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Retail Training

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This was a PPT I came up with for Training our Sales staff. We never used it, but I always thought it was good.

Retail Training

  1. 1. RETAIL TRAINING Course 1
  2. 2. What does a sale entail? <ul><li>There are so many steps to processing a customer through the store. No two customers are the same, different needs & wants always keep us on our toes. Your job is to deliver each customer in our store with an enjoyable & informative visit. </li></ul><ul><li>Rock N’ Road as a company prides it’s self on customer service! </li></ul><ul><li>Greeting </li></ul><ul><li>Conversation </li></ul><ul><li>Relationship </li></ul><ul><li>Product Knowledge </li></ul><ul><li>Equal Understanding </li></ul><ul><li>Procedure </li></ul><ul><li>Close </li></ul><ul><li>Follow Up </li></ul>
  3. 3. Greeting <ul><li>Say “Hi” the moment a customer walks in the door. </li></ul><ul><li>Find them again & ask “are you finding everything ok?” </li></ul><ul><li>Looking at the customer & giving them the look of (Why now!) or the cold shoulder. </li></ul><ul><li>Saying “Hi” & then looking back down at what you were doing. </li></ul><ul><li>Good </li></ul><ul><li>Bad </li></ul>
  4. 4. Conversation Danni: : “Hey, how you doing?” Customer: “I’m just looking!” (Waits till they walk to the helmet section) Danni: “Looking for a new helmet? I bet you’re a medium.” Customer: “Yeah, the pads are missing in my old one. What is the difference? They all look the same but the prices are all different” Danni: “Let me ask you a question first, How long have you had your helmet?” Customer: “Oh, about 10 years.” Danni: “Yep time for a new one! Here let me fit you to the proper size & then we will pick the best one for you.” What was accomplished in the conversation?
  5. 5. Relationship <ul><li>You need to sort out the puzzle pieces that are going to help you make the sale! </li></ul><ul><li>Wants </li></ul><ul><li>Concerns </li></ul><ul><li>Goals </li></ul><ul><li>Strengths </li></ul><ul><li>Price Range </li></ul><ul><li>Needs </li></ul>
  6. 6. Product Knowledge <ul><li>What do you have? </li></ul><ul><li>How much does the customer need to know? </li></ul><ul><li>Ask yourself, is this person going to have the strength & knowledge to have this product make their riding more enjoyable? </li></ul><ul><li>You are most peoples mentor! </li></ul><ul><li>How much time do you have? </li></ul><ul><li>Are you the most informed person right now to explain that? </li></ul><ul><li>What else can I tell this customer to make it easier for them? </li></ul>
  7. 7. Equal Understanding <ul><li>Customers hate a know it all! There is nothing worse than walking into a retail store & walking out feeling like you are old or an idiot. </li></ul><ul><li>Try to always match a customers wants. Just because you would rather be selling single speeds all day does not mean that when the guy who wants to buy his son the 7spd Hotrock, should get less information than the single speed guy. </li></ul><ul><li>Do not over sell just because you can. No one is satisfied with buying the “top of the line product” if when they get home they find out it’s to complicated & has a bunch of features they don’t even need. </li></ul>
  8. 8. Procedure <ul><li>Ringing up at the register </li></ul><ul><li>Taking money </li></ul><ul><li>Warranties </li></ul><ul><li>Policies </li></ul><ul><li>Owners Manual </li></ul><ul><li>Paperwork </li></ul><ul><li>Promises </li></ul><ul><li>Act with confidence, you know what your doing. </li></ul><ul><li>Information, give them guides & make it look like it’s your job to do it. </li></ul><ul><li>Do not drop the ball </li></ul>
  9. 9. Close <ul><li>Do not ignore people </li></ul><ul><li>Pick up the phone </li></ul><ul><li>Help other people </li></ul><ul><li>Walk away </li></ul><ul><li>Hand off the sale to another sales person </li></ul><ul><li>Always acknowledge people </li></ul><ul><li>Ask if they don’t mind </li></ul><ul><li>Explain what you are doing & why </li></ul><ul><li>Ask if they need anything else </li></ul><ul><li>What not to do </li></ul><ul><li>What to do </li></ul>
  10. 10. Follow up <ul><li>There is no better customer service moment, than when someone comes in & you remember selling them a bike 6 months ago. Walking up to them & saying, “How many miles do you have on that bike now?” </li></ul><ul><li>Thank you cards </li></ul><ul><li>Keeping promises </li></ul><ul><li>Email </li></ul><ul><li>Phone call </li></ul><ul><li>Referrals </li></ul>

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