NAMM U - Sales

Building Rapport is the process of establishing trust between you and your customer.  People buy from people when they feel a sense of trust and connection. Your job is to connect with customers as quickly as possible.  Focus on them.  Your Best Friend Imagine if your best friend walked into the store.  What would you say?  “How have you been?” and "When was the last time you were here?" and "It’s great to see you!"  Building rapport is truly a skill, but the easiest way to do it is to think of how you would treat a friend who just walked in. Every Customer is a Friend of the Stor

This is the customer's first contact, both with the store and with an individual Sales Associate.  There should be an initial greeting to acknowledge that the customer has entered the store; there also needs to be a more personal greeting that shows the customer that there is someone to assist them. The “10-Second Rule” Consider the customer's first 10 seconds in your store as the time that person spends making a quick decision about your company.  Make sure someone offers at least a general greeting, even if from a distance (although we like the idea of a greeter at the front of

Why have a selling method?  Using a selling method ensures consistency in delivering quality sales and service to the consumer.  As in any profession, the ability to deliver excellence is achieved through a measurable and consistent delivery of performance—whether it is performing as a musical artist, an Olympic athlete or a Retail Sales Associate. There are many types of selling methods; your job is to adopt a method that's congruent with your company's mission of providing exceptional sales and service to the customer.  In this course, we will present one of the most popular met

Now that you have built rapport with your customer and have properly qualified their needs, it’s time to present options—your products and services—offer an irresistible choice and gently guide the customer  to a decision. In this session, Greg Billings will show you how to make your presentations dynamic, relevant and effective. Topics include  Getting Permission to Make a Presentation, Refining Your Pitch, Using the Emotional Power of Music in Your Demo, and Structuring Your Presentation to Establish Yourself as a “Caring Expert.”