Workshops

Account Centric Selling

Getting time in front of your buyer is getting harder and harder, so once there it is
essential that you maximise your impact and influence.

This workshop focuses on how to develop your selling story in a way that is highly
compelling to Multiple Grocer Buyers.

By attending this workshop you will learn:

• What Drives a Multiple Grocer

• How to optimise account relationships

• Why buyers behave the way they do

• How to make your goals highly attractive to the grocery buyer

• How to bring your presentation to life for maximum impact.

   

Key points covered in the workshop:

- Understand what makes a multiple grocer "Tick"
- How they make their profit
- Their hierarchy of business needs
- Drivers of buyer behaviour
- How to really know your account
- Selling vs Negotiation
- How to Commercialise your goals
- How to bring your ideas to life

Compelling Selling

For any sales organisation being able to present with pride, passion and credibility
is critical to success.

Often buyers look to force a commodity position which you must be able to defend
effectivley.

This 2 day workshop focuses on the preparation and delivery of impactful, interesting
and highly persuasive selling presentations.

By attending this workshop you will learn:

• How to find and deliver compelling insights

• How to tell a good sales story

• How to get commitment, not boredom

• What to do BEFORE you turn on PowerPoint! 

Key points covered in the workshop:

 - The use of data in sales presentations
- How to generate highly compelling insight
- Delivering the "So What?"
- Telling a great sales story
- Producing the right charts
- Preparing a presentation that SELLS!
- Knowing your buyers "Hot Buttons"

Persuasive Presentations

No matter what you do in life the ability to present yourself powerfully and clearly will
always be a benefit. This 2 day workshop will give you all the skills to be a totally
magnificent presenter.

The course includes:
- Empowering beliefs of master presenters
- How to give & receive feedback
- How to be yourself on stage
- Non verbal communication with your audience
- How to put a powerful presentation together
- How to use metaphors & embedded loops