MMC - Mediterranean Management Centre

Training Programmes

Sales Techniques in clothing and footwear (EN)

Code:	A14SALTECCLO
Type:	MMC Workshop
Category:	Sales

Hours:	14
Duration:	3 days
Location:	EDITC & MMC Conference Center, Ίμβρου 16, 1055 Λευκωσία
Language:	Greek

Topics
ATTITUDE, BEHAVIOR TOWARDS THE CUSTOMER AND SALE - METHODOLOGY OF SALE
BUILDING SUBSTANTIVE COMMUNICATION WITH THE CUSTOMER
DISCOVERING THE NEEDS OF THE CUSTOMER
CONDUCTING THE SALE
OBJECTIONS
CLOSING THE SALE

Who Should Attend

This workshop is addressed to:

salespersons in clothing and shoe stores

Purpose

This seminar relates to the field of retail sales of clothing and footwear. Constant intense competition and the prevailing economic recession obliges shopkeepers to compete not only through their product, but also through the improvement of service and application of advanced sales techniques.

The aim of the course is to make participants understand the difference between typical passive service of the customer who enters the shop and active sale. Aim is the retention and growth of customers through increase and enrichment (cross selling-up selling) of sales. Trainees must acquire the necessary knowledge, skills and personal competences in identifying, understanding and satisfying customer needs, as well as for presenting the proposal to him in a convincing way and with convincing arguments. At the same time the program aims to equip learners with the necessary knowledge and skills so that they are able to effectively deal with difficult customers and be able to demonstrate professional behavior and consistent performance while handling tasks under any stressful conditions.

Objectives

Upon completion of the training course, the participants will be able to:

identify and understand the needs of the customer on clothing and footwear, including the personal taste of the customer, as well as the way in which he prefers to be served
present the suggested solutions to the customer in a convincing way
effectively deal with difficult customers
develop negotiation and communication skills
develop high level confidence in sales
effectively handle sale to many customers at the same time, and / or alternative and complementary sale.
demonstrate professional behavior and consistent performance while handling tasks under any stressful conditions

Prerequisites
No prerequisites.

Methodology

The use of modern educational methods and assimilation tools is suggested, for example:

group work and cooperation between participants,
continuous interaction between learners and the rapporteur, group and individual exercises,
discussions and drawing conclusions
work on case studies and sales scenarios,
role Playing exercises,
educational video analysis,
educational games,
self-evaluation tests, etc

with which the participants will practice all subjects taught.

Equipment

During the seminar, the following equipment will be used:

Educational material for all participants
Laptop, DVD player, Speaker Phones, Projector
Flipcharts
Writing material

TimeTable

Day One

08:30-10:50

INTRODUCTION

Meet and get to knw each other in a creative way

COURSE OBJECTINVES

Presentation

Section 1
ATTITUDE AND BEHAVIOR TOWARDS THE CUSTOMER AND SALES - SALES METHODOLOGY

The challenges of the modern times

Presentation
Group exercise and discussion

‘What is sale? What do we need to do to achieve it?’

Presentation
Group exercise and discussion

Positive attitude and behavior towards the customer and the sale

Presentation

‘For what reasons are the customers buying from us?’

Group exercise and conversation

Customer's needs and expectations - The difference between these concepts

Presentation

10:50-11:10 Coffee Break

11:10-13:30
Section 2
BUILDING SUBSTANTIVE COMMUNICATION WITH THE CUSTOMER

Creative activity
The process of selling. The steps - The modern strategy.
Presentation
Basic communication principles - the main components. Substantive contact
Presentation
Exercise
"Discovering my way of thinking"
Presentation
The customer's way of thinking and mine
Individual exercise – self evaluation
Active listening – Empathy
Brainstorming – presentation
The technique of small agreements
Brainstorming – Presentation
Creative Time

13:30-14:10 Lunch break

14:10-16:30
Section 3
DISCOVERING THE NEEDS OF THE CUSTOMER

"The characteristics and advantages of the product-the customer's benefits
Presentation-group exercise and conversation
What makes us buy? Emotions
Presentation
'Discovering what lies behind the image''
Brainstorming
The art of questions - The technique of inversion
Presentation
"Characteristics, advantages and benefits. Design questions to discover the benefits of the customer"
Group exercise - in 4 groups of 4 or 5 people-We choose 4 different products the participants will bring with them
Group presentation and discussion
Recap of exercise by rapporteur
Recap of Day 1
Group exercise

Day Two
08:30:10:50

RECAP OF PREVIOUS DAY

Creative activity

DISCOVERING CUSTOMER NEEDS IN PRACTICE

Role play
Comments from trainer and participants

Section 4
CONDUCTING THE SALE

Presentation of the solution
Brainstorming – presentation
Presentation of the solution
Role play

10:50-11:10 Coffee break

11:10-13:30

Section 5
OBJECTIONS

Dealing with objections
Brainstorming - presentation
"Frequently raised objections. How do we answer?"
Group exercise – discussion
Tackling objections- in depth
Turning customer's "problem" into a sales opportunity." What do I do when I get attacked by the customer?"
Individual exercise –self evaluation
The stages of handling complaints, "problems" of the client
Presentation
"Turning customer's "problem" into sale"
Exercise
Creative activity
Objections
Role play

13:30-14:10 Lunch break

14:10-16:30

Section 6
COMPLETION OF SALE

Completion of sale
Presentation
Role play
End of the program
Recap - conclusions by rapporteur and trainees

QUESTION TEST FOR LEARNERS

EVALUATION OF THE PROGRAM

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