Training “Algorithms for effective sales of ceramic finishing materials”
Target audience: sales consultants of ceramic tile stores.
The main goal of the training: increasing the personal professionalism of sales consultants in ceramic tile stores by presenting sales as a step-by-step process, understanding the specifics of consumption of these finishing materials and developing practical skills in interacting with a potential buyer.
Scenario and training program:
- 1 Module. Clients and sales.
Typologies of clients.
The degree of readiness of a visitor to a store (salon) to purchase construction and finishing materials. Main stages of sales. Presentation of sales in the form of a step-by-step algorithm using connecting speech modules.
- 2 Module. Find out and suggest.
Methods for identifying buyer needs and building a product presentation taking into account client requests.
Formation of the client’s needs based on his desires, fears, and ideas.
- 3 Module. Work with objections.
Technologies for responding to client objections. The secret of persuasion is dialogue or time?
Each part includes theoretical material (mini-lecture lasting 20-30 minutes); a problematizing game or parable that emphasizes the importance of the issue and the consequences of wrong decisions; the right solution (one or more to choose from); Skill exercises.
Module duration : 2.5 – 3 hours.
Author: Zarubin I.V. - sales trainer at Terra company
Please send questions about the content or conduct of the training using the feedback .