02 Oct 2018

In-Person Sales_0318

DanscoThe good about Riyadh living is that everything seem available and there is nothing that I personally miss doing here that I did in the past.   In this regard, the retail brands are all but available; for a consumer seeking to quench or to simply live by, Riyadh offers the needed world class brands across from the Americas, Europe and the Asia.  So, I walked into Birkenstock on the main street in central Riyadh only to be surprised with a meagre collection, but a plush environment and the worse part was the sales staff’s obliviousness to the product they were selling.  As a Shoe enthusiast, I have enjoyed meeting very impressive shoe salesmen and the joy of purchase, otherwise it no less than a dot com transaction.  Shoe personalities, like any other, would expect the salesmen to be taking on a consultative relationship, the sort needed for a tech savvy product.
This salesperson was taking it for granted without any regard to build trust with a customer, easing my shoe purchases and his chance to make a sale.  I have seen many a professionals who took to selling shoes just like any other product; a client who sold shoes making a decent income comparable to a technocrat, shoe only stores with knowledgeable shoe salesmen that advised their clients just like any business consultant and last but not the least, a lot of people who made money selling at retail – particularly in shoes, across from Payless stores thru the floors at Nordstrom, etc.
Contrast that to my experience now where I have to try on our own shoes after asking for my size and trying to figure out if they fit. The salesman would always never bother to check my shoe size, although different brands vary in their size fits depending upon narrow or wide feet and always also never kept from going into features and benefits on the sales floor about why a particular product was so well made or why it would fit a customer’s foot.  In appreciation of his time & the sales opportunity, I always ask the shoe salesmen to bring along a couple extra boxes of shoes; the requested pair, a similar pair but different style, color and a casual.  The salesmen always never could realize that this was saving his time making trips to the storeroom and the customer may end up buying two or three pairs of shoes whereas otherwise he would have bought just one.  No wonder so many customers end up not buying and shoe stores end up close to closing down.  Consequently, many a times, I comfort upset customers for the salesman’s behavior and their non-availability & non-willingness to answer questions.
And when I do have an exceptional experience, like the recent guy I met at the Evans store, it is not by chance, but by the training given to the employee.  Retailers of all sizes need to get back to basics and look at who they hire for the floor, how they are on-boarded and how retail sales training can be mutually beneficial.  But it turns out that the retail environment is but a sad tale, taken for granted business getting done any ways without any regard for customer satisfaction.   The era calls for ’Value added transaction’ and more so salespeople understanding emotional intelligence and off course like any service providers persuasion, presentation skills, energy, selling technique, teamwork and success – most importantly shoe etiquettes…???
Given the internet age of online shopping and technology, in-person sales can easily be ignored.  Do not overlook, however, the importance of personal contact.  You never know when or where you will meet your next customer, and it is important to make a good impression.  Everyone who is interested in sales must be confident in the art of in-person sales.  Although, a specialized sales force that connects with individual customers will have the highest cost.  The high cost, however, should not cause anyone to dismiss using in-person sales because it is an extremely effective sales technique.
READ presents a 12 module, one-day interactive, case study based “In-Person Sales” workshop where the participants will discover the specifics of what it means to become an effective salesperson, and steps to success.  They will learn how to connect with customers and move them through the sales process.  Below are the workshop objectives and the course contents:
Workshop Objectives:
·      Understand in-person sales
·      Explain the sales funnel
·      Explore sales techniques
·      Develop loyalty
·      Identify ways to build customer base
Module One: Getting Started

  • Icebreaker
  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives

Module Two: In-Person Sales

  • Definition
  • Benefits
  • Cost
  • Effectiveness
  • Case Study
  • Module Two: Review Questions

Module Three: Examples of In-Person Sales

  • Sales Call
  • Retail
  • FaceTime
  • Meetings
  • Case Study
  • Module Three: Review Questions

Module Four: Sales Funnel

  • Generate Leads
  • Nurture Leads
  • Acquire Customer Base
  • Expand Customer Base
  • Case Study
  • Module Four: Review Questions

Module Five: Prepare

  • Effective Methods to Generate Leads
  • Know Your Customer
  • Practice Sales Conversation
  • Set Goals
  • Case Study
  • Module Five: Review Questions

Module Six: Presentation

  • Determine Venue
  • Stay on Point
  • Tie the Information to Customer Values
  • Refer to Past Conversations
  • Case Study
  • Module Six: Review Questions

Module Seven: Engage

  • Emotional Intelligence
  • Allow Evaluation
  • Overcome Objections
  • Incentives
  • Case Study
  • Module Seven: Review Questions

Module Eight: Commitment

  • A Verbal “Yes”
  • Maintain Connection
  • Remind Customer of Value
  • Call to Action
  • Case Study
  • Module Eight: Review Questions

Module Nine: Sale

  • It Isn’t Over Till It’s Over
  • Make the Process Easy
  • Close with Exceptional Service
  • Thank and Reward
  • Case Study
  • Module Nine: Review Questions

Module Ten: Loyalty

  • Continuity Programs
  • Special Rewards
  • Handwritten Cards
  • Case Study
  • Module Ten: Review Questions

Module Eleven: Expand

  • Word of Mouth
  • Networking
  • Clubs
  • Case Study
  • Module Eleven: Review Questions

Module Twelve: Wrapping Up

  • Words from the Wise
  • Review of Parking Lot
  • Lessons Learned
  • Completion of Action Plans and Evaluations

Additionally, the workshop includes the following:

  1. Training Manuals for each delegate, Icebreakers, energizers, and other workshop activities to heighten the effectiveness of training sessions when targeted to the lesson topic and the overall needs of the participants.
  2. PowerPoint slides embedded with videos that will complement the instructor-led training experience and provide an excellent summary of training concepts in point format. Flip chart notes are also available as an alternative for workshop training.
  3. Quick Reference Sheets. These powerful Quick Reference sheets are an excellent take away from any training program or as a stand-alone desktop reference tool.
  4. Usage of real life examples, case studies, and stories based on the instructor’s industry experience that are relevant to the group.
  5. Certificates. The Certificate of Completion is meant to publicly acknowledge the effort and expense invested by participants in the completion of the training workshop.
  6. Course related MP3 Audio book for training on the go and a complimentary E-book on select Soft Skills.

All of these professional training resources are based on the most up-to-date body of knowledge and carefully selected by subject matter experts.  To better comprehend each module’s objectives & outline, please click on the following link that demonstrates the HR’ module on our website: http://readacademy.net/course-curriculum/
To register for the workshop or additional information on a specific module, please respond back with your choice of the pick and/or visithttp://readacademy.net/softskills-training-courses/; to enable us meet your business requirements, please fill out the professional enquiry form at:http://readacademy.net/contact-us/.  If you have any questions, concerns or need an insight to our soft approach, please contact us at:info@readacademy.netand/or call us +966532874341.