How well do you think you know your retail customer? Is your knowledge based on the age-old "5 steps to a sale" process?
An upcoming free webinar, "Commitments: Understanding Customer Buying Decisions," will help improve your retail selling experience. It will be held on Wednesday, Feb. 15, 2017, starting at 2 p.m. ET (11 a.m. PT), and last an hour.
Dennis McCarron (pictured), executive director of Dealer Strategic Planning Inc. 20 Group and a monthly contributor to Modern Tire Dealer, will lead the discussion.
"One of the most common communications occurs between a salesperson and a customer, with a minimum of three conversations per customer per visit," he says. "Yet there is very little information out in the industry beyond '5 steps to a sale.'"
McCarron will take what he calls a scientific look at those conversations and how to improve them for a better experience for both employees and customers. After a brief history of the psychology of a sale, he will reveal the following:
* the subconscious signals customers give when it’s time to move the sale forward;
* the importance of “learn, practice, review, repeat”;
* what separates the top 2% performing salespeople from the rest.
To register for the free webinar, click on this link: "Commitments: Understanding Customer Buying Decisions."
The webinar is the third in a series of free webinars led by McCarron. The first was "Payroll: The Killer of Companies" on August 16, 2016. The second was "Cash Flow & What You Need to Know" on December 13. Each webinar will be available on-demand for 12 months following the live event date. To register, click on the previous webinar in which you are interested.
But don't forget about the webinar on Feb. 15!