Let
Us Teach Your People How to Drive Sales,
Conversion, Unit Per Transaction & Average
Ticket… Even in a ‘Down’ Economy!
Next year is going to be one of the worst years in the history for retailers. Just read the trades or watch TV for 15 minutes and you know it’s true. And there’s NO escaping it – everyone will be impacted by the ‘down’ economy.
Well, maybe… and maybe not.
The truth is that next year is going to be the worst year in history for some retailers… but it doesn’t have to be for you. You have a choice. Because when the going gets tough… tough retailers keep growing.
Yes, traffic will (most likely) be off next year – and you may not be able to do anything about it. But…
- Conversion doesn’t have to be off.
- Units Per Transaction don’t have to be down.
- Average Dollar Sales doesn’t have to decline.
- Credit Card and Loyalty Program numbers don’t have to wither, either.
Because these numbers are within your control! And if traffic is off (as it most likely will be) your frontline store teams had better be controlling what they can – in this case, their ability to maximize every customer interaction to the fullest extent possible.
And that starts with a decision to hold your ground… to get tough… by providing the right training to your multi-unit managers.
The precious time your multi-unit managers spend on a store visit can be used to drive behaviors, performance and key metrics… or it can slip through their fingers like sand. That’s why strategy and focus on a store visit is crucial… and a central focus of what we’ll teach in this program!
“When the Going Gets Tough,
Tough Retailers Keep Growing!”
Don’t Click This Button Unless You Want It Straight!
Presented by professional speakers and retail training experts Richard Fenton & Andrea Waltz, this session is a one-of-a-kind skill-development workshop for sales-focused multi-unit-managers* who refuse to let the economy dictate your organization’s sales destiny!
The best thing about our program is that these strategies will seamlessly integrate into your current business and operational practices! Because we do not attempt to set policy or replace any standard practices. All of these concepts are fundamental strategies that do not interfere with any policies. They are high impact extremely well tested skills and ideas that achieve results when implemented and used.
Your people will learn…
Key Strategies for Driving Sales…
- The primary restraining force that keeps retail
store associates from achieving outstanding sales results
Million Dollar Minute: How ‘FEAR’ Impacts Retail Sales
- How increasing your organization’s “failure rate” can actually drive sales and the single most effective behavior to do it
- What it takes to outperform 92% of the world’s retail competitors
- Why every retailer must adopt a “non-manipulative, customer-centric” sales approach
- How the seven key sales ‘objectives’ for every customer encounter impact sales
- How to sell “Up,
Down, Across & Sideways” to
drive Units Per Transaction and Average Ticket through the roof
Million Dollar Minute: Driving Large, Multiple Sales
- The single most powerful technique ever created for transitioning from a single item to large multiple sale
- A specific, proven three-step approach for increasing credit card and/or loyalty program sign-ups
- The three greatest retail sales concepts every created… and how to use them in your stores
- How to connect with the “just
looking” customer
to drive conversion
Million Dollar Minute: Connecting with the “Just Looking” Customer
Key Strategies for High Impact Store Visits…
- How to conduct high-impact, behavior-focused store visits that drive performance
- The positives and pitfalls of “metrics-driven” retailers
and how to get the numbers to work for you, not against you
Million Dollar Minute: Drilling-Down to “Root Numbers”
- Determining the exact priorities and objectives your people should be focusing on during every store visit
- How to make the Store Manager your ‘partner’ to get maximum buy-in at all times
- Two simple strategies to verify that your organization’s every-time behaviors are being used ‘every time’
- The difference between “conversion rate” and “capture
rate” and why both matter
Million Dollar Minute: “Conversion” and “Capture”
- What the numbers really tell you about your people (the meaning behind the metrics)
- The biggest mistake multi-unit managers make in regards to the metrics
- How to use “performance ranges” to determine your people’s true performance
- Why leaders must model the way both in terms
of sales and coaching behaviors
Million Dollar Minute: Modeling Coaching Skills, Too!
Key Strategies for Leading Store Teams…
- Why you must shift attention from ‘results’ to ‘behaviors’ to drive the numbers in a sustainable way
- Two major concerns that dictate the behavior of all sales associates
- The four primary ‘Selling
Styles’ and how each interacts with customers
Million Dollar Minute: Becoming Lions, Not “Sharks”
- How to focus on high-impact behaviors that deliver the greatest results
- A specific, four-step coaching model for developing maximum skills in minimum time
- Specific strategies for involving the entire store team in each other’s development to accelerate results
- The difference between “goals” and “standards”… and
how to use each effectively
Million Dollar Minute: Communicating “Goals” and “Standards”
- The need for establishing non-negotiable behavioral standards and how to set them
- The two primary aspects of all sales behavior… and which matters most
- The “new” model for getting lasting behavior and attitude change from your people
- Three specific coaching strategies and when to use each with your people
- How (and why) to challenge people’s self-imposed limitations
- The
importance of celebrating “success behaviors”… even
when they fail to deliver results!
Million Dollar Minute: Celebrating Success Behaviors
- The need to commit and “walk the talk” to get others to follow your lead
- How to make behaviors ‘measurable’
- Six crucial steps for recruiting
top performers away from other retailers
Million Dollar Minute: Recruiting Strategies that Get Results!
- And much, much more!
* Program is available as a Keynote Presentation. Also can be designed for Store Managers. Please call to discuss options.
“I wanted to take a moment to share the ENORMOUS SUCCESS that we have seen since introducing your program. We have seen an increase of over $3.50 in our average dollar sale and a measurable increase in the number of transactions as well. During the last month alone we realized a sales increase of over $500,000. I can’t thank you enough!”
-Melissa
Gilpin, Manager of Staff Development & Customer Service,
FREDERICK’S
of HOLLYWOOD
You Have a Choice
Success in the coming years requires that your people find the courage to do what it takes to lead others beyond what they think is possible… to challenge them to reach their peak potential. The result will be store visits where every minute matters and leaders who do exactly that… lead!
Make no mistake – this is a unique, high-impact workshop that applies a laser-like focus on the skills every multi-unit manager needs to achieve outstanding results… especially when sales are hard to come by.
The result will be not only a dramatic increase in key metrics, but happier customers who will actually love you for it!
The choice is yours.
Program Fees:
The “When the Going Gets Tough, Tough Retailers Keep Growing!” workshop can be delivered two ways for the following investment:
1. “In Person” in a full day format by Richard Fenton & Andrea Waltz at the location of your choice (within the Continental US)…
- Two-Day Master Training: $ 13,500*
- One Day Workshop: $ 7,500*
2. As a Teleseminar / Webcast (in 90-minute segments to fit your organization’s specific needs and schedule)
- $ 3,500 - $ 7,500
*All “in person” sessions are plus airfare for two (2) people plus other standard travel expenses
About Teleseminars & Webcasts
Three Things You Need to Know…
- Workbooks can be supplied at $8 per participant – otherwise a master copy of the handouts will be supplied in advance of the session for duplication at no additional charge
- All sessions are delivered personally by Richard Fenton & Andrea Waltz (when you hire us, you get us – we never use “contract” trainers)
- We will be conducting this session exactly 25 times during calendar year 2009 – no more and no less. If you’d like to book this session, please call us immediately.
About Richard Fenton & Andrea Waltz
With thirty-five combined years of sales, management and training experience with some of America’s most prestigious retailers, Richard Fenton & Andrea Waltz are considered by many as America’s most motivating retail speaker and trainers.
Not only do they deliver dynamic and engaging programs that connect with audiences of all ages, Rich & Andrea communicate real-world techniques and strategies that can be implemented immediately on the job to reach increased levels of performance.
A Message from Richard & Andrea…
“Investing in a training program is an important decision. Our commitment is to deliver a high-content, high-impact message with energy and passion that will not only entertain your people but also deliver measurable results!”
-Richard Fenton & Andrea Waltz
It’s Time for Your Team to “Toughen Up!”
Yes, 2009 is going to be a tougher year than most. What a wonderful opportunity to find out just how tough your people can be, too!
Call us – we’d love to work with your team!
Sincerely, Richard Fenton & Andrea Waltz
800-290-5028
Email: Info@FentonWaltz.com
Final Thoughts & Next Steps
P.S. In case you’re not sure whether this program will be worth the investment, consider who we’ve worked with already:
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P.P.S. In Case You’re Still Not Sure, Please Read the Following Testimonials…
“I wanted to take a moment to thank you and give an update on our success. A little over a year ago, Movie Gallery was searching for a way to drive our business forward during a downturn in our industry. Things were not going well for us. Fortunately, the decision was made to introduce your concepts to our field organization. Almost immediately we were seeing major swings in our revenue. In the FIRST quarter of 2006, we beat our revenue projections by 5 percentage points. For the SECOND quarter we beat our revenue projections by 8 percentage points. Nine months ago, many were saying our team was down for the count. TODAY we are beating our projections by 10 percentage points! The impact of your program to our business has been nothing short of PHENOMENAL. Our same store sales are positive for the first time in over a year and we are outperforming EACH of our industry peers. Thank you. We owe you a great deal and are forever in your debt!”
-Jeffrey S. Stubbs
Executive Vice President and Chief Operating Officer
MOVIE GALLERY
“Your message is clear, targeted and motivational.” Deborah Masten, Vice President JC PENNEY “Our managers were very impacted by your presentation which received the greatest buzz from the meeting by far.”
-Bill
Woodall, Training Director
HIBBETT SPORTING GOODS
“The only part I did not enjoy was realizing that his presentation was over!”
-Workshop
Participant
TOMMY HILFIGER INTERNATIONAL
“I read your book three or four times, but nothing compares to hearing you in person. Your presentation the other night was by far the most motivational that I have ever seen.”
-Brandon
Hajicek, Manager
SOFA MART
“OUTSTANDING! What a wonderful job you did at our conference!”
-Frank Baynham, Vice President
LENSCRAFTERS
“Very powerful! Your ideas really connected with our sales force, and the immediate results in closing sales has already started to pay off!”
- Vince
Robles, President
PRIME WIRELESS
“Last week was awesome. You incorporated our terminology and everyone was thrilled!”
- Kim Good, Vice President
JENNIFER CONVERTIBLES
“We are excited to implement this program in our organization.”
-Aimee Windmiller-Wood, Manager of Stores
Executive Training
MACY’S
“A fresh outlook on the whole selling process - if followed correctly, it will take a sales team to the next level of excellence.”
-Eric Romney, Store Manager
JOS. A BANK CLOTHIERS
“Few trainers leave their audience with the knowledge and skills necessary to make an immediate and positive impact. I highly recommend Fenton & Waltz.”
-Stephanie
Watts, Training Coordinator
REEDS JEWELERS
“I am confident this will increase our items per transaction and make it easier for the managers to teach a positive selling approach to all associates.”
-Julie
McGinley, Vice President
STRASBURG CHILDREN
“This workshop really helped us get back to the basics and rejuvenate!”
-Jeff Koehne,
Recruiter/Trainer
FINISH LINE
“Thank you for helping make our District Manager’s meeting a success! I have heard nothing but rave reviews and am excited to hear they’ve already started implementing the ideas!”
-Fred Peirce, Manager of Store Operations
SAMSONITE
Sell, Serve, and Succeed!
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