SOURCE: Unity Marketing

September 22, 2009 11:21 ET

Unity Marketing Announces Top-Of-The-Line Sales and Marketing Training for Retailers

Pam Danziger, Luxury Marketing Expert, and Greg Winston, Sales Guru, Offer a New Approach to Sales Training to Help Marketers Generate Revenue Growth by Turning Sales Professionals Into Marketers and Marketers Into Sales Professionals

STEVENS, PA--(Marketwire - September 22, 2009) - The Census Department just released its advanced monthly report on retail sales for August 2009 and the news is grim. Going into the vital fourth quarter holiday shopping season, America's retailers are facing year-to-date declines approaching 10 percent. With retail sales trends like this, retailers may be facing a 'red' Christmas.

In particular, these retailer segments have been especially hard hit in the new economy, according to the Monthly Retail Trade Survey:

--  Floor covering stores, down 19.3 percent from Jan-Sept 2008 to
    comparable period 2009
--  Home furnishings stores, down 15.3 percent
--  Department stores, excluding discount stores, down 15.1 percent
--  Furniture stores, down 12.4 percent
--  Jewelry stores, down 11.6 percent.
--  Women's clothing stores, down 10.4 percent.
    

In more bad news for retailers, financial consultancy Grant Thornton predicted that more than 10,000 retail establishments will close their doors in 2009. In this new normal economy being successful in retail has never been harder. The old reliable strategies for retail growth are failing, as shoppers retreat and focus on buying only what they need and putting off discretionary purchases.

Retailers need new ideas and approaches to grow revenues, build deeper connections with existing customers, and attract new shoppers with a willingness to spend into the store. This is even more important for retailers targeting the luxury sector, which has been profoundly impacted by a drop in shoppers and declines in spending.

Retailers this shopping season need new strategies and tactics to turn lookers into buyers and build momentum for 2010

"Hard-hit retailers can't afford to wait another minute. They have to take action now to pull out of this year's sales slump and build momentum for next year," says Pam Danziger, president of Unity Marketing and author of "Shopping: Why We Love It and How Retailers Can Create the Ultimate Customer Experience." "On the plus side, retailers can finally expect to see shoppers in their store as the holiday gift buying season beings. But this year, more than in any other, they have to make every customer contact count. Just putting a warm body on the retail floor to work the cash register will prove deadly this year. Retailers need to invest in new and improved sales techniques that will generate more sales from each customer contact."

To help retailers learn about the 'new normal' shopping environment and what they need to do to grow sales and build business, marketing and consumer insights expert Pam Danziger has teamed with Greg Winston, expert in high-performance sales training, and author of "Opting for Opulence: 14 Proven Strategies to Master Selling in the Luxury Market," to launch a new idea in sales and marketing training.

In their Top-Of-The-Line Workshops Danziger and Winston offer intensive hands-on training that will deliver to retail marketing and sales teams new understanding and powerful techniques that will maximize each customer contact.

Commenting on the critical role of sales training in the new normal economy, Winston says, "The time when Luxury and Quality items were sold without sales skills has passed. With a reduced number of customers, retailers can't gamble on outdated -- or non-existent -- sales skills. Each customer contact is worth easily 50 percent more than it was two years ago. Selling the customer, not just presenting merchandise, is what is needed today."

Top-Of-The-Line Workshops are designed to teach sales professionals to think and act like marketers and to transform marketers into sales executives

Each customized Top-Of-The-Line Workshop packs a powerful one-two punch combining research-based marketing strategies with proven high performance sales tactics. Our client promise?

--  Custom solutions
--  Innovation, energy, and change all accomplished in the Luxury Market
--  New sales and marketing team alignment
--  Actions with real impact
--  Great leadership
--  High-performing professionals and business teams
--  New ways to connect with customers based upon consumer insights
--  Engaged people who embrace change
    

Winston explains, "I founded my sales consulting and training firm back in 1998. Since that time, there have been profound changes in the luxury market which require fundamental changes in the way we sell to the affluent. Our Top-Of-The-Line Workshops are based upon our understanding that that higher economic buyer and sellers think differently. We apply one or more of our core strategies to a specific affluent business context to create quicker, more reliable sales success. Our style is simple: provocative, high-energy, research-based with a strong bias for action!"

Danziger concludes, "It is exciting to be working with Greg to deliver not just keen strategic marketing insights, but to translate those ideas into sales tactics that work on the selling floor. Our unique advantage is the ability to research and discover consumer behaviors and translate those into sales and marketing strategies. From 'shops that pop' to 'people that shop,' our curriculum will deliver results."

To learn more about the Top-Of-The-Line Workshops, click this link http://www.unitymarketingonline.com/cms/Home/White_Papers/Top_of_Line_Training.php

Or call Pam Danziger at 717.336.1600 or Greg Winston at 949.388.2545.

(For media: Danziger and Winston available for interviews.)

About Greg Winston, the Sales Innovator

Greg Winston is a pioneer in the study of high-performance in the area of sales. His innovative ideas and methods have had a lasting positive impact on the careers of hundreds of over 400 marketing professionals. Companies at all levels use his seminars and training programs with proven tools for increased personal and professional success. Greg has been referred to as being the best there is for enhancing motivation and creating achievement. That keeps him busy speaking at company, association and volunteer meetings.

In his early years Greg began a sales career with the Xerox Corporation and became one of their lead sales professionals. At one point in his year-to-date sales figures were 10 times more than the average sales representatives. While most sales representatives averaged 125% of budget, Winston set a branch record of 1003%. Immediately following that success he was then promoted to work with new hires. He used those same concepts during stints with CBS Television and Radio then Warner Bros. And now Greg brings those skills and more to your organization.

Standing Ovation. Greg is one of the few speakers guaranteed to receive a standing ovation with his interactive motivational speeches and sales training. Meet Greg at www.GregWinston.com

Follow Greg on Twitter @GregWinston1

About Pam Danziger and Unity Marketing

Pamela N. Danziger is an internationally recognized expert specializing in consumer insights, especially for marketers and retailers that sell luxury goods and experiences to the masses or the 'classes.' She is president of Unity Marketing, a marketing consulting firm she founded in 1992.

Advising such clients as PPR-Gucci, Diageo, Google, Stearns & Foster, Tempur-Pedic, Waterford/Wedgwood, Lenox, Prudential Fine Homes, Moen, Orient-Express Hotels, Marie Claire magazine, Meredith, The World Gold Council and The Conference Board, Danziger taps consumer psychology to help clients navigate and master the changing luxury consumer marketplace.

In recognition of her ground-breaking work in the luxury consumer market, Pam received the Global Luxury Award presented by Harper's Bazaar for top luxury industry achievers in 2007.

Her latest book is "Shopping: Why We Love It and How Retailers Can Create the Ultimate Customer Experience," published by Kaplan Publishing in October 2006. Her other books include "Let Them Eat Cake: Marketing Luxury to the Masses -- as well as the Classes," (Dearborn Trade Publishing, $27, hardcover) and "Why People Buy Things They Don't Need: Understanding and Predicting Consumer Behavior" (Chicago: Dearborn Trade Publishing, 2004).

Follow Pam on Twitter @PamDanziger

Contact Information

  • Contact:
    Pam Danziger
    717-336-1600