How to Ask the Right Questions in Luxury Sales

Learn How to Ask the Right Questions with Luxury Learnings

Questions create conversations, and conversations build trust. In luxury retail, asking the right question is more important than giving the perfect pitch.

Here are four types of questions every luxury sales advisor must master:

1. Warm-Up Questions

   1. "Is this your first time with us?"

   2. "Are you celebrating something special today?"

      
      

2. Open-Ended Discovery Questions

   1. "What kind of experience are you hoping to have today?"

   2. "Do you usually shop for yourself or someone else?"

      
      

3. Preference & Lifestyle Questions

   1. "What do you usually wear this with?"

   2. "Do you prefer subtle or statement pieces?"

      
      

4. Closure & Follow-up Questions

   1. "Would you like me to show you similar options before you decide?"

   2. "May I save this for you in case you wish to revisit?"

In luxury, great sales are built on subtle, respectful curiosity—not assumptions.

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