Techniques to Closing Sales
Description
90% of customers aren’t ready to buy when salespeople reach the end of their sales process. This disconnect, along with other everyday struggles like understanding diverse customer personas, overcoming objections, and team alignment, can be major roadblocks to retail success.
Break through these barriers and gain the sales advantage by learning to “push all the right buttons” in today’s dynamic retail environment. Master the art of closing sales and unlock unprecedented success for yourself and your team.
This comprehensive course equips you with the skills and knowledge you need to excel in retail. Through a blend of theoretical insights, practical exercises, and real-world case studies, you’ll learn to:
- Connect with diverse customer personas: Build rapport and understand individual needs
- Conquer objections confidently: Develop effective strategies to address and overcome customer concerns.
- Foster team alignment: Motivate and empower your team to work cohesively towards shared goals.
Elevate your sales game, enhance your leadership abilities, and lead your team to new heights in retail excellence!
This course is HRD Corp (HRDC / HRDF) claimable.
Additional information
| Mode | Physical, 2-days |
|---|---|
| In-House | ✓ |
Course Details
Learning Outcomes
- Understand Customer Psychology:
- Identify and cater to various customer personas.
- Build trust and rapport to enhance the overall shopping experience.
- Master Product Knowledge:
- Demonstrate in-depth knowledge of the store’s products.
- Effectively identify and capitalise on upselling and cross-selling opportunities.
- Enhance Communication Skills:
- Employ active listening techniques.
- Handle objections confidently and turn challenges into opportunities.
- Apply Advanced Closing Techniques:
- Implement trial closes and assumptive closing strategies.
- Create a sense of urgency to drive successful closures.
- Personalized Sales Strategy Development:
- Assess individual strengths and weaknesses.
- Create a personalised action plan for continuous improvement.
Suitable for:
Retail Managers, Assistant Managers, Sales Leaders, Store Supervisors and any Professional Aspiring for Retail Leadership.
Course Outline
Day 1 – Foundation of Successful Sales
- Administration & Course Introduction
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- Introduction and Ice-Breaking
- Access to Sales Frameworks and Tools
- Overview of the importance of effective sales techniques in a retail environment
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- Module 1: Understanding Customer Psychology
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- The importance of customer-centric selling
- Recognizing different customer personas
- Building rapport and establishing trust
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- Module 2: Effective Communication Skills
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- Verbal and non-verbal communication
- Active listening techniques
- Handling objections and turning them into opportunities
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- Module 3: Product Knowledge and Upselling Techniques
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- In-depth understanding of the products in the store
- Identifying upselling opportunities
- Cross-selling strategies
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- Module 4: Building a Sales-Focused Team
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- Team dynamics and collaboration
- Customer Experience and Sales Process Development
- Setting sales targets and expectations
Day 2 – Advanced Sales Techniques and Closing Strategies
- Module 5: Advanced Closing Techniques
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- Trial closes and assumptive closing
- Creating a sense of urgency
- Overcoming common objections during the closing process
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- Module 6: Role-playing and Case Studies
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- Practical application of learned techniques through role-playing exercises
- Analyzing real-life case studies of successful sales scenarios
- Feedback and improvement suggestions
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- Module 7: Developing a Personalized Sales Strategy
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- Assessing individual strengths and weaknesses
- Creating a personalized action plan for each manager
- Setting long-term goals for continuous improvement
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- Module 8: Sales KPIs and Management System
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- Developing a personal action plan for sales success
- Continuously improving sales skills and techniques
- Day 2 Summary & Review
