Sales Training 1.pdf
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- Pages: 21
Cullinan Group Sales Process
PREPARATION
APPROACH
OPENING
PRESENTATION
CLOSING
FOLLOW-UP
Who bought the past 12 months Who has not visited over the past 12 months Who has inquired the past 3 / 6 / 12 / 24
COMPETITORS
Products Price Promotions Displays Availability
PROSPECTING
REVIEW
PREPARATION Identify brands within my mall Research their promotions Research their new offers and products
Preparation: Quiz
What is the SRP? Is it included in the promotions? What are the payment plans?
DISPLAY/AVAILABILITY
What are my available products? How many pieces do I have? What are their unique selling points? What need does it fill for my customer?
PRICE/PROMOS
Products
PREPARATION - Review Know my display well Place best sellers at the back Know when there will be a replenishment
PREPARATION - Prospecting “ Make your prospects feel secure”
PREPARATION - Prospecting # 1
Store TMS
Customer Name Liza Soberano
Attending Staff
Last Date of Visit
Sheila D.
January 3, 2019
Brand Inquired TM
Item Inquired (indicate model # and description) 116001 – Cruise 20 Years
2 3 4 5 6 7 8 9 10
Integrate into the DOR under (SMS/Calls) 1) Make enough prospects / calls / inquiries 2) Be as effective on every chance 3) Make mental notes
Date of last update
Action Plan
January 31, 2019
Advise shipment schedule
PREPARATION - Prospecting
Assignment: Next Store Heads meeting, prepare a list of Top 10 prospects and why you chose them.
APPROACH • • • •
Greet within the first 10 seconds Look presentable at all times Formulate a personal “unique greeting” SMS / Calls • Don’t just push a product or promo • Establish a relationship by asking about the last purchase • Remember the following: birthdays, anniversary, last purchase date for personalised greetings
APPROACH Activity: Formulate my store’s unique greeting.
OPENING
TRUE OF FALSE: SALESPEOPLE ARE PROBLEM SOLVERS
OPENING PROBE
Is this your first (Brand) purchase?
Returning MDPP
Returning Client with no purchase from last time
Yes: Explain the brand and collections
Welcome back (NAME). Ask how you can help this time.
Show the last piece of interest and update if they are still keen to purchase
No: Introduce New Arrivals
Ask about the last purchase.
Update on any pending questions or inquiry from last visit
OPENING
ACTIVITY: WHAT ARE THE TOP 3 REASONS FOR NOT BUYING?
No NEED “ People buy what they want when they want it more than they want the money it costs”
No MONEY “ Each close you use should be an educational process by which you are able to raise the value of the product or service in the prospect’s mind” VALUE = PRICE
No HURRY This is the hardest to close among 5 common reasons. We need to create an urgency (now or never) or to give an alternative date if not today.
No DESIRE
Believing in you product. If you don’t believe in your product, how can we expect our customers to buy?
No TRUST
71% of people who buy do so because they like the sales person, trust them and respects them
Assignment: Reading Handouts
Presentation – My Diamond Customer Types 1. 2.
3. 4.
Emphasize on the quality Explain after-sales service for security Differentiate My Diamond from other jewelry brands Show classic designs
1.
2. 3.
4.
1.
2. 3.
Introduce the brand My Diamond, history and no. of branches Attract with promotions Sell on the investment on a quality piece of jewelry
1.
2.
3.
Focus on uniqueness and limited availability of the products Focus on the 4C’s and impress on diamond knowledge Always upsell and show lower priced product for comparison Sell on elite membership program
Focus on the specific requirement especially timelines Focus on how this investment will last because of quality and workmanship Do not compete on price and focus on quality and the strength of the brand
Presentation – Watches Customer Types
Fashion
Gentleman
Active
Gifter
Newbie
The FAN
ASSIGNMENTS 1. Reading handouts, be prepared to share next month on one closing technique you used. • Walk us through the 6 steps 2. Top 10 prospect list • Share why you chose them 3. Train staff on formulating their different approach 4. Be Prepared for Product Knowledge
PREPARATION
APPROACH
OPENING
PRESENTATION
CLOSING
FOLLOW-UP
Who bought the past 12 months Who has not visited over the past 12 months Who has inquired the past 3 / 6 / 12 / 24
COMPETITORS
Products Price Promotions Displays Availability
PROSPECTING
REVIEW
PREPARATION Identify brands within my mall Research their promotions Research their new offers and products
Preparation: Quiz
What is the SRP? Is it included in the promotions? What are the payment plans?
DISPLAY/AVAILABILITY
What are my available products? How many pieces do I have? What are their unique selling points? What need does it fill for my customer?
PRICE/PROMOS
Products
PREPARATION - Review Know my display well Place best sellers at the back Know when there will be a replenishment
PREPARATION - Prospecting “ Make your prospects feel secure”
PREPARATION - Prospecting # 1
Store TMS
Customer Name Liza Soberano
Attending Staff
Last Date of Visit
Sheila D.
January 3, 2019
Brand Inquired TM
Item Inquired (indicate model # and description) 116001 – Cruise 20 Years
2 3 4 5 6 7 8 9 10
Integrate into the DOR under (SMS/Calls) 1) Make enough prospects / calls / inquiries 2) Be as effective on every chance 3) Make mental notes
Date of last update
Action Plan
January 31, 2019
Advise shipment schedule
PREPARATION - Prospecting
Assignment: Next Store Heads meeting, prepare a list of Top 10 prospects and why you chose them.
APPROACH • • • •
Greet within the first 10 seconds Look presentable at all times Formulate a personal “unique greeting” SMS / Calls • Don’t just push a product or promo • Establish a relationship by asking about the last purchase • Remember the following: birthdays, anniversary, last purchase date for personalised greetings
APPROACH Activity: Formulate my store’s unique greeting.
OPENING
TRUE OF FALSE: SALESPEOPLE ARE PROBLEM SOLVERS
OPENING PROBE
Is this your first (Brand) purchase?
Returning MDPP
Returning Client with no purchase from last time
Yes: Explain the brand and collections
Welcome back (NAME). Ask how you can help this time.
Show the last piece of interest and update if they are still keen to purchase
No: Introduce New Arrivals
Ask about the last purchase.
Update on any pending questions or inquiry from last visit
OPENING
ACTIVITY: WHAT ARE THE TOP 3 REASONS FOR NOT BUYING?
No NEED “ People buy what they want when they want it more than they want the money it costs”
No MONEY “ Each close you use should be an educational process by which you are able to raise the value of the product or service in the prospect’s mind” VALUE = PRICE
No HURRY This is the hardest to close among 5 common reasons. We need to create an urgency (now or never) or to give an alternative date if not today.
No DESIRE
Believing in you product. If you don’t believe in your product, how can we expect our customers to buy?
No TRUST
71% of people who buy do so because they like the sales person, trust them and respects them
Assignment: Reading Handouts
Presentation – My Diamond Customer Types 1. 2.
3. 4.
Emphasize on the quality Explain after-sales service for security Differentiate My Diamond from other jewelry brands Show classic designs
1.
2. 3.
4.
1.
2. 3.
Introduce the brand My Diamond, history and no. of branches Attract with promotions Sell on the investment on a quality piece of jewelry
1.
2.
3.
Focus on uniqueness and limited availability of the products Focus on the 4C’s and impress on diamond knowledge Always upsell and show lower priced product for comparison Sell on elite membership program
Focus on the specific requirement especially timelines Focus on how this investment will last because of quality and workmanship Do not compete on price and focus on quality and the strength of the brand
Presentation – Watches Customer Types
Fashion
Gentleman
Active
Gifter
Newbie
The FAN
ASSIGNMENTS 1. Reading handouts, be prepared to share next month on one closing technique you used. • Walk us through the 6 steps 2. Top 10 prospect list • Share why you chose them 3. Train staff on formulating their different approach 4. Be Prepared for Product Knowledge
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