Retail Sales Training is the process used to train store associates on how to engage a stranger, how to build rapport and trust, how to show a product and demonstrate its features and (more importantly) its benefits, how to contrast and compare products, how to overcome objections to sell value over price, and how to close each and every sale.

At the end of this workshop, participants should be able to:

• Understand a wonderful paradox: helping other people get what they want gives us more of what we want.
• Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there.
• Recognize the difference between features and benefits of products and services.
• Identify and be able to better present the competitive strengths of your products and services, so that you can be proactive in handling objections and more successful at asking for the business.
• Use different types of selling for different situations.
• Identify ways to find new clients and network effectively.

Course Outline:

Introduction and Course Overview

You will spend the first part of the day getting to know participants and discussing what will take place during the workshop. Students will also have an opportunity to identify their personal learning objectives.

Essential Selling Skills

To begin, participants will explore 15 key sales skills. Participants will also discuss the importance of professionalism and the impact of the expectancy theory.

What is Selling?

During this session, participants will discuss just what selling means. We will also offer some tips on how to approach the challenge of improving your skills.

Features and Benefits

This session will look at the difference between features, advantages, and benefits.

Setting SMART Goals

Next, participants will use the SMART acronym to create positive, achievable goals.

Time Management Tips

During this session, participants will share their time management tips, and we will offer some ways of maximizing your time.

Customer Service

This session will look at the four needs of customers and how we can use them to sell smarter.

Who Are Your Customers?

In most organizations and agencies, customers take two forms: internal and external. This session will look at both types of customers.

Meeting Expectations

This session will focus on the four critical areas that customers have expectations for.

Types of Selling

Next, participants will explore the three types of selling. Participants will also discuss the importance of perceived value.

Ten Major Mistakes

This session will look at the ten biggest mistakes salespeople make. Participants will then brainstorm ways to avoid or rectify these mistakes.

Finding New Clients

During this session, participants will discuss how to find new clients and how to network.

Selling Price

To wrap up the day, participants will look at the advantages and disadvantages of selling price.

Dealing with Difficult People

This session will give participants an opportunity to understand difficult behavior, identify some coping strategies, and discuss the difficult person they find most trying.

Dealing with Conflict

We will examine five ways to deal with conflict.

Sensitivity in Dealing with Customers

Who are angry, rude, those with different cultural values and those who cannot be satisfied.

Scenarios of Dealing with a Difficult Customer

The angry, the rude, the culturally diverse and the impossible to please.

Workshop Wrap-Up

At the end of the day, participants will have an opportunity to ask questions and fill out an action plan.