This tests your comprehension of the "Participative Selling for the Music Retailer" course. Good Luck!
Test your knowledge
Spcial Double Session
Does your Web site consist of one static page after the other? Would you like your pages to come alive with video and slide shows? Do you want to extend your Web site out to the social networks like YouTube and MySpace? It’s not that hard to do—really!
Jen Lowe and the team from BoomBoom Percussion will show you how to do it. Step-by-step. Get your NAMM Show off to a flying start. Join us for 50 minutes of action-packed practical demonstrations. Learn about the free software tools you can use for video editing—no matter your level of proficiency. You can do it!
Special Double Session
Here’s your chance to see real-life music store makeovers. Actual “before and after” photos illustrate the change. Was it worth it? How much did it cost? Did it increase sales?
Join Danny Rocks and his panel of music dealers and store designers as they show you how to remodel your store. And how to do it “on a dime”!
Do you think you need a big store and a big staff to be successful selling over the Internet? Think again! Actually, think about what your customer wants when shopping online. Think speedy response to questions. Think easy access to information. Think product knowledge and selection. Think big! Act small!
In this session you will learn what it takes to succeed in e-commerce. Gene Joly from Musicians Friend and Guitar Center joins Bobby Boyles from Oklahoma Vintage Guitar to share their very different approaches to e-commerce. Don’t miss this session!
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. The course index below shows the topics in each chapter.
The course is set up as individual chapters to make it easy for you to move through the selling process and understand the importance of each stage. Each chapter should take approximately 7 to 20 minutes (maximum) to complete.
It is suggested that you keep a journal during your time on the sales floor; this will help you monitor how your sales skills are improving. By involving yourself in progress in this manner each day, you will be able to see your increased results. The sample journal can be downloaded and customized to suit your store. Click on the Journal image below to open the pdf.
The use of a selling system gives the retailer an advantage over competitors who do not employ such a process, and allows for a means of measuring improvement in customer relations and sales.
We will be reviewing one such system, step-by-step, in an effort to increase your success as a music retailer by increasing the quality of your customer interactions and improving your competitiveness and profitability.
The course is primarily for music retail Sales Associates and Managers who directly interact on the sales floor with walk-in customers. It focuses on building relationships with customers and increasing sales by building trust, understanding needs, and leading customers through a question-based approach to make a “buying decision, rather than trying to talk customers into a purchase.
By completing the course and practicing the skills you learn, you should be able to:
- Properly Greet Customers and Build Rapport
- Ask Questions That Uncover the Customer's Needs
- Provide the Customer with Possible Solutions
- Ask Them to Purchase and Handle Basic Objections
- Increase Sales and Build Lasting Relationships
The following Participative Selling for Music Retailers course outline should be helpful to walk you through the complete selling process.
2. Three Concepts of the Participative Selling Method
2.1 The Three “P’s” of Retail
2.2 Physical Needs vs. Emotional Needs
2.3 “Participative Selling” Overview
3. Greet Your Customers
3.1 The 10-second rule
3.2 The 2-minute rule
4. Build Rapport
4.1 Your Best Friend
4.2 Power of Rapport
5. Establish Purpose
5.1 Why Are They Here?
6. Qualify Needs
6.1 Ask General, then Specific Questions
6.2 Budget Question
7. Suggest Product
7.1 Asking Permission
7.2 Affirming the Needs
7.3 Meeting the Budget
7.4 Asking for Feedback
8. Ask for the Sale
8.1 Respect for the Customer
8.2 Customer Decision Making
8.3 Closing Methods
8.4 Simple Close
8.5 Assumptive Close
8.6 Alternate Close
8.7 Policy Close
8.8 Other Closing Methods
9. Handle Objections
9.1 "No" Means "Not Enough Info"
9.2 Uncovering the Obstacle
9.3 Simple “NO” Objection
9.4 Product Objections
9.5 Price Objections
9.6 “Have To Think About It”
9.7 Other Common Objections
9.8 Learning From Objections
9.9 Asking Again for the Sale
10. Seek Referrals
10.1 Value of a Happy Customer
10.2 New Business Opportunities
10.3 Example of Asking for Referral
11. The Sale After the Sale
11.1 Contact After the Sale
11.2 Customers For Life
12. Telephone Tactics
12.1 Answering the Phone
12.2 Putting Them On Hold
12.3 Remember the Three “P’s”