Level 1:
Sell ’em Something
| 01. Introduction to Selling | ||
|---|---|---|
| Welcome | ||
| Overview | ||
| Logical Order | ||
| The Process | ||
| Give it a Go | ||
| 02. Getting Prepared | ||
|---|---|---|
| Introduction | ||
| Product Knowledge | ||
| Personal Presentation | ||
| Store & Individual Budgets | ||
| 03. Opening the Sale | ||
|---|---|---|
| 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 | ||
|---|---|---|
| Introduction | ||
| Open Ended Questions | ||
| Logical Sequence | ||
| Building Trust | ||
| Introducing Yourself | ||
| Your Company Example | ||
| 05. Demonstration | ||
|---|---|---|
| Introduction | ||
| Value | ||
| Getting the Customer Involved | ||
| Taking the Customer to the Product | ||
| Your Company Example | ||
| 06. Closing the Sale | ||
|---|---|---|
| Introduction | ||
| Why we Don't Close | ||
| Buying Signals | ||
| The Take-it Close | ||
| The Either/Or Close | ||
| Your Company Example | ||
| 07. Confirming the Sale | ||
|---|---|---|
| Introduction | ||
| Reassuring the Customer | ||
| Getting Customer Details | ||
| Encouraging Return Visits | ||
| After Sales Follow up | ||
| Your Company Example | ||
| 08. Final Quiz | ||
|---|---|---|
| Quiz | ||
Level 2:
Sell ’em More
| 01. Getting Prepared | ||
|---|---|---|
| Welcome | ||
| Overview | ||
| Born to Sell | ||
| Intent and Desire | ||
| Product Knowledge | ||
| Knowing Your Competitors | ||
| Congregating on the Floor | ||
| 02. Opening the Sale | ||
|---|---|---|
| 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 | ||
|---|---|---|
| Introduction | ||
| Goals of Uncovering Needs | ||
| Not Correcting the Customer | ||
| Supportive Responses | ||
| Other Payment Options | ||
| Your Company Example | ||
| 04. Demonstration | ||
|---|---|---|
| Introduction | ||
| Moving From Uncovering Needs | ||
| FAB's | ||
| Creating Desire | ||
| Techno-talk | ||
| Testing the Water | ||
| Your Company Example | ||
| 05. Handling Objections | ||
|---|---|---|
| Introduction | ||
| Why Customers Object | ||
| Dealing With Objections | ||
| Off Track Customers | ||
| Your Company Example | ||
| 06. Adding On | ||
|---|---|---|
| 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 | ||
|---|---|---|
| Introduction | ||
| The Commitment Question | ||
| The Third-Party Close | ||
| The Penalty Close | ||
| Your Company Example | ||
| 08. Confirmation & Follow-up | ||
|---|---|---|
| Introduction | ||
| Cementing the Sale | ||
| Buyer's Remorse | ||
| Follow-up | ||
| Phone Etiquette | ||
| Your Company Example | ||
| 09. Final Quiz | ||
|---|---|---|
| Quiz | ||
Level 3:
Sell it Faster
| 01. Getting Prepared | ||
|---|---|---|
| Welcome | ||
| Overview | ||
| Body Language | ||
| Your own Body Language | ||
| Customer Body language | ||
| Negative Signals | ||
| Prices by Memory | ||
| 02. Opening the Sale | ||
|---|---|---|
| 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 | ||
|---|---|---|
| Introduction | ||
| Communication Styles | ||
| The Extra Mile | ||
| Selling Alternatives | ||
| Your Company Example | ||
| 04. Demonstration | ||
|---|---|---|
| Introduction | ||
| FAB's | ||
| Emotional Attachment | ||
| Recommendations | ||
| The Expert Friend | ||
| Your Company Example | ||
| 05. Handling Objections | ||
|---|---|---|
| Introduction | ||
| Discovery Questions | ||
| Price Objections | ||
| Value Objections | ||
| Feel Felt Found | ||
| Your Company Example | ||
| 06. Adding On | ||
|---|---|---|
| Introduction | ||
| Enhancing Add-ons | ||
| Introducing Promotions | ||
| Your Company Example | ||
| 07. Closing the Sale | ||
|---|---|---|
| When Customers Won't buy | ||
| Personal Trade | ||
| Wrap-up | ||
| Your Company Example | ||
| 08. Final Quiz | ||
|---|---|---|
| Quiz | ||