Retail Sales Training

Approach, Qualify, Question
& Close In The Right Way

Make An Enquiry

Retail Sales Training

Approach, Qualify, Question
& Close In The Right Way

Make An Enquiry
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Training For Retail Sales

Course Aim

Our Retail Sales Training solutions include several different options.

These include courses and programmes for your retail shop floor staff so they can improve their sales and service skills, training for your store managers so they can turn their outlet into a high performing profit centre and retail train the trainer programmes for your store managers so they can train and coach their teams at scale.

If you’re looking for training for retail sales, then we will be able to provide your people with the very latest thinking in retail selling and have a proven track record with retail outlets both large and small.


Course Objectives

  • Understand customer perspectives upon entering the store to tailor your approach effectively.
  • Learn techniques for acknowledging customers when immediate assistance isn’t possible.
  • Master different greeting styles to engage various types of retail customers.
  • Develop questioning skills to accurately identify customer needs and wants.
  • Match customer needs with appropriate product recommendations to build trust.
  • Utilise emotion and logic to enhance product value and facilitate the sale.
  • Address common objections with specific, effective phrases.
  • Anticipate and neutralise objections before they arise to streamline the sales process.
  • Recognise buying signals and confidently ask for the sale at the right moment.
  • Implement strategies for add-on, up-selling, and cross-selling to maximise sales and margins.

Target Audience

This retail sales training course is ideal for retail employees, store managers, and sales associates looking to enhance their customer engagement and sales techniques.

It’s tailored for individuals at all levels within the retail sector, from those just starting out to experienced professionals seeking to refine their skills in approaching customers, understanding their needs, and effectively closing sales.

The course is particularly beneficial for those aiming to improve their ability to handle objections, recognise buying signals, and increase sales through add-ons, up-selling, and cross-selling strategies.

UK Pricing

Please contact us to discuss pricing as it will depend on the number days you require, the delivery method (face to face, virtual etc) and the number of learners involved.

Course Overview

Day 1

The Approach & Greeting

  • The world according to a potential customer – what’s going through their head as they enter your store?
  • What’s going through your head as you see them enter the store?
  • Acknowledging customers you cannot assist immediately

Approaching Retail Customers:

  • The “I know exactly what I want” customer
  • The “I wonder if you can help me?” customer
  • The browsing customer
  • Overcoming “I’m just looking” before it even occurs!
  • Using THREE types of Greetings

The Qualification

Your Recommendations

  • Matching their needs and wants with your product set
  • Establishing trust
  • Building the value in your products and services
  • Emotion v Logic – understanding the two to help you close the sale
  • Covering FEATURES and BENEFITS
  • How to involve the customer during your interaction
Day 2

Handling Objections

  • Specific phrases to use to respond to:
    • “I’ll think about”
    • “It costs too much”
    • “Can you do me a deal”
    • “I’ll have to ask my wife/husband”
    • “I’m just looking” (if it comes up!)
    • “XYZ product can do this for me”
    • “It’s cheaper on the internet”
  • Isolating the customer’s true objection
  • Anticipating objections so they do not surface in the first place

Closing The Sale

  • Recognising buying signals
  • When and how to ask for the business

Generating Additional Sales & Margin From The Transaction

  • How to identify additional opportunities
  • Add-on sales
  • Up-selling techniques
  • Cross-selling your products

Workshop Summary

  • Key learning points
  • What are you going to do more of, less of, start doing and stop doing?
  • Creating your own unique actions to implement following this session

Want to know more?

Please speak to one of our team or use our online form to make an enquiry

Course Methods

Our retail sales training is structured to be engaging and interactive, focusing on the specific needs of the attendees and the organisation.

It can be provided as an in-house workshop, a LIVE webinar, or a blended approach.

In-House Workshop
Live webinar
LIVE Webinar
Live webinar
Blended Solution

Experienced Sales Trainers

Our trainers have had years of experience both as salespeople and as trainers.

Meet a few of them to give you a feel of what they’re all about.



Bronwyn, with a decade in sales training, combines her New Insights Certified Coach expertise across finance to marketing, impacting firms like the Ministry of Commerce and CMR UK Ltd. Her dynamic approach inspires sales excellence.

Lisa Thompson


Suk’s passion for sales development shines through his 10 years in the industry and ongoing CIPD Level 5 L&D studies. His commitment to nurturing sales talent at all levels is evident in his impactful training sessions.



Jose is a global sales trainer with a CIM Diploma in Marketing and has boosted businesses from the NHS to TEDx events. His certified coaching techniques offer a worldwide perspective for achieving sales success.

Testimonials From Our Customers

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Check out what our customers think of us.


“Our showrooms immediately saw an uplift in sales”

MTD were extremely helpful. They knew how to train the ability to pitch to all different ages and backgrounds within our showrooms. The programme was engaging, fun and easy to follow. Our showrooms immediately saw an uplift in sales following the training and we are eager to keep the momentum going via the showroom managers.

“Just a brilliant, engaging experience…”

“Working with MTD was just a brilliant, engaging experience. The workshops were practical and focused on providing our District Sales Managers with the skills to be in turn, able to coach their Branch Managers. They really listened to what we needed and over-delivered on the promises. Would highlight recommend MTD without hesitation they did a fantastic job”.

“Sales are up in all stores, with most
showing double figure growth”

“The training has managed to empower our people in a way that has boosted confidence and overall abilities across the team. Our expansion programme can be pursued with confidence, and standards throughout the company are being pushed upward, supported by the professionalism, energy and enthusiasm that is now on tap across the company. Sales are up in all stores, with most showing double figure growth year on year – one of them is up by a massive 25%!”



CPD Certified

All our in-house, bespoke Sales Training Courses and programmes are CPD Certified.

Each of your salespeople will receive a CPD Certificate for your specific programme.

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Download 25 Ways to Increase Sales in your Retail Store

Benefit from these retail sales tips and quick wins to immediately see an improvement

Related Courses

Retail Sales Training Pricing and FAQ’s

Want to know more?

Please speak to one of our team or use
our enquiry form to get in touch

Have You Got Any Training Requirements or Questions?

Our L&D and Training Team are here waiting to help you.

Please call us on 0333 320 2883 or click below.

Make An Enquiry