Creating Impact on the Trade Counter

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Who Will Benefit?

This workshop is designed for customer-facing people on the trade counter

 Course Type

1-day workshop

Regional or in-company

 Learning Style

Syndicate groups, brain storming, individual exercises and interactive discussions

 What Do You Get?

Course hand-outs

Full course notes

Course completion certificate

for more information on this course, please call or register your interest

01952 462300

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What's it all about?

The workshop is aimed at anyone who has day to day customer contact over the trade counter. We all know that 1st impressions count but how often do we evaluate the on-going impression we make every time we come into contact with customers. Dealing face to face over the trade counter is often one of the most underutilised sales resources available to a branch centre.

The module begins by assessing the importance of individual behaviour asking the delegates to critically look at the image they portray through the eyes of a customer. They will learn how the impact they make and questions they ask can lead directly to improved sales and margin. Time is then spent focusing on not just the personnel impact but also the image, layout and atmosphere of the trade counter with real emphasis on delegates taking true responsibility for their working environment. The module concludes with each delegate carrying out a personal service rating of their own performance and preparing an action plan that they can discuss and implement with their Branch Manager back in the business.

What will be covered in this module?

• Setting overall objectives for programme.

• Why Train?

• Creating a positive, strong and lasting ‘1st Impressions’

• Personal 1st Impressions.

• The ‘Car Showroom’ mentality

• What is the purpose of a ‘Trade Counter’

• Creating a sales environment?

• Using your suppliers to create impact and run promotions

• Selling through questioning – ‘Open Questions’.

• Understanding margins and the value of business.

• Key attributes ‘Trade Counter Champion’.

• Personal actions plans

What will the delegate be able to do on completion

  • Understand the critical importance of making and maintaining a positive impression

  • Ask the right questions to gain additional sales

  • Organise the counter area to promote the products that provide the best return on investment

  • Use suppliers to help in the achievement of sales growth

  • Understand what discount is really for and it’s importance

  • Take ownership of the counter

  • Look at improvement areas and take away an action plan that can be implemented immediately