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 BESMA Awards. Discover why delegates left the 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.
Join us at the National Sales Conference

Join us at the National Sales Conference

Come and talk to us about Social Selling in the Sales Process. From new customer acquisitions to Key Account Management, find out where social selling makes sense. We look forward to seeing you there.

Taking Sales to a Higher Level

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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