Luxury Shopper

Likes

Exclusivity, craftsmanship, brand story

Dislikes

Discounts, mass market, pushy selling

Recommended sales approaches

• The Ben Franklin List pros and cons; guide to pros.
• The Coffee Quick coffee meeting; casual.
• The Dave Approach and say 'Hey Dave! I haven't seen you in years!' and segue into your pitch.
• The Essential Essential for their success.
• The Ethical Ethical business practices.
• The Fair Fair to customers; no tricks.
• The Feel-Felt-Found I understand you feel X; others felt that; they found Y.
• The Improv No script; adapt to each person.
• The Insider Tip What insiders use.
• The Lifecycle Different offer per lifecycle stage.
• The Mistaken Identity Oops, thought you were someone else—then pivot to 'Since we're here, have you heard about...'
• The New Standard We're setting the new standard.
• The One-to-One Fully personalized to them.
• The PAS Problem-Agitate-Solve structure.
• The Review Read or show a glowing review.
• The Sandbox Let them play in a sandbox.
• The Three Bullets Three benefits only; clear and memorable.
• The Trigger-Based Offer when trigger event happens.
• The Value Position as best value for money.
• The Visual One strong image or diagram that sells.