Optimize your levy funding

Optimize your levy funding

Upskill your current team or hire new talent through an apprenticeship with Mercuri. We now offer levy funded, world class development programmes for your sales teams, business leaders and customer service professionals to name but a few.
Sales Leadership in the Field

Sales Leadership in the Field

Do you engage in coaching visits with your team? Develop your Coaching and Managing skills to have a direct influence on the ability of your team to perform at the highest level with Sales Leadership in the Field on September 11th-12th. Book now.
Sales Leadership Planning

Sales Leadership Planning

Develop a comprehensive sales activity management methodology and a clearly defined pipeline management process that will help improve conversion rates. Join the next masterclass on September 4th - 5th 2018 at London Heathrow Crowne Plaza.
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