Negotiating with Retailers Training Course

minimise concessions and negotiate with skilled buyers

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. A shorter version of this course with fewer skill development sessions is also available. Please call 01608 644144 for details.

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Course Overview

Duration - 2 Days

Designed for sales people and account managers, selling to retailers, where negotiation is part of the process leading to a successful sale. Retailer buyers are more demanding than ever before in this fiercely competitive market. Suppliers are increasingly being squeezed by their customers. The aim of the course to develop sales negotiation skills in order to improve the contracts negotiated. Delegates will have the opportunity to practice the techniques covered. This is imperative because whilst the principles are relatively straight forward, the application is a great skill. The exercises are carefully designed to develop individual ability. The course concludes with a thorough review of tactics that skilled buyers will use in order to negotiate better deals for themselves. This course is essential for anyone facing a professional retailer buyer today. Delegates will leave with a host of ideas that they can implement in order to improve profitability. Every delegate attending will benefit from improving and fine tuning their ability. This is a very sensible investment for any supplier to the retail industry.     

This training course is available as an in-company option only. 

Programme Contents

Defining Successful Negotiations
The Retail Market today
Enhancing the Sales Proposal/Proposition
Establishing Retailer Requirements using the Spearhead
Win-Client Model
Establishing Value for Money
Techniques for Presenting Price
Valuing Benefits
When Selling Becomes Negotiating
Communications in a Negotiation
- Body Language
Negotiating Styles
- Analysing Your Own Style
The Principles of Negotiation
Characteristics of a Successful Negotiator
Preparing for a Negotiation
- Pre-Negotiation Research
- Planning the Negotiation Strategy
- Setting Objectives
- Estimating the Variables
- Costing Concessions
- Establishing Your Bottom Line
Negotiating Repeat Orders
Negotiation Techniques
- Opening The Negotiation
- Establishing the Negotiation Parameters  
- Trading Concessions    
- Winning Outcomes    
Dealing with Conflict in Negotiation  
The Effect of Giving a Discount   
Avoiding the Common Mistakes    
Negotiating in Competitive Markets  
Negotiating with Skilled Retailer Buyers   
Confirmation and Contracts   
Practical Exercises with Individual Feedback and Review
Self Development Techniques for the Future3 FEE



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