Includes;

• What customers want from their merchant (by customer segment)

• The effect of discounting - When & when NOT to discount

• Mark up, Margin, Gross profit & Net profit

• Barriers & assumptions preventing progress

• Perceived value - Understanding price, quality & service

• Selling benefits - Sales person or "talking brochure"?

• Driving customer loyalty and building rapport

• Questioning and listening

• Negotiating styles, and how they affect the customer

• Following up quotes, asking for the order and securing add on sales

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This course has an impressive success rate of enhancing delegates' margin.

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It powerfully addresses margin eroding practices and provides practical, proven solutions to address these issues.

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The course will help staff understand the different customer types and the value of a customer for life, whilst gaining more awareness of their own negotiating style, thereby increasing confidence to handle all types of trading situations...and improve branch margin!!

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The course is ideally suited to customer facing staff, but also anyone with a need to negotiate.

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Learning Format: Classroom based or Webinar

Duration: 1 - 4 day options