Retail Sales Essentials™ – A Complete Modular Retail Sales Training Program

This is the sales primer for all retail sales personnel! Whether you are new to retail or sales, or an experienced retail pro, Retail Sales Essentials™ provides a complete set of retail sales and customer service skills to achieve more sales with happier customers in your retail store. Retail Sales Essentials™ is interactive by design, fully applicable to the products and services your organization sells.

Begin with the Retail Sales Essentials™ Assessment. The Retail Sales Essentials™ Assessment is an online assessment that measures someone’s knowledge and awareness of the current and emerging best practices in retail selling. Upon completion you’ll have a baseline measurement for the competence levels of individuals and the organization, as well as a comparison to the international average. You can identify organizational strengths and weaknesses, and build a teaching and coaching plan to become strong in all areas. View the Retail Sales Essentials℠ Assessment Sample Report [Individual]

Then Select the Specific Training That Makes the Most Sense . Retail Sales Essentials™ is a modular program that allows you to complete the specific modules you want, when you want them. While each module builds upon the principles and learnings of the previous modules, each module can also stand alone.

So Very Much More Than Just Training! How’s this for added value?

• We’ll embed YOUR culture, brand, products, and services into each training module, so that your employees learn what’s relevant to your organization, not something generic.
• We’ll train your trainers how to self-administer our programs, and license them to you, bringing your per-participant training costs down, down, down.
• Want to measure the effectiveness of your staff’s learning outcomes? We can help you do that with our proprietary assessment.
• Want help in designing district and store manager coaching programs to help your staff master the Retail Sales Essentials™ principles? We do that as well!
• You can even use our Retail Sales Essentials™ Assessment as a pre-hire tool to help you identify training needs of new hires, and cut new staff onboarding time by 35%.
• In short, we’ll partner with you to ensure you get a program that changes behavior and provides an ROI you can measure in less than six months.

Modules include:

Interpreting the Results of Your Retail Sales Essentials™ Assessment – Module 0:

Session Length: 90 minutes | Target: Retail Sales Personnel | Delivery Options: traditional or online classroom

• How the Retail Sales Essentials™ Assessment Was Developed
• What the Retail Sales Essentials™ Assessment Measures
• Retail Sales Essentials™ Assessment Applications
• Understanding Your Retail Sales Essentials™ Assessment Results
• Retail Sales Essentials™ Assessment Questions & Answers

Retail Sales Attitudes, Preparation & Organization – Module 1:

Session Length: 3 – 4 hours | Target: Retail Sales Personnel | Delivery Options: traditional or online classroom

• How Does the Public View Retail?
• Building the Perfect Sales Professional for Your Organization
• An Overview of Our Strategies and Sales Processes
• Learning Our Products and Services
• Generating Traffic Into My Location
• Time Management for Retail Sales Professionals
• SMART Goals for Savvy Sales Professionals
• Preparing My Mindset

Greeting Guests and Building Rapport – Module 2:

Session Length: 4 – 5 hours | Target: Retail Sales Personnel | Delivery Options: traditional or online classroom

• Are You PREPARED to Greet Visitors?
• Making a Professional Appearance
• Welcoming Guests
• The Role of Body Language
• The Role of What We Say
• What’s the Competition Up To?
• How to Build Rapport

Conducting Effective Needs Assessments – Module 3:

Session Length: 5 hours | Target: Retail Sales Personnel | Delivery Options: traditional classroom strongly suggested to permit role plays

• The Prerequisite Skills for Conducting Needs Assessments
• Conducting Effective Questioning Sequences
• Correctly Interpreting Guest Responses
• Solving Needs Assessment Scenarios
• Smoothly Transitioning from Needs Assessment to Presenting Solutions

Presenting Solutions to Identified Needs – Module 4:

Session Length: 5 hours | Target: Retail Sales Personnel | Delivery Options: traditional or online classroom

• Possessing the Requisite Presentation Skills
• Presenting Features With FABs
• Utilizing Effective Communications Techniques
• Measuring Guest Interest
• Creating Value Throughout the Presentation
• Leading the Discussion About Competitors

Effectively Handling Resistance – Module 5:

Session Length: 5 hours | Target: Retail Sales Personnel | Delivery Options: traditional classroom strongly suggested to permit role plays

• Possessing the Prerequisite Resistance Handling Skills
• Correctly Identifying the Resistance Type
• Six Steps to Handling Resistance
• Matching Resistance Tactics to Type
• Smoothly Transitioning to the Close

Closing Sales Professionally – Module 6:

Session Length: 2.5 hours | Target: Retail Sales Personnel | Delivery Options: traditional or online classroom

• Possessing the Requisite Closing Skills
• Utilizing Confident Statements to Close
• Avoiding Classic Closing Mistakes
• Completing the Sale With Add-Ons
• Thanking the Customer for Purchasing

Following Up Sales Effectively – Module 7:

Session Length: 2 hours | Target: Retail Sales Personnel | Delivery Options:traditional or online classroom

• Possessing the Prerequisite Follow-Up Skills
• Following Up With Guests
• Asking Customers for Referrals

Delighting Customers With Exceptional Customer Service – Module 8:

Session Length: 4 hours | Target: Retail Sales Personnel | Delivery Options: traditional or online classroom

• The Important Role of Trust
• Delightful vs. Disappointing Service
• What Do Customers Expect?
• Delighting Customers Regardless of Circumstances