Percept Management
An enabler of business excellence !
Retail Sales Training - A smart salesperson listens to emotions not facts.
- It Starts with you
Attitude.
Personal Appearance.
Product Knowledge.
Sell yourself on the product.
Enthusiasm.
- Consider the customer
What do you expect when you are a customer?
The value of every shopper.
The mission for a retail sales person.
Define 'excellent retail customer service'
- Starting the sales process
The importance of first impressions
How to create a good first impression.
- Greeting
The golden rule.
Create a constructive greeting.
Construct positive dialogue..
Develop rapport.
- Control the sale
'The Challenge' - persuasion, not confrontation.
How to handle people shopping on price.
The excellent 6 step technique that negates the opposition and maintains your professionalism.
- Maximising Every Opportunity
Minimising/Negating discounting.
4 effective techniques
Why discount & Why not?
Cross Selling.
Upselling
- Sales Psychology 101
The Power of 'Yes' when selling.
Tie downs
Tag Ons
- Closing the sale
Knowing when the time is right.
Don't be afraid to ask for the sale.
3 closing techniques
- Thank you
Referrals
Repeat business
Genuine mutual appreciation
• Power Point Presentation.
• Role Plays.
• Games and Group Activities.
• Videos.
• Brainstorming.
• Questions and answer technique (with surprise prize)
• Team Think Activity
• Case studies.
• Practical Exercise.
• Notes for references.
• Supplements.
• Recommend reading.
• Email Notes. (optional)
• Feedback form.
• Simulation
• Creative Teaching
• Evaluations.
Methodology for providing training:
Step.1: Establishing need analysis.
Step.2: Developing training program.
Step.3: Deliver the training program.
Step.4: Evaluate the training program.
- Learn to create a great first impression
- Learn to greet constructively & create a personal connection
- Develop rapport & create warmth & openness
- Ask effective questions to better understand client needs
- Master active listening techniques
- Learn to control the sale & lead a customer to becoming a buyer
- Learn an amazingly simple and professional way of handling price shoppers
- Learn 4 effective techniques for minimising & negating the need to discount
- Understand sales psychology such as the "The Power of YES when selling"
- Learn to ask for the sale
- Learn cross selling and upselling
- Master effective techniques for closing without being pushy