Professional Selling Skills

Professional Selling Skills

Receive information about our two day course for people who are new to sales or have a sales element within their role. Our Professional Selling Skills programme focuses on: Preparation, Presenting the solution, Overcoming objections and Closing the deal.
Join our next Key Account Management course

Join our next Key Account Management course

Create a stronger and more profitable relationship with your customer with our Key Account Management course on October 3rd-5th. This course is for sales people who have responsibility for managing strategic relationships with clients.
Sales Strategy Implementation

Sales Strategy Implementation

Helping global companies improve business results through sales strategy implementation, competence evaluation, sales training and platform workshops. We work with the world's leading companies helping them to enhance their sales performance.
Transform your Farmers into Hunters

Transform your Farmers into Hunters

Develop a comprehensive sales approach that engages and motivates the customer to buy with our Consultative Selling course on September 19th-21st 2017 at the Crowne Plaza Hotel, London Heathrow.
Discover the 20 required practices to succeed in the 3rd Millennium

Discover the 20 required practices to succeed in the 3rd Millennium

Transform yourself into a future proof sales professional. Understand the new buying behaviours. Align social selling with the individual and company sales process. Talk to us about 3rd Millennium Sales
Blended learning at Honeywell Building Solutions

Blended learning at Honeywell Building Solutions

Find out about how we worked with Honeywell Building Solutions to transform learning from a purely face to face, traditional medium to a blended approach; encompassing e-learning, virtual training & Clever Nelly.
Sales Activity & Pipeline Planning

Sales Activity & Pipeline Planning

Don't confuse activity with productivity. Do you know the shape of your sales activity? Our Sales Activity & Pipeline Planning course on November 7-9 will help you build a sales plan that will manage existing customers and find new opportunities.

Taking Sales to a Higher Level

Back

Smarter Social Selling

Discover the 7 checkpoints that will help you determine to what extent your organization is ready for successful social selling.

The office environment is dominated by a tense silence. All of the sales representatives are sitting at their desks, gazing mesmerised at their monitors and typing with great concentration on their keyboards. The sales manager smiles as she walks past the rows of employees, checks the CRM system and notes that none of her colleagues have a meeting today and will not be out of the office. She sits back in her chair, pleased with herself that the new strategy is working.

Sounds strange? At first glance, yes. And it seems even more strange when you see what the sales representatives are actually doing at their desks:

  • They are updating their social network profiles.
  • Writing blog entries.
  • Commenting on posts.
  • Preparing their own posts and tweets.

Change in the decision-making process

But this behaviour makes sense if we consider that customer information and decision-making behaviour has changed radically over the last few years.

"Customers now complete around 60% of the decision-making process before they even speak with a sales person from a potential supplier."

Google call this phase prior to the first contact the `zero moment of truth' (ZMOT)*........9 out of 10 decision-makers start out their decision-making process on the internet.

Find out what really matters when it comes to Smarter Social Selling - Click to receive the whitepaper which details the 4 stages that need to be taken into account.  Alternatively please call +44 (0) 330 9000 800 and talk to us about Smarter Social Selling.

Mercuri - LinkedIn Approved Training Partner

Mercuri International is a LinkedIn approved training partner and can provide your sales teams with training in LinkedIn’s Sales Navigator – a tool used for social selling.

Social selling – why is it important?

Social selling is becoming more and more important. The buying process has changed – the potential customers search for lots of information themselves before contacting a potential supplier.

75% of B2B buyers use social networks to research products

Apart from feeding the potential customers with information, it’s also important to get access to the right people, establish, and maintain a relationship with them.

90% of decision-makers say they never respond to cold outreach

Social selling – what is it?

Social selling is about:

  1. Creating a professional brand
  2. Finding the right people
  3. Engaging with insights
  4. Building strong relationships

How Mercuri can help you

LinkedIn has a tool which is made for social selling– the Sales Navigator. This is the tool that Mercuri International can teach you how to benefit from.

LinkedIn - The Sales Navigator

With the Sales Navigator you will be introduced to the following:

  • Social Selling overview
  • Social Selling benefits
  • Social Selling how-to
  • Engagement cues

Improve your social selling performance:

To find out more please contact training@mercuri.co.uk or call +44 (0) 330 9000 800

Smarter Social Selling Smarter Social Selling