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Retail Selling Techniques

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Mukul Bhartiya
Mukul Bhartiya

The document provides guidance on retail selling techniques and skills. It discusses the importance of understanding customer expectations and needs. It introduces the AIDA technique for generating customer attention, interest, desire and action. Key steps in the selling process are outlined, including pre-sale preparation, opening the sale, progressing the sale through needs analysis, sales presentation, handling objections, and building post-sale relationships. Customers' motivations must be understood to effectively match products and benefits.

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RETAIL SELLING TECHNIQUES AND SKILLS
Some Basic Facts………
[object Object],[object Object],[object Object],Rule No 1 - You cannot assume that you know what a customer's expectations are ... You must ask. Rule No 2 - Customer expectations will constantly change so they must be determined on an on-going basis.
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
A.I.D.A. Technique
AIDA Selling Technique ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
AIDA Pointers
Attention ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Interest ,[object Object],[object Object],[object Object],[object Object]
Desire ,[object Object],[object Object],[object Object],[object Object],[object Object]
Action ,[object Object],[object Object],[object Object]
Retail Selling Skills
Selling Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Pre Sale Preparation
Pre Sale Preparation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Pre Sale Preparation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Pre Sale Preparations Check-list ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Pre Sale Preparations Check-list ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Opening the Sale
Opening the Sale ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Opening the Sale ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Progressing the Sale
Progressing the Sale ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Progressing the Sale ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Presentation
Sales Presentation ,[object Object]
Sales Presentation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Objection Handling
Objection Handling ,[object Object],[object Object],[object Object]
Objection Handling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Objection Handling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Closing the Sale
Closing the Sale ,[object Object],[object Object],[object Object]
Closing the Sale ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Closing the Sale ,[object Object],[object Object],[object Object]
Closing the Sale ,[object Object]
Post Sale
Post Sale ,[object Object],[object Object],[object Object]
Post Sale ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Post Sale ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Post Sale ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Relationship Building
Relationship Building ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Thank You

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Retail Selling Techniques