This half-day virtual course follows on from Creating a Selling Environment In-store – it works with the topics covered in the first session but takes the key elements and uses small work groups and role-plays to develop ideas and skills. It also expands on the content and includes some advanced communication and persuasion techniques.
Time and Date: 9.30am – 12.30pm
Date: Tuesday, 10th September 2024
Location: Hardware Association Ireland, Blackchurch Business Park, Rathcoole, Dublin
Duration: Half-day
Cost: HAI Members: €225; Non Members: €285
To book your place please complete the form below. For more information please contact Aoife at aoife@hardwareassociation.ie or call 01 2980969.
Learning Outcomes:
At the end of this Workshop participants will gain a better understanding and competency in:
- The six principles of persuasion
- The five key sales factors
- Up selling linked selling cross selling
- Product Placement & Shelf Talkers
- Starting conversations
- Building Rapport
- Question types and when to use them
- Features vs Benefits
- Overcoming objections
- Closing sales
Course Content
Shelf talkers & Product placement
What’s your equivalent (to case studies in part 1)
Conversion rate
One idea to convert browsers to buyers
Average customer transaction
One idea to increase your average customer transaction
Purchases as per annum
One idea to increase the number of times your customer buys each year
Off on the right foot
Building rapport
The absence of mice
Developing your benefit list
Inside the mind of your Customer
Writing your High Gain Question
State is everything
Managing your state to impact communication
60 seconds to Sell
Evaluating / rewriting your “Pitch
Who Should Attend
All retail staff and managers. Recommended to anyone who previously attended the Creating a Selling Environment Instore workshop – or those who are looking for practical training in their selling strategy.
Methodology
This is a highly interactive workshop; Demonstration, individual and group exercises and discussions, along with participant practice will be used to reinforce learning.
About the trainer
Terry Harmer is a Member of the Institute of Training & Development (MIITD), a Fellow of the Sales Institute of Ireland, (FSII), a Member of the Marketing Institute of Ireland, (MMII) a Licensed Practitioner of NLP, (NLP Prac.), holds a BSc. in Business Administration, and a Certificate in Training & Continuing Education, training on training evaluation and transfer of skills to the workplace.
After a period of four years, from 1973 to 1977 working in a family furniture business, Terry entered the insurance industry, and built a career (from Salesman to General Manager) on strengths in training and development, people management and leadership skills.
In 1991, he formed NLC, and specialises in designing and implementing training programmes and modules modelled on world class companies, using best practice initiatives, to train Sales, Customer Service, Communications, Teambuilding, Leadership, and People Management. He trains City & Guilds and FETAC and short training programmes for a number of Skillnets since 2000. He is on the Enterprise Ireland Mentor panel.
To book your place please complete the form below. For more information please contact Aoife at aoife@hardwareassociation.ie or call 01 2980969.