SUCCESSFUL SALES IN RETAIL

Attitudes and techniques to realise desired results and experiences

Selling isn’t everything, but without sales nothing counts.- because – the best products and services are futile, if not successfully communicated and sold.

Starting position – Retail

• Products and prices are becoming more and more matched, exchangeable and can be purchased through various channels
• It’s the sales-people, who make the difference to the USP and the competitors
• Challenges and pressure from all sides: the internet, discount shops, complaints, transparent pricing, new competitors
• negative routine in sales: “can I help,- you’re just browsing?- no added sales….
• negative attitude, anger and frustration: little active and joyful sales, listless dealing with complaints….
• bad atmosphere, also noticeable for customers – ‘lone fighters and insular-mentality’, a culture of no errors
• shrinking or stagnating turnover and profit, small contribution margins
• Customer changes over to the competitor, reversed customer-frequency

Goal

• Enthusiastic customers through enthusiastic sales-people
• Active selling with enthusiasm
• Creating customer-enthusiasm and customer-loyalty
• Increase turnover and profits

Development-process and module

 Me: attitude, personality & self-management

• Only through the attitude, of every individual co-entrepreneur, can the overall business result be changed positively
• Personal responsibility, dealing with anger, pressure and stress
• Emotions don’t sell products. ‘You can only light a fire, if you have the spark within yourself’
• What are magic moments and how can I create them
• How to turn customers into fans,-(active full reference)

IT: Sales-navigation: procedures and structure of a  successful sales-process

• Sales-navigation: selling – negotiating – arranging – earning
• Rules of conduct, methods and techniques, how to move and thrill people, overcome resistance and achieve goals
• How to sell, negotiate, arrange, and earn, – playfully, without objections and with joy
• From complaint to advertising-action: using complaints as an opportunity
• Cross-selling: tips and tricks

US: Contact, relationship, communication,team

• being in touch and building relationships
• effectively communicating: people buy from those, who listen and enquire, with empathy
• Get away from the ‘club of victims’! From one that thinks about problems to one that realises opportunities
• How to make productive use of success as well as of failure?
• Learning from the best within the company – together we know and achieve more
• from that, how to we develop a ‘learning organisation’?

Result

• noticeable better team-spirit, win – win
• Word of mouth recommendations, through enthusiastic sales-people and customers
• Employees enjoy and are having fun with active selling
• Productively learning: together and from one-another
• Increasing turnover and added value

Magic

“outstanding and memorable exercises and experiments”

“lasting anchoring for practical use”

“great atmosphere, lots of humour and playful selling”

“coming from practical experience – for practical use”

“with less effort – noticeably more selling!”

“looking forward to the next seminar!”