This programme includes eight courses, each one covering a step of the sales programme, and is designed to follow on from our Build Your Skills programme. It will build on your teams existing sales skills, and teach them advanced sales techniques to help grow sales.
Develop Your Art has been developed as our advances retail sales training programme. It’s a great programme for teams with a bit of retail experience, or for anyone who has completed Build Your Skills.
After completing this programme, your team will be able to:
Built in 10 minute, bite-sized pieces for optimal engagement, your team will see the techniques, hear why they work, and see demonstrations of how to use them with customers.
Reassure customers in their purchase to avoid buyers’ remorse and increase loyalty.
The end of the sale is a real opportunity to make sure that the customer is happy, and confident that they’ve made a good decision. You want to avoid them leaving the store having second thoughts. You actually want the opposite effect, which is for them to become a loyal customer and to tell their friends and family about how good their experience was.
Apply closing techniques that turn an indecisive customer into a decision-maker.
Be honest and straightforward when closing a sale. If you’ve done the work throughout the rest of the sale, you’ve earned the right to close. A close starts the minute you open a sale, and the more work you do with the customer to find out what they’re looking for and what’s important to them, the easier the close will be.
Make add-ons more compelling by linking them to their buying desires and motivations.
Don’t limit the value or the amount of items that you show to a customer. There are ways to make an add-on more appealing, so that the customer is more likely to buy.
Use advanced strategies to uncover objections and successfully overcome them.
When customers object, it’s not always about the product, it could be about the price. You want to be able to sell at full margin, and to do that, you need to understand the reason that the customer might make a price objection so you can overcome it.
Incorporate storytelling to enhance their product demonstrations.
Making the solution that you’re showing your customer sound amazing, is the best way to make them really excited about it. Balancing the right amount of enthusiasm, product knowledge and technical jargon is an art, and you’ll get better with practice. Being able to deliver outstanding FABs on every product will help them see value in the solution that you’re showing them.
Effectively provide customers with alternatives, advice and recommendations to match their needs.
Understanding the needs of your customer is critical to showing them the right solution, however understanding their emotional needs can help you fine tune your demonstration and make sure that you are focusing on the things that matter to them.
Use empathy to connect with different customer personas to improve their shopping experience.
Opening the sale is the single most important part of the process, because without it, you can’t even attempt the rest! Working on genuine and authentic conversation starters will help you better connect.
Understand intrinsic motivations and their impact on self-improvement.
In this course, you’ll get more techniques to help you with the science of selling, however it’s your own personality that will add the art and create a unique experience for your customer.
