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

2. 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.

3. Seven Steps of a Sale
Seven Steps of the Sale

4. 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.”

5. 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?

6. 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

7. 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

8. 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?

9. 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?

10. Relationship Building
Step 7: Follow-Up
Relationship Building
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

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

12. Seven Steps of the Sale