Customer planning and selling
Negotiations are lengthy by nature. However, sales teams often try to expedite the process, ultimately leading to the agreement leaking value. We work closely with your customer managers to increase their confidence in their abilities, using data to enable them to challenge objections during negotiations and build profitable customer relationships effectively.
The results you can expect
Delivery category growth
By devising excellent JBPs that meet your organisation’s strategic goals whilst delighting shoppers, your business will fuel category growth.
Our experts guide your teams on creating plans that are informed by data, are kept accountable by key deliverables and are clearly communicated.
Successfully sell CPIs
Enable your consumer teams to successfully sell CPIs with confidence, encouraging individuals to bring new insights to the table, challenge expectations and handle objections.
Build compelling brand stories
Drive category growth by devising compelling brand stories grounded in robust insights and inspired by the needs of shoppers.
Create a customer selling structure that enables your team to fully engage your retail partners and prepare for innovation launches that build incremental value for the category.
Our customer planning and selling solutions
Discover our modernised tools and solutions designed to revive the lost art of selling.
Essential Selling and Negotiation Programme
Our practical Essential Selling and Negotiation Programme is designed to help Account Executives, National Account Managers and everyone in between gain the skills and experience needed to manage the selling process from beginning to end.
Participants use an existing case study to practice preparing for and managing a customer meeting, creating and delivering a persuasive brand story and successfully negotiating their desired outcomes. Our proven selling process informs each step, which establishes clear and supportive guidelines for moving smoothly between selling and negotiation.
Inspirational Selling Programme
Our advanced Inspirational Selling Programme equips delegates with the skills needed to deploy challenger and category selling approaches designed to provoke clients and create mutual value. Participants are shown how to gather and use insights from a range of sources, including category and shopper data, to challenge thinking and sell compellingly.
Strategic Customer Account Planning Programme
Our interactive SCAP programme is tailored to your team’s needs, providing the approach and platform for cross-functional teams to create dynamic customer-centric plans.
Led exclusively by senior commercial consultants with vast experience in strategic planning, our thought-provoking SCAP programme uses true insight generation to deliver prioritised, clear and aligned customer plans. What’s more, it integrates with your existing operational processes and timings.
Compelling Selling Stories Programme
Suitable for a range of participants, including Key Account Managers, Analysts and Sales Managers, our Compelling Selling Stories Programme provides participants with a clear understanding of how to use data sources to build insights.
Our experts use inspiring industry examples to help delegates understand what makes a great insight, how to identify category growth and how to wield compelling brand stories to drive action. Your team will work on building a data-driven story that speaks to customers and ties in with your business’s wider strategies.
Through our in-depth understanding of how learners learn, we have extended our range and style of interventions
The world's leading FMCG suppliers trust Total Negotiation Group
Get in touch
To enquire about working with us or ask a question, get in touch via the form below. One of our negotiation experts will be in touch within 24 hours.