This is not our decision to become a luxury brand.
It happens when being incomparable.
Being incomparable is how we welcome, greet and follow our customers.
Therefore we make the selling experience unique by providing a memorable journey.
CHARLES ZUBER meeting points are places where people give a rendez-vous when expecting something special to come up of it.
La Maison CHARLES ZUBER is a warm place, out of time, to make members feel the CHARLES ZUBER EXPERIENCE.
Being incomparable is providing sensorial experiences to our clients
The best way to answer the question “what is prospecting” is to say it is the « process of converting leads into prospects and then ultimately converting prospects into customers.»
Do your research to identify the people or companies who might be interested in your product or service
Being incomparable is providing sensorial experiences to our clients by stimulating at least 3 of them while meeting
- TASTE : by offering some snacks (chocolate…), drinks (coffee, tea, mocktails, etc.) and refreshments
- SIGHT : lighten ambient, pics, a refined design, few colours to give depth of field
- SMELL : a nature one, different each season (water, fir, floral, wood)
- TOUCH : noble material, authentic ones (iron, wood, leather, …)
- HEARING : ambient music
How can we make the CHARLES ZURBER experience incomparable?
- EMOTION
Each experience with CHARLES ZUBER must stimulate at least 3 senses and create emotion - CHALLENGE
Engage people in the process
Use social network to tickle target curiosity; ask for challenge - INGENUITY
Give reasons to believe that CHARLES ZUBER can Give access to production backstage - CREATIVITY
Build the « make impossible possible » concept a reality
any object, even ordinary has the chance to become extraordinary with the CZ experience - CRAFT
Keep it simple authenticity, respect chart
And what if CHARLES ZUBER had the power of making you feel something you were not expecting at all ?
CHARLES ZUBER’s people are driven by the willing of bringing something unexpected to reality.
This is already the way CHARLES ZUBER ‘S staff is feeling when designing products, designing meeting points with clients, designing the future of CHARLES ZUBER way of life.
The CHARLES ZUBER engagement is to always come up with an enhanced moment, full of emotion, creativity, ingenuity, challenges and respect, but always unexpected.
How to use your verbal and non-verbal language to conduct the selling ceremony, from the welcome, the greetings and throughout the farewells
- Greeting the customer
- Understanding their needs
- Restating and confirming
- Formulating a solution
- Asking for the sale
- Closing the deal
- Linking in our whole business
Use infinitive or imperative forms (verbs) to encourage action, some examples :
- Let’s see how…
- Observe the way …
- Inspect all the details
- Look how the craft handing…
- Perceive the subtle essence of…
Here are some types of nonverbal communication and the effects they can have on the success of your communication:
Facial expressions
Facial expressions—happy, sad, angry—help you convey your message. Be aware of your facial expression when you talk and particularly when you listen, which is when it’s easy to forget.
Gestures
When you speak, a gesture can make your message stronger.
Pointing out something you want your listener to look at more closely is an example of nonverbal communication that makes your message understood.
Proximity
How close you are to your client when you speak sends a nonverbal message. If your size is imposing and you leave a very small distance between you and your listener, it’s likely your nonverbal communication will be a bit threatening.
On the other hand, giving someone too much space is an awkward nonverbal communication that might confuse your listener.
Touch
Shaking an audience member’s hand, putting your hand on his shoulder: these are nonverbal cues that can affect the success of your message. Touch communicates affection, but it also communicates power. In fact, when women touch a listener, it’s often assumed that they’re being affectionate or conveying empathy, but when a man touches a listener, it can be taken as a sign of communicating power or even dominance.
Appearance
Your clothing, hair, attitude are also a part of nonverbal communication. Similarly, the quality and condition of your clothing, how it fits, if it’s appropriate for the season—all of these things speak nonverbally about you as a communicator.
Nonverbal communication reveals a lot about you as a communicator and how you relate to other people. It pays to be aware of the elements of your nonverbal communication so you can maximize the impact of your message.
NON-VERBAL COMMUNICATION REVEALS A LOT ABOUT YOU AS A COMMUNICATOR AND HOW YOU RELATE TO OTHER PEOPLE.
It pays to be aware of the elements of your nonverbal communication so you can maximize the impact of your message.
Use open questions to understand the consumers expectation’s and how to exceed it to retain loyalty and improve sales
- What are you looking for?
- What types of products are you interested in?
- What are your interests?
- For which occasion do you want to buy this product – watch or jewellery? (an anniversary, a farewell party, a wedding, etc.)
- What aroused your interest in our offer?
- Did you find the products you were looking for easily?
- What do you think of our catalogue, shop, offer, watches, jewellery, etc. ?
- What is your preferred method of payment?
- What did you like best about your experience?
- How did you find us?
What makes CHARLES ZUBER unique and how to tell our story, to describe the products and tell stories about every product component and details; the perfect gestures, the product touch & feel, etc.
Incorporating storytelling into sales presentations can make them far more engaging and entertaining for prospects. Telling a story also gives you the opportunity to provide context to the facts and product information that you use to convince a prospect to make a purchase
Concierge type services and advises on how can we take the business to the next level
Your client does not want to feel pressured into completing a sale.
Whether you’re new to sales or have years of experience, the key to your success is to become an all-star communicator.
Increase credibility & trustworthiness
By talking less and listening more, you are able to build stronger relationships with your clients.
Selling is not about pressuring your clients into the sale, but instead about helping them find the right services to meet their needs.
With increased effective communication and listening skills, you are able to sell better and sell more because the customer trusts that their best interests are being taken into consideration.
Sell at higher price !
Did you know that by listening to our clients and understanding their needs, we are able to tailor our sales pitch to meet those goals, resulting in larger sales packages, additional « up sells, » and increased purchase value ?
Become a stronger salesperson
When we feel good about what we’re selling and how we’re selling it, we become a stronger, more confident salesperson and better handle client questions, rejections, and enjoy it!
Boost your revenues
When you are able to better understand and meet the needs of your clients, you not only make the sale, you make more sales with higher price points, increasing your revenues and growing !
Sales objections and best-in-class answers and how to come up with positive solutions
For instance, if a client is in “just looking around” mode, then it’s probably best not to go for the hard sell.
There’s no one size fits all approach for every customer, so don’t apply these tips blindly, and don’t be pushy or dishonest.
Objection 1:
“It’s too expensive.”
You’ll first have to identify why they’re concerned about the cost. Is it because the product is really out of their budget or are they having trouble seeing the value of the item.
If it’s a matter of getting clients to see the value in a product, then you’ll need to come up with specific benefits that would justify the cost for the shopper.
Objection 2:
“Isn’t this cheaper online?”
If you’re dealing with clients who think they can get the same product for a lower price online (or who are already price checking with their phone), then you can bring up the “hidden costs” that come with Internet purchases.
As retailers, we can bring up the fact that clients don’t have to pay or wait for shipping. We can also emphasize that buying the product in person means they know exactly what they’re getting and can avoid the hassle of having to return an item because it doesn’t meet their expectations.
And the fact is, loyalty doesn’t come from the lowest price. It comes from salespeople who are authentic and trusted and who demonstrate that they’re looking out for the client.
Become a stronger salesperson
When we feel good about what we’re selling and how we’re selling it, we become a stronger, more confident salesperson and better handle client questions, rejections, and enjoy it!
Objection 3:
I need to consult with my significant other first.”
If the client needs the approval of their parent before making a purchase, then figure out the concerns or objections of the third party and then address them while you still have the original customer with you.
Also try to encourage the client to bring their partner or parent along to the store, so you can speak to them directly, determine their concerns, and close the sale.
In some cases, trying to get the other person on the phone may help, but doing so might make you come across as being pushy or that you’re rushing the customer.
Again, the best way to deal with such objections is to ask questions, assess that situation (i.e. do they really need to consult with someone else or are they just using the authority figure as an excuse?), and react accordingly.
Objection 4:
“I need to think about it.”
When you encounter the “I need to think about it” objection, don’t make things uncomfortable by trying to dissuade the client or rushing the sale. Instead, accept their response by saying “I understand” or “No problem” to put them at ease.
Addressing underlying concerns can be done by first determining why they need to think about it. Is it an issue with price? Are they wary of encountering problems with the product? Whatever the reason is, figure it out and address it accordingly.
Even if our core target are quiet different from one to the other, either looking for outstanding or privacy circle belonging, they all have in common one strong and standard motivation ; the perfect, on time, even little but relevant attention you may give.
To be able to bring this attention, CHARLES ZUBER needs to catch something special and personal from their personal life, habits, preferences, …
When you can afford anything, being surprised and be able to enjoy is more and more complicated.
Being jaded by every same product & service propositions meads to a real fight against being bored.
Even money can’t buy everything, engraving moments, people ’s memory, pieces of time is priceless but difficult to achieve