Optimize your levy funding

Optimize your levy funding

Upskill your current team or hire new talent through an apprenticeship with Mercuri. We now offer levy funded, world class development programmes for your sales teams, business leaders and customer service professionals to name but a few.
Negotiate with Confidence

Negotiate with Confidence

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiation Skills masterclass on October 30th - 31st. It is ideal for people in a sales, key account management, leadership or buying role who are directly involved in negotiations.
Sales Leadership in the Field Masterclass

Sales Leadership in the Field Masterclass

Do you engage in coaching visits with your team? Develop your Coaching and Managing skills to have a direct influence on the ability of your team to perform at the highest level with Sales Leadership in the Field on November 20th - 21st.
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 September 18th - 19th at the London Heathrow Crowne Plaza. Ideal for managers, and aspiring managers, who achieve their objectives through their team.
Transform your Farmers into Hunters

Transform your Farmers into Hunters

Develop a sales approach that engages and motivates the customer to buy with our popular Consultative Selling masterclass on September 25th - 27th and November 13th -15th at the London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

Back

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.