Home   Classroom Courses   Online Courses   Free Reports   University’s Instructors   Policies & FAQ’s   Testimonials   Contact Us

 
Daily B-121 Professional Window Coverings Sales Daily Schedule
   

Day One

Overview
 

Meet your instructors. Purpose of class. Introduction to window coverings sales concepts and metrics

8:00

Welcome and Introductions –
Meet your instructors and fellow attendees

8:30

Mission and Goals
Purpose of the Sales Training Class; State of the Industry – Where Now, Where Going; Career Potential (Class Manual), Wonderful World of Window Fashions, Function & Beauty

9:15

Competition and Competitive Analysis – WCU online review
What are the barriers competitions create?
How does competition affect closing rates and gross margins?

10:00

Break

10:15

Benchmarking Review
Review your results
Purpose: Appreciate the value of Repeat & Referral Sales
Magic number of appointments
Lifetime value of a customer

11:00

Introduction to Goal Setting – Advanced Selling System
Special Goal Setting Forms  

12:00

Lunch Courtesy of Lafayette Blinds (Presentation)

1:00

Introduction to Consultation Selling – Question Techniques  
Building lifetime customer relationships
Three Segments of Sales Presentation; Seven Steps Overview

1:30

 Step # 1 A Phone Discussion – 24 hours after customer call in
Set appointment 4 days out, using judgment
MAKE-A-FRIEND, BUILD THE RELATIONSHIP
I. Introduction
II. Essential Questions
III. Script
IV. Form

2:30

Role Play and Review Step 1A

3:00

Step 1B Phone Confirmation – 24 hours prior

3:15

Break

3:30

Role Play and Review Step 1B

3:45

Step 2 – Connect with Customer

4:15

Step 3 – Home Tour

4:45

Role play and Review Step   and 3

5:15

Evaluations and Program Ends for the Day



Day Two

Seven Steps to Success Selling Window Fashions

8:00

Review Day One
Three Levels of Selling
Competition
Magic Number of Appointments

Goal Setting Step #1 Phone Call

Connect with Customers
Home Tour

8:30

Step 4 Qualifying Customer Needs – Role Playing

9:00

Step # 5 Presentation Portfolio

9:30

Step # 6 Product & Treatment
How to select window treatment designs and products
before going to your car for samples Step # 2 Connect with customer

10:00

Break

10:15

Step # 7 Get the Budget!
60-Second “Eyeball Estimating” - Draperies, Swags, Alternative Products
This is one of the most important techniques to learn. It will save hours and help you close sales for more money and higher margins

11:00

Review and Role play

11:15    

New Marketing for New Era

Internet Local Search and Targeted activities to Customers

11:45

Marketing Concepts

6 P’s of Marketing, Golden Opportunity Segment, Target Customer Profile, Awareness, Franchise vs. Independent

12:00

Lunch Courtesy of Exciting Windows! (Presentation)

1:15

Showtime!

2:00

Closing Sequence

2:30

Pricing from Charts

3:00

Break

3:15

Fabrics & Textiles – Become an Instant Expert

4:00

Easy Measuring for Draperies

4:30

Review Program

5:00

Evaluations and Program Ends for the Day



Day Three

Seven Steps to Success Selling Window Fashions

8:00

Extended Review

9:00

Add – On Selling

9:30

Marketing without Money

10:15

Break

10:30

Benchmarking and Goal Setting

11:00

Concurrent Sessions

  1. Non-owner consultants – Special Roundtable
  2. Business Owners – Advertising, Budgeting, Planning and Execution

11:45

Graduation Lunch and Certificate Ceremony

- Non – owner Consultant program ends

1:00

Managing – Organization Chart

1:30

Science of Profit

2:30

Final Review

3:00

Program Ends – Bon Voyage and Much Success!