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

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Negotiation Skills

Join our next Professional Negotiation Skills course and find out more about the four important areas of preparation:

1. Analyse the Customer – Identify decision making patterns and sequences

2. Analyse own offer – Components of offer, their value to Customer and relative cost to us. Points on which we have room to relax or extend concessions.

3. Analyse the most significant competitor – Do a SWOT with a difference.

4. Arrive at tactics – Cover both tactics and counter tactics to plan for.

The benefits of good homework on sales negotiations are immediate and tangible. You know in advance what and where you can concede and what will be a walk-away position. So, chances are that you will not give away too much. You will be ‘surprise-proofed’ and not swayed by emotions.   Developing a comprehensive negotiation checklist specific to your requirements with detailed preparation points on all the above four areas will be helpful.

Winning business needs more than just effective selling. For business to be profitable your sales team needs to be able to manage your margins and achieve favourable terms for you and satisfaction for your clients. Explore Mercuri International's approach to negotiation skills in this section

Beat your negotiation blues

World-Class Negotiation Skills

Mercuri International Sales Consultants have a proven track record of helping our clients to secure improved margins and commercial terms. Many people see the development of negotiation skills as just a by-product of sales training, but of course it takes specific competences to negotiate effectively:

  • A detailed understanding of the offer
  • Insight into customer psychology
  • Excellent listening skills
  • Understanding the difference between what is said and what is meant
  • Tactical nous
  • The importance of compromise
  • Knowing when to "walk away"

Our sales consultants bring as much passion and practical know-how to the challenge of developing negotiation skills as they do with our Powerful Sales Performance methods, so you can rest assured that your negotiation process can be as robust as your sales process - Talk to us about an In-house Negotiation Skills course at your site for your team.

Your team, with the help of our sales consultants, may not end up on Dragons' Den but they will win more business, with better terms, utilising the Mercuri International's Professional Negotiation Skills Training.