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Harry Edwards Sales Training Program

Harry Edwards Sales Training Program

Self-study sales training program for Harry Edwards sales associates. Complete each section in order, mastering each step before moving to the next.

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Responsible Administrator
Last Update 06/23/2026
Completion Time 7 hours 10 minutes
Members 1
Basic Sales 101 Sales Training
  • The Advantages of Self Study and Why we have chosen this method
    2Lessons · 8 min
    • Overview
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    • Top 3 Qualities of the Most Successful Sales Professionals
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  • INTRODUCTION
    36Lessons · 1 hr 49 min
    • Overview
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    • HOW TO BE PREPARED
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    • CUSTOMER SERVICE POINTS
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    • 1. Satisfy Every Single Customer
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    • 8 Customer Serivce Skills Every Employee Should Know
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    • 2. Keep Personal Problems off the Floor
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    • 3. Don't Congregate on the Selling Floor
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    • 4. Never Qualify Customers
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    • 5. Listen to Your Customers' Ideas—Not Just Their Words
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    • The Art of Listening | Simon Sinek
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    • 6. Use Words to Express Not Impress
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    • 7. Never Interrupt Your Customers
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    • 8. Always Look Professional
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    • Why Appearance Matters & Dressing For Success
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    • 9. Dance According to the Music Played...but Lead, Lead, Lead!
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    • 10. Sell All Merchandise with Enthusiasm
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    • Success Starts With Sales Enthusiasm
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    • HARRY EDWARDS SALES STANDARDS
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    • 1) Acknowledge every customer.
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    • 2) Avoid saying, 'May I help you?"
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    • 3) (Watches and Jewelry) Use a presentation pad and cloth when presenting merchandise.
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    • 4) (Watches and Jewelry) Take merchandise out of the showcase and present it to the customer before quoting the price.
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    • 5) Ask for the sale.
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    • 6) Attempt to add-on at the end of the sale.
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    • What is Add-On Selling?
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    • 7) Thank the customer for shopping at Harry Edwards.
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    • THE FOUR OCCUPATIONS OF A SALES ASSOCIATE
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    • The Painter
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    • The Architect
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    • The Counselor
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    • The Showbiz Personality
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    • THE DAILY PRECHECK
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    • How Knowing Prices by Memory Will Benefit You
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    • How Knowing Your Competition Will Benefit You
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    • How Product Knowledge Will Benefit You
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    • How Walking the Store Will Benefit You
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  • OPENING THE SALE
    12Lessons · 41 min
    • 6 Things Sales Professionals Should Never Do
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    • The most critical step in selling may very well be your opening line.
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    • THE TWO GOALS OF OPENING THE SALE
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    • The Primary Goal of Opening the Sale: Break Down Resistance
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    • Establish a Person-to-Person Relationship
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    • OPENING LINES
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    • Opening Lines Must Have Nothing to Do with Business
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    • The Merchandise Approach Is Ineffective
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    • Opening Lines Must Be Questions to Encourage Conversation
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    • Opening Lines Must Be Creative, Unique, and/or Special Enough To Start a Conversation
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    • PERSONALIZING YOUR REMARKS
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    • SCHMOOZING
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  • The Approach
    14Lessons · 45 min
    • Opening the Sale Is as Physical as It Is Verbal
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    • Violating Customers' Perceived Personal Space
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    • How to Use Body Language to Increase Sales
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    • THE 180-DEGREE PASS-BY
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    • How to Use the 180-Degree Pass-By
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    • THE PROCESS OF HANGING OUT
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    • How to Master Small Talk with High-Net-Worth Individuals
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    • Once You Get Customers Talking
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    • THE TRANSITION: GETTING INTO BUSINESS
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    • THE TAKE-AWAY
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    • The Turnover
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    • WORKING MULTIPLE CUSTOMERS AT ONCE
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    • The Verbal Contract
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    • CONCLUSION: How Have You Been Opening?
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  • INTRODUCTION TO PROBING
    8Lessons · 39 min
    • Overview
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    • Knowledge Is Power
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    • Understanding
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    • Trust
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    • Developing Your Probing Skills
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    • OPEN-ENDED FACT-FINDING QUESTIONS
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    • WHY PEOPLE BUY
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    • LOGICAL SEQUENCE
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  • INTRODUCTION TO DEMONSTRATION
    13Lessons · 46 min
    • Overview
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    • Product Knowledge
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    • CREATING THE DESIRE FOR OWNERSHIP
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    • Getting the Customer Involved
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    • Help the Customer Try It On
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    • Create a Little Mystery
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    • Showing Million-Dollar Merchandise
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    • The Transition
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    • Beginning Your Demonstration
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    • FEATURES, ADVANTAGES AND BENEFITS
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    • AVOIDING THE COMPARISON TRAP
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    • THE "EXPERT"
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    • CONCLUSION
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  • INTRODUCTION THE TRIAL CLOSE
    9Lessons · 30 min
    • Overview
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    • The Awkwardness of Closing
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    • ADDING ON
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    • Step One: "How about ..."
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    • Step Two: The Enhancer
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    • Step Three: The Add-On
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    • They Won't Buy if You Won't Sell
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    • Staying in Control
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    • CONCLUSION
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  • INTRODUCTION TO HANDLING OBJECTION
    16Lessons · 1 hr
    • Overview
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    • The Trial of Trial and Error
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    • Why Objections Occur
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    • You Didn't Do Enough
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    • Better Shop Around
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    • Everybody Fibs
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    • Maybe They Don't Know
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    • Work with the Customer
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    • Handling the Price Objection
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    • Price Objections
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    • "How do you feel about the price?"
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    • Handling the Price issue: Is It Value or Budget?
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    • "How much did you want to spend today?"
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    • The Eleventh Commandment
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    • Closing the Sale: 9 Common Objections
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    • CONCLUSION
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  • INTRODUCTION TO CLOSING
    17Lessons · 51 min
    • Overview
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    • Intent Is Everything
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    • The Either/Or Close
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    • The Reflexive Close
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    • The Ask-For-It Close
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    • Third-Party Reference Close
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    • The Assumptive Close
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    • The "Do Something Different" Close
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    • The Penalty Close
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    • TURNING OVER THE SALE
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    • When to T.O. the Sale
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    • Personality Conflicts
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    • Lack of Knowledge
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    • Inability to Close
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    • How to T.O. the Sale
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    • Buying Signals
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    • CONCLUSION
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