Day One |
Overview
|
Meet your instructors. Purpose of class. Introduction to window coverings sales concepts and metrics |
8:00 |
Welcome and Introductions –
Meet your instructors and fellow attendees |
8:30 |
Mission and Goals
Purpose of the Sales Training Class; State of the Industry – Where Now,
Where Going; Career Potential (Class Manual), Wonderful World of Window
Fashions, Function & Beauty |
9:15 |
Competition and Competitive Analysis – WCU online review
What are the barriers competitions create?
How does competition affect closing rates and gross margins? |
10:00 |
Break |
10:15 |
Benchmarking Review
Review your results
Purpose: Appreciate the value of Repeat & Referral Sales
Magic number of appointments
Lifetime value of a customer |
11:00 |
Introduction to Goal Setting – Advanced Selling System
Special Goal Setting Forms |
12:00 |
Lunch Courtesy of Lafayette Blinds (Presentation) |
1:00 |
Introduction to Consultation Selling – Question Techniques
Building lifetime customer relationships
Three Segments of Sales Presentation; Seven Steps Overview |
1:30 |
Step # 1 A Phone Discussion – 24 hours after customer call in
Set appointment 4 days out, using judgment
MAKE-A-FRIEND, BUILD THE RELATIONSHIP
I. Introduction
II. Essential Questions
III. Script
IV. Form |
2:30 |
Role Play and Review Step 1A |
3:00 |
Step 1B Phone Confirmation – 24 hours prior |
3:15 |
Break |
3:30 |
Role Play and Review Step 1B |
3:45 |
Step 2 – Connect with Customer |
4:15 |
Step 3 – Home Tour |
4:45 |
Role play and Review Step and 3 |
5:15 |
Evaluations and Program Ends for the Day |