Course Content
- ways to engage the customer and create the best first impression
- the buyers decision making process and what customers want from the retail sales person
- listening and questioning skills
- understanding need
- presenting features, functions and benefits
- handling objections
- how to recognize buying signals
- closing the sale
- creating an excellent lasting impression
- Spaza/house shops.
- Independent stores.
- Chain stores.
- Small and Large wholesalers.
- Distribution Centers.
- Tele-marketing organizations.
- External contractors.
- Does the ERP system strengthen the company’s competitive position ? How might it erode the company’s
- competitive position ?
- Does the ERP system strengthen the company’s competitive position ? How might it erode the company’s
- competitive position ?
What you will learn
- Learn to create a great first impression.
- Learn to greet constructively & create a personal connection.
- Develop rapport & create warmth & openness.
- Learn how to deliver Gold Standard Customer Service.
- 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
- Learn 4 effective techniques for minimizing & negating the need to discount.
- Understand sales psychology such as the “The Power of YES when selling”.
- Learn how to simply ask for the sale.
- Learn to identify cross selling and upselling opportunities.
- Master effective techniques for closing without being pushy.
Requirements & who can attend
- Sales staff with no formal training or with no retail sales experience
- Staff returning to work after a career break
- Staff changing roles
- Those who need a ‘skills refresher’
- Retail sales managers
- Area divisional managers
Learn by doing
You will able to:
- Identify the essential ingredients to make successful sales
- Handle retail sales situations
- Understand the theory behind sales practice
- Communicate with customers in a positive manner
- Create a positive buying environment
- Put customer care into practice
- Close sales leaving an excellent lasting impression