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Event Info

Why Invest

Improve your selling skills through an interactive and practical workshop

PROGRAMME OBJECTIVES

  • Learn how to plan and present structured sales calls that drive mutual growth
  • Understand what effective strategic customer contact involves
  • Be able to identify customer needs
  • Propose relevant benefits to the customer/stakeholders

TARGET ATTENDEES

  • Sales Teams (Regional and Field Managers)
  • Key Account Managers

PROGRAMME OUTCOMES

  • Interface more effectively with customers to build strategic, long-term relationships 
  • Support stakeholders better by understanding their environment and needs
  • Align propositions around customer needs
  • Gain professional selling skills 
  • Gain confidence in negotiating and closing deals
  • Role playing – Get a chance to practise the new skills learnt

PROGRAMME OVERVIEW

Introduction to Persuasive, Strategic Selling

Assessing the Landscape – “Immerse, interpret, imagine”

Who –  Who Are You Selling To?

  • Customer/Shopper Needs 
  • The Pull and Push of Selling / Building Rapport
  • Growth Levers of FMCG Retail

What – The Big Idea, Benefits and Worth

  • Size of the Prize
  • Features and Benefits
  • Financial Propositions

How – Executing the Perfect Call

  • Prepare Your Proposition
  • Executing the Perfect Call
  • Measuring Your Success

Role Playing – Putting Skills into Practice

DURATION & FACILITATION

  • 2 full days in workroom 
  • Specialist facilitator
  • 10 to 12 people per group 

Content was informative and practical, to improve effective execution in trade.

- Regional Sales Manager

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