Professional Negotiating Skills

Professional Negotiating Skills

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiating Skills training on May 15th - May 16th. This professional masterclass is for people in a sales, management or buying role who are directly involved in negotiations.
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.
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.
Consultative Selling

Consultative Selling

Develop a highly effective, successful and professional approach to selling that engages and motivates the customer to buy. Join our Consultative Selling open course on June 5th - June 7th 2018 at London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

Back

Universities have become masters of the sales pitch

Great article in Marketing Professional

A while back Tom Pick sat in on a number of universities' "sales pitches" to prospective students and their families. As he listened, he began to draw parallels with B2B sales.

"One advantage that university marketers have over most of their B2B counterparts in optimizing their programmes is scale," he notes in a recent post at Webbiquity. Colleges can "fine-tune their messages ... based on thousands of interactions each year," he explains.

Ease sticker shock - Needless to say, universities have become masters at presenting cost breakdowns to families as tuitions soar. To ease pricing pain, try offering:

  • Product or service modules that customers can buy in affordable pieces.
  • A la carte products and services. Let customers choose what fits them best.
  • Bundles. Offer different levels of "product/service bundles, e.g., Basic, Premium, and Enterprise," Pick suggests. Discounts. Offer discounts based on factors like purchase volume or pre-payment.
  • Payment options. Let prospects choose to rent vs. buy, pay a monthly fee, or work out a long-term payment plan.

 

Universities have become masters of the sales pitch