Hi,
I am currently working on developing a training program for the luxury retail sector (jewelry and watches) on how to avoid giving discounts to customers. Broadly divided into:
1. Objective of the group - ensure that the staff has belief in the product
2. Why does a customer want a discount?
3. Why do we give the discount?
4. Impact on a larger scale.
5. Best practices to avoid discounts.
I'm 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
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I am currently working on developing a training program for the luxury retail sector (jewelry and watches) on how to avoid giving discounts to customers. Broadly divided into:
1. Objective of the group - ensure that the staff has belief in the product
2. Why does a customer want a discount?
3. Why do we give the discount?
4. Impact on a larger scale.
5. Best practices to avoid discounts.
I'm 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
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Dear Shradha,
Luxury items are sold at upmarket. Then why the question of discount arises, I did not understand. Any product has to be sold on its benefits. When customers understand the benefits, they do not ask for discounts.
In your selling skills, you focus extensively on the "FAB" concept. Of course, there are other concepts as well, but you emphasize this concept.
Thanks,
Dinesh V Divekar
From India, Bangalore
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8032Luxury items are sold at upmarket. Then why the question of discount arises, I did not understand. Any product has to be sold on its benefits. When customers understand the benefits, they do not ask for discounts.
In your selling skills, you focus extensively on the "FAB" concept. Of course, there are other concepts as well, but you emphasize this concept.
Thanks,
Dinesh V Divekar
From India, Bangalore
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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. Giving or not giving discounts is not a training issue; it's a policy matter. However, I do believe that any sales skills training your people receive should thoroughly cover 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 some extent. If you want to discuss it further, feel free to call me at +91 8800 666 770.
Take care!
From India, Gurgaon
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Reading your post, my understanding is that you don't need to train your people on not to give discounts. Giving or not giving discounts is not a training issue; it's a policy matter. However, I do believe that any sales skills training your people receive should thoroughly cover 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 some extent. If you want to discuss it further, feel free to call me at +91 8800 666 770.
Take care!
From India, Gurgaon
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