Introduction
This course will give you the confidence to engage with shoppers, win their trust and generate new sales.

Your customers enter your shop with their own, often hidden, purchasing criteria in mind. We will help you develop a more structured sales approach to enable you to quickly establish these and make it easier to match them to your products.

Typical Objectives:

	Developing a proven sales process for the retail environment
	Exploring why and how people buy
	Understanding personality differences that influence buying and selling
	Adapting your sales techniques to the customer type
	Understanding how customers can be 'helped to buy'
	Selling on benefits, not just features
	Closing the sale skilfully and adeptly

Sample Programme
In building customer relationships we need to be able to view the sales/buying process from their perspective. To do this, highly tuned communication skills are vital… really understanding what your customer is saying; and being confident that your words and signals are received as intended.

This useful and practical course provides an insight into how and why a customer buys. It also covers key techniques which can help you to improve your sales skills and win more orders.

Outline

	Welcome and introduction
	Positive thinking - planning to succeed
	Knowing your product/services - preparing to meet all objectives
	Understand consumer behaviour and the expectations of the people who walk into your store
	Gauging if a customer is likely to buy
	Taking steps to influence their decision
	Selling is not telling - smart questioning and listening skills
	Showing how your offering meets clearly stated customer needs
	Dealing with objections and how to progress and close a sale
	Action planning

Activities to consider:

	Influencing Skills
	Modelling Top Performers
	Negotiation
	Performance Coaching

Satisfaction
Rating
2007

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Return on Investment