Advanced Retail Solution Selling Instructor Led Class

Class Overview

This class is suited to suppliers that offer multiple products and services that can be combined in various ways to create solutions to customers' problems and business needs. It will consist of a combination of interactive discussions, practical exercises based on real retailers and lectures led by a retail industry expert. It will help you increase your sales to retailers.

Class Objectives

Explain the differences between solution selling and traditional selling
Describe a solution selling process
Analyze a variety of inputs to identify possible opportunities in an account
Relate what you sell to a retailer's business goals
Identify who to engage and how to engage them
Describe the role that ROI plays in closing a deal

Target Audience

This class is designed for everyone selling or marketing technology products or services to the retail industry. It is designed as a follow on to our Understanding Retail class and assumes a good understanding of the retail industry. The following will benefit:

Sales VPs
Sales executives
Account managers
Marketing VPs
Marketing managers
Head of retail sales
Business development executives
Pre-sales consultants

Class Contents

Solution Selling vs Product Selling
- Solution selling process
Discovering Retailers' Business Issues or Pains
- Store walk throughs
- Desk research and how to identify opportunities
- KPI analysis
- Fact finding interviews
- Analysis of results and conclusions to draw
Solution Chains
- How to go from business issues to your solutions - increasing sales, increasing gross margins, reducing expenses, reducing shrinkage, improving stock turns, improving customer service
- Industry profitability drivers
- Business issues you can and cannot impact
Who and How to Engage
- Getting round IT
- Layered selling
- Mapping to their structure
- CAPEX decision making process
- Why people see you and what you bring of value
- Initial contacts
- Canvassing letters
ROI Analysis for Your Solution
- Areas to consider
- Components of an ROI
- Key parameters / data values
Review of the Tools Supplied with this Program
- Desk research sources
- Desk research key points checklist
- Store walk-through checklist
- Initial interview checklists by job function
- KPI calculator
- VITO (Very Important Top Officer) letter checklist
- Sample VITO letters
- Quadrant analysis by retail sector
- Solution chain maps
- Account planning template

Training Formats

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