About Workshop
See the world in the Eyes of your Shopper!!!
Objectives of this Course:
i) Changing mind set to focus on core people to drive the sales & visibility.
ii) Understanding Shoppers behavior and why they are the boss of the business.
iii) Importance of Retail into recent business & how this drives the visibility & sales.
iv) Understand Effective Merchandising as a part of structured selling.
v) Tools to catch the Shoppers at Retail and designing path to purchase.
vi) Understanding Retail Excellence as a part of art, innovation and creativity.
vii) Some Global Best Practice Examples and its implication of local market.
Training Outcomes:
The training will be conducted by keeping the following points in mind, so that the participants will be able to :
1. Realize : The need for Professionalism in Sales Promotion
2. Identify : The need to develop Knowledge, Skills, Disciplines & Leadership
3. Focus : The importance of developing a Sales orientation
4. Understand : The Modern Concept of Sales and Marketing
5. Enlarge : A positive approach to Needs-based Sales Promotion
6. Focus : On Background Knowledge & Disciplines in Professional Salesmanship
7. Increase : Vital qualities & Disciplines of a Professional Salesman
8. Understand : The 4Ks - Market, Trade & Product & develop Tailor-made selling strategies
9. Plan : The total Selling operation more effectively for enhanced productivity
10. Develop : A positive attitude of mind which result in a Win-Win situation.
Workshop topics to be covered:
1. Defining Salesmanship
a. Who is a salesman
b. Requisite skills for a salesman
c. 10 Qualities to be a successful Salesman
d. KPIs of a Salesman
2. Roles & Responsibilities of a Salesman
a. Key responsibilities of a salesman
b. Functions of a Salesman
c. Analyzing the market
d. Knowing Customer requirements - Customer retention
e. Developing winning strategy & improving Sales Performance
3. The Selling Process
a. Exploring customer's needs : Questioning
b. Methods of prospecting - Referral selling
c. How to convert prospects to customer
d. Networking
e. Best utilization of existing customerˇ¦s pool
4. The Selling Sequence
a. Preparation
b. Approach
c. Presentation
d. Closing - How to close the sales
e. Post Call - Post Sales-handling
5. Objection Handling & Negotiation
a. Positive aspects of objections
b. 6 sequential steps of handling an objection
c. Rules for Negotiation Concessions
d. The power of the phone
e. Advantages of Tele-selling
f. Telephone call handling
g. Key Accounts Management
6. Ways to Win Customer's Heart
a. 6 ways to make your Customers like you
b. Make selling interesting
c. 7 Secrets of Success
d. Areas to be concentrated
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