Top Check Selling System

• Increase Revenue • Improve Gross Margin •

• Build Customer Relationships •

Combining E-learning And In-Store Activities Your Sales

Representatives Can Take Advantage Of RTS Proven Selling
Methods.

Use Individual Course Modules For Remedial Training Or Use

The Complete Set And Our In-store Workbook As A New
Employee Training Curriculum.

• 9 E-learning Modules
• 57 Page In-Store Work Book
• Learning Activities
• Quizzes & Scenarios
• Certificate Of Completion

Ask About Having RTS

Create A Custom Version!

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Module One

Introduction To Selling
Outlines The Top Check Sales Process And The Activities
Sales Representatives Will Need To Execute To Attain
Production Targets.

Content Overview:
• Module One – Introduction To Selling
– A Review Of The Top Check Selling System
• Module Two – Preparing To Sell
– Personal And Store Preparation Activities
• Module Three – Greeting And Building Rapport
– Using The Stop, Drop, And 15 Rule
• Module Four – Qualifying Customer Needs
– The Importance Of Lifestyle Questions
• Module Five – Presenting Your Solution
– Motivating Your Customer To Buy
• Module Six – Asking For The Order
– Closing The Sale
• Module Seven – Overcoming Stalls And Objections
– Why Customers Do Not Buy
• Module Eight – Following Up And Building Referrals
– Ensuring Customer Satisfaction And Building The Business
•Module Nine – Building The Basket
– Techniques For Upselling And Cross-Selling

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Module Two

Preparing To Sell
Explores The Key Activities Every Sales Representative Must
Execute To Create A Winning Sales Environment. Places An
Emphasis On Individual Responsibility For Results

Course Overview:

• Explore Unique Aspects of Retail Selling

– Impact of the store and associate
– Transactional and impulse nature of retail sales
• Uncover 4 Myths About Selling and Salesmanship
– Customers hate to buy, Reps need to be pushy,
people are born to sell, price is the key factor in
buying behavior
• Introduces the 7 Steps of Retail Selling
• Review Customer Expectations
– Around the Store and the Sales Rep
• Learn About the 3 Aspects of Proper Preparation
– Mental Preparation, Physical Preparation & Store
Preparation

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Module Three
Greeting & Building Rapport

Sales Reps Never Get A Second Chance To Make A First

Impression, So Module Focuses On Improving
Communication Skills And Building Relationships.

Course Overview:

• The Purpose of Greeting and Building Rapport

‒ To get the customer comfortable and in a buying mood
• Presents the “Stop, Drop, and 15” Rule of Greeting
‒ Stop and make eye contact, Drop what you are doing,
Greet within 15 feet or 15 seconds
• Explores the 4 Steps of Effective Greeting
‒ Eye contact, Smile, Open Your Posture, Just say “Hi”
• Understand the Two Minute Rule for Building Rapport
‒ How to “warm-up” the customer through chit-chat
• Reviews 5 Methods To Avoid the “Just Looking” Response
• Discusses the Importance of Body Language

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Module Four
Qualifying Your Customer

Sales Representatives Sell More And Increase Customer

Satisfaction When They Understand Their Customer’s Needs
And The Lifestyle Factors That Drive Them.

Course Overview:

• Review The Purpose And Goals Of Qualifying Questions

–Learn About The Customer’s Lifestyle
–Uncover Customer Needs
–Anticipate Objections
• Explore The Funnel Effect Of Questioning
– Narrow And Focus Your Thinking
• Practice Critical Questions
–Open Questions For Deep Knowledge
–Closed Questions For Clarity
• How To Deal With Questions About Price
• Techniques For Making A Recommendation That
Generates A “Yes”

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Module Five
Presenting & Motivating

Customers Come To You For Information But They Might

Leave If You Do Not Motivate Them To Buy. This Module
Focuses On Techniques For Motivating Them To Say “Yes.”

Course Overview:

• The 6 Rules Of Successful Presentations

• How To Pre-plan Your Presentations
• The “Sell” Method Of Presentation
–Show The Product, Explain The Features, Link Benefits
To Lifestyle, Listen To The Customer’s Responses
• How To Present Products
–Using The Feature, Function, Benefit Formula
• Techniques For Motivating The Customer To Buy
• How To Use “Tie-down Questions For In Order To Build “Yes”
Momentum
• How To Identify Verbal And Non-verbal Buying Signals

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Module Six
Asking For The Order

Almost 90% Of Customers Who Walk Into A Store Intend To

Buy, Yet Fewer Than 50% Actually Do. Learn The Secrets Of
Improving Your Conversion Rate To 60%, 70% Or More!

Course Overview:

• Exploration Of Why Asking For The Order Is So Critical To

Driving The Sales Process Forward
• Why Sales Representatives Fail To Ask For The Order And How
To Overcome Fear Of Rejection
• Discover How Professional Sales Representatives Earn The Right
To Close
• Uncover The Three Rules For A Successful Closing Sequence
• Practice 10 Closing Techniques That Students Can Begin Using
Immediately
• Preview How To Transition It Overcoming Objections If The
Customer Says “No”

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Module Seven
Overcoming Stalls & Objections

It Is Natural For Your Customers To Express Concerns When

Investing Their Money In Your Products. Learn How To
Identify An Objection And How To Get To “Yes.”

Course Overview:

• Uncover What Objections Really Mean

• The Difference Between A Stall And A True Objection
• 5 Key Objections That Sales Reps Must Anticipate And Have
A Plan For Handling
• How To Uncover Hidden Objections
• Discover The 5-step Formula For Dealing With Customer
Objections
‒ Acknowledge, Probe, Respond, Confirm & Close

• Practice 5 Different Techniques For Responding To

Customer Objections

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Module Eight

Follow Up & Building Referrals

Satisfied Customers Are 50% More Likely To Buy From You

Again. And Loyal Customers Are Also More Likely To Refer
Friends And Family So You Can Build Your Business!

Course Overview:

• The Power Of Satisfied Customers

• The Importance Of Selling Complete Solutions
• The 5 Steps Of Retail Follow-up
‒ Adding On, Educating The Customer, Thanking The
Customer, Inviting The Customer To Return, Asking For
Referrals
• How To Sell Add-ons
‒ Related Add-ons
‒ Suggestive Selling Unrelated Items
• How Be Disciplined In Your Customer Follow-up
‒ Using The 5-2-2-5 Method
‒ Thank-you Cards And Special Offer Announcements

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Module Nine

Building The Basket

The Best Sales Representatives Know That The Best Time TO

Sell Is When Your Customer Has Already Said “Yes.” Increase
Revenue And Margin With The H.O.T. Method!

Course Overview:

• Why Customers Need and Want Accessories & Related Products

• How to Integrate Attachment Selling Throughout the Sales

Process Using the H.O.T. Method
‒ Help the Customer Get What They Need
‒ Offer Accessories and Attachments When it Makes
Sense
‒ Tell the Customer Why They Need Related Items

• How to Uncover Needs for Attachments

• Five Ways to Close the Sale on Accessories

• Overcoming Four Common Objections

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