Training for salespeople: "Sales on the trading floor"
Training Objectives:
- Implement standards of service behavior with customers.
- Learn effective methods for reaching out to different types of customers.
- Learn to find out the needs of customers, strengthen the motivation for making an expensive purchase.
- Learn how to present the product in accordance with the needs of the buyer.
- Learn how to conduct a dialogue that leads to a purchase decision.
- Learn to work with customer objections, resolve conflict situations.
- Learn how to upsell related products.
- Increase personal performance in the sales process.
Duration: 2 days.
Results:
- Improve the quality of customer service on the trading floor.
- Increased sales.
- Building company commitment
Training program
1. Salesperson training and motivation
- Motivation that leads to successful sales.
- Psychological preparation.
- Product knowledge.
- Developing customer service standards on the trading floor.
2. How to find an approach to the client
- Developing the ability to recognize psychological types of people.
- Types of shopping motives. Influence of motive on the purchase decision.
- Types of personal expectations of the buyer from the seller.
- Features of establishing contact depending on the type of client.
- Dealing with difficult clients.
3. Customer Service
- Sales stages
- The impression a seller makes on a buyer. Components of the impression.
- How to meet a buyer correctly. Types of greetings depending on the behavior of the buyer. Emotional tones.
- Establish contact. Timely initiative in communication with the buyer. Creating an atmosphere of trust. Methods of disposing the client to dialogue and cooperation.
- Contact with customers who are "just looking".
- Rules for serving multiple clients at the same time.
4. Identification of customer needs and product presentation
- Identification of customer needs.
- Building a dialogue that reveals the desires and needs of the client.
- Product presentation.
- The ability to interest the buyer in purchasing the product and resell him related products.
5. Dealing with objections
- Types of objections and criticism of buyers. Revealing the true causes of discontent.
- Methods for dealing with objections about price, product quality, size range, etc.
- How to turn an objection into a purchase.
6.Purchase
- Criteria for making a purchase decision.
- The behavior of the buyer, reflecting the interest, desire and intention.
- Signals to buy.
- The algorithm of actions of the seller, leading to a positive decision of the client.
- How to commit to selling related products.
- End interaction. Positive customer experience.
- Proposal for further cooperation.
7. Conflict management on the trading floor
- Types and methods of conflict resolution.
- Complaint handling technique.
- Formation of company standards when working with conflicting clients.
- Conflict on the sales floor - ways to localize the conflict from other customers.
- Basic types of conflicting clients. Ways to translate the conflict into a constructive solution.
- Seller's personal confidence. How to manage your condition and be confident when communicating with customers.
- Techniques for managing stress in the work of a salesperson.
The training program is basic and adjusted to your specific request.
For more details, please contact us in any way convenient for you
