Retail sales at the cash desk. Paying for items

Retail Sales
Training Course

Retail Sales Training Course

Approach, qualify, question, recommend & close
in the RIGHT WAY to maximise their sales!

Improve Your Retail Selling Skills


“Oh, we’re just looking”.

How many times do your sales people hear that fob off!

You see, they only hear that because they ask the wrong question on the approach. We will tell you a little known phrase to use on the approach that makes it just impossible for them to say this again!

This 1-day in-house programme will provide your sales teams with the latest thinking in retail sales.

From what to say on the approach through to closing the deal and looking for up sell and cross sell opportunities, your team will go away from this training day armed with actually phrases to use to help them!

MTD have delivered training for the likes of Waitrose, Porcelanosa, Blue Banana, Tie Rack, Comet, Debenhams, Charles Tyrwhitt, Starbucks and many other retail outlets both large and small.

Below is some indicative content.

We can tailor this based on your requirements, adding any topics or areas in that you need.

Indicative Content

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 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

  • Questioning and probing to unearth the customer’s real needs and wants

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
Present – Discuss Options
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”
    • Others you may come across
  • 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
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CPD Certificate

All of our in-house, bespoke sales training courses and programmes are CPD Certified.

Each of your sales people will receive a CPD Certificate for your specific course/programme.

CPD logo


Here are a selection of our clients that we have delivered sales training for

Logo list of our clients who have used us for retail sales training courses

Learn what our credentials
are for in-house
sales training and
understand the process

Make An Enquiry

If you've got any requirements in mind please call us on 0333 320 2883 or complete our enquiry form below and we will get back to you with some options.