Have you noticed that when you buy an electrical appliance, the sales assistant gabbles out "WouldYouLikeToExtendTheWarrantyOnThatNoISupposeNot"?
In an endeavour to improvethe way extended cover is sold, Domestic & General asked us to develop a training DVD for retail sales staff. Then they asked for another one.
| Format: | DVD-ROM |
| Primary Use: | Retail sales staff training |
| Secondary Uses: | Support for customer presentations |
| Client-editable: | Client can create and modify custom modules for specific retailers |
| Remote update: | No |
| Internet communication: | No |
| What we did |
Video shoot Video edit Design Script Background music Coding |
The Domestic & General sales training DVD is version two of the original project we'd undertaken for them. Version one was something of a make and mend: D&G had commissioned a DVD but were disappointed by its slow response and limited interactivity. The video was grainy and somewhat dated, but budgets dictated that this was what we had to work with. The resulting transformation served its purpose well for two years and was widely used by electrical retail chains.
Its success led to Version two and the luxury of a clean sheet of paper.
We opted for a believable, accessible style using a main presenter who looked like one of the front-of-shop staff. We put him in sales situations and encouraged the user to guide how the conversation would progress. At the end of each section there's an interactive quiz with video responses to liven up the answers. Seeing the presenter's increasing irritation at repeatedly stupid answers is a popular diversion.
D&G need to be able to drop in retailer-specific information, including videos and point of sale visuals. We created a version of the Configurative Module Manager that lets them drop this material seamlessly into the programme flow.
It's been hugely successful in the field - here's one of the comments we received:
“First point is that the overall opinion of trainees is that it is well ahead of other similar training packages in terms of production. The acting is believable, and the script is relevant and focused. The real gem in it is the 'In The Shop' section regarding brown goods. Putting in the principle of dealing with an objection ( Listen, pause, ask or answer), and then following it up with convincing scenarios captures the attention of all but the most negative and cynical.”