Retail Express

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Workshop Module for Salesman in Retail Salesman for enhancing their customer service and sales productivity...
Developed by Mavericks Learning & Development, Hyderabad.
For Training Contact # 9949375512

Published in: Education, Business
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Retail Express

  1. 1. RETAIL EXPRESSCertified Salesmanship in Retail Business
  2. 2. Retail ExpressBy the end of the session the participants would able to do: Understand the genesis of retail business List the types of customers List the strides of selling process Practice the 6 strides of selling process Demonstrate the Profession Salesman practices Handles effective objection handling Up-selling Billing and Servicing
  3. 3. Genesis of Retail Business _What is Retail BusinessOffering Products and Services for sale directly to the end customer.
  4. 4. Genesis of Retail Business _Buying Stages Check the Visibility (100) B Enter the showroom (80) E T Product Selection (75) T E Enquiry (65) R Get Influencers opinion (50) S Test / Like (40) E R Feel (30) V I Satisfy (20) C Buy E (10)
  5. 5. Genesis of Retail Business _The Mgt effort Create Offers and Investment Advertise Publicity DiscountsAmbience Contests in Stock Enter the Showroom
  6. 6. You are the most important person to make every sale a successful one.
  7. 7. Types of Customer Wife and Husband Individual Wife & Husband Friends Collective Buying with Children Remember Every Customer is Important for us.
  8. 8. Types of Customer_ Buying PurposeRegular Occasional Festival Gifting Wedding It is important for us to identify the buying purpose of the customer
  9. 9. Types of Customer_ Based on Behavior No Buying No Buying Window Influencers Real BuyersIntent Visitors Intent Enquirers Shoppers It is important for us to identify the behavior of the customer
  10. 10. Roles of a Customer DecisionEvaluator Influencer Payer Supporter Maker Buy or No Buy
  11. 11. It is important to know the type ofcustomer for making a sale successful one.
  12. 12. Sales Process O Establish B Relationship J E C Retaining Identify T Customer Needs I O N H A Billing & Product Servicing Demo N D L Close the Sale I N G
  13. 13. Establishing Relationship Tell about Receive Greet the the Raise Smile Offer Chair Hospitality Customer Customer showroom
  14. 14. Establishing Relationship Tell about Receive Greet the the Raise Smile Offer Chair Hospitality Customer Customer showroom Practice Session # 1
  15. 15. Identify the NeedIs a Regular For whom Color andPurchase or they are Range Model Volume Other any buying? Choices occasion?
  16. 16. Identify the NeedIs a Regular For whom Color andPurchase or they are Range Model Volume Other any buying? Choices occasion? Practice Session # 2
  17. 17. Identify the Product Demonstration Colors & Eye FTBD Fitment & Display Motivation Designs Appeal Appeal Suitability Engage the Influencer
  18. 18. Identify the Product DemonstrationFTBD Appeal Front Eye Top Eye Appeal Appeal Back Eye Down Eye Appeal Appeal
  19. 19. Identify the Product Demonstration Colors & Eye FTBD Fitment & Display Motivation Designs Appeal Appeal Suitability Engage the Influencer Practice Session # 3
  20. 20. Close the Sale Identify theJudge the Quote the Value for Buying Appreciate Decision intent Price Money Signals Control the Influencer
  21. 21. Close the Sale _ Techniques Fear Close Direct Close• Wow!! • Options! • Ohhh! • Deal or No Deal ! Appreciate Close Choice Close
  22. 22. Close the Sale Identify theJudge the Quote the Value for Buying Appreciate Decision intent Price Money Signals Control the Influencer Practice Session # 4
  23. 23. Billing and Servicing Accompany Generate The Thank the Packing To Bill Payment the Bill Save Customer Counter Ensuring Proper Billing, Discounts, Money and Packages
  24. 24. Billing and Servicing Accompany Generate The Thank the Packing To Bill Payment the Bill Save Customer Counter Ensuring Proper Billing, Discounts, Money and Packages Practice Session # 5
  25. 25. Up selling Check Explain Request for Other about your Window Accompany Show Sell Needs showroom Shopping
  26. 26. Up selling Check Explain Request for Other about your Window Accompany Show Sell Needs showroom Shopping Practice Session # 6
  27. 27. Retaining the CustomerReassure & Explain Request for Help in Baggage Accompany Thank for about your Visiting Security Checking to Gate Buying showroom Again Pass
  28. 28. Retaining the CustomerReassure & Explain Request for Help in Baggage Accompany Thank for about your Visiting Security Checking to Gate Buying showroom Again Pass Practice Session # 6
  29. 29. Body Language Maintain Eye Keep your hands Keep Your desk Maintain PersonalSmile Contact Clean and tidy Clean and tidy Hygiene Do not do other Do not talk to peer works while Maintain personal while attending the Do Team work attending the attention customer customer
  30. 30. Some Basic Techniques Where to Stand?? Male Salesman Female Salesman
  31. 31. Some Basic Techniques How to Help?? Male Salesman Female Salesman
  32. 32. Some Basic Techniques Never Look at?? Female Customer Male Salesman
  33. 33. Some Basic Techniques Never Look at?? Female Ornaments Customer Bag and Money Purse Female Salesman
  34. 34. Some Basic Techniques Engage the Influencer Stand Cross Present to all Focus More on the Customer Identify the Influencer Smile at the Influencer Seek the Opinion of Influencer Make Influencer your ‘friend’
  35. 35. Some Basic Techniques Teenager (Boy) Choices Teenager Mother Father User Influencer Buyer
  36. 36. Some Basic Techniques Teenager (Girl) Choices Teenager Father Mother User Influencer Buyer
  37. 37. Some Basic Techniques Teenager (Girl) Choices Teenager Father Mother User Influencer Buyer
  38. 38. Objection Handling
  39. 39. Types of ObjectionsPrice Durability Fashion Quality Need The 4 Magic Gallup Survey
  40. 40. Objection Handling Technique1. Objections are just Smoke Screens.2. For some objections silence treatment is only the answer.3. Apply LACR method while answering to an objection. Listen Acknowledge Clarify Respond
  41. 41. Win the TrophyComplete Practice Session # 1Complete Practice Session # 2Complete Practice Session # 3Complete Practice Session # 4
  42. 42. Recap Test
  43. 43. Thank You

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