Professional Sales

Professional Sales

Receive information about our two day course for people who are either new to sales or have a sales element within their role. Our Professional Sales programme focuses on: Understanding the sales process, Preparation, Presenting the solution, Overcoming objections and Closing the deal.
What makes the best people successful?

What makes the best people successful?

Sales Evaluator - Our online assessment tool will help you evaluate the competence of your sales and customer facing teams to make the biggest impact on your business. Contact us to arrange a demo or watch the Sales Evaluator video.
Professional Negotiating Skills

Professional Negotiating Skills

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiating Skills training on June 27th-28th 2017. This public course is for people in a sales, management or buying role who are directly involved in negotiations.
Plan and implement effective sales strategies

Plan and implement effective sales strategies

Develop a highly effective sales activity management methodology with Mercuri's Sales Leadership Planning training course on July 4th - 5th. This course is for all Sales Directors and Sales Managers who lead and manage a sales team.
Selling At My Best

Selling At My Best

Check out the Virgin Holidays Selling At My Best testimonial video in the "Our Customers" menu. Discover why delegates left the sales training programme feeling really energized. "I was overwhelmed by the delivery. The facilitators had passion and enthusiasm."

Taking Sales to a Higher Level

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Selling Smarter in the 3rd Millennium

The future of sales - The need to Transform

The world’s oldest profession has evolved with the times to meet the changing needs of every passing generation. It is now time, for another wave of change. The difference - this is not a gradual evolution. This is transformation. Even as technology transforms the way Customers buy, it also calls for sellers to transform the way they sell. Those who heed this call and are willing to transform, will ride this wave, taking their careers and organizations to greater heights.

3rd Millennium Sales

Mercuri's 3rd Millennium Sales Concept will help you select and practice the skills required to transform yourself into a future proof sales professional.  3rd Millennium looks at how sales teams must adapt according to how much of the buying journey the customer has completed before they are ready to engage with you. Fierce competition requires smarter consultative selling than ever before.   

In 1980 the average percentage of Buying Journey before engaging with a sales person was 10%.  In 2014 it was 57%.  In 2017 it's more than 80%.

 

What are the 20 required sales practices to succeed in the 3rd Millennium

The IPhone was launched in June 2007. Since then, the way we communicate and how we gather information has changed drastically. It would be a surprise if these changes had no impact on sales. Sales is heavily impacted by the changes in communication and information gathering. The reason is quite simple: The buying journey of customers is changing. Not only in Business to Consumer (B2C), but in Busness to Business (B2B) as well:

  • 90% of decision makers say they never react on a cold call approach
  • 76% of buyers prefer a supplier recommended by their (social) network
  • 75% of  B2B-buyers state that they would prefer to buy online than from a sales person

The challenge now is that the "traditional" sales process does not cover the entire buying journey. 60% of the buying journey is most likely done before it comes to the first contact with sales people.

What does it mean for our sales practices and skills?

Develop your awareness of the changes in selling and attitude your sales and customer facing teams need to enhance business performance. Talk to Mercuri about Smarter Selling in the 3rd Millennium - call + 44 (0) 330 9000 800 or email Mercuri to receive more information on Selling Smarter in the 3rd Millennium.

Selling Smarter in the 3rd Millennium