Professional Selling Skills on October 10th - 11th 2017

Professional Selling Skills on October 10th - 11th 2017

Understand the whole sales process. Our Professional Selling Skills programme focuses on: Preparation, Presenting the solution, Overcoming objections and Closing the deal. This course is ideal for new Sales Professionals.
Leadership or Management?

Leadership or Management?

Get the most out of your team with Mercuri's Leading and Motivating the team training programme on November 21st-22nd 2017. This course is for all managers who achieve their objectives through their team. Develop a guide for adapting your leadership style.
Discover the 20 required practices to succeed in the 3rd Millennium

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

Join our 3rd Millennium Sales event on January 16th - 17th 2018 at the Crowne Plaza Heathrow and transform yourself into a future proof sales professional. Understand the new buying behaviours. Find out more now.
Sales Activity & Pipeline Planning on November 7th - 9th

Sales Activity & Pipeline Planning on November 7th - 9th

Do you know the shape of your sales activity? Our Sales Activity & Pipeline Planning course at the London Heathrow Crowne Plaza will help you build a sales plan that will manage existing customers and find new opportunities.
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.

Taking Sales to a Higher Level

Back

The New Sales Approach

Consider these statements:

  • 57% of the customer buying journey is completed digitally before the first serious engagement with a sales person, said CEB & Google in their 2011 study - Digital Evolution in B2B Marketing. (Since revised to 67% in 2014).
  • Research shows that the 80% of the sales community using social media is more efficient than those who do not use social media (LinkedIn State of Sales 2016).
  • Mercuri International’s recent global Sales Excellence Survey 2017 found that top performers reported significantly higher levels of leveraging a fully functional CRM tool and use of social media for Customer communication. And, the importance of leveraging social media is seen to increase substantially in the future, by all respondents across the performance spectrum. The survey responses clearly reveal digital tools are and will be even more critical for sales success.

Facts that no sales professional can ignore any longer

  • The detection of prospects in ‘buying mode’ via the internet will supplement conventional ways of qualification and targeting.
  • Leveraging the ‘online engagement tunnel’ to avoid unproductive phone calls to indifferent prospects.
  • Being present during Customer’s ‘online’ journey, among others, through social selling will serve to increase credibility and number of leads, and will exercise influence even before Customer is met face to face.
  • The analysis of the profiles of prospects on social networks allows to know them even before having met them, and more importantly to build relational bridges.
  • Sectoral analysis on the internet provides credibility and relevance to the salesperson right from the first contact.
  • An offer integrating online video and customer testimonials will have a much higher impact versus the traditional ‘offer’ sent by mail.
  • An economical simulator, appropriately configured and used, would add to the salesperson’s power in countering the standard “you’re too expensive” objection.
  • In competitive selling situations, new ways to cope with resistance and strong convincing skills will be keys in the persuasion process.
  • And finally, the use of distance selling tools will in many cases allow for a doubling of the ‘active sales time’ with the same headcount.

 

3rd Millennium Sales

Mercuri International's 3rd Millennium Sales Concept will hep you select and practice the skills required to transform yourself into a future proof sales professional.

Contact us on +44 (0) 330 9000 800 or email training@mercuri.co.uk to receive information on 3rd Millennium Sales, including the 20 required practices to succeed in the 3rd Millennium.

The New Sales Approach