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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Top 10 considerations for Effective Price Handling and Negotiations

Did you know that an independent study by YouGov and the Centre for Economics and Business Research (CEBR) found that UK plc would have increased turnover in the private sector by around £17bn if more effective negotiation had been in play?

From our extensive discussions with the LinkedIn Group, Sales and Marketing Executives (CSO/CMO), we've gleaned what could be considered the Top 10 considerations for Effective Price Handling and Negotiations:

  1. Be convinced of the value of your offering.
  2. Create tangible value calculations based on the NBA (Next Best Alternative).
  3. Mitigate risk of loss with knowledge. (Know the NBA, Know the Competition, Know the Customer, Know their Buying Criteria).
  4. Realize that reducing price can devalue your product, your service & YOU.
  5. Align and Ensure Sales Management, Product Managers & the Pricing Departments are all on the same page (checklist).
  6. Listen to the Clients' Big Picture Goals (profit, market share etc.) and link your offering to that.
  7. Prepare a list of Fixed & Variable (Tradable) Elements.
  8. Suggest adjustment (reduction) in services as a fair exchange for Price Reduction.
  9. Ask for SOMETHING in return for Price Reduction.
  10. Know and stick to your BATNA (Best Alternative to Non Agreement).

Interested?

Find out more about Professional Negotiating techniques