The Whole Thing reserves the right to alter dates, content, venue and the trainer for each course with reasonable notice.
This course is CPD Certified with each day equivalent to 6.5 hours of CPD
Basic In-store Retail Selling Practice that Drive Great Results
WHO SHOULD ATTEND?
New and existing internal (in-store) sales, trade counter, showroom and point of sales staff at all levels, entrepreneurs and small business owners that want to learn (or relearn) and improve their basic retail sales competency so that they can get the very best return from their sales effort in pursuit of their targets and the organization’s goals.
Retailers buy at wholesale and sell at retail. Retail sales are the activities involved in profitably selling products or services to individual buyers in return for money or other compensation. It is an act of completion of a commercial activity (a trade). The role of the in-store retail *salesman is to generate profitable sales revenue through effective sales and marketing activity. Mastery of the basic in-store retail sales process and recognizing your significant role within it is a vital for effective selling and individual and team contribution that drives business growth.
Retail Sales Essentials is a proven approach to basic retail sales covering all aspects of the basic sales process with a particular focus on developing those characteristics that consistently drive profitable retail sales results; a blend of characteristics that we call “The Salesman Mix”- see below. The program includes an activity called “Unbelievable Deal” that allows delegates to practice the key concepts, competencies and skills learned in the traditional knowledge development sessions in a way that provides actionable insights into how new knowledge and skills learned will be used on the job. The program takes a holistic view of the in-store retail sales process and introduces the delegate to the fundamental knowledge, skills and attitude required to prepare and behave effectively and confidently in retail selling.
The program is well researched, knowledge-based and designed with the individual learner at the centre of the learning process which means that the course is extremely interactive and practical.
*Salesman means Saleswoman too; The Whole Thing celebrates equality in every dimension.
By the end of this course delegates will be able to:
DAY 1 • RETAIL SALES FUNDAMENTALS
Effective Retail Sales Style
Your Retail Sales Role
Your Retail Sales Toolkit- The Salesman Mix
Retail Salesman Attitude
Retail Salesman Knowledge
Practice for Insights
Individual exercise to practice the preparation techniques learned earlier in day to place their offer (case study to be given on the day). Individuals present their elevator speech. Class and trainer then offer feedback to consolidate learning.
DAY 2 • COMMUNICATION AND TEAMWORK
Retail Salesman Communication
Retail Salesman Teamwork
Retail Salesman Targets
Practice for Insights
Individual exercise to practice using the delivery techniques learned earlier in day to close the sale (case study to be given on the day). Individuals present their closing speech. Class and trainer then offer feedback to consolidate learning.
DAY 3 • RESULTS AND CONTROL
Retail Salesman Results
Practice for Insights
Each delegate (retail salesman) prepares their sales call against a brief agreed with the client prior to this intervention and handed out to the delegates on the day. The group splits into Buyer and Seller and role play the sales scenario given (up to 10mins per selling opportunity); these sessions will be filmed for their record. During each delivery the class (the customer) completes a Retail Sales Pitch Observation Sheet that records their observations and comments on each delivery based on the principals and checklists given earlier in the program. All delegates will play the Buyer and the Seller roles unless otherwise agreed. The class then shares this feedback with each Seller. All Observation Sheets will be collected and given to each Seller for their review and self-development. A copy of the video is available should the delegate want this too.
Key Learning Review
Each delegate will be asked to complete a pre-course questionnaire to determine their individual learning objectives. These will be used by the trainer to give on track training that is focused on the individual learner attending.
ON-TRACK FOR GROWTH
The individual leaves this program with a Personal Action Plan to encourage immediate transfer of training to the job.
REGISTER FOR THIS COURSE
To register for this course please review the grey box above. If no public course is listed or the location and dates shown don’t suit you then please request a proposal for this course either as a public training course or if you have 6 delegates or more as an in-company training course by clicking on Request a Proposal.