Why product knowledge alone is not enough to generate valuable sales in luxury.

Are you one of those client advisor relying solely on your product knowledge and pitch to generate sales? While it may work in the short term, is it enough to build a long-lasting relationship with your customers?
According to recent observations visiting a series of luxury stores, a good number of sales ambassadors seem to shy away from engaging with customers through questions. However, asking questions enables us to gather valuable information and sometimes even change a customer’s perspective. Asking powerful questions uncovers what your customer truly needs and especially what they might desire.
This will not only help in proposing the right product but also in building a lasting relationship with your customers.