Cutting Edge Selling and Merchandising Skills

Space Age Retail Selling - 2 Days

Part One: Merchandising That Sells

1. The Science of Shopping
   How people spend their time in a shop
   The mechanics of shopping
   How do customers view sales and promotional messages
   How long do customers view signage
   Traffic flow and layout.
   
   
2. Displaying and Placing Signs and In-Store Media
   Designing effective media
   The key placement areas in a retail store
   How to increase the power of your point of sale material and signage
   Simple visual messages that sell
   Creating excitement within the store
   Using props and promotional materials.

Part Two: Selling the way customers like to buy

3. How do Customers Think?
   Why do customers buy?
   How do customers make buying decisions?
   Influencing transaction driven customers.
   
   
4. Establishing Trust and Rapport
   Creating favorable first impressions
   Turning suspicion into trust
   Reading and influencing your customer's body talk
   How to speak your customer's language.
   
   
5. Uncovering Customer Needs
   The critical importance of questions
   High impact questions that sell
   How to use questions to turn problems into needs.
   
   
6. The Art of Suggestive Selling
   Selling with high value suggestions
   Benefits that really sell
   Selling additional products and services
   Powerwords that sell
   Words and phrases to avoid.
   
   
7. Selling with a Queue
   Selling under pressure
   The art of queue management.
   
   
8. Resolving Customer Concerns
   Anticipating and preventing objections
   Handling objections.
   
   
9. Closing the Sale
   Detecting customer buying signals
   The closing process
   Four simple sales closes that work.
   
   
10. Creating Loyal Customers
    Getting the customer to return
    Farewelling the customer
    The closing process.