Maximising Margin

Maximising Margin
It is all too easy to discount to ensure you ‘Get the Business’, but would you get it anyway? How many of your staff are unaware of the implications of discounting the sale? Margin erosion is a key problem affecting the bottom line and with the pressures of the customer expecting discounts should be a key focus for the business.

Course type
Regional or in-company  

Learning format
Classroom based  

Course duration
1 day 

Further development opportunities
Sales Negotiation Techniques
Advanced Sales Training for Sales Executives  

What do you get?
Certificate of Attendance

Course overview
It is all too easy to discount to ensure you ‘Get the Business’, but would you get it anyway? How many of your staff are unaware of the implications of discounting the sale? Margin erosion is a key problem affecting the bottom line and with the pressures of the customer expecting discounts should be a key focus for the business.  

Who would benefit?
All staff that have face to face or telephone contact with customers. This could include: Counter Supervisor, Counter Staff, Sales Office Manager, Sales Office Staff and Managers and External Sales People wishing to tighten margin management.  

Objectives
Maximise margin by:
  • Understanding the key elements that affect profit
  • Understanding the costs and benefits of discounting
  • Understanding what your prices represent
  • Using good communication skills to identify customer needs
  • Using effective sales skills and being a seller, not just an order taker
  • Making an action plan to demonstrate what needs to be done differently.  

Course content
  • Understanding margin, mark-up, gross profit and net profit
  • Knowing when and where to discount
  • Understanding price and quality
  • Using the services that the company provides to help make the sale
  • Building rapport
  • Questioning, listening and other verbal communication skills
  • Body language and other non-verbal communication skills
  • Securing add-on sales
  • Dealing with objections
  • Demonstrating a good company and product knowledge

How to register
Training for this course is booked on demand. To register your interest please contact Paige Godsell at paige.godsell@bmf.org.uk or call 02476 854980.
Where
England

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