Luxury Selling Experts Lab

Teaching at Ecole Hotelière de Lausanne (ENG)

Learning from the teaching

We created a case study, applying our principle of ACTIVE LEARNING: Engage, Exchange, Experiment and Evolve. Students are invited to play the role of sales. They learnt by experiment three crucial lessons:

1/ it's more important to listen than to speak. Students prepared a lot of arguments and wanted to explain. Explanation never really convince. The best way to persuade it's to bring the correct answer at the right moment. It's about the quality of your response.

2/ there are always possibilities to reach an agreement. Students from the demo made by Francis SRUN that techniques work. It means that better trained; a salesperson can face various situations.

3/ everything is about psychology. By addressing the customers psychology, mainly the desires and fears, a salesperson is much more effective. The most effective it's not to give many rational reasons but the right reason that speaks to customers.