Active Selling in Retail Environments
Introduction
To best illustrate what this session is about, I would like to invite you to think for a moment about your experience when you go shopping...
What do you do when someone suddenly asks, "Can I help you?" The knee-jerk reply is often, "No thanks," or, "I'm just looking." Even if the assistant is smiling politely and provides you with their first name, the direct question can still feel intrusive.
Can you take a moment to notice how uncomfortable it feels to be 'sold to', and how much more engaging it is to have a conversation with an assistant that uses their knowledge to help you to make the choice that's right for you.
It is possible to learn patterns of thought, language and behaviour that easily create comfortable conversations, effortlessly elicit what motivates the buyer and provide influential suggestions that they will find compelling?
Noggin has developed a simple 3-step model imparting the behaviour and language of a comfortable, permissive and influential sales process.
- Using language and body language to create an atmosphere around sales interactions that provokes comfortable conversations with customers
- Use a simple and conversational investigative language pattern to effortlessly elicit what motivates the customer and handle customer objections
- Provide influential suggestions that the customer will find compelling, matching your product to their values and selling what they want to buy and subtly close the sale.
Intention
- To provide an accessible sales model that is natural and comfortable for the customer assistant, and therefore comfortable for the customer
- To provide influential techniques that are 'soft' and respectful to the customer's needs
Methodology
- Elicitation of current obstacles to active sales, and a shift of negative perceptions
- Demonstration of effective and ineffective selling
- Explicit input of the techniques for influential and ethical sales
- Exercise to adapt the techniques to support personal style and use the sales models
- Feedback and discussion
Explicit content/techniques
- Exploration of resourceful perceptions for sales activity
- Body language techniques to aprroach the customer and create a comfortable atmosphere
- Conversational language techniques to engage the customer and elicit their values relating to the purchase
- Ethical closing techniques
Outcomes
- Describe what selling is (and what it's not)
- Engage customers in natural conversation
- Investigate what's important to the customer
- Playback customer values linked to product benefits
- Ethically close the sale
Logistics
- This session can be run as a 180-minute 'nugget' or as a one-day training course
- We like to use two facilitators for the 'nugget' version of this session - optimum number of attendees is 12 the maximum is 24
- For an optimal training environment we prefer a theatre style room layout with plenty of room for participants to move around
- Equipment requirements are a flip chart (necessity) and a projector/screen (optional)
Interested in Active Selling in Retail? Contact Noggin
If you are interested in the Active Selling in Retail Environments Nugget for your business, why not contact us now?
