Level 1:
Sell ’em Something
01. Introduction to Selling | ||
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Welcome | ||
Overview | ||
Logical Order | ||
The Process | ||
Give it a Go |
02. Getting Prepared | ||
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Introduction | ||
Product Knowledge | ||
Personal Presentation | ||
Store & Individual Budgets |
03. Opening the Sale | ||
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Introduction | ||
First Impressions | ||
Not Judging by Appearance | ||
Acknowledging & Greeting | ||
Personal Space | ||
The Fly-by Technique | ||
Opening Lines | ||
Moving to Business | ||
Your Company Example |
04. Uncovering Needs | ||
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Introduction | ||
Open Ended Questions | ||
Logical Sequence | ||
Building Trust | ||
Introducing Yourself | ||
Your Company Example |
05. Demonstration | ||
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Introduction | ||
Value | ||
Getting the Customer Involved | ||
Taking the Customer to the Product | ||
Your Company Example |
06. Closing the Sale | ||
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Introduction | ||
Why we Don't Close | ||
Buying Signals | ||
The Take-it Close | ||
The Either/Or Close | ||
Your Company Example |
07. Confirming the Sale | ||
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Introduction | ||
Reassuring the Customer | ||
Getting Customer Details | ||
Encouraging Return Visits | ||
After Sales Follow up | ||
Your Company Example |
08. Final Quiz | ||
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Quiz |
Level 2:
Sell ’em More
01. Getting Prepared | ||
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Welcome | ||
Overview | ||
Born to Sell | ||
Intent and Desire | ||
Product Knowledge | ||
Knowing Your Competitors | ||
Congregating on the Floor |
02. Opening the Sale | ||
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Introduction | ||
Knowing Your Customer | ||
Gender Differences | ||
Understanding Male Customers | ||
Understanding Female Customers | ||
Store Security | ||
Using Compliments | ||
The Merchandise Approach | ||
The Very Resistant Customer | ||
Your Company Example |
03. Uncovering Needs | ||
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Introduction | ||
Goals of Uncovering Needs | ||
Not Correcting the Customer | ||
Supportive Responses | ||
Other Payment Options | ||
Your Company Example |
04. Demonstration | ||
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Introduction | ||
Moving From Uncovering Needs | ||
FAB's | ||
Creating Desire | ||
Techno-talk | ||
Testing the Water | ||
Your Company Example |
05. Handling Objections | ||
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Introduction | ||
Why Customers Object | ||
Dealing With Objections | ||
Off Track Customers | ||
Your Company Example |
06. Adding On | ||
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Introduction | ||
Benefits of Add-ons | ||
When to Add On | ||
What to Add On | ||
How to Add On | ||
No-brainer Add-ons | ||
Your Company Example |
07. Closing the Sale | ||
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Introduction | ||
The Commitment Question | ||
The Third-Party Close | ||
The Penalty Close | ||
Your Company Example |
08. Confirmation & Follow-up | ||
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Introduction | ||
Cementing the Sale | ||
Buyer's Remorse | ||
Follow-up | ||
Phone Etiquette | ||
Your Company Example |
09. Final Quiz | ||
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Quiz |
Level 3:
Sell it Faster
01. Getting Prepared | ||
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Welcome | ||
Overview | ||
Body Language | ||
Your own Body Language | ||
Customer Body language | ||
Negative Signals | ||
Prices by Memory |
02. Opening the Sale | ||
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Introduction | ||
Personality Types | ||
The Driver | ||
The Expressive | ||
The Amiable | ||
The Analytical | ||
Welcoming Back | ||
Change-over | ||
Assisting Multiple Customers | ||
Changes When it's Busy | ||
Signals Customers Need Help | ||
Your Company Example |
03. Uncovering Needs | ||
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Introduction | ||
Communication Styles | ||
The Extra Mile | ||
Selling Alternatives | ||
Your Company Example |
04. Demonstration | ||
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Introduction | ||
FAB's | ||
Emotional Attachment | ||
Recommendations | ||
The Expert Friend | ||
Your Company Example |
05. Handling Objections | ||
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Introduction | ||
Discovery Questions | ||
Price Objections | ||
Value Objections | ||
Feel Felt Found | ||
Your Company Example |
06. Adding On | ||
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Introduction | ||
Enhancing Add-ons | ||
Introducing Promotions | ||
Your Company Example |
07. Closing the Sale | ||
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When Customers Won't buy | ||
Personal Trade | ||
Wrap-up | ||
Your Company Example |
08. Final Quiz | ||
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Quiz |