George Hines, owner of George's Music Stores, Inc., provides valuable tips and insights through these sales training materials, videos and course. Website: http://www.georgesmusic.com/ The course is structured to allow you to start and stop as needed, and to easily get back to the area of interest.
After watching her guitar pack sales drop, Lauren Haas Amanfoh of Royalton Music Center decided to change her sales strategy during the holidays. She devised a three-step approach to bump customers up to a higher price point. The result? A 300-percent rise in acoustic guitar sales and a doubling of her electric guitar sales volume. Find out how she did it.
What you did to get your business to where it is today, is NOT what you need to do to get your business to where it needs to be now. Business growth requires different actions as the market changes. Barry has identified ways that businesses get stuck, causing their growth to slow. By simply making changes to these ineffective patterns, your business can start to flourish again.
Bob Popyk shows how to take just a few minutes each day to train your sales staff on prospecting, closing, handling incoming calls, greeting the customer, handling complaints, dealing with the Internet shopper, creating add-on sales, developing customer rapport and preventing anyone from walking away without buying. Sound difficult? It’s not.
It's easy to make assumptions about customers. Sometimes we fail to address the real reason why a customer visits our store. Establishing the customer’s purpose is an integral step in the “Participative Sales Process.” Likewise, qualifying the customer’s needs is one of the most valuable skills for a salesperson to understand and practice. When you are able to properly qualify your customer
People will buy from the people who meet their expectations. Don’t measure the value of your customer by the one purchase they make today. Happy customers will return to make many purchases over their lifetime. And they will promote your store to their friends and family. You cannot buy word-of-mouth advertising.
What happens when your customer says “No”? Do you take this as a personal rejection? It is not.
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, Refini
Customers will buy when they feel a sense of trust and connection. In order to establish trust with your customer, you begin by building rapport. This starts with the first interaction between your customers and your staff.
George Hines, George's Music, Inc., leads a six-part series at the 2009 NAMM Show, entitled Participative Selling for Music Retailers - exploring key components of the sales process and providing a comprehensive overview of the skills needed for effective selling in a retail music store.