The Art of Retail Selling

09.30 – 10.00     Coffee, Introduction and Objectives
10.00 – 10.30     Four Stages of Retail
(Building a profile of success)
10.30 – 11.00     Our Customers – Who Are They?
(What do we know about our customers?)
11.00 – 11.30     Hotspots
(Where are the greatest areas of impact and how do we use them?)
11.30 - 12.15      First Impressions
(Immediate impact exercises)
12.15 - 12.35      Customers - Winning Their Hearts and Minds
12.35 – 13.00     What Do They Really Want?
(Understanding their situation and needs, spotting our opportunities)
13.00 - 14.00      Lunch
14.00 – 14.45     Providing Solutions
14.45 – 15.15     Handling Objections
15.15 - 16.00      Closing the Sale
16.00 - 16.15      Maximising - Associated Sales and Additional Opportunities
16.15 - 16.30      Positive Next Steps
16.30 - 17:00      Action Plans Agreed

• An understanding of customers real needs and wants
• An understanding of how customer profile affects product placement and layout
• How to ensure continued custom
• Actions to be implemented