Session 1 : Understanding Customer Needs & Consumer Behaviour

The advantage retail sales executives are that they don’t have to “hunt” to locate customers. However, experience shows that they lose that advantage by not properly understanding customer’s precise needs and expectations. To keep this in mind, this first session devotes itself in giving the participants enough ideas as to how to determine the needs and expectations and work towards solving their problems. The adage ” even before we can sell a product, we have to sell ourselves”, is explained through the Buyer-Seller Dyad.

Session 2: Receiving Customers
Personality of the sales person, therefore, plays a very important role in treating the walk-in/calling customers as VIP’s. In this session, participants learn about solving customer’s problems, 6 selling essentials and 3 approaches for customer interaction.

Session 3: Skills for Closing Sales
In the process of making the buying decisions, customers not only have problems but also objections to many proposals made by sales personnel, viz. prices, shapes, sizes, etc. This session devotes time to equip the participants to “convert’ those objections to selling the products.

Session 4: Salesman’s Discipline
Behaviour apart, sales person’s discipline in terms of dress, sales kit, data base (helpful for maintaining touch with customers for future sales, etc.). Participants learn many tips how to do it professionally and continuously.