Retail Sales Training

In a retail sales situation, satisfying every customer can be difficult, but there are proven methods and skills you can learn to maximise their satisfaction and increase sales.  One key principle is simply to be there when needed and offer assistance as required.

The PD Training Retail Sales Training Course provides you with an understanding and skills development in how to better engage with customers, how to control the sales process, how to identify upselling/cross-selling opportunities, learn basic sales psychology, how to conduct basic needs analysis and much more.

This comprehensive sales training course is designed to help retail sales professionals sell more and discount less, how to deal with difficult customers and professionally handle every sale and maximise every opportunity.

This dynamic training course is available now throughout Australia, including Brisbane, Sydney, Melbourne, Adelaide, Canberra, and Perth.

Your Learning Outcomes

After completing this course participants will be able to:
  • Learn to greet constructively & create a personal connection
  • Develop rapport & create warmth & openness
  • Master active listening techniques
  • Learn to control the sale & lead a customer to becoming a buyer
  • Learn an amazingly simple and professional way of handling price shoppers
  • Learn 4 effective techniques for minimising & negating the need to discount
  • Understand sales psychology such as the 'The Power of "YES" when selling'
  • Learn how to simply ask for the sale
  • Learn to identify cross selling and upselling opportunities
  • Master effective techniques for closing without being pushy
Duration: 1.0 day course Live Online Experts


Retail Sales Training Reviews:

"Very impressed with the effort the trainer and PD sales and operations team made to ensure the course was appropriate for our needs, as well as accommodating us on short notice."

Universal Fans


"I thought that Steven was fantastic in the lead up of our training. I felt very confident and secure in our booking. I also though our trainer Tanya was outstanding in her enthusiasm and was very clear in her communication style. The course topic itself was exactly what I wanted and I would certainly recommend this course to others and hope to deliver another session to our retailers later in the year."

-Brisbane Airport Corporation


"Awesome" "Good" "Brilliant - she packed a lot in the time we had. Lots of info to take away and use with my team." "Really good. I've learnt something from all the sessions.'

-Forest Lake Shopping Centre


"It has helped build my confidence with customers, and has helped me with product knowledge. It was great, really helped my staff and found it very very beneficial, was happy with the end Result, our consultant Jess was fantastic very motivating and we had fun, Appreciate it."

-Gloss Cosmetics


"It was great to be able to learn about a structured approach for engaging in the sales process with customers. having these foundations helps me to feel more confident about how I approach and work through conversations with customers."

-YHA Ltd Pty


"I didn't think I would get anything out of it as I have been in retail sales for a long time but I was pleasantly surprised and really enjoyed it."

-Cameo Loretta Fashions


"I found it has really helped me see where I've been going wrong in sales. And how a small change can go a long way."

-Mobile Beat


"Joseph was fantastic, we loved the course and the whole team got a lot out of it."

-Astrance Pty Ltd


"I found that she related to work and what we really needed to learn. The next day everyone was a lot more positive!"

-Total Tools Bendigo


"I felt this course helped me relate to our clients a lot more in the sense that I can understand why different people require a different approach. It helped me to pin point qualities about myself, both strengths and weaknesses and understand how I can improve my performance at work. The trainer was amazing! She was intelligent and supplied all information in a way that helped us to understand and relate. I would definitely recommend this course to others!"

"It was a very intriguing and informative course, and I'm very happy to have been given the opportunity to experience it."

"Karen is very knowledgeable and created a fun and positive atmosphere throughout the day. She was engaging and taught us some great lessons about ourselves and our customers."

-Perini Tiles


"Charlene was very generous with positive feedback during the session. Team participation with strong and we felt energised as a team after the session."

-Feet First Podiatry


More happy clients

Download Course Outline (PDF)

Retail has long been one of the most competitive sales environments in Australia and the competition only continues to increase from online shopping providers. This evolution means it is vital for all retailers to have their retail sales staff professionally trained, so everyone is on the same page with regards to product knowledge, identifying upselling/cross-selling opportunities and providing the highest quality customer service.


By providing your retail sales staff with these crucial skills, they will gain the confidence to professionally manage, control and close more retail sales, as well as contributing to the overall customer experience which can give your organisation a true competitive edge in this fast moving, global economy.



Course Outline for Retail Sales Training

Topic 1
It Starts With You
  • Attitude
  • Personal Appearance
  • Product Knowledge
  • Sell Yourself on the Product
  • Enthusiasm
Topic 2
Consider the Customer
  • What do You Expect when You are a Customer?
  • The Value of Every Shopper
  • The Mission for a Retail Sales Person
  • Define 'Excellent Retail Customer Service'
Topic 3
Starting the Sales Process
  • The Importance of First Impressions
  • How to Create a Good First Impression
Topic 4
  • The Golden Rule
  • Create a Constructive Greeting
  • Construct Positive Dialogue
  • Develop Rapport
Topic 5
Needs Analysis
  • Deepening Techniques
  • Probing Questions
  • Active Listening
  • 'Minimal Encouragers' - Their Importance and How to Use Them
Topic 6
Control the Sale
  • 'The Challenge' - Persuasion, Not Confrontation
  • How to Handle People Shopping on Price
  • The Excellent 6 Step Technique that Negates the Opposition and Maintains Your Professionalism
Topic 7
Maximising Every Opportunity
  • Minimising/Negating Discounting
    • 4 Effective Techniques
  • Why Discount & Why Not?
  • Cross Selling
  • Upselling
Topic 8
Sales Psychology 101
  • The Power of 'Yes' When Selling
  • Tie Downs
  • Tag Ons
Topic 9
Closing the Sale
  • Knowing When the Time is Right
  • Don't be Afraid to Ask for the Sale
  • 3 Closing Techniques
Topic 10
Thank You
  • Referrals
  • Repeat business
  • Genuine Mutual Appreciation

In-House Training - We’ll focus on what matters most to you and tailor to your context

Face-to-Face, Live Online, or Hybrid Class Tailored to Your Needs

When you want a tailored learning experience targeting exactly what you want without bringing everyone physically together, the best choice is a Live Online Class run by PDT.

We tailor the content and activities to be specific to your current needs and the needs of the people and run the course in our usual activity-based workshop style training, however, the participants can all be offsite, or some can be in the room with others offsite.

Unless you have a preferred tools we use 'Zoom for Education' that includes enhanced collaboration features such as One-click content sharing, real-time co-annotation (people can work together in activity files), and digital whiteboarding, we also include things like live polls and group chats so you virtually have the same collaborative learning experience of attending a course in a room with other people.

live online & hybrid

We have delivered these 100's (if not 1000's) of times, and get great outcomes. We achieve great outcomes because we keep our learner centric approach - just because it’s delivered through a screen to some or all participants doesn’t mean it needs to be less tailored or less personalised.

You still have an expert trainer who talks to you prior to the session and tailors the delivery to use your terminology, ensure activities are relevant and directly applicable and ensures an engaging learning experience that provide people with skills and techniques they can apply the very next day.

A hybrid class is with some people connecting online, and some people physically together in the same room.

Live Online Participant Feedback:

90% Overall Trainer Rating

88% Delivery was Adapted to me Personally

75% I Would Recommend this Course to Someone Else

Face to Face Options With Everyone in the same room

1-hour Motivator
one hour motivator
3-hour Power Sessions
3 hour power session
Full-day training
full day training
At your workplace At your workplace
In our Training Rooms In our Training Rooms
 In our Online Training  Room - the HIVE In our Online Training Room

We’ll make things easier so you can focus on adding more value

PDT Training Management Centre Logo

We provide the Training Management Centre which is an information hub before, during and after training.
(Let us know if there’s parts you don’t want to use)

Invites people to training

(So you don’t have to)

Invite People icon

Generates Sign in Sheet

(So you don’t have to)

Generate Sign In Sheet Icon

Generates Branded Flyer

If you want to ‘promote’ internally

Generate Branded Flyer Example

PDF’s of Certificates

(can be co-branded with your logo)

Completion Certificate Included

Collects and Reports feedback

(So you don’t have to)

Feedback Report Example

Complete Results Dashboard

(including trainer insights)

Results Dashboard Example

What are people going to do differently?

At the completion of training participants are encouraged to create an action plan, and invite an accountability buddy via their Orgmenta App.

In your Training Management Centre you have transparency to the action plans so you can see what people are going to do differently.

My Action Plan
Participants encouraged to create

Want to get clear on impacts and measure success? Our system and expert consultants support you.

Our systems and people make it easy to identify how you’ll be able to measure impacts,
and then report on the success in the weeks or months after training.

Measure metrics your way

Do you already have a training management system and wish they were automatically up to date?

Training APIs

It’s surprisingly easy to make it so that your system can automatically be up to date with all the training record details you need.

More than just a training provider - we are your Learning and Development Partner, we look forward to working with you, talk to one of our friendly expert consultants today.

Outstanding learning that people can do in the flow of work

  • Fresh targeted video-based microlearning content with interactive lessons and quizzes included.
  • Rigourous review process
  • Only $11.00 per course per person per year.
  • Or get the $110.00 bundle and save.
Bite Size learning that people love

Learn the concepts and insights to help become a respected professional and generate more sales in this Micro eLearning course.

Buy Retail Sales
Not exactly what you needed? Try other courses in the Sales Training Courses Category