Participative Selling for Music Retailers
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”
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