Optimize your levy funding

Optimize your levy funding

Upskill your current team or hire new talent through an apprenticeship with Mercuri. We now offer levy funded, world class development programmes for your sales teams, business leaders and customer service professionals to name but a few.
Sales Leadership in the Field

Sales Leadership in the Field

Do you engage in coaching visits with your team? Develop your Coaching and Managing skills to have a direct influence on the ability of your team to perform at the highest level with Sales Leadership in the Field on September 11th-12th. Book now.
Sales Leadership Planning

Sales Leadership Planning

Develop a comprehensive sales activity management methodology and a clearly defined pipeline management process that will help improve conversion rates. Join the next masterclass on September 4th - 5th 2018 at London Heathrow Crowne Plaza.
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.

Taking Sales to a Higher Level

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Beat your negotiation blues

Negotiation demystified

Negotiation happens when the Buyer’s need to buy meets the Seller’s need to sell. Negotiation evokes fear when it is wrongly equated with bargaining, which is just one component of negotiation. When a salesperson is unable to convincingly demonstrate value, the Customer straightaway gets into bargaining on price and terms

Four step Formula to Successful Negotiation

1. Preparing

Three critical elements - Home work prior to negotiation is critical. This should be around three critical elements of a sale:

(i) CustomerThings to know about our customer must include: What is the problem the Customer is trying to solve? Who takes decisions? Who influences decisions? Who can stop decisions? Who can postpone decisions? Do we know all these stakeholders? Do we understand & manage their expectations and perceptions right

(ii) Competition -   Who are they? What is their current situation? What has been their behavior? How will our offer compare with theirs

(iii) Our offerWhat are our priorities? How important is the deal/client to us? What are the long term implications? Most importantly what will be our Walk Away? Preparation should include a set of non-negotiable thresholds. You must be willing to walk away if those are not met. Walk away, however, does not mean a sullen withdrawal. Nor is it an admission of defeat. It is a tactical retreat to avoid a loss making deal.

2. Discussing This would mean exploring positions and interests both ours and the Customer’s

3. Proposing alternativesIn this phase we propose alternatives. But no commitments are offered

4. Bargaining To reach an agreement, we should know how much we can afford to give away. Bargaining covers a whole range of issues such as terms and conditions, after sales service, warranty, training, annual maintenance and not just the price. You should have a range within which negotiation is feasible for each of these issues.

Find out more about Successful Negotiation

Please call +44 (0) 330 9000 800 or email ukinfo@mercuri.co.uk to receive our Negotiation whitepaper.