Advanced Retail Negotiation and Sales Techniques - 11th May 2009 Business Link Preston.

*There is currently funding available to pay for one person to attend this course'

This is a fast paced workshop that is aimed at SME business owners, Senior Managers, Account Managers and individuals that have responsibility for managing corporate accounts.

Course Aims:

Selling food and drink products particularly to large retailers is one of the most challenging sales tasks there is in a market where space is the premium. By the end of this workshop delegates will be clear on the sales approaches that will win and build a sustainable outcome for both parties from the negotiation process.
They will understand not just why it is important to embrace the customer culture and language but also how to do it so effectively.
The course will provide you with the skills required to succeed in the current climate where you are being consistently being put under pressure to re-negotiate price margins, supply chain service, price promotions etc.
To understand the approaches needed in the challenging markets of today and to differentiate yourself from your competitors?
As part of the programme we have invited Stuart Ross, Chairman of FNW and former Supply Chain & Distribution Director of Tesco, to share the perspective of the larger retailers.
There will also be an opportunity to network over lunch

Workshop Content:

Understanding what our customers want.
How does that differ to our perception?
Cost V value.
Understanding your customer and aligning to their “culture”
Setting the sales strategy and the tactics to deliver – how have things changed?
How can we differentiate ourselves from our competitors?
Consultative meeting or business review (when to use which).
Decision maker objectives.
Skills of a successful negotiator.
Negotiation techniques for different challenges.
Understanding the personality and managing interpersonal skills.
Gaining agreement, closing and summarising.

This is a very inter-active 1 day workshop using a number of training methods, delegates will be invited to bring an existing challenge against which a plan might be developed.

Delegate numbers will be limited to 18 to ensure maximum participation and benefit.

Cost: £450.00 + VAT

For further information please contact Steve O'Connor 01928 511011