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Like getting a Masters Degree in retail selling in just 3 days –
with an optional 4th day Certification
The ultimate retail sales training course. An in-depth look at the most successful sales techniques in retail, developed by retail’s master salesman, Harry J. Friedman. Discover the core competencies shared by retail’s best salespeople and how you can become a customer-focused, high-performance “master salesperson.”
For confirmation that you have mastered the techniques taught in this course, a very special 4th-Day Sales Certification option is the ideal culmination of this amazing experience. Interactive role-plays and a final exam prove to everyone that you’ve become a Master Retail Salesperson and give you the knowledge and confidence to immediately generate extra sales. Call for details.
COURSE OVERVIEW
Taking the first steps to becoming a high-performance retail salesperson
- Continuously developing your sales and service competency
- How the high-performance professional prepares to sell
- Understanding the Value Triangle and how it influences the sale
Why the way you open the sale can mean success or failure
- Engaging customers in comfortable conversation that avoids the “I’m just looking” syndrome
- Understanding your customer’s psychological resistance to salespeople
- Observational skills for assessing and adapting to a customer’s shopping profile, mood, tempo and
motivation
How a Company History and Quick Tour set you apart from the competition
- Providing a snapshot of any unique Company History that gives customers a reason to buy from your
store
- Building value by offering a Quick Tour of your store and introduction to key staff members – something
other stores and websites don’t do
Probing and the motivation that causes people to buy from you
- “Must-ask” questions that cause customers to open up
- Developing trust and identifying hidden opportunities to add on
- Non-verbal clues that signal how the sales cycle is progressing
Demonstrations that result in “I’ll take it!”
- Matching your demonstration to your customer’s personality and lifestyle
- Product Theater: the fine art of presenting merchandise with eloquence and emotion
- How to use single power-packed statements that cause customers to buy now
How adding on can help you close more sales and build more profit
- Why so few salespeople attempt to add on to the sale
- The most powerful assumption in retail selling
- How to sell groups of merchandise as single units
Overcoming customer concerns and objections
- Uncovering the real reason for not buying now
- The price objection: is it budget, or value?
- How sales professionals turn stalls into sales
Mastering the art of closing the sale
- Spotting buying signals that say, “I’m ready”
- Why intent is more important than technique
- Solid closing strategies anyone can use comfortably
Confirmations & Invitations: sending them off with a smile
- Cementing the sale: how and when to thank your customer
- Simple techniques for reducing returns
- How to invite your customers back again – and really get them to come back
Building personal trade
- The long-lost art of customer appreciation and building loyal, life-long customers
- Systems for providing outstanding, unexpected follow-up and follow-through
- Delivering a shopping “adventure” that builds personal trade and increases referrals
Discover the retail selling systems and techniques that will ensure your staff can perform their jobs at the highest level and maximize sales and service in your stores. Bring your entire sales and management team!
Limited space. Reserve your seats now!
Toll-Free 888-611-4304
Register 30 days or more in advance and SAVE $50 per person!
The seminars are available from The Friedman Group USA. For public seminars available in our foreign markets please contact The Friedman Group office in your country directly for availability and pricing, or attend any of our public seminars in the US.
Please contact us with any logistical or travel-related questions about attending one of our events.
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All seminars come with a
100% money-back guarantee.
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The Friedman Group
Corporate Headquarters
Call: 888-611-4304 or 310-590-1248
Fax: 310-590-1555
E-mail: info@thefriedmangroup.com
Write: The Friedman Group
..........5721 Slauson Ave.
..........Suite 120
..........Culver City, CA 90230
..........USA
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