Selling Into Retail – A Proven Process For Success
Who will benefit from this course?
Retail Sales Professionals
If you are a Sales Professional selling products into retail stores, then this course is for you. It will provide you with a proven model for success.
New Retail Sales Professionals
If you are a graduate or just starting out in your retail sales career, this course will help you get ahead. Clear and logical steps to follow, to help you maximise sales of products into retail - consistently!
Retail Sales Managers
If you are a Sales Manager looking to train a team of Sales Professionals, this course helps you to provide a structured and proven model to successfully sell products into retail.
Retail Sales Trainers
Few retail sales professionals receive structured sales training to help them sell into retail. This course provides you with a clear framework to help your students succeed in retail selling.
So what does the Selling Into Retail Course look like? HERE'S ONE OF THE MODULES
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Very few retail sales professionals receive structured sales training to help them sell into retail. They're often trained in general sales techniques: how to overcome objections and how to close. But very few are trained in the disciplined, productive and logical steps necessary to maximise sales of their products into and out of retail.
This course carefully and simply takes both new and seasoned sales professionals through these proven steps for successful sales to retailers. Three areas are covered: the steps to a classic sales and buying call - a call where you are talking to a retail buyer; the steps to a corporate retail store call - a call where the store is not in a position to buy directly from you but where you can influence the retailer to sell-through more of your products; the final area covered is a call that gives you structure around how to overcome the 5 key objections retailers raise when buying products from you.
Following these steps will give the tools to confidently and calmly improve your retail sales and boost your relationships with the retailers you deal with. It will also give you a structure and tools to help you build your reputation as a trusted advisor and shopper marketing expert in the eyes of your retail customers.
Tap Into Years of Experience
Kevin has built a number of companies and is the Chairman of Toys R Us Australia, New Zealand and UK. He is also on the board of a number of small and medium businesses in Australia and Asia. Until recently, Kevin was the Chairman and former CEO of a 2,000+ employee retail marketing agency. For over 30 years, Kevin has been helping international and national companies to master the shopper experience, both in physical and online stores. This is your chance to tap into that unique experience.
Real World Examples
The course features videos of Kevin explaining all the steps needed to succeed in Retail Selling. Using real world examples and bringing all of his experience to bear, Kevin guides us through practical steps that will see your sales results soar.
Selling Into Retail Stores – A Proven Process For Success Curriculum
An overview of the three types of retail sales calls: a classic sales and buying call where you are selling into a retail buyer; a corporate retail store call - an influencer call - where you can't sell product directly in but you can influence how much of a product the store sells; and finally, the steps to overcoming a retailer's objections.
The Steps to the Classic Sales and Buying Call – PESTUPMA. Preparation, Evaluation, Promoted lines, Unpromoted lines, Settle Account, Merchandise, Administration.
The Steps to a Corporate Retail Store Call. An influencing Call. Evaluating PESTUPMA.