If Clienteling is critically important to the success of a luxury brand and to the success of the sales professional—then why have sales professionals been reluctant to ask all clients for their contact information? Are your sales professionals not asking 100% of the...
Luxury retailers that not only prepare for the safety of the workplace, but also prepare and upskill the workforce, will emerge with a team of high producers. Let us state it plainly: The luxury retailers that want to get it right post-COVID-19 crisis will have...
Ask employers in China if sales associate turnover negatively affects their business, and 88.6 percent say yes. Ask luxury retailers, and the number climbs toward 100 percent. Retention of high-performing sales associates is high-end brick-and-mortar’s biggest...
Know how it feels to have been somebody’s #1 and find yourself sliding out of sight, out of mind? If not, just ask a luxury retail sales associate. The #1 influencer in customers’ decisions used to be the knowledgeable, assured sales associate. Suddenly, the sales...
If you’re a retailer, nothing brings more holiday cheer than the add-on sale. Everybody wins! Ancillary sales at retail are “plus business”, an avenue for capturing additional revenues and gaining market share. In working with many leading luxury retailers, I’ve seen...
