Sales
Maximising Margin Course type
Course overview
Regional or in-company
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.
Learning format Classroom based
Course duration
Who would benefit?
1 day
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.
Further development opportunities • Sales Negotiation Techniques
Objectives
• A dvanced Sales Training for Sales Executives
Maximise margin by:
What do you get?
• Understanding the costs and benefits of discounting
Certificate of Attendance
• Understanding the key elements that affect profit
• 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 • M aking an action plan to demonstrate what needs to be done differently.
Course content DDUnderstanding margin, mark-up, gross profit and net profit DDKnowing when and where to discount DDUnderstanding price and quality DDUsing the services that the company provides to help make the sale DD Building rapport DD Questioning, listening and other verbal communication skills DD Body language and other non-verbal communication skills
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DD Securing add-on sales DD Dealing with objections DD Demonstrating a good company and product knowledge.
Book online at www.bmf.org.uk