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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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.