Retail
Selling
Stage Two
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Brookfield's
Motivational Factors for Adult Learning:
Participation in learning is Voluntary
Self-worth is recognisedFacilitation is Collaborative
Needs to be dynamic with much Activity
Should cause a spirit of Critical Reflection
The objective is self-directed and empowered people
"Give a man a fish and you feed him for a day. Teach him to fish and you feed him for life"
Principles of the
Sales Process
Identifying your Customer Base
Handling Objections
Purchase Decision Factors
Communication Skills
Learning Objective:
Learn how to maximise your sales opportunities and how to grow your customer base. Understand the link between sales, service and communication skills. Learn how to handle objections with confidence.
Target Audience:
Staff members, Managers and owners who are well experienced in retail selling or for those salespeople who have completed Stage One of Retail Selling . Can be structured to fit a specific need.
Content:
We will look at how you are currently achieving sales and the way in which new opportunities can be created. We will also complete a mini-swat analysis of your business and learn how to use this to help you grow your customer base. Advanced communication skills will show you effective ways of dealing with customer objections. We will also look at the close link between professional selling techniques and excellent customer service.
Length: Half-day
Format: Workgroup interactive
Maximum number Participants/facilitator: 15
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Revised and updated 2004
Page updated 1st August 2004