October 18, 2017

Retail Sales Training

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Persuading customers to part with their money may not be easy, but the actual process is a straight forward one.

Persuading customers to part with their money may not be easy, but the actual process is a straight forward one. Whether one is selling to business or individual customers, the rules remain the same. Identify targets, understand customers’ needs, then sell the benefit of your products, handle objections and then close the sale. What happens as the process progress spells the difference between selling and not selling.

An important ingredient in the success of any business is good selling. Without it, many sales are lost – sales that may mean the difference between success and failure. This program will show participants and help them demonstrate creative selling techniques.

Retail Sales Training Workshop Objectives

  • Explain the importance of maintaining a positive professional sales image.
  • Enumerate the characteristics of an effective Sales/Service Professional.
  • Enumerate and explain each phase of the sales and service cycle.
  • Display and apply their roles and their newly acquired knowledge, skills, and attitudes as Sales/Service Professionals

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Time Activities Activity Objectives
9:00am-10:00am

Opening Activities

  • Opening Remarks
  • Introduction of Participants
  • Setting and leveling of Expectations
  • Presentation of Conceptual Framework and Course
  • Objectives
10:15am-11:30am

Module 1: Preparation for Customer Contact

  • Building a professional image
    • Appropriate professional appearance
    • Use of correct manners and etiquette
    • Appropriate personal behavior
    • Effective communications
  • Explain the importance of maintaining a positive professional sales image.
  • Enumerate the characteristics of an effective Sales/Service Professional.
11:30am-12:00pm

Module 2: Prospecting and Qualifying

  • Types of Prospecting
  • Methods of prospecting
  • Describe the activities involved in prospecting and qualifying applicants
1:00pm-1:30pm

Module 3: the Approach

  • The wrong approach
  • Alternative intro
  • Building Rapport
  • Establishing contact
  • Do’s and don’ts
  • Tips in non-verbal communication
  • Describe the steps involved in approaching and interfacing with customers.
1:30pm-2:30pm

Module 4: Presentation and Demonstration of Product

  • What are you selling?
    • Functions
    • Features
    • Advantages
    • Benefits
  • Demonstration of Products
  • Describe steps in presenting and demonstrating the product
  • Identify salient points of products.
2:30pm-3:30pm

Module 5: Handling Objections

  • Facts about objections
  • How to handle objections
  • Identify ways to handle objections.
3:30pm-4:30pm

Module 6: Closing the Deal

  • Closing the deal
  • Suggestive Selling
  • Up-selling and plus selling
  • Following-up
  • Describe activities in closing the deal and following up with customers
4:30pm-5:00pm

Closing

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