Includes detailed information and notes about the three jobs of bridal consultants, 10 expectations for new bridal consultants as they start to sell, the only two reasons for poor performance and how to coach your team to better success, the 11 critical selling skills everyone on your team needs to excel at, the two main obstacles to selling today, insights on mastering the three parts of the sale (Approaching the Bride, Presenting the Gowns and Closing the Sale) including nine considerations when approaching the bride, the 11 questions or statements that lead to the sale; the seven reasons why bridal consultants aren't closing, seven suggestions to improve your sales closing ratio, the 12 buying signals that brides will make when they are close to buying and how you can confirm these to make the sale; the two prerequisites for making an assumptive sale, how to create urgency, five ways to close sales + the ultimatum close and ten things you can do to become the best bridal consultant.
Includes detailed information and notes about the four ways you can respond to objections, the nine types of objections brides have and how to overcome them, a six step formula to answering any objection that may come up, and notes for how to overcome the top 50 objections in selling. The DVD also covers 24 of the most common mistakes that bridal consultants make and how to overcome them. This section goes into great detail about how you can build trust with every member of the bridal party, how you can eliminate the seven risks a bride feels when she comes into your store, four ways bridal consultant project arrogance to brides and how to avoid them, how to stay in control of the sale even if a mother or bridesmaid takes over, three ways to sell value instead of price, eight reminders about presenting wedding gowns, why skipping steps will kill the sale and four things you can do to stay on target as you ask brides about their dress, five ways to listen more effectively when talking with brides, six ways to overcome objections, the seven buying motives brides have and how you can tap into them to create urgency, nine ways to ask engaging questions without coming across as manipulative to the bride, five reasons most bridal consultants don't ask for the sale, ten ways to create urgency to help you make the sale, four ways to boost your confidence when selling, how to avoid confusing the bride at the end of the sale, eight things that cause sales slumps and the twelve things you can do to get out of them, seven ways to evaluate each interaction with a bride so you can become more effective, the ten skills of bridal consultants who are excellent at closing, four ways you can become more referable and how to handle and overcome the most common objections in selling so you can sell more than ever before.
If you buy both packages, you'll also get: Top 50 Objections and How to Overcome Them (complete notes with three CDs (for you and your staff to review and use for training meetings (Value: $194) Set of Sales Flashcards - over 100 flashcards you and your staff can use to learn using principle of spaced repetition-includes all 50 objections plus practice cards for redirection and regaining control (20), stalls, stops, and smokescreens(20), information about dresses, etc. (Value: $155).
This CD set includes insights and observations that will help you get your bridal business back on track and reach new heights. It covers nine lies that are holding your business back (based on ideas from Steve Chandler and Sam Beckford's book Nine Lies that Are Holding Your Business Back...and the Truth that Will Set it Free) and how you specifically can overcome them in the bridal business. CD #1 includes specific advice on how to hire the types of excellent bridal consultants you want instead of stooping to mediocrity because of immediate needs, the difference between commitment and interest, what you have to be, do, and have in order to be successful, the three things we can do when faced with a cash crunch, five obstacles to effective marketing communications, thee ways to advertise more effectively, how to reinvent your business every Monday morning, the three fears bridal store owners have that cause them to lower prices and five reasons why you shouldn't, why being more generous will help you prosper, four ways to understand your bridal and prom customers better, the benefits of coaching and mentoring, and how to eliminate the negativity from others that can fuel your fears. On CD #2, you'll learn five obstacles or challenges we face in the bridal business and how we can overcome them, 21 characteristics of successful bridal store owners, and how you can turn your setbacks into comebacks. CD #3 details seven reasons why people don't set goals, four rules to setting goals you can achieve, twelve steps to setting goals, five issues that make change from year to year a challenge, and how you can avoid these, twelve ways to jump start your business to achieve your business goals, how to create an action plan to achieve a closing rate of 75-80% for each of the bridal consultants on your team, four benefits to having a marketing calendar, six ideas that will help put you in the top 1% of retailers in any business, and seven steps to having a greater future. The three CDs come with accompanying notes in a workbook format so you can put together your plans to achieve a new level of success in the bridal business.
This CD set includes proven step-by-step marketing strategies that work to help bridal store owners differentiate and dominate their individual markets. CD#1 includes insights on how to see your bridal store as a marketing organization, five obstacles to effective marketing communications, the purpose of marketing and the one thing most store owners don't think about as they put together their marketing plans, three parts of your unique selling proposition and five questions to ask yourself to help you define yours, nine strategies to help you differentiate yourself from your competitors, specific ideas from bridal stores that are working and helping their stores be more successful, and nine questions you can ask to help you focus on your strengths and set yourself apart from your competitors. As a special bonus, the notes include the specific wording and layout for a successful email campaign run by Arizona's Bridal Warehouse. CD#2 details how you can build a powerful store brand and stand out from your competitors. The CD and accompanying notes explain six benefits to branding your store, eleven ideas you can use to brand your store including four ways you can stand out, 16 suggestions for creating a brand statement, how many stores actually position themselves and why this can be detrimental to the brand they are trying to create, how to become a specialist in your market niche and the five levels of the branding hierarchy triangle and specific examples of stores at each level (that can help you identify where you are now and help you get to where you want to be), the three elements of power and how you can utilize these to regain control as you sell bridal gowns and prom dresses, how Kleinfeld Bridal has positioned themselves and why their brand is so well known, how to establish a sense of community with the brides who shop and will shop at your store, how to be authentic in your marketing communications and avoid the invisibility complex, new ways to freshen up your store and your web site, and the one thing that the most successful brands in any industry always do to stay ahead of their competitors. CD #3 identifies the seven causes of getting stuck in growing your business and how you can break free of these and create a marketing system that will bring more brides and prom girls through your doors, how to delegate marketing tasks to others and seven areas you can put others in charge of that will pay huge dividends, five examples of real-life cross promotional campaigns that yield results, five ways to create a referral program that will pack your store with brides including a sample letter that shows you how to generate referrals without asking for them, six reasons why PR is so powerful and five suggestions to help you get better PR written about you in your local market, how to boost business during slower times of the day or week, the one thing that you can do to increase the response of your marketing offers by more than 85%, three contests you can use to create excitement and increase sales at your store, the importance of sequential marketing campaigns and five tips to help you get the most out of every marketing campaign, how to specifically track results for each marketing promotion you do, three ways to eliminate slow seasons at your bridal store, and an additional idea that can help you get "be back brides" back into your store to buy from you. CD #4 covers ten keys of marketing and how successful bridal store owners focus on dominating market squares instead of focusing on selling individual pieces of dresses. In addition, you'll also learn how to be first or create the perception of being first in the minds of your bride with ideas on how you can create your own bridal category in your region, three ways you can capture more testimonials to use in your marketing efforts, a form that will help you get better testimonials, how you can market better to the brides who almost bought or almost came in, six ideas you can use to create a sense of community and create excitement among the brides shopping at your store, three ways to pre-sell your brides before they even come into the store, the nine most common marketing mistakes bridal store owners make and how you can avoid them, 14 marketing strategies you can use to help you develop your marketing plan, how to use reciprocity at your store and six ideas of how you can do so, how to focus your marketing messages with the right message, to the right market and through the right media, nine areas of specialization you can focus on, and three ideas to help you specialize in your chosen market niche. The four CDs come with accompanying notes in a workbook format so you can put together your own marketing plan for your store.
This CD set gets to three of the most important aspects of running a successful bridal store: managing, hiring, and customer service. CD #1 details the seven challenges of management and the seven roles that managers have to play in the store: planning, organizing, staffing, delegation, supervising, measuring, and reporting. In addition, you and your management team will be able to rank how well you are doing in each of these critical areas with questions for you to consider and think about. You will also discover how to become a Level 5 Leader, the difference between windows and mirrors style management, six responsibilities of managers including how you can better set and achieve business goals, be more innovative in your marketing, solve problems and make decisions, focus and concentrate on your daily, weekly, and monthly tasks, lead better, and do what you are expected to do, on time, and at a high level of quality. Also, you will learn the seven "C"s of management and questions to reflect on that will help you increase your productivity and help you focus on the needs of team members who need assistance. CD #2 focuses on how to hire, create, and keep an excellent sales team. You will learn the four jobs of a sales manager, the six costs of a bad hire, the power of an affirming culture in creating a desire for people to work at your store, how to find people to interview, seven places you can find the best bridal consultants, five criteria to use to evaluate the resumes of those you interview, the seven priorities for selecting excellent bridal consultants including 19 questions you should ask in an interview. In addition, you will learn six ways to create an excellent sales team and thirteen specific suggestions for what to do when you first hire a bridal consultant in order to help them succeed, and ten ways to motivate your staff and reward the behaviors you want repeated at your store. A bridal consultant feedback form you can use to help you evaluate how well new hires are doing (especially after a sale is made or not made) is included as a special bonus. CD #3 details nine ways to evaluate how well you are doing at meeting the needs of your customers, five ways to help you get through nasty encounters with bridezillas and how to help you deal with her feelings and ways to help you solve the problem that made her mad in the first place. In addition, you'll discover twelve specific mistakes bridal consultants can make when dealing with customer service issues and how you can train them to respond differently. The three CDs come with accompanying notes in a workbook format so you can go beyond satisfying the brides who come into your store and provide exceptional and unparalleled customer service.
If you are looking to grow, turn-around, or take your store to the next level, this set of three CDs on creating, sustaining, and building momentum will help you get on the fast track. CD #1 explains how creating momentum in business involves increasing the things that move you forward and decreasing those that hold you back. You'll discover the six obstacles that prevent or stop momentum and what you can specifically do to get past these momentum killers, six things you can do to eliminate procrastination, how to build unity and eliminate gossip, pettiness, and jealousy from your team, five steps to achieving momentum and the step-by-step process that will take you to new heights, five ways to get out of a sales slump (when you don't have any momentum), ten steps you can use to jumpstart the momentum in your bridal business, four ways to regain momentum after a slow day or week, and six questions to help you evaluate how well you are doing at building and sustaining momentum at your store. CD #2 shows you how you can produce insane results without driving you or your bridal consultants crazy. You'll discover the only three ways you can increase the amount of business you do at your store and how you can grow your total revenue by 33% or nearly double the amount of what you sell simply focusing on these three critical areas (increasing the number of brides buying at your store, the transaction value for every bride buying at your store, and increasing the number of transactions that each bride makes at your store). In addition, you'll learn how to test your marketing on a small scale, four ways to be unpredictable with your brides in ways that will drive your competitors crazy, 50 questions to help you get to know your business inside and out, a survey and questionnaire you can give to each bride who buys from you at your store so you can better determine what checkbox stations and televisions stations they listen to and watch in order to plan future advertising, five ways to outsmart, outsell, and outstrategize your competitors, and five ideas you can use to focus on results while bringing your bridal consultants with you (without them turning against you). CD #3 includes thirteen insights and observations from Jack Mitchell's excellent book Hug Your Customers: The Proven Way to Personalize Sales and Achieve Astounding Results. In addition, you'll discover three critical shifts that have happened in the retail marketplace in the past decade and how you should respond to them, examples of personalized thank you notes or letters, five things customers want more than a great location or an enormous inventory (why smaller stores can have a retail advantage), the 11 things that you should have in your playbook in order to prepare to win on big sales days (Saturdays), a five step process for overcoming mistakes, and how you can use the buzz of "new" to transform the enthusiasm and excitement in your store. The three CDs come with accompanying notes in a workbook format with numerous assignments you and your bridal consultants can tackle as you get ready to increase your momentum and shatter previous sales records.
This CD set includes the most recent findings on how the human brain makes buying decisions and what you can specifically do to tap into 30 psychological triggers that you can use to create buying frenzies at your store. In particular, this CD set explains why we sell the way we do (along with the other types of learning: what to do, what not to do, and how to do it). On CD#1 and CD#2, you'll learn about 15 of the 30 psychological triggers and discover 5 ways to talk up the personality and nature of the dresses in a way to activate the product nature trigger, the four basic emotional make ups of brides and how you can use this information to sell her the way she would like to be sold, additional insights on how to overcome objections from a psychological point of view, how to get brides more involved in the process of buying, the power of storytelling and how you can categorize the stories you've experienced into sure-fire triggers to overcome objections, how to use celebrity and authority to trigger the buying decision, words and phrases you can use to inject emotion into the sale, four ways to activate a desire for gain so brides have a sense of urgency and buy now, four ways to build your credibility and authority and ways to become an expert in your community, and more than 30 assignments to help you incorporate these triggers into your daily sales routine. CD#3 includes detailed information and observations about the remaining 15 psychological triggers including recent findings about the six stimuli that trigger the brain to make a buying decision and how you can tap into these to increase your sales, a powerful way to trigger involvement at trunk shows and special events in your advertising, how to get prom girls to collect names of their friends at their high school and give them to you, the two emotional aspects involved in creating urgency, two ways to use urgency to increase the number of brides who buy the first time they come in, six phrases you can use in your advertising to create urgency, how to create more demand for the dresses in your store, how to use reciprocity to cause brides to want to buy only from you, three benefits to being more specific in what you sell, ways to familiarize bridal and prom customers with your store through repetition and strong graphic awareness, how to use all three of the senses and teach your bridal consultants to utilize the power of patterning in selling, why telling too much can be detrimental in the sales process and how to arouse curiosity to sell more, eighteen considerations for the four personality types and ways you can harmonize with the brides and her needs to help her make the decision to buy, how to help brides make decisions by engaging her mind, and six specific message building blocks that will help you get into the old brain to activate her decision process. The workbook includes more than 30 assignments for you and your staff to work on to help you utilize each of these powerful psychological triggers. This is some of the most important and useful information you will ever hear to understand "why" brides actually are buying from your store and how you can sell more by tapping into these triggers to create buying frenzies in your store.
This CD set includes critical information to how you can get control of your time and your life, develop yourself into a better leader (so you and your staff can sell more and get better results), how to specifically develop bridal consultants at every level, and lessons from a few of the most important books every bridal store owner should read about systems, selling, and mind shifts. On CD #1, you'll discover ten indicators that you're are in control of your day and nine indicators that you're not, the five biggest obstacles to time management and how you can overcome them, thirteen ways to better manage your time and your life at your store including how to boost what you get done by focusing on what you are doing when, how to build family time into your calendar, how to eliminate piles of things that seem to move around your office, four ways to overcome stress, nine suggestions to overcome procrastination, four ways to organize your desk and workspace, the seven time wasters you face at your store and how to eliminate them, five recommendations for increasing your focus and productivity, and seven secrets for getting more done. CD#2 covers the leadership issues you face and how to help you through the defining moments that will make or break your store, the four motivations of your bridal consultants, and the four de-motivators that will turn your staff off, the five levels of leadership and what you can do at each level to grow to the next level, four assignments to improve your leadership focus, the difference between management and leadership, ten ways to gain influence with people, and a five step action plan for coaching and setting goals with employees. CD#3 teaches how to help your bridal consultants lead and sell better at every level and specifically addresses five reasons why leaders don't train up other leaders around them, six reasons why you need to make developing leaders around you a priority, four ways to establish the right environment at your store to develop and unleash leaders, how to create a personal plan for growth, four suggestions for how to identify who you should develop as an assistant manager or future manager at your store, five ways you can nurture potential assistant managers and managers into great leaders, fifteen ways you can coach your team of leaders, five ways to have your leaders develop the other bridal consultants at your store into leaders, and three ways to develop the leaders around you at your store (including insights on how to eliminate attitudes of selfishness at your store). CD#4 includes critical lessons from several of the most important books every bridal store owner should read - The E Myth, How I Raised Myself from Failure to Success in Selling, Good to Great, The Perfect Business, and The Cashflow Quadrant. The main focus is on teaching you to shift your thinking from skills to systems and in addition, you'll learn six mind shifts that are critical to success as an entrepreneur, five critical lessons about selling, four of the biggest mistakes I've made when buying inventory for our store, the difference between the mindset of the entrepreneur, the manager, and the technician and how this struggle will define your bridal store, the three stages of business and how to identify which stage you are currently in (and how to grow to the next level), how to get out of your comfort zone to lead and delegate (the skills of a manager and entrepreneur), six rules for creating systems, and the ten systems you need to focus on and develop at your store. This CD set includes a 68 page workbook that will help you think through the systems you need to put into place to have a successful store.
Get everything you see above (normally $2,942) for $1,999 (you'll save $943 when you order the whole enchilada)!
Join Jim on a coaching call each month where you will learn new insights, ideas, and strategies that you can immediately apply to help you run your bridal store more successfully. Each month, you will be able to participate in two conference calls. The first call will be approximately 75-80 minutes long and will cover a training topic that will help you better market your store and sell more successfully. Following each call, you will be able to ask questions and hear responses from Jim as well as from other participants in the calls. The second call will be an implementation call. This call will be organized in a group coaching session so the participants in the call can all talk about what they are doing to implement and utilize the ideas from the previous month’s call. Each month, you will receive two CDs (conference call plus implementation call) and a copy of all of the notes that you can use to train your bridal staff. Store owners listen to these CDs in their cars and take this information and use it directly to train their bridal consultants each month. This gives you a way to train and grow your staff each month for less than $25 a week with hard-hitting, concise, step-by-step, useful, and applicable insights and ideas you can use to outsmart, outmaneuver and outperform your competitors.
"The seminars are absolutely fantastic. I find your insight, organization, and suggestions very intellectually stimulating. Having been always interested in a quest for knowledge, I have subscribed to many motivational seminars, speaking events, and employed several consultants, but no-one really addresses our bridal issues like you do. The thing I like most about the seminars is the ability to play your CD both on the way to and from work. It is a 'buffer' for thought and actions the next day, how to think in new ways and in general be more creative….Playing the CD while driving gives me a productive solace and those precious quiet moments can turn into many new ideas to implement. Believe me, we are implementing quite a few." -Erik Russell, Bridal Superstore, Indianapolis, IN