Retailing Excellence

For owners or managers of retail stores, showing that even when external ‘trading conditions’ are unfavourable…the best retailers look inside the business for a host of opportunities. Includes these segments:

• Attracting more quality customers
• Offering excellent service of both a reactive and proactive nature
• Leading the retail sales team
• Getting the most out of suppliers
• How the leader continues to develop and control future business

Based on the book by John Lees covering sales management skills.

This is for retail managers and staff and begins with a brief reminder of what constitutes ‘the laws of product merchandising’, and then reveals that the same laws apply to the way staff professionally merchandise their knowledge…without being asked by customers to do so. This refers to the point at the top of this page concerning ‘what’s in ourselves’ and shows how to ‘sell’ successfully without hype and negative pressure. Includes these key elements:

• The 5 laws of product merchandising
• Why ‘knowledge merchandising’ (selling) is critical to customer and retail success
• How to ask ‘expensive’ questions that lead to needs the customers didn’t know they had
• How to be a ‘sales-maker’ and create success for customers and the business

Based on the book by John Lees covering professional selling skills