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Provided by: Kawas Consulting SAL Retail Selling TechniquesSales |
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General Accounting principles:
Importance of the sale process on the Profit and Loss Statement as well as on the Balance Sheet of any Company.
Qualities of the professional Sales Consultant:
Positive attitude
Presentable
Smells well
Aggressive
Polite
listens more than he talks and thinks before he talks
Educated and has general knowledge and extremely high knowledge about the product/ service as well as those of competitors
Able to solve basic math problems
Courteous and patient with customers
Accurate and careful in all transactions
Use tact when dealing with people
Cares for the interest of his company
Follows instructions of his superiors
Gives regular feedback to his manager about all customer s issues, including level of their satisfaction
Is not afraid asking and push the client to take a decision that suits the client s need.
What makes the sales?
Sales = Traffic x closing ratio x average transaction value
Control on traffic is not possible for the sales person, this is controlled by many variables: advertising, promotion, company reputation (the sales person has some effect on this last variable).
The sales professional has the utmost effect on the closing ratio as well as the average transaction value.
The Sales Process
Step 1: the approach and greeting
First impression and personal appearance
Having a friendly and cheerful attitude
Acknowledging customers you cannot assist immediately;
Approaching customers;
The3 types of customers:
Step 2: The qualification
Questioning /probing to discover the customer s real needs
Listen very well don t think about your next question
Sell questions not answers
Ask about the other suppliers they have dealt with or brands they have bought in the past
Speak to your prospect like you speak to your family or friends
Pay close attention to what your prospect isn t saying (rushed or agitated)
Answer questions briefly and move on
Making sure that we understand the needs by refraining the need in his own words not yours
Confirming that if we can satisfy the need the prospect would be converted into a customer
Step 3: The demonstration
Establishing Trust
Establishing value
Creating extent and desire
Demonstrating product features and benefits
Involving the customer
Offering limited alternatives
The use of technical terms to explain the features of the product (keep it simple)
Step 4: handling objections
Handling four types of objections:
Price objection
Brand objection
Delivery objection
After sale service objection
Step 5: Closing the sale
Using closing techniques ask for a decision: method of payment, place of delivery etc
Speak to the client as if he already made a positive decision.
Generating additional sales:
Add on selling
Up selling
Cross selling
Step 6: Reassure the client that he has made the right choice
Reassuring and fare welling the customer
Deliverables: Reading materials, case studies and training certificate.
Importance of the sale process on the Profit and Loss Statement as well as on the Balance Sheet of any Company.
Qualities of the professional Sales Consultant:
Positive attitude
Presentable
Smells well
Aggressive
Polite
listens more than he talks and thinks before he talks
Educated and has general knowledge and extremely high knowledge about the product/ service as well as those of competitors
Able to solve basic math problems
Courteous and patient with customers
Accurate and careful in all transactions
Use tact when dealing with people
Cares for the interest of his company
Follows instructions of his superiors
Gives regular feedback to his manager about all customer s issues, including level of their satisfaction
Is not afraid asking and push the client to take a decision that suits the client s need.
What makes the sales?
Sales = Traffic x closing ratio x average transaction value
Control on traffic is not possible for the sales person, this is controlled by many variables: advertising, promotion, company reputation (the sales person has some effect on this last variable).
The sales professional has the utmost effect on the closing ratio as well as the average transaction value.
The Sales Process
Step 1: the approach and greeting
First impression and personal appearance
Having a friendly and cheerful attitude
Acknowledging customers you cannot assist immediately;
Approaching customers;
The3 types of customers:
Step 2: The qualification
Questioning /probing to discover the customer s real needs
Listen very well don t think about your next question
Sell questions not answers
Ask about the other suppliers they have dealt with or brands they have bought in the past
Speak to your prospect like you speak to your family or friends
Pay close attention to what your prospect isn t saying (rushed or agitated)
Answer questions briefly and move on
Making sure that we understand the needs by refraining the need in his own words not yours
Confirming that if we can satisfy the need the prospect would be converted into a customer
Step 3: The demonstration
Establishing Trust
Establishing value
Creating extent and desire
Demonstrating product features and benefits
Involving the customer
Offering limited alternatives
The use of technical terms to explain the features of the product (keep it simple)
Step 4: handling objections
Handling four types of objections:
Price objection
Brand objection
Delivery objection
After sale service objection
Step 5: Closing the sale
Using closing techniques ask for a decision: method of payment, place of delivery etc
Speak to the client as if he already made a positive decision.
Generating additional sales:
Add on selling
Up selling
Cross selling
Step 6: Reassure the client that he has made the right choice
Reassuring and fare welling the customer
Deliverables: Reading materials, case studies and training certificate.
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Training
Provided by Kawas Consulting SAL
- A asked: i want to know about this course in detail...its cost etc?
- K asked: Please send me the complete details of Retail Sales Techniques
- R asked: What is the price of the tchniques.
- S asked: I'm currently a HR student at Sheridan college and was hoping you could help me on a current class project in how to accurately assess training programs for what a company might need. If possible, could you send me: ) A brief generalization of cost including what it's based on and if customizations can be made ( at what cost), ) How many participants are allowed per seminar and can it be offered any other way (i. e. video), ) General training materials and finally, ) Can the program be offered in French Thank you for your help, it is greatly appreciated. Sincerely,
- asked: How do I improve my sales as a Retail Sales Executive?
- D asked: can you give me a simple but yet effective way to deliver and promote sales of register items? I also need to know the best way to get people to fill out credit apps.
- N asked: Dear Sir i am interested in buying your materials for the "retail selling techniques". (trainer manual, presentation, participants manual). kindly advise about the prices thank you regards
- C asked: What are phrases that will help build rapport with customers? Include greetings and ways to break into the toughest most cold of customers?
Retail Selling Techniques
Step 1: the approach and greeting
First impression and personal appearance;
Becoming the master of the selling process;
Acting as a professional and be treated as one;
Having a friendly and cheerful attitude;
Approaching customers (communication is 50 body language, 40 tone of voice, and 10 the actual word used).
How to deal with customers that we cannot presently assist.
Step 2: The qualification
Questioning /probing to discover customer s real needs;
Selling questions not answers;
Asking customers about other suppliers and brands they have dealt with in the past;
Speaking to prospects as if they are family or friends;
Paying close attention to what prospects are not saying (rushed or agitated);
Answering questions briefly and moving on;
Making sure that prospect s needs are understood by reformulating his needs in his own words;
Confirming that if the prospect s needs could be satisfied, he would become a customer.
Step 3: The demonstration
Establishing trust;
Establishing value;
Creating extent and desire;
Demonstrating product features and benefits;
Selling features, value, and not products;
Involving the customer;
Offering alternatives;
Using technical terms to explain the features of the product (keep it simple).
Step 4: Handling objections
Handling five types of objections:
o Price;
o Design;
o Quality/ Brand;
o Delivery;
o After sale service.
Step 5: Closing the sale
Using closing techniques and asking for a decision: method of payment, place of delivery, etc
Speaking to the client as if he already made a positive decision.
Generating additional sales:
o Add on selling;
o Up selling;
o Cross selling.
Step 6: Reassuring the client that he has made the right choice
Reassuring and thanking the customer.
This program can be also delivered in Arabic Language
First impression and personal appearance;
Becoming the master of the selling process;
Acting as a professional and be treated as one;
Having a friendly and cheerful attitude;
Approaching customers (communication is 50 body language, 40 tone of voice, and 10 the actual word used).
How to deal with customers that we cannot presently assist.
Step 2: The qualification
Questioning /probing to discover customer s real needs;
Selling questions not answers;
Asking customers about other suppliers and brands they have dealt with in the past;
Speaking to prospects as if they are family or friends;
Paying close attention to what prospects are not saying (rushed or agitated);
Answering questions briefly and moving on;
Making sure that prospect s needs are understood by reformulating his needs in his own words;
Confirming that if the prospect s needs could be satisfied, he would become a customer.
Step 3: The demonstration
Establishing trust;
Establishing value;
Creating extent and desire;
Demonstrating product features and benefits;
Selling features, value, and not products;
Involving the customer;
Offering alternatives;
Using technical terms to explain the features of the product (keep it simple).
Step 4: Handling objections
Handling five types of objections:
o Price;
o Design;
o Quality/ Brand;
o Delivery;
o After sale service.
Step 5: Closing the sale
Using closing techniques and asking for a decision: method of payment, place of delivery, etc
Speaking to the client as if he already made a positive decision.
Generating additional sales:
o Add on selling;
o Up selling;
o Cross selling.
Step 6: Reassuring the client that he has made the right choice
Reassuring and thanking the customer.
This program can be also delivered in Arabic Language
About The Training Provider: Kawas Consulting SAL
Kawas Consulting SAL - Kawas Consulting has more than seven years of solid experience grounded in the field of selling. Through our Sales Consultancy program we offer practical and cost effective guidance in the intricate aspects of direct selling, consultative selling, retail selling, sales management, as well as an extensive knowledge in both sales support techniques and strategic selling training. Our program is...
