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

Back

Differentiated Selling

Facing the revolution in Buying Behaviour

Sales people are increasingly confronted with new and different sales situations. Customers and prospects are becoming  independent of the sales person, and sales must adapt to a more autonomous customer.

Mercuri’s Differentiated Selling™ model defines different customer mind-sets, based on how autonomous the customer is and what preferences they have towards you as a supplier.

Buyer autonomy is now the rule

Our global Sales Excellence study 2017 demonstrates that buyers usually expect low added value from sellers and have a clear preference for their existing suppliers.  This serves a major challenge – and opportunity – for sellers who must transform themselves and develop new skills.

New customer acquisition now require new skills

In today's business environment new customer aquisition is tougher than ever.  To win new customers you need to develop your Assertive Selling and Consultative Selling skills.

 

 Why?

  • Market situation has changed in the past years
  • Competitive pressure is increasing for our customers
  • Maturity status & preference towards suppliers are changing rapidly
  • New technology = Customers are better informed
  • Tougher attitudes from customers
  • Customers are more demanding and less loyal
  • Profiles of the new generation of ”sales people” are softer… 
  • Sales methodology must be adapted to accommodate the new conditions and challenges faced by the sales organisations 

 

How

The result is presented in a “Four fielder” (a matrix), mapping the Autonomy/Preference axis to allow visualisation of the four distinct Selling Situations. Each Selling Situation has its own unique characteristics.

 The above image shows how frequently a situation is met

Assertive selling
Is needed when the customers met are negative  to the company’s offering, they feel they can decide by themselves without much advice.
 
Consultative selling
Is needed when the customers met are not positive to the company’s offering, they are not very matured and need advice  to decide
 
Expertise selling
Is needed when the customers met are positive to the company’s offering , they are not very matured and need advice  to decide
 
Relational selling
Is needed when the customers met are positive to the company’s offering ,they feel that they can decide by themselves without much advice.
 
 

Find out in just 10 minutes what selling situation your sales team are experiencing

 
Our simple survey will take you about 10 minutes to complete and will take you through 4 Key Areas, each of 10 statements.

 

The Results

The results will show what selling situation your sales force are experiencing today with customers and markets and more importantly the situations they will be faced in the future. As markets get more mature and customers autonomy and preference change you will see the shift in the selling styles needed for these customers and markets.

 

In this example the sales people must be skilled in Consultative selling to be efficient in the selling situations they face today but also in Assertive selling to be efficient in emerging selling situations, arising more and more often.

This leads to a higher degree of Assertive selling situations  

 

To learn more about where our expertise can add value to your business please contact us on.

Tel: +44 (0) 330 9000 800

e-mail: surveys@mercuri.co.uk