Negotiating with retailers
Great in-store plans are worth nothing if the retailer says 'NO'
But many teams struggle to persuade retailers to say 'YES'
That leads to diluting our plans, or paying huge fees to make things happen
A better way is to build a powerful selling story - a powerful value proposition that explains why this is valuable to the retailer
A well-structured selling story is key to turning a retail 'No' to a 'Yes'
Negotiating with retailers: Key Account Sales training for Consumer Goods
Learn
Why retailers say 'no'
Sources of power in a retail negotiation
How to plan a negotiation using the Negotiation Framework
How to plan your opening stance and how to trade
How to use tactics during the negotiation and how to respond to the buyer's tactics
Do
Work on YOUR business LIVE in the workshop
Plan the negotiation by understanding both your needs and those of the retailer
Work through the entire negotiation planning process LIVE in the workshop
Practice the negotiation live in a role play setting
Have your work evaluated and get feedback from our expert trainer
Get
Hands on coaching and training
Advice and input on how to refine your approach to get better results in every negotiation
A repeatable process for planning and conducting a negotiation with a retailer
Examples and case studies of real consumer goods negotiation scenarios
All of the templates and tools you require to replicate this process in the workplace
How our programs work
All of our training team has real world experience in either a consumer goods company or a retailer, so our approaches, advice and solutions are practical - we know they work because we've tried them.
We know that the biggest challenge with training is transferring new skills back to the workplace. We bring your workplace into the classroom (either virtual or physical) and work live on your business and your brand, so you know that what you learn is real and applicable when you get back to the real world
We don't just talk through the theory. You'll do the tasks yourselves. Adults learn by doing, not listening, so we'll get you doing!
We'll give you all the tools, templates and worked examples you need to leave the training fully confident that you can replicate these new skills again and again and again
engage people development programs - bespoke design to deliver maximum value and maximum impact
