Case study
Consultative Selling in a Transactional World
The Challenge
In the wake of the Covid pandemic and changing customer buying habits, Life Style Sports, Ireland’s second largest sports retailer, was looking to boost store performance. A key goal was to transform their in-store sales assistants from transaction handlers into value adding customer advisors.
The Solution
Flame Learning designed a three-month modular programme, delivered virtually across six sessions. Programme format and scheduling were developed to accommodate store shift patterns and minimise disruption to operations.
At the end of each session participants were tasked with building a personal action plan of behaviours they could apply on returning to the shop floor.
The programme also included a coaching track for store managers, equipping them to support team members and to reinforce and embed the new sales skills on the ground.
The Result
- Increase in average customer basket value
- Increase in successful cross-product sale attempts
- Reduction in customer refunds processed
- Increase in product exchanges versus customer refunds
What Our Clients Are Saying
“When searching for a Learning partner we were adamant that we had to find a team who could not only meet our needs in terms of top-class content but also have the ability to engage with our teams in a way that was motivating and energizing.
Flame Learning managed to tick both of these boxes for us and the feedback from our team members has been overwhelmingly positive. We have also seen real change in our areas of focus and are looking into new ways to partner with Flame Learning in the future!”
Interested in achieving similar results?
We’d love to explore how we can support your team. Get in touch to start a conversation.
