Course Details
JSDC Solution Selling
In house Program arranged to suit client and JSDC as requested.
Industry
FMCG
JSD Consulting
In house Program arranged to suit client and JSDC as requested.
Flexible
$2,500.00
per day, excluding GST. Costs vary depending on group size, materials, project size, preparation etc
per day, excluding GST. Costs vary depending on group size, materials, project size, preparation etc
This is a program presented to sales staff from a retailer’s perspective – thereby creating a unique and innovative opportunity to see what works and what doesn’t. The presenters are experienced retailers and have been on the receiving end of countless sales and account presentations. It encompasses all the essential sales techniques expertly wrapped and packaged in a manner suited to your unique product and industry. The course shows simple yet effective ways to “value” sell – not just arrive, negotiate and leave feeling like no value had been added or platform set for the next opportunity. The presenters aim to define methods allowing sales staff to move from a replenishment mindset to a relationship based selling opportunity, but it necessitates the genuine and unbiased understanding of retail metrics, market growth and market drivers that retailers respond to.
Content includes:
• The Sales technique
• Avoiding negotiation
• Influential selling methods
• Communication skills
• Retail insights and drivers
• Features, benefits, drivers
• Customer needs
• Market drivers and cannibalisation versus growth
• Dealing with aggression
• 7 Deadly sins of selling
Content includes:
• The Sales technique
• Avoiding negotiation
• Influential selling methods
• Communication skills
• Retail insights and drivers
• Features, benefits, drivers
• Customer needs
• Market drivers and cannibalisation versus growth
• Dealing with aggression
• 7 Deadly sins of selling
Jean du Rand, Director JSDC
Jean has worked in Retail, Wholesale and FMCG for the past 23 years. In this time he has held senior positions in Merchandise, Projects and HR and consults to companies in New Zealand, Australia, South Africa, China and the USA.
His areas of expertise are best described by his accomplishments of the last 10 years. These include the initiation and set up of Africa's first ever B.Comm. Retail degree, the successful completion of numerous Merchandise related projects for retailers and wholesalers, the design and delivery of numerous selling, buying and trading related educational courses for the value chain, and the regular requests for his consultancy both sides of the Tasman. JSDC staff have also worked extensively with organisations to strategically redesign their product divisions to deliver against changing customer expectations. To this end they have designed, built and utilised their own change management toolkit specific to the Retail and Wholesale industry as well as their Manufacturers.
More recent projects have included the design, development and implementation of Buying Schools for retailers in NZ, product launches in the supermarket channel and the development and use of Management Assessment centres for local retail and manufacturing companies.
JSDC employs multiple trainers, researchers and facilitators and their client list includes a great many of the large NZ and Australian based FMCG manufacturers and retailers.
Jean has worked in Retail, Wholesale and FMCG for the past 23 years. In this time he has held senior positions in Merchandise, Projects and HR and consults to companies in New Zealand, Australia, South Africa, China and the USA.
His areas of expertise are best described by his accomplishments of the last 10 years. These include the initiation and set up of Africa's first ever B.Comm. Retail degree, the successful completion of numerous Merchandise related projects for retailers and wholesalers, the design and delivery of numerous selling, buying and trading related educational courses for the value chain, and the regular requests for his consultancy both sides of the Tasman. JSDC staff have also worked extensively with organisations to strategically redesign their product divisions to deliver against changing customer expectations. To this end they have designed, built and utilised their own change management toolkit specific to the Retail and Wholesale industry as well as their Manufacturers.
More recent projects have included the design, development and implementation of Buying Schools for retailers in NZ, product launches in the supermarket channel and the development and use of Management Assessment centres for local retail and manufacturing companies.
JSDC employs multiple trainers, researchers and facilitators and their client list includes a great many of the large NZ and Australian based FMCG manufacturers and retailers.