Professional Negotiating Skills

Professional Negotiating Skills

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiating Skills training on May 15th - May 16th. This professional masterclass is for people in a sales, management or buying role who are directly involved in negotiations.
Sales Development Programme of the Year!

Sales Development Programme of the Year!

Great result for the Virgin Holidays "Selling At My Best" programme at the 2017 British Excellence Sales Management Awards. Discover why delegates left this tailored in-house programme feeling so energized.
Accelerate sales growth with improved sales activity planning

Accelerate sales growth with improved sales activity planning

Join our next Sales Activity & Pipeline Planning masterclass on May 22nd at the London Heathrow Crowne Plaza. Develop a sales plan that will help you manage existing customers and find new opportunities.
Simply outstanding customer service by Electrolux

Simply outstanding customer service by Electrolux

Teams excited and engaged about Customer Service at the Electrolux Academy. Mercuri work with Electrolux on a programme designed to grow their new team members, retain and develop their talented sales and service teams.
Social Selling as part of your Sales Strategy

Social Selling as part of your Sales Strategy

Talk to us about Social Selling in the Sales Process. From new customer acquisition to Key Account Management, find out where social selling makes sense and how to improve your social selling success.
Consultative Selling

Consultative Selling

Develop a highly effective, successful and professional approach to selling that engages and motivates the customer to buy. Join our Consultative Selling open course on June 5th - June 7th 2018 at London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

Back

Are you asking questions to uncover real need?

“Learn to question like Sherlock Holmes.”  “That’s the way to understand what’s going on in your customers’ mind."

Do you really know what your customer needs?

The truth, however is that when a salesperson asks questions, they often come more from a self-centric point of view rather than a customer-centric point-of-view. Selling what I have becomes more important than sellling what the customer needs. Are you trying to first understand the customer’s need and then trying to fill that need with the relevant product and service? Or, are you simply aiming to fulfil an assumed need?

The time tested axiom in selling: Never present a feature unless the need is clear. And this need should be:

  1. Need as recognized by the customer.
  2. Not the need for a product, but need in the usage of the product or service.
  3. Need as shaped by preferences of the customer as an individual.

The only way to uncover the real needs of the customer is to practice the skills of curious questioning and active listening.  For an in-depth understanding of the Power of Questions as a tool for effective selling, access the Mercuri Insight document on “Understanding Customer needs".  Call +44 (0) 330 9000 800.

Are you asking questions to uncover real need?