Successful Retail Selling: Increasing sales in your store!

According to the international consulting group Deloitte, the top ten retail companies in the world had combined sales of USD 978.5 billion in 2007 and in the America the US Census Bureau states for the same year that the combined retail sector revenues were USD 4.48 trillion!

The top retail companies and stores recognise the benefits of having well trained professional retail sales people working for them – especially during a downturn in the economy.

These benefits include:
•    New and incremental sales revenues
•    Increased customer satisfaction
•    Increased customer loyalty
•    More motivated staff
•    A higher staff retention rate

TACK’s highly practical Loop training programme will equip your people with best practice skills to enable them to increase conversion ratios and basket size which ultimately will lead to increased profits together with raised customer satisfaction levels.

The Loop system is the most comprehensive and practical method available in the market place today developed specifically for the retail sector and will help both companies and individuals alike increase their sales!

To find out more about this dynamic process and highly interactive training programme please read below o call us!

TOPICS
• The Loop process: This easy to follow process enables the learner to easily understand the sales cycle and develop practical strategies for each part of the process.

• Contact making: When and how best to make contact with potential customers when they enter the store? How not to invade their personal and mental “space” and how to create the right first impression every time.

• Developing the needs  One of the essential steps in the retail sales process is in understanding the needs of the potential customer and then developing these needs to the point of full understanding and agreement BEFORE trying to present your products or services. Role plays around questioning, listening and rapport building are used to ensure the participants are fully able to put their new found skills into practice as soon as they return to their own stores giving an immediate boost in personal sales.

• Presenting with Passion: Too often potential customers are lost through a dispassionate presentation of a range of products which might have suited their needs but are then no longer interested. Participants understand the need to feel passionate not just about their products but in how they deliver the message to their potential customers. They have to “talk the talk” and “walk the walk” with pride, with passion and with professionalism.

• Passionate presentation with “You Appeal”:They learn how to tailor the message to the customer’s individual needs so that more people proceed with purchasing the products offered. With the emphasis shifted from “I” to “you” (as in focussing on the customer’s requirements) more sales are generated!

• Service Selling: Everyone appreciates great customer service. In a “me too” world of products which are available from many different stores very often the difference between a successful sale or not at your store is down to the relationship the salesperson builds with the customer and the service they receive in that short space of time. We show you how to deliver genuine great customer service that will make your customers want to return time and time again.

• Handling Objections: Do your customers says “yes” straight away to buying something every time or do they sometimes raise objections (either verbal or non verbal ones)? This part of the programme will show you how to pre handle possible objections in advance of them arising and manage any objections that do arise in the most professional of ways to help ensure that a “no” is converted into a “yes”!

• Closing: How to spot buying signals and how to gain the customer’s commitment to proceeding with the purchase of the item(s). Practice makes perfect here and gives you the confidence to close on the sale without either you or the potential customer feeling awkward or embarrassed during his vital part of the sales process.

• Loyalty Schemes: Loyalty schemes do exactly what they say - build loyalty, whether that be Brand or store loyalty and offer customers the opportunity of saving money on further purchases either at the store or with Partners within the loyalty scheme. Are you capturing customer loyalty or simply letting the customer walk out of the door? This highly facilitated and interactive part of the programme shows you how best to sign people up to your loyalty scheme!

•  Action Plans: You will leave the workshop with: 1) a global account plan which will itemise who you plan to meet, to discuss what strategic initiative, with what value proposition, by when; 2) a personal action plan showing what personal changes you will make in global account management; 3) Learn next plan – what you will learn, by when, how, and how your improvement will be measured.


Programme High Spots
•   Being able to discuss financial language e.g. the p/e ratio and create value proposition statements
•   Creating the account plan on large Pinpoint boards so that you can identify new opportunities in a collegial workshop environment.
•   Self-development and creating a learn next plan to improve your global account management career.


Who Will Benefit?

Anybody who is involved in building relationships with global accounts/prospects.

Typically account managers, business development managers, sales executives, and sales managers working with international companies or fast growing national companies about to start international operations.