Retail Coaching: How to boost KPI's with Emotions

Sell more, sell better - with a sales team that's more fulfilled.

Every sale happens in a "bubble" that moment of truth when a salesperson and a customer meet across the counter. Companies pour resources into marketing, systems and operations - yet success is won or lost in that human instant. Retail Coaching shows store owners and managers how to win it, again and again.

Drawing on twenty years on the shop floor - and on coaching and NLP (Neuro-Linguistic Programming) - Benoit Mahé, ICF-certified coach and founder of CapKelenn, introduces Retail Coaching: a new discipline that links hard KPIs to the emotions and motivation of the people behind them.

Inside this book you will discover how to:

• Connect KPIs to emotions - use a simple, visible balanced scorecard so every salesperson owns their average ticket, units per transaction and conversion.


• Hold a five-minute weekly coaching session that builds responsibility and autonomy instead of excuses.


• Lead with questions, not orders, turning supervisors into coaches and salespeople into engaged professionals.


• Create the "sales bubble" - the warmth, presence and rapport that transform an ordinary transaction into a memorable customer experience.


• Apply coaching and NLP on the shop floor to overcome fear, limiting beliefs and the inertia of "we already tried that".

Packed with real store examples - from fashion and decoration to bakeries, telecoms and hypermarkets - and the journeys of retail leaders such as Yves Rocher, Amancio Ortega, Ingvar Kamprad and Sam Walton, Retail Coaching is the method now used to train everyone from counter staff to CEOs across Europe and the Americas.

Whether you run one store or a hundred, this is how you boost both your KPIs and your people. Scroll up and click "Buy Now" to begin.

Author: Viviane Huido,Benoit Mahé
Publisher: Createspace Independent Publishing Platform
Published: 09/28/2014
Pages: 196
Binding Type: Paperback
Weight: 0.59lbs
Size: 9.00h x 6.00w x 0.42d
ISBN: 9781502502551

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