De Koperwiek Terschelling

At a glance

• Client: De Koperwiek Terschelling
• Industry: Specialist store, pets and garden
• Training format: Classroom on location, 2 salespeople
• Focus: Cross-selling on the shop floor
• Trainer: Graham Hulsebos, best sales trainer of the Netherlands 2025
• Method: 12 sales techniques and 11 scientific topics

Reference: De Koperwiek Terschelling – Management of Retail & Cross-selling

I provided on-site classroom sales training for the two salespeople at De Koperwiek in Midsland. In a specialty store that sells everything from pet supplies to garden maintenance, consultative selling is the foundation. My task was to restore discipline on the shop floor: no passive attitude, but actively guiding the customer to the best solution.

During these sessions, we applied the 12 sales techniques to De Koperwiek's wide range of products. We utilized the 11 scientific topics of influence to turn a 'standalone sale' into a complete package. Sales is a science : someone buying a barbecue also needs tools and fuel. Someone coming for a dog needs advice on the best food. With razor-sharp Logic Selling (Spin Selling), the salespeople learned to plug every commercial leak by asking the right questions.

The result for De Koperwiek is a team that advises with more authority and enthusiasm. The salesperson is now in control, causing the average transaction value to rise and ensuring the customer leaves the store with comprehensive and expert advice. By taking my sales training , sales on Terschelling are no longer a matter of chance, but a result-oriented system.

What this delivers

• For De Koperwiek: more sales per customer from the wide range.
• For their customers: a complete solution in one visit.
• For specialist stores: expert advice is where you make the difference with online.

Do you want this for your team too?

Do you have a wide range of products and want to sell more per customer? Then cross-selling on the shop floor is the quickest win. Who would not want every customer conversation to run deliberately and by system?

The approach at De Koperwiek Terschelling fits the classroom sales training for shop staff or in-company sales training for shop staff. I tailor every training to your market, your product and your customer.

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