Course type
Regional or in company
Learning format
Classroom based
Course duration
2 days
Further development opportunities
Sales training for representatives
Sales strategy and planning
Key account management
What do you get
Certificate of attendance
Course overview:
This interactive workshop will help you understand the merchant structure, the difference between independent and national merchants and how buying groups affect purchasing decisions. By the end of the workshop you will understand how to use your unique sales proposition (USP) to increase profitable business.
Who could benefit?
Any sales person engaged with selling into merchants. This course can be adapted to help sales management develop their USP. (A consultation to understand exact training requirements will be necessary)
Objectives:
To help sales staff understand how their USP will add value to a merchant, and sell the benefits. Understand how to approach different merchant types and how buying groups affect the buying process. You will learn how to overcome common objections and who within a merchant to engage with to improve sales opportunities.
Course content:
- Understand the value your USP will bring to a merchant, and learn how to sell the benefits.
- Understand merchant branch structure, who to target and identify what opportunities exist when selling into merchants.
- Understand the merchant structure, the difference between independent and national merchants, and how different buying groups affect purchasing decisions.
- Understand the buying patterns and approach of the different buying groups.
- Understand the different approach required when engaging with different merchant types, the different sales roles within a merchant and who best to develop relationships with to increase sales. - - Understand the different objections that could occur when selling into the different merchant types & how to overcome.Establish how to find the best route into the merchant and get past the gatekeeper to showcase your offer.
- Understand how to use your point of sale literature to position and present your offer.
- Understand how to manage your internal sales team to simplify the buying process and provide the merchant excellent service.
How to register
Training for this course is booked on demand. To register your interest please contact Becky Stokes at [email protected] or call 02476 854980.