This workshop is aimed at people who sell high value products in a retail setting. It is ideal for retail staff with good customer service skills who need to focus on increasing sales conversion rates. The content can be adapted to take account of different products and retail settings.
Content can include:
Key traits of successful sales people
Do people ‘need’ our products or do they ‘want’ them?
The buying decision and the sales process
Rapport: what it is and why it’s important
How to establish rapport
Pro-active approaches to getting a connection with the customer
Setting the scene and getting control at the start
Establishing needs by using consultative questions
Presenting features, advantages, benefits, price and value
Creating desire using voice and language
Questions that confirm understanding, interest and commitment
Up-selling, switch selling and add-ons
Handling objections and indecision
Effective negotiation
Developing commitment
Reinforcing the decision and ending positively
This is an outline. If we haven’t included exactly what you want, tell us. We’ll design a programme that’s a perfect fit for your business.
