Retail Sales Training

Satisfying every customer every time can be a challenge, but there are proven methods and skills you can learn and use to maximise their satisfaction and increase sales.

The PD Training Retail Sales Training Course in New Zealand provides you with an understanding and skill development in how to engage with customers, control the sales process, identify upselling/cross-selling opportunities, utilise sales psychology, conduct valuable needs analysis and much more.

This comprehensive course is designed to help retail sales professionals sell more and discount less, handle difficult customers, professionally handle every sale and maximise every opportunity.

This interactive training course is available now throughout New Zealand, including Auckland, Wellington and Christchurch.

Please click on the Public Class tab below to view our Retail Sales Training course schedule by city or click the In-House Training tab to receive a free quote for customised courses delivered at your preferred location.

Your Learning Outcomes

After completing this course participanst will be able to:

  • Learn to create a great first impression
  • Learn to greet constructively & create a personal connection
  • Develop rapport & create warmth & openness
  • Ask effective questions to better understand client needs
  • Master active listening techniques
  • Learn to control the sale & lead a customer to becoming a buyer
  • Learn an amazingly simple and professional way of handling price shoppers
  • Learn 4 effective techniques for minimising & negating the need to discount
  • Understand sales psychology such as the "The Power of YES when selling"
  • Learn to ask for the sale
  • Learn cross selling and upselling
  • Master effective techniques for closing without being pushy
Duration: 1.0 day course


Retail Sales Training Reviews:

"Very impressed with the effort the trainer and pd sales and operations team made to ensure the course was appropriate for our needs, as well as accommodating us on short notice."
Universal Fans

"It has helped build my confidence with customers, and has helped me with product knowledge. It was great, really helped my staff and found it very very beneficial, was happy with the end Result, our consultant Jess was fantastic very motivating and we had fun, Appreciate it."
Gloss Cosmetics

"We got to learn and gain knowledge on things we did not know. For example,I did not know about personal space. Training was very informative."

Antipodes Nature


More happy clients

"Very good illustrations."

Brisbane Airport Corporation PTY Limited


Course Outline
Retail Sales Training Course

Download Retail Sales Training Course Outline


The retail industry in New Zealand has long been one of the most competitive sales environments and the competition only continues to increase with online sales becoming more available to everyone. It is vital for all retailers to make the most of every marketing dollar and every customer by giving your retail sales staff the skills and confidence to professionally manage, control and close sales in a retail setting.

This course will provide your team with the skills and techniques to close more sales, whilst providing great customer service and creating repeat customers based on their positive experience with your staff and brand.

Retail Sales Training Course - Lesson 1
It Starts with you
  • Attitude
  • Personal Appearance
  • Product Knowledge
  • Sell yourself on the product
  • Enthusiasm
Retail Sales Training Course - Lesson 2
Consider the customer
  • What do you expect when you are a customer?
  • The value of every shopper
  • The mission for a retail sales person
  • Define 'excellent retail customer service'
Retail Sales Training Course - Lesson 3
Starting the sales process
  • The importance of first impressions
  • How to create a good first impression
Retail Sales Training Course - Lesson 4
  • The golden rule
  • Create a constructive greeting
  • Construct positive dialogue
  • Develop rapport
Retail Sales Training Course - Lesson 5
Needs analysis
  • Deepening techniques
  • Probing questions
  • Active listening
  • 'Minimal encouragers' - their importance and how to use them
Retail Sales Training Course - Lesson 6
Control the sale
  • 'The Challenge' - persuasion, not confrontation
  • How to handle people shopping on price
  • The excellent 6 step technique that negates the opposition and maintains your professionalism
Retail Sales Training Course - Lesson 7
Maximising Every Opportunity
  • Minimising/Negating discounting 
  • 4 effective techniques
  • Why discount & Why not?
  • Cross Selling
  • Upselling
Retail Sales Training Course - Lesson 8
Sales Psychology 101
  • The Power of 'Yes' when selling
  • Tie downs
  • Tag Ons
Retail Sales Training Course - Lesson 9
Closing the sale
  • Knowing when the time is right
  • Don't be afraid to ask for the sale
  • 3 closing techniques
Retail Sales Training Course - Lesson 10
Thank you
  • Referrals
  • Repeat business
  • Genuine mutual appreciation

In-House Training - We’ll focus on what matters most to you and tailor to your context

Face-to-Face, Live Online, or Hybrid Class Tailored to Your Needs

When you want a tailored learning experience targeting exactly what you want without bringing everyone physically together, the best choice is a Live Online Class run by PDT.

We tailor the content and activities to be specific to your current needs and the needs of the people and run the course in our usual activity-based workshop style training, however, the participants can all be offsite, or some can be in the room with others offsite.

Unless you have a preferred tools we use 'Zoom for Education' that includes enhanced collaboration features such as One-click content sharing, real-time co-annotation (people can work together in activity files), and digital whiteboarding, we also include things like live polls and group chats so you virtually have the same collaborative learning experience of attending a course in a room with other people.

live online & hybrid

We have delivered these 100's (if not 1000's) of times, and get great outcomes. We achieve great outcomes because we keep our learner centric approach - just because it’s delivered through a screen to some or all participants doesn’t mean it needs to be less tailored or less personalised.

You still have an expert trainer who talks to you prior to the session and tailors the delivery to use your terminology, ensure activities are relevant and directly applicable and ensures an engaging learning experience that provide people with skills and techniques they can apply the very next day.

A hybrid class is with some people connecting online, and some people physically together in the same room.

Live Online Participant Feedback:

90% Overall Trainer Rating

88% Delivery was Adapted to me Personally

75% I Would Recommend this Course to Someone Else

Face to Face Options With Everyone in the same room

1-hour Motivator
one hour motivator
3-hour Power Sessions
3 hour power session
Full-day training
full day training
At your workplace At your workplace
In our Training Rooms In our Training Rooms
 In our Online Training  Room - the HIVE In our Online Training Room

We’ll make things easier so you can focus on adding more value

We provide the Training Management Centre which is an information hub before, during and after training.
(Let us know if there’s parts you don’t want to use)

Invites people to training

(So you don’t have to)

Invite People icon

Generates Sign in Sheet

(So you don’t have to)

Generate Sign In Sheet Icon

Generates Branded Flyer

If you want to ‘promote’ internally

Generate Branded Flyer Example

PDF’s of Certificates

(can be co-branded with your logo)

Completion Certificate Included

Collects and Reports feedback

(So you don’t have to)

Feedback Report Example

Complete Results Dashboard

(including trainer insights)

Results Dashboard Example

What are people going to do differently?

At the completion of training participants are encouraged to create an action plan, and invite an accountability buddy via their Orgmenta App.

In your Training Management Centre you have transparency to the action plans so you can see what people are going to do differently.

My Action Plan
Participants encouraged to create

Want to get clear on impacts and measure success? Our system and expert consultants support you.

Our systems and people make it easy to identify how you’ll be able to measure impacts,
and then report on the success in the weeks or months after training.

Measure metrics your way

Do you already have a training management system and wish they were automatically up to date?

Training APIs

It’s surprisingly easy to make it so that your system can automatically be up to date with all the training record details you need.

More than just a training provider - we are your Learning and Development Partner, we look forward to working with you, talk to one of our friendly expert consultants today.

Public Class Dates for Retail Sales Training


  • Time: 09:00 AM - 04:30 PM
  • Small classes, average 5 people, max 16
  • Prices excl. GST
  • Lunch and refreshments included
  • Certificate of Completion (always available in the App)
  • Comprehensive courseware as books (& available in the App)
  • Pay on Invoice or by Credit Card


1.0 day course
Auldhouse Computer Training, Three Lamps , 338 Ponsonby Road Ponsonby NZ 1011
October 7
Enrol Now
Filling fast
1.0 day course
Auldhouse, JacksonStone House, , Level 8, 11 Hunter Street Wellington NZ 6011
October 7
Enrol Now
Filling fast
1.0 day course
Auldhouse, 13 Stanley Street, Sydenham Christchurch NZ 8023
October 7
Enrol Now
Filling fast

When you book a Public Class with PD Training you can expect:

PDT Activities and discussion

To Be Engaged All Day

Activities and discussion for engaged learning all day.

Real world trainer

An outstanding trainer

On average PDT trainers have 15 years industry experience and 7 years training experience.

Tailored training

Focussed on you

We always tailor activities and scenarios to be relevant to you.

Transfer policy

100% Transfer Policy

If an unforseen event prevents public class attendance, no problem. Transfer to new person, course, date or city.

Refresher course

Refresher Course $0

In-House and Public Class participants are welcome to join a public class in the same topic for 12 months.

Confidence of booking

Acclaimed Provider

The confidence of booking with an acclaimed multi national training company.

eLearning and video

Multi-modal Reinforcement

Support, reinforcement & extension eLearning and videos in the App.

Outstanding learning that people can do in the flow of work

  • Fresh targeted video-based microlearning content with interactive lessons and quizzes included.
  • Rigourous review process
  • Only $11.00 per course per person per year.
  • Or get the $110.00 bundle and save.
Bite Size learning that people love

Learn the concepts and insights to help become a respected professional and generate more sales in this Micro eLearning course.

Buy Retail Sales
Not exactly what you needed? Try other courses in the Sales Training Courses Category