Show your emplyees the difference between a normal salesperson and a great and succesful sales consultant, It was one of the first presentation I conducted 4 years back and I am still using it with the new comers.

1. How to become a Great
& Successful sales
consultant

3. The 3 essential key
- Product Knowledge
- Customer service
- Process & Sales techniques

4. 1- Product knowledge
- Why is product knowledge important ?
- How do you acquire product knowledge ?

5. Why is product knowledge important?
• Knowledge provides clarity to customers
• Helps in overcoming objections and complains
• Strengthens your communication skills
• Boosts enthusiasm and confidence
• Knowledge mean more sales
People buy from people with great knowledge's

6. How do you acquire product knowledge ?
• Educate your self to love the product you are selling
• Collect information about the product ( Facet, Family, Ingredients,
Brand histories …….)
• Attending training sessions
• Reading books
• Internet …….

8. 2- Customer service
- Example of a disastrous customer service
- Why customers are important ?
- The Guest approach
- Our vision

9. Example of a disastrous customer service

10. Why customers are important ?
• They are not dependent on us, we are dependent on them
• They are doing us a favor by coming in our store
• They deserves a greeting, a thank you and a smile
• They are the lifeblood of our business

11. The Guest approach
• G - Greet every customer
• U - Understand the customer’s needs
• E - Make Eye contact
• S - Provide Speedy and friendly service
• T - Say Thank you and ask them to come back

12. Our Vision
We are a leader company operating in a luxury retail field.
We are focused on providing our customer’s needs in a completely
satisfying, efficient, pleasant, safe and convenient manner. One
that exceeds our customer’s expectations everytime !

13. 3- Selling Process & Sales technique
- Selling process definition
- What are the steps in selling?

14. The selling process definition
The selling process is a set of activities
that salespeople undertake to facilitate
the customer's buying decision.

15. The selling process steps
-1-
Approaching
the customer
-2-
Collecting
Information
-3-
Presenting a
solution
-4-
Making the
sale
-5-
Building a
future sale

16. Approaching the customer
• Welcoming and greeting the customer
• Make eye contact & Use a spontaneous and genius smile
• Avoid using the simple approach “ How can I help you “ Be patient !!
• Introduce yourself
• Let the customer feel free to look by his self
• Don’t direct the customer till you feel that his ready to talk about the merchandise
• Invite the customer to have a sit in the presentation table and offer refreshment
you are ready now for the next step…..

17. Collecting Information
Why?
• To determinate the customer
need’s
• The price range the customer
is considering
• The customer’s life style and
preferences
How?
• Using Open questions
• Listening :
- Paying attention
- Showing that you are
listening
• Summarize the customer
need’s

18. Presenting a solution
• Translate features into benefits
• Actively involve the customer in the presentation
• Show no more than three items at once
• Show medium-priced product first
• Maintain eye contact
• Control your voice tone
Customers buy benefits not specific features

19. Making the sale ( close the sale)
• Timing
• Be attentive to detect a signals
• Use questions
• Maintain eye contact
• Maintain a natural smile
• Develop your own style by using your natural flair
A L W A Y S B E C L O S I N G

20. Building future sale
• Link sale
• Provide above and beyond service
• Save customer details
• Make sure you customer is satisfied
• Escort the customer to the exit
• Thank the customer for coming
• Follow Up & building strong relationship

21. T h a n k Yo u
Aymen Grouz
Mob: +971553038595
grouz.ayman@gmail.com