Retail DIY Training

At last a lifetime of retail sales training for as little as $297..... and it's Guaranteed.

Practical, easy to use tools to get and keep your sales team converting more lookers into buyers, developing product knowledge, dealing effectively with price objections, increasing your average sale and fostering repeat business.

If you are like many busy retailers, you’ve been in need of something as simple and straightforward as this for years, haven’t you?

Well, it’s available now and it’s one of the best investments in training your people that you are likely to make.

Do you struggle with the answers to these six questions:

  1. How can you find the time to train people properly?
  2. What do you do with the new staff member who starts the week after your sales course has finished? This person has missed the training and you aren’t likely to do anything as intensive as that for months.
  3. Two people were on holiday or sick and missed some of the sessions. How can you make sure that they are as tuned in as the others?
  4. Some of your team have been through your training before and need a refresher session but not the whole thing. Others are new and need to go through the basics. But you haven’t got the time or the numbers to run separate sessions.
  5. How can you keep reinforcing the same old sales messages without boring your team?
  6. How can you overcome the difficulty of getting everyone together for regular training sessions?

For years many retailers have struggled to find a workable solution to the problems behind these questions. I’ve been searching for solutions too.

Back in the late 1990’s I produced ‘The Retail Selling and Service Training Workbook’ to help address some of these challenges. Since then, customers have become more knowledgeable, more willing to price haggle and they have far more options. And these days your frontline salespeople need brief notes that are visually appealing and easy to follow. They have short attention spans!

I and my colleague Jan Collins have worked with almost every type of retailer since the initial production of that workbook – in Australia, in New Zealand, in Singapore and the United Kingdom. From clothing to computers, pharmacy to furniture, auto parts to agricultural products and upmarket jewellers to bargain basement bazaars.

After three years of writing, rewriting, trying and testing I’ve produced a step by step, easy to use, totally updated retail selling programme in a DIY workbook format. It’s a programme which makes it easy for you to solve all six of the problems mentioned above. My name is Jurek Leon. I am a speaker, trainer and retail consultant based in Western Australia. I am also author of ‘Terrific Telephone Techniques - The Ultimate Guide To Excellent Service Over The Phone’, ‘Merchandising Made Simple, ‘52 Terrific Tips For Christmas’ and a number of other publications.

My major love is selling. And with this DIY in-store training program I am fulfilling my goal of providing retailers like yourself with up-to-date, straightforward tools that are easy to apply. And this program won’t take you or your trainees off-the-job for much more than 15 minutes each week.

The Advantages for You

  • Flexible
    It can be started with one team member or a group of sales people at any time. You don’t need to gather everyone together for a course.
  • Easy to use
    It doesn’t require a formal trainer. You as manager or any experienced member of your sales team who understands the values and culture of your business as well as your products and procedures, and has good people skills, can perform the role of the mentor/coach to your ‘trainees’.
  • Long Lasting
    This programme can be used again and again. Each time a new casual, part time or full time person joins your team they can be trained to the same standard as everyone else and build up their experience far more quickly than would otherwise be possible.
  • Inexpensive
    For far less than the cost of hiring a good trainer to conduct a short series of training sessions for you this programme can be yours forever.
  • It Works!
    The earlier version of this programme has been used by a wide range of retailers from all sections of the industry. They have found it to be simple and effective and have achieved some great results. With this completely rewritten workbook and manager’s guide you get all the benefits of the earlier programme plus lots of new material presented in an easy to learn and apply way.

Here's How It Works

Each module contains a set of notes followed by exercises for the ‘trainee’ to complete.  Click here to view three pages from Module Eleven on ‘Handling Objections’ and click here to view two pages from Module Five on ‘Welcoming and Building Rapport With Customers’. this gives you a feel for the style and format.  And yes, there is a series of cartoons like this at the commencement of each module.

Your trainee is given only one module at a time.

The exercises are designed to get your trainee thinking about how the principles discussed apply in your business and to test their understanding where it counts…on the shop floor.

You appoint a mentor to work with your trainee.  This may be you as owner or manager of the business; it may be a store manager or an experienced salesperson.  The mentor is not expected to tell the trainee how to do things.  The mentor has the role of guide or coach.

On completion of each module and the accompanying exercises trainees meet with their mentor for a period of 12 to 15 minutes (of uninterrupted time).

The exercises are designed to get your trainees thinking about how to sell more of your merchandise to more of your customers.  This makes for some great discussions that put the focus on getting more sales.

Each time a new person starts, the existing team members are automatically drawn into a refresher training programme without having to leave the shop floor.

This is one of the real strengths of the programme.  Many of the exercises that trainees have to complete involve them asking more experienced staff what they think.  Click here to find an example of this, Exercise 8.1.

Each module also contains a quick ‘Check Yourself’ self-assessment test for your trainees with the answers and the reasons behind them included a couple of pages later.  Click here to view the ‘Check Yourself’ test on features and benefits.  You’ll get the answers when you invest in the workbook!

In addition, with the Silver and Gold Packages you get audio files with interviews with Jan Collins and myself explaining each step in the selling process.  Click on the below button to listen to a segment about how and when to approach a customer.

Sample Audio

People learn in different ways.  We have purposely built into this DIY programme the opportunity for your trainees to hear about the key points as well as read about them, pick up points from the cartoons and work through the exercises.  This is then supported and made relevant to their own work situation as a result of exchanging information, ideas and experiences with colleagues and being guided by brief coaching sessions with their mentor.

Free Support Service

Once you invest in the ‘Retail Selling – The Complete Do-It-Yourself In Store Training Programme’ you qualify for ongoing advice on any issues relating to making use of the workbook and on the topics covered in the workbook.

For example, if you have a staff member who doesn’t understand one of the modules or exercises or if your team are resisting add on selling opportunities, phone up or email me at info@terrifictrading.com and we will work through your issues.

This means that you and your management team will have an experienced training professional available on call either by phone or email.  What a bonus!

What You Get

There are 3 packages for you to choose from. Each is explained in 'THE DETAIL OF WHAT YOU GET WITH EACH PACKAGE' section. Here is a brief summary –

The Bronze Package - is the perfect starter pack comprising an e-version of ‘The Steps to the Sale’ manual, the ‘Managers Handbook and Coaching Tips’ and the rights to reproduce this copyright material for use in any of your stores as often as you like with as many of your employees as you like.

Click here to purchase Bronze Package .....

The Silver Package - also includes the Volume Two 15 module ‘Review and Refresher’ manual and a set of audio files for the 7-step approach to selling and the rights to reproduce this copyright material for use in any of your stores as often as you like with as many of your employees as you like.This is by far the most popular option particularly for businesses with 3 or more stores.

Click here to purchase Silver Package .....

The Gold Package - in addition to this includes 2 hard copyfull colour sets of all 3 manuals in 3-ring binders and 2 CDs of the 7-step approach to selling.

Click here to purchase Gold Package .....

Scroll down to see the topics covered in each of the modules.

Your Investment

The purchase price for this comprehensive, results based programme ranges from as little as $297 to no more than $1,297 depending on the package you choose plus an additional $25 per location.

This gives you, the purchaser, the rights to reproduce this copyright material for use in any of your stores.  The $25 per location fee means you do not have to purchase the package again for other stores …. or feel guilty about breaching copyright.  (Breach of copyright is a bit like shoplifting, some people don’t see it as real theft!)

Our regular payment system is PayPal.  We are happy to accept payment by bank transfer if you find PayPal unsuitable.  Please email Gwen at info@terrifictrading.com to arrange this.

Is It Guaranteed?

Yes, your 100% PLUS guarantee is explained further down.

The Modules

The modules covered in ‘Volume One – the Steps to the Sale’ are:

1. Welcome to the Workbook
2. What’s holding you back?
3. Buying motives
4. The 7 steps to a successful sale
5. Welcoming and building rapport with customers
6. Communication skills
7. Questioning techniques
8. Product and store knowledge
9. Customer knowledge
10. Features and benefits
11. Handling objections
12. Closing the sale
13. Adding value
14. The eighth step to the sale

The ‘Volume Two – Review and Refresher Manual’ modules are:

1. Selling during peak periods
2. Persuasion as a selling tool
3. The minimum standards in your store
4. Developing rapport with your customers
5. Becoming a better listener
6. Refining your questioning techniques
7. Identifying your customers priority needs
8. Confused customers don’t buy
9. Developing confidence in your products
10. Bestsellers and slow-moving lines
11. Understanding your customers
12. More on objections
13. Dealing with price shoppers over the phone
14. More on closing
15. What stops you from add-on selling more often?

The Detail of What You Get With Each Package

Gold Package - $1,297 plus $25 for each additional store

Click here to purchase Gold Package .....

  • 2 hard copy sets of all 3 manuals in 3-ring binders - Price includes postage and packing to anywhere in the world.
  • 2 CDs of the 7-step approach to selling - Price includes postage and packing to anywhere in the world.
  • One set of audio files for the 7-step approach to selling.
  • E-version of Volume One ‘The Steps to the Sale’ 14 Module Manual
  • E-version of Volume Two ‘Review and Refresher’ 15 Module Manual
  • E-version of Managers Handbook and Coaching Tips
  • The rights to reproduce this copyright material for use in any of your stores as often as you like with as many of your employees as you like.

Silver Package - $497 plus $25 for each additional store

Click here to purchase Silver Package .....

  • E-version of Volume One ‘The Steps to the Sale’ 14 Module Manual
  • E-version of Volume Two ‘Review and Refresher’ 15 Module Manual
  • E-version of Managers Handbook and Coaching Tips
  • One set of audio files for the 7-step approach to selling
  • The rights to reproduce this copyright material for use in any of your stores as often as you like with as many of your employees as you like.

Bronze Package - $297 plus $25 for each additional store

Click here to purchase Bronze Package .....

  • E-version of Volume One ‘The Steps to the Sale’ 14 Module Manual
  • E-version of Managers Handbook and Coaching Tips
  • The rights to reproduce this copyright material for use in any of your stores as often as you like with as many of your employees as you like.

All prices are shown in Australian dollars.

Additional Purchasing Options

You can upgrade at any time from the Bronze to the Silver Package for an additional investment of $247.

Additional hard copy full colour manuals and CDs can be ordered:

  • 1 copy of Volume One ‘The Steps to the Sale’ plus Managers Handbook - $249.95
  • 1 copy of Volume Two ‘Review and Refresher’ manual - $199.95
  • 1 Retail Selling audio CD - $29.95

The 100% Plus Guarantee

If you are disappointed with the workbook I will buy it back from you for $10 more than you paid for it!  Plus you will be refunded the $25 you paid for each additional store.

This is a complete 12 month guarantee.  If you don’t get around to opening the workbook for six months, and then don’t feel it is up to scratch, just let me know and send the workbook back (if it isn’t the e-version).  I will respect your judgement and get a cheque or bank transfer to you promptly.

So there it is.  From me a very genuine offer. For you a bargain …. and you can’t lose.  You will either get a great programme that your people can use and reuse to hone their skills or you will be compensated for any ‘mistake’ you made in purchasing something that doesn’t suit you.

If you’ve got this far, and you are at all interested, then place your order now and make your final judgement once you have tested the programme where it counts … with your sales team on the sales floor.

Here's What Others Say

I’m thrilled to report that we have retailers in the United Kingdom, New Zealand and Australia who have invested in this programme already. While it is too early for many of these happy customers to supply testimonials here are the first ones to arrive.

“We commenced working with the program from July 1. We have ‘aligned/matched’ your modules up with the Training Program we already had in place here – it means that each month our girls spend time 1 on 1 time with Fi or I for our ‘internal’ part of the Training and then they get to do their own bit in their own time from the selected Terrific Trading module.

“We are tickled pink with how the girls have responded to this method of training, the ownership that is developing within them individually and that it brings up questions about topics we just weren’t getting to before. Time will tell, proof will be in the pudding....but all of the signs are pointing in the right direction. Thanks so much!!”
Karen Carter, Lemon Tree home and gift store in Dunsborough, Western Australia

“We will be starting our new training schedule at the beginning of the month. When we have held training sessions in the past, the problem has been that you can guarantee that a new staff member will join the team just afterwards. That’s why I think this training program will serve us well.”
Shirley Taylor, Mad Marteys, surf and leisure wear, Albany, Western Australia

“We used your original program at Ekan Aquariums and found it to be just excellent. This version is much improved and more ‘user friendly’. It has certainly improved our culture with retail training and awesome customer service.”
Diederik Gelderman, Turbo Charge Your Veterinary Practice, NSW, Australia

 Kind Regards,Retail ManualLarge

Jurek Leon
Terrific Trading
PO Box 44
Willetton 6955
WESTERN AUSTRALIA
Phone: +61 8 9312 1075
Fax:    +61 8 9312 1076
Email: info@terrifictrading.com
Website: www.terrifictrading.com