- Understand what effective strategic customer contact involves
- Learn how to make a structured sales call
- Role playing – Get a chance to practice the new skills learnt
- Sales teams (Regional and Field Managers)
- Key Account Managers
- 2 full day in workroom or online
- Selling skills specialist facilitator
- 12 people per group due to role play
Request private training for your team:
- 2 full day in workroom or online
- Selling skills specialist facilitator
- 12 people per group due to role plays
- Know how to plan and present structured sales calls that drive mutual growth
- Be able to identify and propose relevant benefits to the customer/stakeholders
- Confidence in your ability to close the deal, and
- Interface more effectively with customers, for
- Improved long-term relationships with customers
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 an benefits
- Financial propositions
How - Executing the perfect call
- Prepare your proposition
- Executing the perfect call – the 5E’s of structured selling
- Measuring your success
Role playing – putting skills into practice