| RETAIL SELLING |
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| Course Aim |
| To develop the skills, knowledge and associated behaviours related to successfully selling in a retail sales environment. The course develops a sale from the vital first approach to a customer, building rapport, understanding customers' needs and wants, proposing and demonstrating the solution, selling up and cross selling, closing the sale and consolidating. All this is achieved using the ethos of providing excellent customer service, to build reputation and repeat business opportunities. |
| Course Objectives |
| By the end of the training delegates will be able to: |
| • List the Reasons Why Customers Buy |
| • Demonstrate a Structure For Successful Selling |
| • Build Rapport Quickly And Effectively |
| • Describe How to Match Product Solutions to Customers' Individual Needs |
| • Demonstrate How Avoid and Overcome Customer Objections in Order to Gain Commitment to the Next Step |
| • Detail How to Close a Sale Effectively |
| • Explain Customers' Buying Preferences |
| Course Content |
| • Your Customer |
| • The Customer Service Experience |
| • The Sales Process |
| • The Buying Process |
| • Communication Skills |
| • Building Rapport |
| • Finding Out the Customer's Needs |
| • Presenting You Products / Solutions |
| • Dealing with Objections |
| • Closing the Sale |
| • Case Study – FISH! And Retail Selling |
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| How the course works |
| This course focuses on making the customer's experience a memorable, enjoyable one - thereby ensuring they buy from us this visit, return in the future and recommend us to others. |
| Delegates are given a clear understanding of hoe to build immediate rapport, how to take the customer through the complete sales process in a unobtrusive manner. |
| The course will also look at a case study or a very successful retail business. |
| The course is highly interactive, using extensive skills practice sessions, group and individual work. |
| At the end of the course, delegates produce an action plan, which identifies what needs to take place for successful implementation of the course objectives. |
