Further Details
Any proposed retail sales development event should:
· Model/mirror effective sales techniques throughout
“Selling” needs to run throughout - both within and outside formal sessions. We will thus encourage and development retail managers and assistant managers to become effective sales coaches to provide a 24/7 back up to the sessions that we deliver
· Use Evesham’s Products
Sales Assistants need to learn in the ‘real’ world. Thus we will ask them to sell products from Evesham’s current catalogues as examples throughout the sales practises.
· Discourage distractions
Participants must be encouraged not to be distracted by telephone calls etc
· Be as participative as possible
Adults learn by doing and so understanding, not by just recalling theories
· Be as practical as possible
Participants need to leave the session with a number of “tips and techniques” that they are able to apply within a short space of time on returning to the workplace, and are given further coaching on by managers, if these can be allied to incentivised targets so much the better
· Be committed to action
Each participant must leave each event with a specific action plan to which he/she is committed; the challenge for the event will be in “doing” not “knowing”
· Mark the beginning not the end
Each participant must be prepared and committed to continuing the self-development process; the event needs to provide a forum for implementing further, ongoing development initiatives such as group follow-up and/or individual coaching sessions
· Include completion of a ‘Self Awareness’ type instrument by participants
‘Self Awareness’ instruments (for example, SDI and Myers Briggs) are an effective tool for gaining self-awareness and both appreciating and understanding “difference”; as far as possible, furthermore they provide useful insights into the different types of customers and the different approaches that work best with them.
Proposed Overview – Outcomes
By the end of the events participants will have:
· Developed an understanding of personality differences that influence buying and selling differences via the use a ‘Self Awareness’ type instrument, and be able to adapt their sales techniques to the customer type
· Gained an appreciation of their sales strengths and weaknesses through using simple sales techniques such as AIDA and the Seven Steps, and be able to strengthen areas of weakness through on-going coaching after the event
· Experienced the necessity to provide both first class Customer Service and Relationship Selling to their customers
· Been provided with opportunities to “experiment” with their sales techniques in a supportive learning environment
· Sell on benefits rather than features
· Recognise and overcome the major objections from the customer
· Understand and interpret buying signals, both spoken and in body language, and use these as a signal for closing the sale
· Close the sale skilfully and adeptly, and in such a manner as to leave the customer satisfied with the whole process
· Created meaningful links/associations between the event content/activities and real work situations/issues
· Created a sophisticated understanding of the role of sales within the business, and become an exemplary Sales Assistant
· Benefited from the feedback of their colleagues/facilitators, and developed an on-going relationship with their manager as their sales coach
Guide price
1,425.00 (includes pre-course consultancy) |
