAB (Features, Benefits & Advantages) concept. In fact, almost all luxury goods companies drill this into their employees. So, perhaps the issue lies elsewhere.
I hope my answer has helped you to an extent. And, if you want to discuss it further, feel free to ring me on +91 8800 666 770
Take care!
From India, Gurgaon
Reading your post my understanding is that you don't need to train your people on not to give discounts. Because, giving or not giving discounts is not a training issue. Its a policy matter.
However, I do believe that any selling skills training your people receive should be thoroughly versed with their products' FAB (Features, Benefits & Advantages) concept. In fact, almost all luxury goods companies drill this into their employees. So, perhaps the issue lies elsewhere.
I hope my answer has helped you to an extent. And, if you want to discuss it further, feel free to ring me on +91 8800 666 770
Take care!
From India, Gurgaon
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