SELLING TO COLLECTORS

Course outline

Collectors are big business in the luxury retail market.  Yet, for many salespeople, maximising this commercial opportunity can be a challenge.

Understanding these valuable customers and their motivations is the first hurdle as collectors come in many different guises.  What do they really need and want from a salesperson?  How does the sales interaction need to be adapted so that it helps the collector to fulfil their dream? What are the keys to collector sales success?

On this course delegates learn:

• About collecting – where it all started and what the collector’s world is like today.
• To recognise different kinds of collector and, for each, their motivations and rewards.
• What collectors need from the buying experience.
• The art of self-positioning as a trusted, confident adviser.
• How to connect with existing collectors and take the sales relationship to the next level.
• The secrets of recognising and building upon new collector opportunities.
• Practical tips for adapting the sales approach when dealing with collectors.
• A new perspective on closing for maximum collector sales success.

This course is for any salesperson who wants to deal more confidently and effectively with existing collectors as well as spot and nurture potential new collectors.

Contact us if you’d like to find out more about this course. If it’s not exactly what you’re looking for, talk to us so we can advise on a course to suit you.