Diploma in Luxury Retail
Teams of 6 and above
This programme is not available to join on an individual basis
Duration
12 Weeks broken into two terms of six weeks each
Overview
Helping you achieve leadership and management skills at an international level
Suitability
Suitable for existing and experienced managers and supervisors
Two Kinds of Retail Salesperson
There are usually two kinds of sales executives in retail, first is the Stalker, these are the sales people who believe that following a customer around the store like a shadow will result in “making a sale at any cost”, they might make good sales numbers but customers don’t like them and don’t feel comfortable around them.
The second kind of sales executive is the Wallflower, these are the sales people who stand by the wall or hide behind the displays and do everything possible to make themselves invisible. Usually the reason for this is a lack of confidence and in many cases, simple shyness.
Unfortunately, customers don’t like these kinds of sales people either, they feel frustrated that they have chase them for help.
Luxury Retail Expert
Enter the perfect retail sales Expert! Confident, assured, passionate and adored by customers.
The Expert listens to customers, identifies their needs, makes suggestions and helps customers feel totally in control and the centre of attention. The Expert advises, suggests and always outperforms the Stalker and the Wallflower.
Anticipate Customer Needs
At the core of this course is a proven, step-by-step sales model which can use immediately in all sales situations.
It teaches the techniques of using listening and questioning techniques to understand each customer’s needs, it covers how to read body language to anticipate customer interest levels and it uses psychology to learn how to motivate buying in the customer psyche.
Course Curriculum
Retail Sales
- Linking sales and customer service
- Know your customer
- Create the opportunity
- Matching customer needs
- Handle objections and close the sale
- After the sale
Body Language
- Understanding Body Language
- Core principles of Body Language
- Arm Cross & Palm Gestures
- The Handshake
- Hand & Thumb Gestures
- Hand to Face Gestures
Retail Passion
- Customer Motivation:
- Rapport = Results
- Non-Verbal communication
- Language of influence
- High Intensity interactions
- Buyer Psychology
Art of Small Talk
- Introduction - Small Talk
- Why do we use Small Talk?
- The Danger of Silence
- The Small Talk Formula
Retail Forecasting
- Retail Sales Forecasting
- Retail Sales planning
- Resource planning
- Planning KPI's
- After sales and follow up
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