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All retailers wonder and strategize about where that next 5% increase is going to come from. Well, that increase is walking out the door this very minute… even as you’re reading this. In fact, we’ve seen research that says for every dollar a customer spends in a retail store, they walk out with and additional ninety cents that would also have been spent if the interaction had been properly handled by the sales associate.
The four workshops we’ve developed specifically for retailers is the solution to this problem.
Courageous Retail Selling™
The Go for No!® Course in Maximizing Every Sales Interaction… and Having the Customer Love You for It!
Based on the core concepts in Richard Fenton & Andrea Waltz’s book, Go for No! The Ultimate Strategy for Failing Your Way to Success, this program teaches retailers to quickly and dramatically improve sales performance by changing they way they think about hearing the word NO when taking care of customers.
In this session participants learn how to:
- Develop a new, more empowering definition of “failure”and “success”.
- Set NO-Goals™ and to make “going for no” a regular sales behavior.
- Ask for the sale and bring the interaction to a definitive end.
- Sell “Up, Down, Across & Sideways” to radically increase add-on options.
- Transition from single items to large, multiple-item sales.
- Do all of the above in a customer-centric way!
The result will be not only more sales… but happier customers who really will love you for it!
Driving Sales Performance™
A Behavior-Focused Approach to Getting Results from Others through Courageous Leadership.
Management is unique in that a manager’s worth is not determined by his or her direct effort, but rather their ability to get results through others… by the collective effort of the entire team. That’s why the Driving Sales Performance program was developed.
In this session participants learn how to:
- Classify the “selling styles” (strengths and limitations) of individual team members.
- Concentrate on specific behaviors that deliver maximum sales and service results.
- Coach and develop their people rather than simply “cheering” them on.
- Challenge the self-imposed limitations of each member of the team.
- Celebrate success behaviors, even when they fail to deliver a successful result.
- Commit and “walk-the-talk” when it comes to modeling the behaviors they teach.
The result will be enhanced, sustainable performance improvement from every member of the team… and a measurable impact on sales.
The Art of the Store Visit™
How to Conduct “High-Impact, Behavior-Focused” Store Visits that Get Results and Drive the Metrics.
The Art of the Store Visit is a unique, high-impact workshop that applies a laser-like focus on sales and service improvement, from the moment a multi-unit manager first steps into a store until they leave.
In this session Multi-Unit Managers learn how to:
- Determine the priorities and objectives of every visit.
- Analyze “the numbers” to determine true performance.
- Make the store manager their partner during the visit.
- Observe and assess both the quantity and quality of key behaviors.
- Model the way in sales and coaching (coach your coaches to coach).
- Review results and set “actionable” behaviors for the next visit.
The result will be a “strategic, structured approach” to conducting a visit in which every minute matters.
Direct Recruiting for Retailers™
A Step-by-Step Approach to Sourcing, Contacting and Hiring Top Performers to Build Your Ideal Team.
The war on talent is being fought in malls and lifestyle centers and big-box stores all across America. And any retail organization that does not have a structured, effective direct recruiting program in place is sending their frontline managers into the battle unarmed.
In this session participants learn how to:
- Determine the exact competencies you’re looking to observe.
- Identify best times and places to look for quality people.
- How to conduct a successful, effective recruiting visit.
- The proven approach for making contact with potential candidates.
- The 10 key “do’s and don’ts” of the initial meeting.
- How to use an effective follow up campaign to triple your results!
The result will be store and filed management who will be immediately able to proactively recruit top talent.
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