Sales and marketing are two sides of a coin. If you want to sell effectively in the luxury travel industry, tune in to this episode and learn the psychological fundamentals of dealing with affluent customers.
What do we cover in this episode
- Differences B2B, B2C, Luxury
- Needs vs wants
- Amplifying desire vs showcasing the service or product
- Emotional purchase triggers
- Respecting time and privacy
- Assuming that price is not an issue
- Overcoming your social self consciousness
- Creating the right environment
- Assuming the close vs applying pressure
Selling to the affluent is not easy, but it is very rewarding.
We are all human. Wealthy or influential people are no different. They expect humor, professionalism and politeness. If you stay positive and respect the fact they are strapped for time and that a low price is not what they really care about, then you will most likely succeed in establishing lasting customer relationships with them. Based on the famous books “The Art of Selling To The Affluent” and “Selling Luxury”, this episode tries to show some simple principles that brokers, agents and travel professionals involved can use to overcome objections and connect on a deeper, more personal level.
In the next episode
In the third installment of our interview series with business owners and industry experts, we will talk about the challenges of hotel marketing and management during the covid-19 pandemic, as well as the nuances of doing business in the Middle East and East Asia with Dr. James Mabey, hospitality veteran and luxury expert in the Middle East and Asia. Make sure to tune in!