Skills workshop: securing cost price increases

With soaring costs, it is more critical than ever for UK businesses to be able to recoup increasing costs from their customers. 

All too often, buyers hold firm and growers are either turned away or don't get the increase their business needs. Recovering increasing costs can be a difficult conversation to have with customers, especially when buyers resist the increase for as long as possible.

We want to arm our members with the skills to gain control, creating the best chance for you to agree the price you need from your buyer, in a constructive and robust way.

Learn from ex-retail buyers

Our workshop is delivered by experienced ex-retail buyers, who have worked on both sides of the negotiating table. Using tried and tested processes, this one-day workshop is highly interactive, focussing on using real life examples.

We aim to give you the skills to build and maintain strong, constructive relationships with your buyer and communicate in a way that delivers messages clearly and consistently.

Outline of the day

Prepare

This session is all about ensuring you’re prepared before approaching your customer. It looks at the importance of being internally aligned and what happens if you're not prepared.

Plan – dealing with objections and rejections

This session looks at the process after you’ve asked the customer for a price increase. It will focus on the conflict that can be expected, how to deal with it and how to re-frame the discussion.

Practice and how to train your buyer 

This final section is all about understanding the pressures of the final few days before a price increase goes live. Delegates will be put under real-life pressure to understand how it feels when a deal MUST be done and it is not materialising.

Learn to understand when to escalate and how to avoid it escalating too early. You’ll also understand that how a supplier handles a price increase determines how the next price increase request will be seen.