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Double your Retail Sales

The Five Step Method
Overview

At the core of this training course, participants will learn and practice a proven, step-by-step sales questioning model they can use immediately in any sales situation to increase sales and double revenue.

What You Will Learn
  • Understand what motivates customers to buy
  • Understand the four buyer personality styles
  • Learn the 5-step process for confidence, energy, and focus
  • Learn a powerful sales questioning technique that always works
  • Overcome objections and close the sale.
  • Enhance each interaction with every customer.
Details
Course: Double Retail Sales – 5 Step Programme
Duration: One Day
Location: Onsite at client location
Class Size: 8-20
Passionate, In Control, Expert

There are usually two kinds of sales executives in retail, first is the Stalker, these are the sales people who believe that following a customer around the store like a shadow will result in “making a sale at any cost”, they might make good sales numbers but customers don’t like them and don’t feel comfortable around them.

The second kind of sales executive is the Wallflower, these are the sales people who stand by the wall or hide behind the displays and do everything possible to make themselves invisible. Usually the reason for this is a lack of confidence and in many cases, simple shyness.  Unfortunately, customers don’t like these kinds of sales people either, they feel frustrated that they have chase them for help.

Enter the perfect retail sales Expert! Confident, assured, passionate and adored by customers. The Expert listens to customers, identifies their needs, makes suggestions and helps customers feel totally in control and the centre of attention.  The Expert advises, suggests and always outperforms the Stalker and the Wallflower.

At the core of this course is a proven, step-by-step sales model which can use immediately in all sales situations. It teaches the techniques of using listening and questioning techniques to understand each customer’s needs, it covers how to read body language to anticipate customer interest levels and it uses psychology to learn how to motivate buying in the customer psyche.

Topics Covered

Step 1: Customer Motivation:
  • Discover what customers say about what matters to them.
  • Link what customers value to what successful retail exprts need to be.
  • Understand that customer behaviour is influenced by both logic and emotion.
  • Explore the logical and emotional motivators of buying from you / selling to them
Step 2: Rapport = Results
  • Explore the attitudes and knowledge of successful retail agents.
  • Explore the skills of successful retail agents.
  • Discover how the program will develop retail agents to deliver great sales/service.
  • Sharpening your rapport.
Step 3: Non-Verbal Communication
  • Understand the elements that make up total communication.
  • Discover some truths and myths about body language.
  • Demonstrate body language that engages others.
Step 4: Language of Influence
  • Language that engages others.
  • Language that influences others.
  • Push Vs Pull influencing techniques.
  • Five basic communication principles.
  • Focus on behaviour NOT personality.
  • Being specific.
  • Use the power of questions.
  • Listen Actively.
  • Communicate assertively.
Module 5: High Intensity Interactions
  • Understand that intensity comes from emotion.
  • Explore ‘ What response am I looking for’.
  • Develop two different diffusion techniques.
  • Apply and practice.
Know your Products
  • Know products and services you sell inside out.
  • Knowing your market and competition.
  • Buyer types we deal with.
  • Find out your own personality/buyer type.

Course Enquiry

2017-10-13T01:34:13+00:00