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	Retail Selling System for the Small Business Owner $195.00 Retail salespeople will take a giant step ahead of being “floor walkers” and “order takers” with this wealth of sales-producing ideas.

Retail stores in the 90’s have faced many new challenges, but there is one challenge that they face every day -- a more sophisticated buyer who wants to buy quickly and efficiently. The retail customer has more options than ever before, over-exposed with retail advertising in newspapers, magazines, direct mail., and the internet. You and your fine store can’t afford to get lost in the shuffle; EACH in-store exposure to your salespeople and products must have maximum effectiveness because:

“Americans love to shop.”

But in retailing, we just haven’t been getting it done. The number of mall stores visited per trip has dropped to 2.6 from 3.6 since 1988. The number of minutes per mall visit has dropped from 90 to 72. How bad is it?

“Retail sales in the 1996 holiday season were the worst since 1990.
If you want to know why retail sales were slack, go shopping.”
                                             Forbes, February 12, 1996

The Lee DuBois Retail Sales System centers around the most successful video sales training program in history, “Let the Customer Buy,” and our unique approach to retail customer service, “Supporting the Selling Effort.” Final enhancements were made by retail executives with a combined 50 years of retail experience making our program the most dynamic (and sales-effective) program available anywhere.

The Retail Sales System includes:

* Developing the attributes of a Top Retail Salesperson
     • “Finding Top Performers”

- Enthusiastic - Courteous
- Confident - Helpful

* Greeting the Customer
     • “Making that All-important First Impression”

- Qualifying Questions – “Are they are a shopper or a buyer?”
- 14 ways to establish Instant Rapport
- How to make a favorable First Impression
- Getting the Customer to Listen to you
- Gaining Credibility for high-dollar purchases
- The Key to Marketing . . . “The Quality Recommendation”

* Eliminating “I’m just looking”
     • “Making a compelling product presentation”

- Arousing Curiosity to make them want to hear or see more
- Bridging from Conversation to $ales
- Analyzing why people buy – “Secrets of Marketing Success”

* Communicating your Products’ Value
     • “Moving Merchandise”

- Justifying your Price
- Minimizing Markdowns
- “There is no competition”
- Selling high-end merchandise
- Reduce non-profit customers (“sales only” buyers)

* Know when to Ask for a Decision
     • “The Key to Non-Manipulative Selling”

- Releasing Pressure from the Decision
- Taking the Customer’s Temperature; find out where you are
- Improving your Listening Skills
- Being more Observant

* Making the Sale
     • “Eliminating Try it and Buy it”

- Making Decision-Making easy
- Reducing Exchanges & Refunds
- Building Goodwill for future purchases
- Making Customers into Clients . . . “Comebacks”

* Handling Buying Obstacles
     • “Reduce Buyer Resistance”

- Eliminating weak Excuses for not buying
- Finding the REAL concern and handling it
- How to Persist without upsetting the Buyer

* Handling the Upset Customer
     • “Keeping Clients Happy”

- Relaxing someone who has a problem
- Uncovering Hidden Complaints . . . Reducing Defections

"Our success is measured by your improved performance."

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