Susquehanna Valley Chapter
April Meeting at LH Brubaker - Selling to The Luxury Customer
Details
When:
April 19, 2022 | 5:00 pm- 7:00 pm
CEUs: 1
Cost: Members: $25.00, Non-Members: $35.00, Students & Faculty: $5.00
Where:
LH Brubaker
2084 Fruitville Pike
Lancaster, PA 17601
Our April chapter meeting is right around the corner, and we are excited to share that this month's event will be held in Lancaster County! Join us on Tuesday evening April the 19th at the brand-new showroom of LH Brubaker located on Fruitville Pike. Wes Trout, District Sales Manager for BSH Home Appliances, will be presenting a CEU presentation titled "Selling to The Luxury Customer". Of course, there will be plenty of networking, food, and drink for all. Proceeds from the 50/50 raffle will be donated to this year's charity organization, Homeward Bound, so bring a little cash. We hope to see you there!
Schedule of Events:
- Networking Hour with hor d'oeuvres and drinks: 5:00pm to 6:00pm
- CEU Presentation by Wes Trout of BSH: 6:00pm to 7:00pm
SELLING TO THE LUXURY CUSTOMER
(1 CEU)
The heightened expectations of the luxury customer require selling and service skills that are far above the ordinary. This one-hour interactive workshop focuses on why consumers are attracted to luxury brands, the importance of creating emotional connections, how to position value by understanding customers' needs and asking the right questions. Through a combination of brand examples, guided conversation and role-plays participants will develop a deeper understanding of the luxury mindset and the tools they can use to enrich their luxury client relationships.
Learning Objectives:
- Learn how to leverage the emotional connections individuals form to brands
- Understand what attracts customers to luxury brands
- Identify characteristics of the luxury consumer: what appeals to the Influencer and the Connoisseur
- Use open-ended questions to establish rapport and make connections
- Use the LIVE approach to ask strategic questions
- Create value for the consumer by positioning features as benefits
Presenter - Wes Trout
Wes has been a District Sales Manager for BSH Home Appliances for nearly 20 years in Central PA and on the Eastern Shore of Maryland. With a strong focus on the builder & design trade BSH has continued to grow in the premium markets around the globe.