Retailer Skills Course: Creating a Sales Environment
What is Retailer Skills Course?
Retailer Skills Course (RSC) is a new take on outdoor specialty retail leadership training. Each session is based on the learnings of successful outdoor retailers who will help lead the discussions. Part seminar, part skills development, RSC is facilitated by The Mann Group to deliver tools and understanding to inspire, lead and drive profitability in your store.
Each session is from 11 a.m. - 1 p.m. each day of the Summer Market. Each stands alone or builds on the next for maximum impact and insight. Lunch is provided!
Who Should Attend?
Open to all outdoor specialty retailers, the Summer Market 2017 edition of Retailer Skills Course is geared toward creating a sales environment. Retailer Skills Course is another excellent reason to bring team member to Outdoor Retailer—everyone from your store will learn one-of-a-kind sales management processes that will look at how to increase both sales and customer loyalty. All attendees must have a valid Outdoor Retailer Summer Market 2017 badge.
Creating a Sales Environment
Expanding on The Mann Group’s popular “GEAR training”, these sessions are one-of-a-kind sales management training processes that will look at how to increase both sales and customer loyalty. You will learn how to approach your sales staff to exhibit different behavior, resulting in improved sales performance and more closed sales.
Day One—Wednesday, July 26: Overview of GEAR Sales Program
It’s time to bring a new level of success to your store. There are three steps involved in a training process: TEACH, PRACTICE and FEEDBACK. Each component builds on the one before it and all of the components reinforce each other. The combination of all three creates a training experience that is dynamic, powerful and successful.
Day Two—Thursday, July 27: G and E
G: Get Involved. The key to GETTING INVOLVED with the customer is to create a comfortable environment right off the bat. Let’s take a look at how to teach our staff how to make the customers feel comfortable.
E: Edit. Help the customer get the product knowledge they need to make a smart buying decision. The first part of EDIT is gathering the right information. This requires the technical knowledge about the products and teaching our staff how to listen and learn.
Day Three—Friday, July 28: A and R
A: Appeal. The best way to make the product appeal to the customer is interaction. Teaching your staff to be effective in the APPEAL phase also allows your staff to be confident in overcoming objections the customer might have.
R: Relationship. Research proves that it takes far more effort and expense to attract new customers than to retain and develop business with existing customers. In this phase we are interested in long-term RELATIONSHIPS with our customers.
Day Four—July 29: Developing a Training Program
It takes about 21 to 28 days to learn a new habit. That doesn’t sound liketoo long, but research also indicates that people tend to drop out of a new behavior after two weeks if they don’t go out of their way to keep it going. In this session we will talk about how to roll out a program in the short amount of time you have every day.
Retailer Skills Course is brought to you by Outdoor Retailer, Grassroots Outdoor Alliance and the Outdoor Industry Association.