Become a Retail Selling Superstar

As a Customer Service 'Natural', Where Do I Learn How to Sell?

Roy Prevost
Roy Prevost

Have you ever felt you would have made the sale:

  • if you understood the difference between helping and selling?
  • if you could have identified the customer's preferred communication style?
  • if you would have gotten the "pre-sale" choreography right?
  • if you knew how to pre-qualify the customer?
  • if you knew how to properly select the product?
  • if you understood the correct way to present the product?
  • if you knew how to overcome objections?
  • if you knew how to close the sale and ask for the order?

If any of these challenges have plagued you in the past, you have come to the right place!

Welcome to the "Retail Selling Superstar"
10-Module Telewebinar Series

This 10 module telewebinar course will provide you with:

Retail Selling Superstar
  • a renewed sense of confidence in your ability to be a sales superstar
  • a strategy on how to greet the customer, avoiding the dreaded, "How may I help you?"
  • subtle questions that immediately qualify the customer, avoiding a waste of valuable time with disinterested parties
  • the knowledge of how to approach customers on the floor and when to hold back
  • simple ways to identify the customer's communication style so that you are immediately on the same page with the client and developing an instant connection
  • a strategy to tactfully help the customer make the proper choice of products, ensuring the customer will remain a long term client
  • a unique tactic on how to present the products that encourages upselling and cross selling for more profitability
  • simple phrases that help you to overcome objections of price, and what "no" really means
  • guidelines on how to ASK for the sale and get the order
  • the 10 different closes and how they can be used
  • ways to say goodbye in a manner that will endear you to your customers

This 10 module telewebinar series is designed to transform you into a retail selling superstar by providing selling skills to both the novice sales person, and a refresher/reminder to the seasoned professional.

This telewebinar series is presented by customer service activist and retail authority Roy Prevost. Roy gives small business the tools and techniques to thrive and prosper in the big box retail environment. His book Turbocharge Your Retail Business explains how you can outmaneuver and outperform the big guys. Through coaching and workshops Roy Prevost helps small business increase confidence, improve profitability, build customer loyalty, and triumph over competition.

This telewebinar has 10 modules:

Module 1: Introduction (60 minutes)

  • The history of salespeople and where they rank in terms of earning potential
  • The 6 reasons why salespeople have a poor image and reputation
  • The 8 attributes of a world class sales pro
  • What constitutes a righteous sale?
  • The singular mental interpretation of sales that removes negative feelings from the psyche of the retail selling superstar
  • What is the difference between what I have just done and a vending machine?
  • The difference between a sales professional and an order taker

Module 2: Major Attitude Session (60 minutes)

  • Why do I want to be in sales?
  • What is it about sales that I enjoy?
  • How do I handle rejection?
  • 7 Point Checklist of Personal Grooming (not as obvious as you may think)
  • What does the term "retail sales" mean to me?
  • The 8 attributes of a Retail Selling Superstar!
  • The 16-point formula followed by a Retail Selling Superstar

Module 3: Identifying your customer's preferred communication style (60 minutes)

  • Understanding the 6 components of communication with customers
  • The 4 steps of active listening
  • Understanding communication styles - auditory, visual, feeling or kinesthetic - and how to identify which style your customer prefers
  • Building "rapport" through your customer's preferred communication style
  • Learn how your customer's eye movement will determine their preferred communication style
  • How to build rapport through "mirroring"

Module 4: The Pre-Sale and the Greeting (60 minutes)

  • 15-point checklist for a clean and tidy environment
  • Unseen messages that I may be sending to customers
  • "You never get a second chance to make a first impression"
  • "It's showtime" folks!
  • The Smiling Welcome
  • How saying "How may I help you?" will KILL the sale

Module 5: Qualifying the Customer (60 minutes)

  • The three steps of qualifying
  • Creating "Your Choice" questions
  • Why "Oh, by the way..." is a great way to prolong the conversation with the customer
  • The one statement that you can make that will guarantee a continuing conversation
  • Why "standing in one spot" removes the threat in the mind of the customer
  • The 9 questions that can be asked to qualify a customer

Module 6: Selecting the Product (60 minutes)

Retail Selling Superstar
  • An orchestrated plan for selection of products that guarantees buy-in from your customer
  • The sequence of events that will guarantee that price will not be the determining factor in the eyes of your customer for your high priced items
  • How to prepare your client mentally for a higher priced/quality item
  • How to handle the "Money Factor"

Module 7: Presenting the Product (90 minutes)

  • Understanding the "Customers buy emotionally and justify with logic" mentality and how the product features support it
  • How greater number of features leads to more benefits and therefore more emotion
  • How presenting this one kind of feature of the product is often overlooked by sales people
  • How "customer involvement" will improve your sales results dramatically
  • The 10 major points of your presentation that will increase sales dramatically
  • The 9 things you should NEVER do during your presentation
  • The art of "Questioning"
  • The most important single question in every salesperson's vocabulary
  • What the average salesperson does not do when asking questions
  • How to upsell for more profit
  • How to cross sell for more profit

Module 8: Overcoming Objections (60 minutes)

  • How to know when to keep selling even during objections
  • How to deal with the terrible "Toos" and how to get rid of them
  • How to handle "false objections"
  • The 6 powerful words that are an important part of the sales professional superstar
  • How to handle "I can get it for less"?
  • Cost vs Price
  • What does "NO" really mean?

Module 9: Ask for the sale - Get The Order (60 minutes)

Retail Selling Superstar
  • ASK for the sale
  • The "assumed" close
  • The "you lose" close
  • The "Customer chooses the close" close
  • The "ask for the moon" close
  • The "take the bull by the horn" close
  • The "something for nothing" close
  • The "believe it or not" close
  • The "you win" close
  • The world's most-used, most-effective close

Module 10: Saying Good Bye and Wrap Up (60 minutes)

  • The one action that will remove most fears and doubts of your customers
  • A 3 step process that will endear you to your customers
  • 3 ways to make the most of the closing moments
  • The after sales service call
  • 5 steps to choreograph the "After Sale Experience"
  • 6 ways to handle a difficult or complaining customer
  • The 3 don'ts when handling an angry customer
  • Review of the 10 modules
  • Interactive Q&A session with all attendees
  • Q&A re the sessions

All workbooks and materials are provided in advance of the telewebinar.

These 10 telewebinar modules will be held every Monday night at 7pm PST from January 17th to March 28th, 2011.

All telewebinars will be recorded for replay purposes.

Investment: $500 per person
for the Full (10-Module) Telewebinar series

Please call Roy Prevost at (604) 519-0035 or email him at roy@royprevost.com if you have any questions