Floor Coach
Run a Sales-Floor Training like a Top Retail Coach
Professional Training · Consultative Selling — the flow, the role-plays, and the daily habit that lifts conversion. Built for store associates and floor managers.
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Overview
What We Will Cover Today
01
Why Consultative Selling Wins
02
Conversion Since We Rolled This Out
03
Meet Your Coaching Team
04
The 5-Step Approach Toolkit
05
Demo: Greet to Close in 5 Moves
06
Results & the Habit That Sticks
A shopper who feels heard buys more, returns less, and tells a friend. A shopper who feels sold to walks. The gap between those two outcomes is one conversation — and it's coachable.
Across our stores, associates who ask three discovery questions before pitching close 34% more often than associates who lead with a feature. That is not a personality trait — it is a sequence anyone on the floor can learn this week.
This session gives every associate the same four-step approach, a script to practice in pairs, and a five-minute daily habit their shift lead checks — so the whole floor sounds like your best seller, not just one.
Conversion Rate Since Rollout, Store #114
Conversion Rate Attach Rate
100 75 50 25 0
Q1
Q2
Q3
Q4
Q5
Meet Your Coaching Team
Four roles, one shift — everyone on the floor has someone to practice with.
Dana Reyes
Floor Coach
Marcus Cole
Shift Lead
Priya Anand
Lead Trainer
Jules Ferro
Peer Mentor
The 5-Step Approach Toolkit
01
Greet & Read
Open with a warm, non-transactional line within 30 seconds of entry.
02
Discover
Ask three open questions before naming a single product.
03
Demonstrate Fit
Match one or two options directly to what they just told you.
04
Handle Objections
Acknowledge, ask why, then answer — never argue the price first.
05
Close & Follow-Up
Ask for the sale plainly, then offer one relevant add-on.
Demo: Watch It Run, Greet to Close
1
Greet
"Welcome in — first time here, or topping something up?" No chasing.
2
Discover
"What's the trip for — everyday wear or something specific?" No product named yet.
3
Demonstrate
"Based on that, these two fit best." Tied to what they just said.
4
Handle Objection
"Totally fair — what's the budget you had in mind?" Ask before you answer.
5
Close
"Shall I ring this up, and add the care kit?" Plain ask, one add-on.
Check: Did the Habit Stick?
34%
Higher close rate for associates who ask 3 discovery questions first
2/shift
Role-plays logged per associate, checked at huddle by the shift lead
$18
Average ticket lift when the add-on offer is made plainly at close
Practice: Pair Up and Run These
Rotate partners every 5 minutes. One plays the shopper, one plays the associate.
Scenario 01
The Impatient Shopper
Scenario 02
The Price Objection
Scenario 03
The Silent Browser
Scenario 04
The Add-On Moment
One Rep,
Every Shift
You don't need a bigger training budget — you need one role-play, logged and checked, every single shift. Start tomorrow's opening huddle with it.
Open shift: recap yesterday's best close
Mid-shift: run one 5-minute role-play
Close shift: log it on the coaching board
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