Critical Concepts:
Since 2006 CEU has partnered with a wide variety of Home Tech & Appliance Manufacturers, Rep Firms, Distributors, and Retailers to develop a broad inventory of “best practice” skills, systems, and sales strategies.
Individually, each of these “Critical Concepts” has been proven to drive real world performance gains; building profit, team cohesiveness, or customer retention for our clients.
Together, they provide CEU with a unique and extensive portfolio of tools that we can select, modify, and apply to best match your specific company culture and sales environment.
Here are some of the critical sales and management concepts developed by CEU to help drive the performance of our Home Technology & Appliance Partners:
Sales Strategies:
The Collaborative Sales Strategy: Solution focused sales strategy that starts and ends with our customers and how they buy, not products, technology, or sales pressure. It inspires sales associates to make a paradigm shift in how they view and communicate with customers. This flexible process is equally applicable in business-to-business and end-user selling. CEU has delivered this process to hundreds of CE sales professionals across the country; customized to address a wide variety of retail and wholesale sales environments.
The G.U.I.D.E. Sales Process: CEU has taught this core five step customer-focused technology sales process more than a thousand sales associates around the country. It is most applicable to increasing close rate, ticket size, and customer retention in a commissioned assisted-selling retail environment. Sales associates learn the five steps of the sale, and the critical skills needed to complete each step.
The S.A.F.E. Audio/Video Sale™: developed for big box retailers in an increasingly competitive and connected environment, S.A.F.E. selling has been proven to drive major sales increases by both veteran and new sales associates. S.A.F.E. selling focuses on analyzing customer needs based on Simplicity, Appearance, Flexibility, and Experience, and presenting the best total solutions that meet those needs.
L.A.P.D. Sales Presentations: This faster paced sales strategy concentrates on learning each customer’s progression in the BUYING process and providing the appropriate support to move it forward.
The “3 Cs” Retail Sales Strategy: created to increasing sales and average ticket size in non-specialty retail store environments; this strategy provides retailers with concrete tools to drive Caring, Competence, and Commitment of their sales associates.
Management Strategies
Fierce Collaboration™: Fierce Collaboration is not just something we do, it’s something we teach. CEU has taught store, regional, and senior managers across the country about the powerful team dynamics that are constantly at work to support or undermine their attempts to create change. We provide organizations with proven tools to evaluate, coach, and harness the power of team collaboration to drive sales and increase customer retention.
One on One Sales Coaching: We believe that daily one-on-one performance coaching is the single most valuable tool retail managers have to impact sales performance. Our experience with Home Technology retailers across the country has proven to us that it is also a tool that is either seldom used, or used incorrectly to an extremely negative effect. CEU provides retailers with the training and follow up planning, debriefing, and monitoring tools they need to make effective performance coaching a core part of their company cultures.
Performance Evaluation, Goal Setting, & Developmental Coaching: One-on-One Coaching drives performance on a daily basis, but performance evaluations, goal setting, and developmental coaching improve performance over time. CEU has found that few managers understand how evaluations, goal setting, and coaching can impact performance positively and negatively. CEU has a wide assortment of proven tools to help managers measure performance, plan goal setting interviews, and follow up with developmental coaching.
Creating & Delivering Team Meetings that Drive Change: CEU believes that sales meetings present a unique opportunity to harness team dynamics to learn new skills, motivate high performance, and create a positive team consensus. In reality, many store team meetings are ineffective or even counterproductive; creating dissent and resistance instead of teamwork. CEU has taught hundreds of front line managers across the country to better understand how effective meetings work. We have developed an array of customized tools to help sales managers gather and prioritize information, create agendas, and solicit feedback. We also teach and practice group presentations skills that make every meeting more effective.
Since 2006 CEU has partnered with a wide variety of Home Tech & Appliance Manufacturers, Rep Firms, Distributors, and Retailers to develop a broad inventory of “best practice” skills, systems, and sales strategies.
Individually, each of these “Critical Concepts” has been proven to drive real world performance gains; building profit, team cohesiveness, or customer retention for our clients.
Together, they provide CEU with a unique and extensive portfolio of tools that we can select, modify, and apply to best match your specific company culture and sales environment.
Here are some of the critical sales and management concepts developed by CEU to help drive the performance of our Home Technology & Appliance Partners:
Sales Strategies:
The Collaborative Sales Strategy: Solution focused sales strategy that starts and ends with our customers and how they buy, not products, technology, or sales pressure. It inspires sales associates to make a paradigm shift in how they view and communicate with customers. This flexible process is equally applicable in business-to-business and end-user selling. CEU has delivered this process to hundreds of CE sales professionals across the country; customized to address a wide variety of retail and wholesale sales environments.
The G.U.I.D.E. Sales Process: CEU has taught this core five step customer-focused technology sales process more than a thousand sales associates around the country. It is most applicable to increasing close rate, ticket size, and customer retention in a commissioned assisted-selling retail environment. Sales associates learn the five steps of the sale, and the critical skills needed to complete each step.
The S.A.F.E. Audio/Video Sale™: developed for big box retailers in an increasingly competitive and connected environment, S.A.F.E. selling has been proven to drive major sales increases by both veteran and new sales associates. S.A.F.E. selling focuses on analyzing customer needs based on Simplicity, Appearance, Flexibility, and Experience, and presenting the best total solutions that meet those needs.
L.A.P.D. Sales Presentations: This faster paced sales strategy concentrates on learning each customer’s progression in the BUYING process and providing the appropriate support to move it forward.
The “3 Cs” Retail Sales Strategy: created to increasing sales and average ticket size in non-specialty retail store environments; this strategy provides retailers with concrete tools to drive Caring, Competence, and Commitment of their sales associates.
Management Strategies
Fierce Collaboration™: Fierce Collaboration is not just something we do, it’s something we teach. CEU has taught store, regional, and senior managers across the country about the powerful team dynamics that are constantly at work to support or undermine their attempts to create change. We provide organizations with proven tools to evaluate, coach, and harness the power of team collaboration to drive sales and increase customer retention.
One on One Sales Coaching: We believe that daily one-on-one performance coaching is the single most valuable tool retail managers have to impact sales performance. Our experience with Home Technology retailers across the country has proven to us that it is also a tool that is either seldom used, or used incorrectly to an extremely negative effect. CEU provides retailers with the training and follow up planning, debriefing, and monitoring tools they need to make effective performance coaching a core part of their company cultures.
Performance Evaluation, Goal Setting, & Developmental Coaching: One-on-One Coaching drives performance on a daily basis, but performance evaluations, goal setting, and developmental coaching improve performance over time. CEU has found that few managers understand how evaluations, goal setting, and coaching can impact performance positively and negatively. CEU has a wide assortment of proven tools to help managers measure performance, plan goal setting interviews, and follow up with developmental coaching.
Creating & Delivering Team Meetings that Drive Change: CEU believes that sales meetings present a unique opportunity to harness team dynamics to learn new skills, motivate high performance, and create a positive team consensus. In reality, many store team meetings are ineffective or even counterproductive; creating dissent and resistance instead of teamwork. CEU has taught hundreds of front line managers across the country to better understand how effective meetings work. We have developed an array of customized tools to help sales managers gather and prioritize information, create agendas, and solicit feedback. We also teach and practice group presentations skills that make every meeting more effective.