1 Day Webinar - 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:
Webinar (Zoom Meeting)
Programme duration:
1 day
Further development opportunities
Sales Negotiation Techniques
Advanced Sales Training for Sales Executives
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
AM session
• Orientation: Benchmark against national KPIs on sales & margin etc
• Common bad pricing habits
• What customers want from their merchant of choice (by segment)
• Home truths about customer service
• Pro-active selling: The role of a sales person (self-appraisal, key attributes, getting results, and communication skills)
• Mark up, Margin, Gross profit & Net profit
• Understanding the importance of profitability & margins
• Setting the 1% challenge
• The relationship between margin and stock level (knowing when to “hold ‘em” & when to “fold ‘em”)
• How we can improve margin
PM session
• Perceived value – Price, Quality & Service (incl case studies to prove it’s not all about price)
• Pricing exercise
• Drivers of customer loyalty / Building rapport
• What your prices represent according to your market reputation
• The sales process: The first 30 seconds, negotiation, and closing the sale
• Securing add-ons
• Overview of the 10 principles of merchandising
To book your place, please make sure you are logged in.
The price of this course is £195.00 + VAT, the price below is inclusive of VAT.