| Short Description |
High-value selling is a consultative process, where knowledge, recognition of needs and explanation of benefits all lead to a successful outcome. This workshop gives participants those tools. |
| Duration |
1 Day |
| Who Should Attend |
Retail salespeople who are principally involved in high-ticket consumer items where the sale is a consultative process. |
| Pre-requisites |
There are no pre-requisites for this programme. |
| Key Subject Areas |
- Identify why customers patronise a particular store and what they expect in the way of service.
- Selling is a service.
- Review the six steps of selling.
- Why do people buy?
- The difference between features, advantages and benefits.
- Linking product knowledge to benefits.
- Personal strategies for sales performance improvement.
- How to close the sale and what’s the next step?
- The importance of follow up and keeping in touch.
|
| Learning Outcomes |
This workshop will enable the participant to
- Have an understanding of what customers expect from salespeople.
- Understand the importance of first impressions and know appropriate ways to meet and greet.
- Recognise the importance of product knowledge and will be able to distinguish between features, advantages and benefits.
- Be able to link benefits to needs, remove doubts and barriers and uncover additional opportunities.
- Know how to listen actively, question and be able to close.
|
| Certification |
Following successful completion of the KiwiHost Yes, Thanks! I'll Take It workshop, participants will receive an internationally recognised KiwiHost certificate. |
| Materials Supplied |
Each participant will receive a 53 page workbook, a Memory Jogger and 164 page text book. |
| Presentation Method |
Facilitator-led with highly interactive material, including video examples, exercises and discussion. |