Join our next Key Account Management masterclass

Join our next Key Account Management masterclass

Create a stronger and more profitable relationship with your customer with our Key Account Management course on March 6th - 8th. This course is for people who have responsibility for managing strategic relationships with clients.
Lead & Motivate Your Team

Lead & Motivate Your Team

Do you create an environment that motivates others to perform? Join Mercuri's Leading and Motivating the Team professional masterclass on April 17th - April 18th. Ideal for all managers who achieve their objectives through their team. Develop a guide for adapting your leadership style.
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.
Performance Management masterclass

Performance Management masterclass

Do your team members have their own performance plan? Do you have a template for improving performance? Join this Performance Management masterclass on April 24th - 25th. Align capability and activity to business objectives.
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.

Taking Sales to a Higher Level

Back

Finding the Value in Selling

In highly competitive markets, with customers more informed and independent than ever, differentiation is critical.  Mercuri's Iain Harvey considers the advantages of using a Customer Specific Value Proposition.

This is an excerpt from Mercuri's "Finding the Value in Selling" whitepaper.

Understand the new reality

The limitless availability of information means that Business to Business buyer behaviour is changing rapidly, mirroring that seen in retail consumers. They will investigate different suppliers and products, often forming an entrenched view about how much they should pay, before engaging with any potential suppliers.

The sales professional is no longer the `guru' of knowledge and information about their product or service, it is now available to all.  The ease of accessing this information also means that customers can easily ask more of their people to participate in a purchasing decision, thus being seen to be more inclusive and democratic when significant investments need to be made.

This initial research and evaluation phase is increasingly followed by a more formal RFP or RFQ process leaving suppliers forced to answer a narrow, often technically focused, brief.

Consider these questions before presenting your solution to your customer:

  • What is our customer trying to do?
  • How does this customer measure value?
  • What impact do we have on their business?
  • Can we quantify the value we provide?

There is limited or no opportunity to be innovative or creative with seemingly no alternative than a "me too" approach.

All of this means that even complex products and services risk being commoditized unless the sales professional changes the way they enagage with their customers.

"Know what your customers want most and what your company does best.  Focus on where those two meet."

Kevin Stirtz, author of More Loyal Customers and Marketing for Smart People

Interested?

Receive a copy of the Finding The Value In Selling whitepaper and find out about:

  • Building a clear, tailored value proposition
  • Changing the way you sell - The Four Key Rules

 

Finding the Value in Selling Finding the Value in Selling