Training

srcg training

Whether you are managing Categories or Customers, excelling at the 10 key commercial influencing and negotiating behaviours will lead you to financial success. These behaviours are;

1. First seek to understand, a cornerstone of influencing is understanding the needs of the influencee, the skills required are basic but when used well are immensely powerful in influencing
2. Present benefits to match needs, not everyone will be motivated by the same parts of your proposal, picking the right benefits and matching them in a compelling selling story to influencee needs is core to influencing effectively
3. Be prepared or defer, preparation for the expected is fundamental, deferring to deal with the unexpected should be planned
4. Building rapport, dealing with our customers and suppliers is a human business and a basic level of rapport smoothes the transaction and ultimately will mean a better deal
5. Never giving without getting, the core behaviour in effective negotiating is to ensure you get when you give
6. Ask for what you want, negotiating is made easier when each side can be clear and ‘up front’ about their desires
7. Use emotions logically, one of the most powerful but misunderstood tools we have is our emotion, used positively it can be a great ally in influencing
8. ‘Cut the grass’, by doing the low cost things that have the most visible impact on your ‘influencees’ objectives first, will make them feel like you care
9. Fulfill the promise, do what you said you would do
10. ‘Walk your dogs off the lead’, once capabilities are in place in your team, let them manage the work and you manage the team

srcg help Customer Managers and Category Managers, from Retailers and Manufacturers, to develop the individual and organisational skills and behaviours required to grow sales and profit using world class customer and category management techniques.

So what makes srcg different?

Firstly, srcg training works in partnership with srcg consulting. Our ongoing clients include Retailers as well as Suppliers. This gives us an unparalleled insight into both worlds meaning we can deliver world class, up to date insight that will help your business gain competitive advantage.

Secondly, we field trainers who have real life experience in Supply and Retail. This means we can talk with confidence and authority on and around the subject matter and offer a far deeper level of understanding. This makes training more pertinent to your organisation and relevant for you.

Lastly, we focus in on permanent behaviour change right from the start. We believe that this is the key to effective investment in training.

Our modular approach to building a training programme ensures we tailor content and delivery method to suit your precise needs. The ‘Complete Customer ManagerTM’ and the ‘Complete Category ManagerTM’ academies provide all the tools required to assist individuals to develop and progress through job role competencies in a structured and synergistic manner. So whether it is an advanced group looking for on the job coaching to refine negotiating skills, or a group of novices looking for an Introduction to Category Management workshop, we will build the right solution for you.

srcg’s experiential training engages brains and hearts to grow knowledge, skills and attitude in order to measurably and permanently change behaviour.

If you would like to find out more about how srcg can help your organisation, please contact Chris French, Head of Training, srcg on +44 (0)208 971 7647 or chris.french@srcg.com

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