COURSE LIBRARY CATEGORY

Retail sales training

Unlock the potential of your business with retail sales training that’s proven to deliver results!
Building a top-performing sales team starts with teaching key techniques which allow your team to greet, find out what customers are looking for, demonstrate a great solution, overcome objections, close and confirm the sale.
Our online retail sales training programmes and pathways have all the tools to teach your team how to increase revenue, improve conversion rates, and provide winning customer service.
All courses are video-based showing your trainee what good looks like in your stores. Trainees get to see the techniques clearly demonstrated step-by-step, so they can see how to use them on the shop floor with their customers.
Courses can be customised to your business for better engagement and outcomes.

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RETAIL SALES PROGRAMME

Fundamentals

The first level of our Retail Sales programme will give your team the confidence and skills to WOW your customers!

Giving customers a warm and heartfelt greeting and being able to confidently open the sale is one of the most difficult things to master in the sales process, but possibly the most important!

This programme has been developed as an entry level training solution perfect for onboarding new hires, however it’s also a great option for getting your team on the same page when it comes to selling in your stores.

All retail sales teams.
Those interested in understanding the basic skills required to engage a customer, find out what they’re looking for, build the right solution and to ask for the sale.
The sales process.
Representing the brand.
A warm welcome.
Opening the sale.
Finding out why they came in.
Understanding the customers needs.
Building trust and rapport.
Demonstrating product effectively.
Understanding buying signals.
Overcoming an objection.
Completing the solution.
Closing the sale and getting customer details.

After completing this programme, your team will be able to demonstrate the following behaviours with confidence:

Is able to adapt their greeting to the customer and make them feel welcome in the store.
Can build trust and rapport with the customer through small talk and good communication techniques.
Asks open questions in a logical sequence to find out about the customer’s needs so that they can create the right solution for the customer.
Demonstrates products with passion and is comfortable using features and benefits.
Is able to draw out and deal with a simple objection that the customer raises.
Can confidently offer additional complementary items to create a total solution for the customer and to grow the value of the sale.
Is comfortable using a straightforward close.
Can sell the benefits of your customer loyalty programme and get the customer’s details.
COURSES INCLUDED
Preparing to sell

Get physically and mentally prepared to give your customers the best experience every day.

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Ways to open the sale

Opening the sale is all about welcoming your customer into the store and making them feel relaxed and comfortable.

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How to uncover needs

After breaking the ice and making small talk, ask questions to uncover what your customer is looking for.

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Demonstrate the product

Make your demonstration memorable by being passionate about the solution that you show your customers.

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Ways to handle objections

Objections are a cause of frustration for many sales people, however, with the right process, objections can be surprisingly easy to overcome.

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How to add-on sell

Adding on extra products to a sale can be a real benefit to your customer and to you as a business and that’s why there’s so much emphasis on it in sales.

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Closing the sale

Closing is about asking for the sale. It’s a myth that customers who want to buy, close themselves.

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Confirming the sale

Your goal at the end of the sale is to make sure that I leave your store happy, but also that I become a loyal customer and shop with you again and again.

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OPTIONAL EXTRAS
Add 8 customised videos to demonstrate the sales techniques in-situ. Scripted in partnership and filmed in your environment, using your people. These show your best practice and increases engagement and uptake of the right behaviours.
RETAIL SALES PROGRAMME

Build your skills

Level 2 retail sales. This programme builds on what your team know with new techniques to add to their sales tool box. It‘s perfect for retail teams, regardless of size or category.

The RedSeed online coaching loop encourages and requires practice of the techniques with the trainee and observation to ensure they’re being used with customers.

Using best practice video-based learning for optimal engagement, your team will seethe techniques, hear why they work, and see demonstrations of how to use them with customers.

All retail sales teams.
Those who have completed retail Fundamentals and want to extend their skills.
Attitude and mindset.
Store budgets.
First impressions.
Dealing with resistant customers.
Creating value.
Understanding why customers object.
Dealing with an objection.
When and how to add additional items to the sale.
Understanding why we don’t close.
Identifying and acting on buying signals.
Encouraging customers to return to your store.
Following up with customers.
Resolving customer complaints.

After completing this programme, your team will be able to demonstrate the following behaviours with confidence:

Is able to create a positive mindset and bring their best to the sales floor each day.
Can adapt their opening to each customer to connect, and break down resistance so the customer will relax.
Asks good questions to understand the customer’s situation, before recommending a solution to them.
Can demonstrate solutions that are high value and show that they’ve listened to their customer by matching needs to features, advantages and benefits.
Is able to find out what the customer’s objection is, and is comfortable using the HEAR process to keep the sale moving.
Uses their expertise to offer additional items to create a total solution for the customer.
Is confident closing because of the trust they’ve built and the genuine connection with the customer.
Resolving customer complaints to the customer’s satisfaction.
COURSES INCLUDED
Preparing to sell

Create a positive mindset and bring your best to the sales floor each day.

Ways to open the sale

Adapt your opening to each customer to connect, and break down resistance so the customer will relax.

How to uncover needs

Ask good questions to understand the customer’s situation, before recommending a solution to them.

Demonstrate the product

Demonstrate solutions that are high value and show you've listened by matching needs to features, advantages and benefits.

Ways to handle objections

Find out what the customer’s objection is and how to use the HEAR process to keep the sale moving.

How to create a total solution

Techniques to offer additional items to create a total solution for the customer.

Closing the sale

Alternative closes for different situations.

Following up with the customer

Maintain the connection with your customer and invite them back to the store.

OPTIONAL EXTRAS
Add 8 customised videos to demonstrate the sales techniques in-situ. Scripted in partnership and filmed in your environment, using your people. These show your best practice and increases engagement and uptake of the right behaviours.
RETAIL SALES PROGRAMME

Develop your art

This advanced programme follows on from Build your skills and is the third in the retail sales series. It has 8 courses, each covering a step of the sale. Learn how to add your own style and art, and develop the subtleties in your technique to connect with any customer in any situation.

The RedSeed coaching loop encourages practice of the techniques with the trainee and observation to ensure they’re being used with customers.

Using best practice video-based learning for optimal engagement, your team will see the techniques, understand why they work, and see demonstrations of how to use them with customers.

All retail sales teams.
Those who have completed the retail Fundamentals and Build your skills and want more consultative sales skills.
Attitude and mindset.
Identifying the buyer’s motivations.
Product knowledge.
Knowing your competitors.
Welcoming customers back.
Assisting more than one customer.
Making smooth transitions through the sales process.
The power of using stories to sell.
Handling price objections.
Dealing with buyer’s remorse.
Effective closing techniques.
Customer loyalty.

After completing this programme, your team will be able to demonstrate the following behaviours with confidence:

Understand intrinsic motivations and their impact on self-improvement.
Use empathy to connect with different customer personas to improve their shopping experience.
Effectively provide customers with alternatives, advice and recommendations to match their needs.
Transition smoothly from uncovering needs to demonstrating solutions.
Incorporate storytelling to enhance their product demonstrations.
Use advanced strategies to uncover objections and successfully overcome them.
Make add-ons more compelling by linking them to their buying desires and motivations.
Apply closing techniques that turn an indecisive customer into a decision-maker.
Reassure customers in their purchase to avoid buyers’ remorse and increase loyalty.
COURSES INCLUDED
Preparing to sell

Understand intrinsic motivations and their impact on self-improvement.

Ways to open the sale

Use empathy to connect with different customer personas to improve their shopping experience.

How to uncover needs

Effectively provide customers with alternatives, advice and recommendations to match their needs.

Demonstrate the product

Incorporate storytelling to enhance their product demonstrations.

Ways to handle objections

Use advanced strategies to uncover objections and successfully overcome them.

How to create a total solution

Make add-ons more compelling by linking them to their buying desires and motivations.

Closing the sale

Apply closing techniques that turn an indecisive customer into a decision-maker.

Following up with the customer

Reassure customers in their purchase to avoid buyers’ remorse and increase loyalty.

OPTIONAL EXTRAS
Add 8 customised videos to demonstrate the sales techniques in-situ. Scripted in partnership and filmed in your environment, using your people. These show your best practice and increases engagement and uptake of the right behaviours.
RETAIL

Other retail courses

Use these additional retail specific courses as part of a learning pathway or as optional training to extend the skills of your team.

COURSES
Coaching for leaders

Develop the skills and techniques to become a great coach, so you can support your team to grow their skills.

Essential retail skills for peak trade

We introduce you to some techniques and tips to help you survive one of the craziest times in retail; peak trade.

Fair Trading Act (New Zealand)

Learn how the Fair Trading Act protects customers from being misled or treated unfairly, and recognise how this relates to your workplace.

Privacy Act (Australia)

Develop an understanding of the Australian Privacy Act, including how you need to comply with the legislation, and guidelines for maintaining Privacy within your business.

Privacy Act (New Zealand)

Develop an understanding of the New Zealand Privacy Act, including how you need to comply with the legislation, and guidelines for maintaining Privacy within your business.

Recruitment

Prepare and conduct a successful interview to build a winning team.

The GROW model of coaching

Use the GROW model as a simple coaching method for goal setting and problem-solving.

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