NOS ACTUALITÉS

Objectifs pédagogiques de la formation Vente en magasin de luxe

Valoriser sa présentation pour optimiser l'image de la marque et de son point de vente

Acquérir les attitudes et les techniques de communication adaptées à l'univers du luxe

Mieux connaître la clientèle pour établir une relation « sur-mesure »

Maîtriser les enjeux de la vente dans un environnement de rêve pour fidéliser la clientèle

Maîtriser et perfectionner toutes les étapes d'un entretien de vente


Objectifs

pédagogiques


L'accueil de la clientèle haut de gamme : Rappel des fondamentaux

Rappel des différentes étapes et principes à respecter pour offrir un accueil haut de gamme

L'attente de la clientèle et la prise en compte des attentes du client CSP++

La prise en charge du client

La considération et l'impression d'être unique

L'attitude et les gestes du vendeur haut de gamme


Focus sur la prise en charge de la clientèle étrangère : Qui sont vos clients ? Stéréotypes et conséquences

L'esprit de la vente en magasin haut de gamme / luxe

Les grandes étapes de la vente

La rencontre / La découverte / L'argumentation et la présentation de l'offre

La vente / La conclusion / La prise de congé

Savoir communiquer dans le cadre d'un entretien de vente dans l'univers du luxe

Contrôler mes attitudes, la gestuelle, l'observation et la synchronisation

Créer un climat de confiance et développer mon empathie, déterminer les distances à conserver avec mon client

Écouter son client pour mieux le connaître et découvrir son univers


S'affirmer pour être moins passif, engager le client : Renforcer mon assertivité grâce à quelques repères

Savoir travailler le contact et la relation client tout en conduisant son plan de vente

Construire et conduire un entretien de vente en magasin 


Oser questionner grâce aux techniques de questionnement : Découvrir les besoins d'un client

Les questions de contrôle et la force du compliment

Être force de proposition sur le bon produit et au bon moment

L'approche ventes complémentaire : Oser proposer naturellement

Repérer les signaux et les freins à l'achat


Établir sa liste d'arguments en tenant compte de leur genre et de leur impact

Sélectionner et classer ses arguments méthodiquement

Concevoir une argumentation claire et concise

Choisir les arguments et adapter sa stratégie selon les motivations d'achat et la nationalité du client


Préparer le terrain aux objections (L'argumentation source principale de l'objection)

Les différents types d'objections

Les techniques de réfutation des objections


La conclusion et l'acte d'achat

Saisir le moment propice pour engager le client vers l'achat

Convaincre avec confiance, assurance et enthousiasme


La prise de congé

Profiter de la vente pour fidéliser le client, s'assurer de sa satisfaction

L'accompagnement jusqu'à son départ, même après le passage en caisse


JOURNÉE COMPLEMENTAIRE _ OPTION : Comportements et relations face à une clientèle étrangère

Nuances incontournables dans le verbal et le non-verbal

La communication : Mots, comportements, rituels et symboles

La proxémique : distance vs. proximité

Améliorer la conversation en évitant les malentendus

Les messages implicites et explicites

Cultures comparées & Traits de caractères


NOS ACTUALITÉS

Philanthropie et finance

Posted on January 9, 2019 at 10:45 AM
Les projets philanthropiques bénéficient aujourd'hui de l'intérêt croissant de celles et ceux qui aspirent à donner du sens à leur patrimoine. Pour atteindre leurs objectifs, et soutenir la cause qui leur tient à c�?ur, une préparation et une exécution rigoureuses s'avèrent nécessaires. A qui donner ? Sous quelle forme ? Quelles précautions faut-il prendre ? Le choix de la cause à soutenir appartient à chacun, car il découle de son expérience et de ses aspirations. Pour répondre à ces questions, il est souvent nécessaire d'être accompagné d'un spécialiste qui grâce à son expérience, articule et met en �?uvre des projets correspondant à chaque sensibilité, dans le respect de la situation personnelle et de la stratégie patrimoniale adaptée. Tout investissement, qu'il soit financier ou philanthropique, doit garder en mémoire l'intention initiale du donateur-investisseur, qui servira de référence pour mesurer les résultats obtenus sur la durée souhaitée. Les étapes à respecter : La recherche d'un organisme et le choix d'une solution financière s'articulent autour des mêmes étapes que celles qui guident la sélection d'actifs financiers : 1. définir des objectifs, 2. identifier les ressources disponibles, 3. structurer son patrimoine, 4. choisir les outils adaptés, 5. mesurer les résultats, 6. faire évoluer le projet si de nouveaux besoins sont identifiés. Partir des objectifs pour choisir le dispositif adapté De nombreux dispositifs permettent de mener à bien un projet philanthropique selon ses envies et ses moyens : donation d'actifs financiers, donation temporaire d'usufruit, constitution d'une structure philanthropique. Cependant, le choix de la cause qu'on entend soutenir et l'objectif visé influent sur celui du mécanisme à adopter : 1/accompagnement ponctuel, sur trois ans ou à plus long terme ; 2/pour une ou plusieurs causes : insertion, recherche médicale, handicap, environnement, éducation, en France ou à l'international, seul, accompagné ou en famille. Différents avantages viennent aussi parfois en contrepartie d'une action philanthropique, incitant une personne ou une famille à sauter le pas pour concrétiser son projet. Chaque cas est particulier et mérite une étude spécifique, pour une solution individualisée.

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