Don't Stuff Up the Retail Sale
Au$39.95
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The definitive guide to the retail sales process
By Wendy Berry and Jo-Anne Cole
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Detailed description:Specifically targeted to the special requirements of the retail trade, from salespeople to sales managers to business owners this book will have your sales team energised and selling like never before.
Don’t Stuff Up the Retail Sale works because it is loaded with proven strategies and techniques that will increase sales results and get readers on the fast track to sales success. In this book, we focussed on providing an easy read filled with useful anecdotes to reinforce training messages.
Building on our highly successful Don’t Stuff Up the Sale, Berry's new book brings a fresh approach to retail sales training, ensuring the information is pertinent to the retail sector.
This invaluable book comprehensively covers the retail sales process from beginning to end and is a useful guide for all retailers, regardless of their role or their experience.
Explains Berry: "We identify what it takes to become skilled in sales and in easy-to-understand terms discuss methods of attaining proficiency. The information it contains helps the reader comprehend the sales process at progressively deeper levels therefore increasing sales results even further. Though nothing can replace the interactive and tailored approach live training provides, our new book serves as a guide when help is needed. It will also challenge readers to continue to improve their sales techniques and remind more experienced salespeople of strategies and skills they may have forgotten."
The book begins with the most basic information, expanding on topics in much more depth the further into the process the reader gets. Each chapter follows a logical progression through the sales process, offering the reader valuable insights and practical strategies they can employ to improve their sales results.
"We identified a gap in the marketplace, in that other books offering guidance to salespeople specialised in only a few areas. We take a more holistic approach, examining the personal qualities required to excel and where these were under-developed, offering clear guidelines to acquiring them," says Berry.
There are stories, anecdotes and examples throughout the book, along with examples of common scenarios that salespeople easily relate to.
"Speaking in plain language, we identify and elaborate on the 14 Crucial Determinants of Top Performing Retail Salespeople. We walk through the basic “how-to’s” of selling, including an in depth look at Retail Performance Standards, providing a step-by-step guide through the sale, handling incoming telephone enquiries, handling objections and closing," says Berry.
"We go on to offer more advanced material with topics that include attitude, identifying personality types, negotiating, asking brilliant questions, powerful presentations, the psychology of persuasion, communication, mastery and goal setting. The material has been tested, honed and proven in many years of sales training sessions to many different types of retail salespeople."
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