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Training Guide for retail sales staff - Energy Labelling

Training Guide for retail sales staff - Energy Labelling

3.2 VIDEO “SELLING

3.2 VIDEO “SELLING ENERGY EFFICIENT APPLIANCES – A GUIDE FOR APPLIANCE RETAIL STAFF” Reference: Information Manual Section 4 METHOD CONTENT RESOURCES 5 minutes Video – Selling Energy Efficient Appliances – A Guide for Appliance Retail Staff. STATE / READ Knowing the background and information about the Energy Rating labels is only half the battle. What you need to know now is how you can combine this information with your day to day selling skills to increase the sale of high star rated appliances and help ensure the success of the ‘Reach for the Stars’ Program. SHOW Some of the benefits you will gain are: DISCUSS • Improvement in customer service and satisfaction Page 24 • Increased customer loyalty, particularly with the growing ‘green consumer’ market • A competitive advantage over those with less knowledge • Increased sales figures and commissions • Self-satisfaction in knowing you are helping to reduce Australia’s greenhouse gas emissions to help save our planet. STATE / READ Video – Selling High Star Rated Appliances. The video is comprised of 5 segments. It traces a couple over a period of time buying electrical and gas appliances. As each segment concludes a series of exercises are to be completed. The answers are contained in the video content and your Workbook. W/B 21

3.2 continued METHOD CONTENT RESOURCES With the aid of the ‘Reach for the Stars’ Selling Video we will work our way through the scenarios to see how you can use your knowledge of the Energy Rating labels in your sales pitch. At each segment we will stop the video and complete an exercise. You can add any extra points from your own expertise that may come out of the discussions. It will also be important that you jot down the key points as they arise in each segment. COMMENCE Video – Selling Energy Efficient Appliances Segment 1 VIDEO Stop Video at prompt and complete Workbook exercise. EXERCISE/ 1. On average, household appliances are responsible ANSWERS for around 9 TONNES of greenhouse gases per home each year. 2. Market research has shown that 89% of appliance consumers are aware of the Energy Rating label on star rated appliances, and of these 81% are influenced by the labels when purchasing. 3. The key to tapping into the growing number of ‘green consumers’ looking for the Energy Rating label when purchasing is THE SALESPERSON. 5 minutes Video Segment 2 SHOW VIDEO Segment 2 Stop Video at prompt and complete Workbook exercise. W/B 22 VIDEO W/B 22 VIDEO Page 25

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