Do you know...

Do you know...

How closely aligned are your people's competences with the activities they need to do day to day? What makes your best people so successful? Can your sales team effectively implement your sales strategy? Evaluating competence will help you answer these questions - Sales Evaluator.
Plan and implement effective sales strategies in 2018

Plan and implement effective sales strategies in 2018

Develop an effective sales activity management methodology with Mercuri's Sales Leadership Planning training course on February 6th -7th. This course is for all Sales Directors and Sales Managers who lead and manage a sales team.
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.
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 February 20th - February 22nd 2018 at London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

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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