Retail Selling for the Tyre Trade – date added 31 Oct & 01 Nov 17


Retail Selling for the Tyre Trade
Course Code: 300R

Who should attend :

Staff who already have the necessary technical and product knowledge, but do not have the sales skills to move into retail selling. Staff who may have learnt their selling on the job, but have never had the benefit of in-depth formal sales training

By the end of the course, delegates will be able to:

• Demonstrate the knowledge and skills required to sell professionally to the tyre retail customer, including those essential extras which help ensure customer retention and profitability.

Course Contents:
• The tyre market
• The customer – attitudes in selling and the importance of good customer relationships
• First impressions
o The depot
o The staff
• Basic technical update
• Sales person or order taker
• Effective communication
• The selling sequence
o Identifying the customer’s needs
o Proving the customer’s needs
o Recommend the product
o Sell the benefits
o Demonstrate the product
o Handle objections
o Buying signals
o Close the sale
• Six steps to a tyre sale
• The effect of discounts on profits
• Cheaper v Better
• The professional approach to price
• The telephone and the retail business
• Profitable sales
• Selling the full package, including balancing and alignment

Video role-play is included in practical selling situations


2 Days