In this chapter we’ll be looking at all the preparation you need to do for your pitch. We will look at the steps that are required as part of the pre-sales preparation, including:
• researching the retailer in more detail, developing a clear and detailed understanding of what will really matter to the specific retail buyer;
• from this research, determining why this retailer needs your product or service, making some educated guesses as to how it supports them in delivering on their business objectives;
• using what you know to prepare a detailed proposal that will include all of the relevant financial information as well as any other pertinent information about your offer;
• designing your sales ...