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Retail Express
- 1. RETAIL EXPRESS Certified Salesmanship in Retail Business
- 2. Retail Express By the end of the session the participants would able to do: Understand the genesis of retail business List the types of customers List the strides of selling process Practice the 6 strides of selling process Demonstrate the Profession Salesman practices Handles effective objection handling Up-selling Billing and Servicing
- 3. Genesis of Retail Business _What is Retail Business Offering Products and Services for sale directly to the end customer.
- 4. Check the Visibility (100) Enter the showroom (80) Product Selection (75) Enquiry (65) Get Influencers opinion (50) Test / Like (40) Feel (30) Satisfy (20) Buy (10) Genesis of Retail Business _Buying Stages B E T T E R S E R V I C E
- 5. Genesis of Retail Business _The Mgt effort Create Ambience Advertise Offers and Contests Publicity Discounts Investment in Stock Enter the Showroom
- 6. You are the most important person to make every sale a successful one.
- 7. Types of Customer Individual Wife & Husband Wife and Husband with Children Friends Collective Buying Remember Every Customer is Important for us.
- 8. Types of Customer_ Buying Purpose Regular Occasional Festival Gifting Wedding It is important for us to identify the buying purpose of the customer
- 9. Types of Customer_ Based on Behavior No Buying Intent Visitors No Buying Intent Enquirers Influencers Window Shoppers Real Buyers It is important for us to identify the behavior of the customer
- 10. Roles of a Customer Evaluator Influencer Payer Decision Maker Supporter Buy or No Buy
- 11. It is important to know the type of customer for making a sale successful one.
- 12. Sales Process Establish Relationship Identify Needs Product Demo Close the Sale Billing & Servicing Retaining Customer O B J E C T I O N H A N D L I N G
- 13. Establishing Relationship Raise Smile Receive Customer Greet the Customer Offer Chair Hospitality Tell about the showroom
- 14. Establishing Relationship Raise Smile Receive Customer Greet the Customer Offer Chair Hospitality Tell about the showroom Practice Session # 1
- 15. Identify the Need Is a Regular Purchase or any occasion? For whom they are buying? Range Model Volume Color and Other Choices
- 16. Identify the Need Is a Regular Purchase or any occasion? For whom they are buying? Range Model Volume Color and Other Choices Practice Session # 2
- 17. Identify the Product Demonstration Display Colors & Designs Eye Appeal FTBD Appeal Fitment & Suitability Motivation Engage the Influencer
- 18. Identify the Product Demonstration FTBD Appeal Front Eye Appeal Top Eye Appeal Back Eye Appeal Down Eye Appeal
- 19. Identify the Product Demonstration Display Colors & Designs Eye Appeal FTBD Appeal Fitment & Suitability Motivation Engage the Influencer Practice Session # 3
- 20. Close the Sale Judge the intent Identify the Buying Signals Appreciate Quote the Price Value for Money Decision Control the Influencer
- 21. Close the Sale _ Techniques • Wow!! Appreciate Close • Ohhh! Fear Close • Options! Choice Close • Deal or No Deal ! Direct Close
- 22. Close the Sale Judge the intent Identify the Buying Signals Appreciate Quote the Price Value for Money Decision Control the Influencer Practice Session # 4
- 23. Billing and Servicing Packing Accompany To Bill Counter Payment Generate the Bill The Save Thank the Customer Ensuring Proper Billing, Discounts, Money and Packages
- 24. Billing and Servicing Packing Accompany To Bill Counter Payment Generate the Bill The Save Thank the Customer Ensuring Proper Billing, Discounts, Money and Packages Practice Session # 5
- 25. Up selling Check Other Needs Explain about your showroom Request for Window Shopping Accompany Show Sell
- 26. Up selling Check Other Needs Explain about your showroom Request for Window Shopping Accompany Show Sell Practice Session # 6
- 27. Retaining the Customer Reassure & Thank for Buying Explain about your showroom Request for Visiting Again Baggage Checking Accompany to Gate Help in Security Pass
- 28. Retaining the Customer Reassure & Thank for Buying Explain about your showroom Request for Visiting Again Baggage Checking Accompany to Gate Help in Security Pass Practice Session # 6
- 29. Smile Maintain Eye Contact Keep your hands Clean and tidy Keep Your desk Clean and tidy Maintain Personal Hygiene Do not do other works while attending the customer Maintain personal attention Do not talk to peer while attending the customer Do Team work Body Language
- 30. Some Basic Techniques Where to Stand?? Male Salesman Female Salesman
- 31. Some Basic Techniques How to Help?? Male Salesman Female Salesman
- 32. Some Basic Techniques Never Look at?? Male Salesman Female Customer
- 33. Some Basic Techniques Never Look at?? Ornaments Bag and Money Purse Female Salesman Female Customer
- 34. Some Basic Techniques Engage the Influencer Stand Cross Present to all Focus More on the Customer Identify the Influencer Smile at the Influencer Seek the Opinion of Influencer Make Influencer your ‘friend’
- 35. Some Basic Techniques Teenager (Boy) Choices Teenager User Mother Influencer Father Buyer
- 36. Some Basic Techniques Teenager (Girl) Choices Teenager User Father Influencer Mother Buyer
- 37. Some Basic Techniques Teenager (Girl) Choices Teenager User Father Influencer Mother Buyer
- 39. Types of Objections Price Durability Fashion Quality Need The 4 Magic Gallup Survey
- 40. Objection Handling Technique Listen Acknowledge Clarify Respond 1. Objections are just Smoke Screens. 2. For some objections silence treatment is only the answer. 3. Apply LACR method while answering to an objection.
- 41. Win the Trophy Complete Practice Session # 1 Complete Practice Session # 2 Complete Practice Session # 3 Complete Practice Session # 4
- 42. Recap Test
- 43. Thank You