Join our next Key Account Management masterclass

Join our next Key Account Management masterclass

Create a stronger and more profitable relationship with your customer with our Key Account Management course on March 6th - 8th. This course is for people who have responsibility for managing strategic relationships with clients.
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 April 17th - April 18th. Ideal for all managers who achieve their objectives through their team. Develop a guide for adapting your leadership style.
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 British Excellence Sales Management Awards. Discover why delegates left this tailored in-house programme feeling so energized.
Performance Management masterclass

Performance Management masterclass

Do your team members have their own performance plan? Do you have a template for improving performance? Join this Performance Management masterclass on April 24th - 25th. Align capability and activity to business objectives.
Accelerate sales growth with improved sales activity planning

Accelerate sales growth with improved sales activity planning

Join our next Sales Activity & Pipeline Planning masterclass on May 22nd at the London Heathrow Crowne Plaza. Develop a sales plan that will help you 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.
Social Selling as part of your Sales Strategy

Social Selling as part of your Sales Strategy

Talk to us about Social Selling in the Sales Process. From new customer acquisition to Key Account Management, find out where social selling makes sense and how to improve your social selling success.

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