Commodity Selling

Value selling looks at the tremendously difficult task of selling commodities or products which are heading down the commoditisation route. The course shows simple yet effective ways to add value to the sell instead of engaging in a mini-margin and pricing war each time an order is placed. In a commoditised market all value is price related – whether that is price, forex, investment or supply chain cost. There are other drivers and conditions that create value and can begin to drag your product, (and your selling of it), from pure commodity pricing to loyalty, category or business growth. This course explores those opportunities.

Content includes:

• Selling commodities versus selling products
• Recognising the drivers in commodity products
• Communication skills
• Retail insights and drivers
• Commodity features, benefits, drivers and the resurrection of these for your customer
• Customer needs
• Market drivers in a flat category
• Strategic commodity selling – where to in the next 3 years?
• 7 Deadly sins of selling