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Copyright Ottantaventi srl 2011-2016
OTTANTAVENTI TRAINING
How to Sell More in your Store
Adriana Galganowww.ottantaventi.it
adriana.galgano@ottantaventi.it
Copyright Ottantaventi srl 2011-2016
IN THE STORE
Copyright Ottantaventi srl 2011-2016
BECAUSE THE SALE IS
a process where, depending on
the techniques and behaviors
adopted by the salesperson in
the different phases, positively
closed negotiations increase or
decrease.
Copyright Ottantaventi srl 2011-2016
A COMPANY CAN CHOOSE
to make the instinctive style
and the art improvisation
of the salesperson determine
the outcome of the sale.
In this case, the store sales
are the result of chance.
Copyright Ottantaventi srl 2011-2016
OR A COMPANY CAN CHOOSE
to influence the outcome of the sale with training.
In this case, to maximize the return on the investment,
it is important that you take DECISIONS for each phase
of the sales process.
DECISIONS!
Copyright Ottantaventi srl 2011-2016
PHASE I: WHEN A CUSTOMER ENTERS
The first DECISION to make is
whether or not to welcome them!
Am Iinvisible?
Copyright Ottantaventi srl 2011-2016
AND IF WE WELCOME THEM…
do we welcome like manner?!!
Certainly NO, because they would run away immediately.
Can I Help you?
Copyright Ottantaventi srl 2011-2016
IN WELCOMING
There are several important
DECISIONS to make sales
increase!
Copyright Ottantaventi srl 2011-2016
common rules for all
those who welcome
the customer?
greeting to hook?
welcoming to give
additional information?
welcoming to build
loyalty?
FOR EXAMPLE ... WILL WE USE
?
Copyright Ottantaventi srl 2011-2016
IT IS INTUITIVE THAT
Answering to all
previous questions
INCREASE SALES!
Copyright Ottantaventi srl 2011-2016
the company, after taking DECISIONS,
defines the effective behaviors that identify
the style and the welcoming targets;
salespeople and store managers are
trained to adopt these behaviors in a
natural and relaxed way.
YOU INCREASE SALES, WHEN
Copyright Ottantaventi srl 2011-2016
PHASE II: THE HEART OF THE SALE
At this stage, the DECISIONS are referred to
understand customer needs and how to argue
about the product.
Copyright Ottantaventi srl 2011-2016
The objections
must never turn
into a clash with
the customer!
PHASE III: THE OBJECTIONS
Copyright Ottantaventi srl 2011-2016
OVERCOMING OBJECTIONS
with self-confidence is
the result of
DECISIONS that the
company takes on the
use of the techniques
for managing them by
the salespeople.
Copyright Ottantaventi srl 2011-2016
To ignite sales, the DECISIONS on
Cross Selling are fundamental.
PHASE IV: THE CROSS SELLING
Copyright Ottantaventi srl 2011-2016
IT IS IMPORTANT TO DECIDE
he sequence of the products/services
the offers
the objectives
Copyright Ottantaventi srl 2011-2016
is the order in which the salesperson proposes
Cross Selling to the customer.
The objective of the sequence is to minimize the
risk of receiving NO!
THE SEQUENCE
Copyright Ottantaventi srl 2011-2016
CROSS SELLING
IS NOT INSTINCTIVE!!!
Copyright Ottantaventi srl 2011-2016
WITHOUT TRAINING
fear of rejection;
fear of losing the initial sale;
lack of motivation;
prejudice against the sale;
insecurity about knowledge of products/services.
you don't propose Cross Selling for:
Copyright Ottantaventi srl 2011-2016
OF COURSE, SELLING
is also COMMUNICATION
Copyright Ottantaventi srl 2011-2016
for all 4 stages of sale!!
LISTENING IS IMPORTANT
Copyright Ottantaventi srl 2011-2016
IN LISTENING
Copyright Ottantaventi srl 2011-2016
A DECISION TO BE TAKEN IS:
do we also train our salespeople to
'hear' the customer with the eyes?
Copyright Ottantaventi srl 2011-2016
'LISTENING' TO THE CUSTOMER
WITH THE EYES
how many things can we seize
from this customer?
Copyright Ottantaventi srl 2011-2016
TRAINING? YES, WITH OTTANTAVENTI!
How to
sell more
in your
store
Copyright Ottantaventi srl 2011-2016
TO SELL MORE!
OTTANTAVENTI offers
support for decisions and
colors to compose your own
training in relation to your
sales model
CONTACT US FOR MORE INFORMATION
MY EMAIL IS adriana.galgano@ottantaventi.it
DECIDING IS IMPORTANT
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