Negotiating with Retailers Training Course

Negotiating with Retailers Training Course
minimise concessions and negotiate with skilled buyers

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. We can also tailor this course or create a bespoke training course for you.

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