National Retail Federation Certification Seven Steps of the Sale National Retail Federation Certification

NRF Rise Up Credentials Customer Service & Sales For those who pass the NRF test, the credential acts as a step-up in the hiring process.

Seven Steps of a Sale Seven Steps of the Sale

Step 1: Approach the Customer Watch them for a few minutes to gather information Ask an open ended question: What size are you looking for? Make a statement: “I just saw this in People magazine.” “All of the teenagers are asking for this for their birthday.” “That Sports Coat has been one of our best selling items this Spring.”

Step 2: Determine Needs Is this for a special occasion? Do you have particular colors that you like? Is there a budget your are looking to stay within? Why do the customer need this product or service?

Step 3: Present the Product Demonstrate & Explain the product Point out the features (benefits, sales price, warranties) Discuss how this product or service will benefit the customer Present the details Show the design

Step 4: Overcome Objections Try to anticipate objections Prepare replies for the objections Understand what is behind the objection Ask questions to identify the real issue Price/financing Color Style Brand

Step 5: Closes the Sale Ask for the Sale I can take this to the register for you. How would you like to pay? Cash or credit? I’ll start the paper work for you. We can hive it delivered for you this Friday. Can you please sign the order form?

Step 6: Perform Suggestion Selling Selling customers an item to go with their purchase This increases your total sale and thus increases profits Would you like some matching socks or a tie or belt? Have a follow up item in mind. “These new scarfs would go perfectly with that outfit.” Would you like fries with that?

Relationship Building Step 7: Follow-Up Relationship Building Email: send a monthly/weekly newsletter with useful educational content and savings Direct Mail: send customized offers Birthdays: send a card, gift or valuable coupon Social Media: interact directly with the customer and offer discounts

Stay motivated Associate with Positive People Look and Act Like a Professional Be Enthusiastic Set Goals Keep Learning Never Give Up!!

Seven Steps of the Sale