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• 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