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Effective Strategies to Prevent Showrooming

No one wins a race to the bottom. All too many products today are being offered to consumers at prices that are simply not sustainable, especially in brick and mortar stores. Consumers are learning to use retail stores as essentially just showrooms to look at, try on, feel, touch merchandise and then they return home to purchase it for less money from a web merchant who does not have the same overhead expenses as a physical store. If this continues there may no longer be any retail stores to provide a showroom for consumers as they will be out of business. This on-demand webinar will help brick and mortar retailers, and especially the front line associates, develop clear, compelling and usable techniques to complete the sale when the customer is right in the store. Techniques such as teaching the difference between cost and price, the importance of instant gratification, the avoidance of a loss, helping the customer to choose from too many options (the web's Achilles heel), avoiding cognitive dissonance and providing peace of mind.


Runtime: 88 minutes
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Agenda

Showrooming

  • What Is Showrooming?
  • Who Is Showrooming?
  • How Do You Use Showrooming to Your Advantage?

Strategies for Overcoming Showrooming

  • Teaching Lowest Total Cost
  • Understanding Instant Gratification
  • Do-It-For-Me Approach
  • Peace of Mind

Customer Service Fundamentals to Combat Showrooming

  • Product Knowledge Second to None
  • Making a Personal Connection
  • Using the Customer's Name
  • Consideration, Recognition and Delight

Supplier Assistance

  • Map Pricing and How It Can Help
  • Unilateral Pricing, the Real Savior
  • Choose Your Partners Carefully
  • The Supreme Court Is on Your Side
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More Program Information

Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Credits

OnDemand Course

This course was last revised on October 23, 2013.

Call 1-866-352-9540 for further credit information.

This program does NOT qualify, nor meet the National Standard for NASBA accreditation.

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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

Faculty

James Dion

James Dion

Dionco Inc.

James E. Dion

  • Founder and president of Dionco Inc.
  • One of the premiere global retail consulting firms for independent retailers
  • Conducts regular seminars and workshops on retail operations and retail trends
  • Writer of several books, Retail Selling Ain’t Brain Surgery, Its Twice As Hard, The Complete Idiot’s Guide To Starting and Running A Retail Store, and Start And Run A Retail Business
  • Faculty member in the MBA program at Harley-Davidson University and is a member of AMC at the National Retail Federation in Washington, D.C.
  • Ph.D. degree in industrial psychology; B.S. and M.S. degrees in psychology
  • Can be contacted at [email protected] or 312-673-0187
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Why Lorman?

Over 33 years and 1.4 million customers worth of experience providing continuing education. Our passion is providing you world-class training to help you succeed in business and as a professional.

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Product ID: 392084
Published 2013
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