Three training courses
The sales method, coaching and product knowledge in short chapters, with speaker notes for whoever runs the session and a reading view for the phone. Knowledge checks after the chapters explain the right answer.
Case · A nationwide bed retailer
All built from the retailer's own material.
For a nationwide bed retailer we built three training courses, a certification, a bed guide and an induction for new sales staff. The source was the retailer's own presentations, the test they already had and the range on their website.
3training courses: sales method, coaching and product knowledge
98questions in the certification, in 13 parts
154beds in the bed guide, from 9 brands
28tasks in the induction, in 6 stages
The starting point
The knowledge was there. It was spread across files.
The retailer had its own sales method and coaching material in presentations, a certification test in a form and a checklist for new sales staff. The range and prices were on the retailer's website.
The aim was to bring it together, so that a salesperson can learn the method, practise it, take the test and have the range at hand in the customer conversation, on a phone or a tablet in the store.
- Sources
- Presentations, test form, induction checklist and the retailer's website
- Built
- Three training courses, certification, bed guide, sales support and induction
- Formats
- Web, reading view on the phone, PDF and PowerPoint
- Shown
- In a meeting. The retailer's material is internal.
What we built
From learning the method to using it.
The certification
98 questions in 13 parts from the retailer's own test, with marking, a review of the answers and a diploma for those who pass.
The bed guide and sales support
Eight questions about the customer's needs give suggestions among 154 beds, always within the customer's budget. Prices are checked against the retailer's own product data, so the guide never shows an outdated campaign price. The sales support follows the customer while they try beds in the store and suggests the next one to try.
The induction for new sales staff
Six stages from the first day to the sixth month, with 28 tasks to tick off. The store manager gets a separate plan for the coaching and a checklist with every step.
What it shows
The same way of working applies to you.
A finished version to look at
The retailer saw everything finished, not a sketch. After that we made changes based on their feedback.
The retailer's own words
The training uses the same words as the retailer's sales method, and the test has the retailer's own questions. Details that were no longer correct, such as warranty periods, were checked against the retailer's website.
A guide to the range
The training does not end with the test. The bed guide and sales support use the same method in the customer conversation, with the retailer's beds and today's prices. The same can be built for your range.
Shown in meetings
An example chain you can try now.
The bed retailer's training, test and guide are internal. In a meeting we show them on screen.
The example chain Alvéns Möbler is fictional and built the same way, with sales training, knowledge checks, a sofa guide, the first week for new staff and the manager's view. The demo is in Swedish.
Next step
See the whole build in 30 minutes.
We show the training, the test and the bed guide, and go through what a trial build of your own presentation would look like. If you say no after the trial build, it costs nothing.