25
Joya – sales training
| Date post: | 03-Jan-2016 |
| Category: |
Documents |
| Upload: | kelley-watson |
| View: | 225 times |
| Download: | 0 times |
Joya – sales training
Responsibilities of the sales rep
Checklist prior to the retailer training
Number of people attending the training M/W
What’s the current collection of the retailer
Training materials (Folder + make sure,that everybody has a pen)
Testbounder/ Experience corner?
Existing marketing materials/ Shop window
Send FAQ in advance (What do they want to know?)
The training
Evaluate appropriate test person (Maybe somebody who overpronates)
Initial questions:
«Who has sold Joya already?»
«Please tell me the positive stories / testimonials from customers!»
«Which kind of challenges did you have?»
«Who has never tried Joya ? = Target person for the sales talk»
The sales talk
The modern conditions
We are walking on hard, flat surfaces We are walking in shoes that barely allow our feet their natural range of movement
Result:
Supportive and stabilizing muscles are getting neglected Overload of locomotor system
Solution:
Joya changes hard and flat into soft and elastic Supportive and stabilizing muscles are getting trained Ultra soft cushioning can help to relieve the body
The idea
Hard, flat ground
Conventional shoes
Cushioning effect
Joya briefly
The Joya technology
The Joya shoe categories(Joya Index)
Joya Soft Roll promotes healthy physical balance and enables the foot to roll through naturally.
Target group:Health conscious people who want to mainly benefit from the Joya function because of problems on the locomotor system.
Identifying feature:Rounded heel, rocker bottom look, thicker on the heel
Brief explanation:Health and Comfort
Joya Soft Style has a beneficial, yielding effect as you walk, combined with a stylish touch.
Target group:People who are mainly focused on a comfortable way of walking but don’t want to sacrifice on a fashionable approach.
Identifying feature : Sole appears more flat
Brief explanation:Wellbeing and Comfort
Joya Soft Pro offers a yielding effect as you walk combined with exceptionally sophisticated technology such as PTX,SR,ESD…
Target group:People who have high demands on a comfortable shoe for their profession or for leisure time.
Identifying feature : Additional technologies like PTX,ESD,SR..
Brief explanation:Performance and Comfort
How Joya effects the body
How joya effects the body
1. Increased pelvic movement as the foot sinks into the soft PU sole
Can be supportive with:
Back problems
Tensed musculature Hip problems
2. Natural roll-through via outside of foot
Can be supportive with:
Foot problems(e.g.Splay foot, fallen arches,heel spur, plantar fasciitis,Bunions..)
Knee problems
How joya effects the body
3. Ultrasoft cushioning
Can be supportive with:
Joint problems (e.g.Arthrosis)
Heel problems(e.g.Heel spur)
Forefoot problems (e.g. Bunions, metatarsalgia, splayfoot..)
How joya effects the body
Who is our customer?
1. Comfort
Customers who wear Joya as a comfort shoe
2. Health
Customers who wear Joya to relieve health problems
3. Work
Customers who wear Joya to work
Joya sales talk in 3 steps
1. Need analysis and evaluation of application area
Customer is looking for a comfortable shoe
«Have you ever tried the world’s softest shoe?»
Present Joya with the other brands!
Let the customer try Joya!
1. Need analysis and evaluation of application area
Customer is interested in Joya
«What have you heard about Joya so far?»
Find out which kind of info the customer already has!
1. Need analysis and evaluation of application area
Customer is standing on testbounder
«What’s your feeling?»
«I can offer you a shoe that provides this feeling.»
«What about trying it out? What’s your size?»
1. Need analysis and evaluation of application area
«Do you want to use Joya during your leisure time or for your job?»
«Which kind of problem Joya probably could solve?»
2. Let the customer try Joya as fast as possible
«How does it feel?»
«Unusual»
«What exactly do you mean with unusual?»
«Soft/comfortable/pleasant»
«What are the benefits for your body ?»
→Let the customer discover the product by himself
«Wobbly/Spongy»
«How does your body react to compensate the wobbliness?»
→Explain activation of small muscles around the joints
3. Explain function and benefits. Sell Joya and create a brand ambassador
Customer has to understand the function
Does Joya help with……..? Due to the ultrasoft sole Joya can be supportive with many problems on the muscular-
skeletal system.
Joya is expensive! Who are you comparing us with?
What’s the difference in between the different Joya categories? Customers have different approaches to comfort and different health conditions. Joya wants to fullfill every customers need.
What’s the difference to other functional shoes? Joya is a comfortable shoe for the whole day with a positive effect on the body. It’s not a training device for several hours.Joya is the next generation of wellbeing shoes.
Joya and orthopedic insoles? Please don’t use orthopedic insoles in the Soft Roll category. In the other categories ortophedic insoles can be used.
FAQ
