Although we do a lot of work with retailers, we usually do it FOR the supplier/ franchisor, landlord etc.
We often work with the supplier (et al) about how to work more effectively with retailers to build mutually beneficial relationships.
I have summarised some of the messages we give in that instance in a checklist - which you can DOWNLOAD FOR FREE.
(It is not the complete thing, but it will be a great start if you want to use it to review and compare how you currently do things in your company.)
The missing ingredient in this checklist is of course the SKILLS required to push the right buttons at the right stages of the conversation. But the purpose of this post is not to train representative, but to give them a framework to compare & evaluate their own approach.
It is not so much that there is ONE right approach, but rather that the approach you DO have be based on a series of rational decisions, rather than an laissez faire 'interaction' that serves very little purpose beyond ticking the box that you have actually visited a client.
WE PUBLISHED A #THINKDIFFERENT PIECE ON CONTENT MARKETING - GET IT FREE HERE