Duration: 2 Days
Delivery methods outlined in trainer guide: Self discovery and critique, group exploration and facilitator led discussions, game based learning, practical exercises, best practice theory exploration.
In Retail, selling in isolation of ensuring a positive customer experience does not work in terms of increasing sales – they go hand in hand. There are techniques you can learn to “sell”, you can acquire knowledge about what you are selling, and you can develop skills in selling. However, by considering the customer experience throughout – how the customer feels and makes decisions throughout the buying process, you will be able to develop a two way RELATIONSHIP. this is one of the key points in this two day selling skills course specifically designed for front line retail sales professionals.
At the core of this training course, participants will learn and practice a proven, step-by-step sales questioning technique that can be put into action immediately, in any sales situation. This powerful sales questioning technique is all about asking the right questions in a particular sequence. It follows a specific questioning model so they can lead retail customers professionally and confidently through the buying experience.
Course participants will understand how to structure a best practice sales / service conversation with customers which is most likely to deliver efficiency (speed) and effectiveness (ease and rapport), whilst at the same time developing techniques to better question customers around lifestyle needs, build lasting relationships, adapt their communication style, having trust, retention and increased ‘sales through service’ at the heart of what they do.
By the end of this training course participants will be able to :
- Understand the logical and emotional motivations of customers to buy or continue to use a service.
- Be able to connect, overcome objections and close sales confidently and effectively to deliver commercial objectives.
- Learn and practice an effective sales questioning technique that will increase the likelihood of making a sale by better understanding customer needs while maintaining a great customer experience
- Follow a simple 5 step sales process empowering them with the confidence, energy and focus to become empowered retail sales professionals and make the best out of each interaction with each customer entering their store.
Who is this course for?
This course is specifically designed for front line retail sales agents and supervisors. It introduces a professional sales questioning technique that is applicable to any sales situation not limited only to retail selling.
Outline of topics:
Introduction : Linking sales and customer service
Selling or Serving Icebreaker activity
Moments of truth
Ethical sales practices
Step 1: Know your stuff and your customer
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.
Step 2: Create the opportunity
Greeting customer properly
Having a professional introduction
Discovering customer needs
OPEN Questioning technique
Step 3: Matching customer needs
Features, advantages and benefits
The right benefit to the right customer
Identifying customer's decision criteria
Step 4 : Handle objections and close the sale
Types of objections
Handling the most common objection "price"
Handling objections model
9 closing techniques
Step 5 : After sales and follow-up
Meet Joe Girard
Best practice post sale follow-up actions
leaving no stone unturned
Fun Reverse brainstorming activity wrap up activity
Competitive review game - A Power Point Review Game Show for a high energy ending & to recap the covered training materials.
Random Training Material Samples:
|Random trainer's guide samples
||Random slide deck samples
||Random student workbook samples
What does the instant download package include exactly?
- Trainer Guide (90 Pages).
- Student workbook (70 Pages).
- Slide deck (57 slides).
- Bonus retail sales team member assessment form.- A useful excel sheet for giving subjective and structured feedback to a retail sales person.
- Personality type assessment questionnaire.
- Training support documents (Training evaluation forms, 5 certificate templates, program outline).
Plus a Big Bonus!
22 activities to use with other training programs & training materials you have.
Power Point Review Game: Review the training materials you just covered and watch excitement rise as participants compete to answer questions in a series of exciting rounds.
That’s not all, The Power Point game is fully customizable so you can easily change the questions and create other versions and other games for other training courses and training materials you teach.
|Receive all source files instantly in MS Office format|
Price : $199.95
Why buy our courseware packages?
Big Value for money
Instantly get a comprehensive and well structured training courseware materials package that includes everything you will need to run a successful and professional training program:
A comprehensive trainer guide that will guide you step-by-step through the training program with detailed explanation of the topics as well as suggestions on what to say and how to debrief and run the different activities and explain concepts.
A comprehensive workbook to hand out to each of your class participants that makes for an excellent complete reference to the training material covered as well as instructions for participating in the different activities and also gives them space to take notes.
Power Point slide deck that's professionally designed to support your training delivery and impress your audience.
Activity & Exercise sheets as well as several other training support documents from training evaluation sheets to attendance certificates so you have all you need to deliver a complete training program with your training material package.
Review game show (In Power Point) to end your training on a high note and run a competitive and exciting review game where teams compete for a prize by answering questions around your training materials. (The Power Point game is fully customizable so you can use it to create similar competitive review games for other training materials and programs you already teach.)
Any modifications or customiation or pesonalization of the training materials to match your specific training objectives or specific needs of your participants can be easily made since you get all source files in Microsoft office format. You have the right to make any additions or even brand your training materials package with your own brand (we only do not allow the resale of these training material packages in any way or form)
Easily add to your own materials
Our Training packages are divided into modules where each module focuses on a specific topic which makes it easy for you to tailor or customize the training materials or add to your current training courseware materials.
Exercises, Games & activities to enliven and spirit-up your training delivery
Our training packages are packed with self-discovery activities, exercises and games focusing on specific learning outcomes to enliven your training delivery and energize your participants.
End your training with a fun & competitive review exercise
Each of our training packages includes a great bonus Power Point game show that was designed to be the grand finale of your training program and keep your participants engaged to the very end. Just split your participants into teams and watch excitement rise as they compete to answer questions around your training materials for an excellent and fun way to review, recap and improve retention of the training materials covered.
Download and get it instantly
Instantly download and get your training package immediately. After purchasing off our website you immediately get a link to download everything in a zipped file.
Professionally designed training materials delivered to your inbox with the following features:
|Fully Editable and customizable||Downloadable immediately|
|No restrictions, full freedom to use||Get original source files|
|MS office format||Engaging Innovative content|
|Packed with activities , games and exercises||Based on latest training models and concepts|
|Very well organized and structured design documents||Specific job aids and useful forms to use back on the job (Selected training courses )|
|Engaging power point slide deck||High impact visuals|
|Step by step comprehensive trainer guide||Training materials that helps you create an engaging learning environment|
|Competitive fun games and activities||Assessment tools (Selected training courses)|
|Complete training course material package with all you need to run a great training including evaluation forms and certificates for participants.||All documents in MS office format including trainer guide, slides, workbook, activity and exercise sheets and additional support tools.|
Scitron's programs provide comprehensive information in a visually interesting format. Participants benefit from interactive activities that reinforce the content and making learning fun.Jeanne Parks, Trainer & Business consultant, San Francisco, USA
I have purchased the 3 training programmes of the Complete Communications Excellence Series. I consider that the GBP 99 cost represents excellent value for money and the materials are of a high quality. The programmes follow a logical sequence and are very comprehensive. As they are produced in MS Office formats, not password protected pdfs, they are very customisable and it has been easy to change the materials to UK spelling. The additional activities provided are very extensive and should prove useful once I have had time to explore them fully. The materials are going to save me hours of work as I prepare new training courses.Alan Lloyd, Team Leader, EU Support to Civil Society
Scitron have worked hard to create a totally tailored training solution for Mobile Telephony retail managers and sales teams. By creating high impact visuals and with varied and intelligent use of multi media visuals and activities, trainers were able to provide an accelerated learning solution that grasped the imagination of all types of learners and ensured the maximum return on training investment in this fast paced industry. Even the most seasoned sales professionals found something new and useable from their high energy training sessions and the course feedback was fantastic - consistently!Craig Hines, innov8 Performance Limited, UK
Just a short note to say that since purchasing a course from yourselves, I tried 2 other vendors' courses (from U.K.) and regret wasting money on them, as their materials seemed as if a ten year old had cobbled them together in terms of format and content. From now on, I shall be sticking with yourselves, as I enjoy your clean formats and more advanced content. Well done.Kevin Lawrence, Dubai, UAE
The workshop is very well constructed, in a logical sequence and the content encompasses all the latest ideas and research. Ultimately a fantastic workshop to either deliver or participate inNige O'Shea FIMI, Professional Inspirations Ltd. UK
In Sales training, Scitron’s ability to identify the specific areas of skill gap and build a program that directly addressed those gaps is very professional. That, coupled with the dynamic training events, has helped customers to drastically impact the skill level of their sales force and make a measurable impact on bottom line results.Tarek Fahmy, Trainer & Consultant, Dubai, UAE
I loved all the activities that helped me achieve a high level of interaction and energy keeping participants engaged . all the activities, ice breakers and case studies that achieved a fun learning environment while maintaining depth in the knowledge acquired.Abir Zahra, Freelance trainer and consultant, Egypt
I have purchased the time management package and I found it really easy to customize to meet my training requirements. The sequence of content was very conducive to life -long learning, the slides were very attractive and helpful. The exercises included in the package were exciting and were well liked by the participants. I encourage other trainers to buy is as the price is reasonable when compared to other training packages available on the internetImad AL-Husami, Trainer and Consultant