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Influencing Skills Training

‘Lacking Influence with Your Supermarket Buyer’ comes from the Free Guide – The Biggest 8 Mistakes Suppliers Make When Selling to the Big 4 UK Supermarkets And How to Avoid Them All’:


The Mistake of Lacking Influence with Your Supermarket Buyer

Influence is something we all need in order to get anything done. Without influence, that is more than just ‘badge influence’ – ‘I am the Director, therefore…’, – You will struggle to get anyone to do anything beyond what is in his or her job description. And lacking influence with your supermarket buyer can be very costly.

Influencing is a close bedfellow of negotiation. Influencing is used to negotiate a better deal for you. Influencing, in its own right, can be used to persuade a Buyer to come to the factory for a visit, meet with your colleague to discuss NPD, or engage with a half-day about Category Planning.

iRASCAL Image, Reciprocity, Authority, Scarcity, Consistency, All-together, Liking

The Consequences of Lacking Influence with Your Supermarket Buyer

Supplier Sales and Marketing teams that fail to influence their Buyer will lose business.

How to Avoid Lacking Influence with Your Supermarket Buyer

  • Do your team know the different influencing styles that exist?
  • How much do they use the different influencing styles?
  • How aware are your team of their words, tone, and body language?

‘iRascal’ – Understanding the 7 types of persuasion will help someone to be more influential by knowing that there are different ways to persuade and the challenge is then to know which one to select. And understanding the ‘6 Sciences of Persuasion will help too’:

Darren A. Smith

About Darren A. Smith

Darren has been working in the world of UK Supermarkets and Suppliers for over 20 years. He began his career as a buyer at one of the big 4 UK supermarkets and after rising through the ranks he decided to leave after 13 years and set-up Making Business Matter.For the last 14 years he has run MBM, which is a training provider to the UK grocery industry. Helping suppliers to the big four supermarkets to develop the soft skills that will secure them more profitable wins.

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