How to Sell More in Your Store

Copyright Ottantaventi srl 2011-2016

OTTANTAVENTI TRAINING

How to Sell More in your Store

Adriana Galganowww.ottantaventi.it

[email protected]


IN THE STORE


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.


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.


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!


PHASE I: WHEN A CUSTOMER ENTERS

The first DECISION to make is

whether or not to welcome them!

Am Iinvisible?


AND IF WE WELCOME THEM…

do we welcome like manner?!!

Certainly NO, because they would run away immediately.

Can I Help you?


IN WELCOMING

There are several important

DECISIONS to make sales

increase!


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

?


IT IS INTUITIVE THAT

Answering to all

previous questions

INCREASE SALES!


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


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.


The objections

must never turn

into a clash with

the customer!

PHASE III: THE OBJECTIONS


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.


To ignite sales, the DECISIONS on

Cross Selling are fundamental.

PHASE IV: THE CROSS SELLING


IT IS IMPORTANT TO DECIDE

he sequence of the products/services

the offers

the objectives


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


CROSS SELLING

IS NOT INSTINCTIVE!!!


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:


OF COURSE, SELLING

is also COMMUNICATION


for all 4 stages of sale!!

LISTENING IS IMPORTANT


IN LISTENING


A DECISION TO BE TAKEN IS:

do we also train our salespeople to

'hear' the customer with the eyes?


'LISTENING' TO THE CUSTOMER

WITH THE EYES

how many things can we seize

from this customer?


TRAINING? YES, WITH OTTANTAVENTI!

How to

sell more

in your

store


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 [email protected]

DECIDING IS IMPORTANT

http://www.ottantaventi.it/

http://www.ottantaventi.it/coraz/composizione_formativa_retail.htm

mailto:[email protected]

Business

How to Sell More in Your Store