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.
Negotiate with Confidence

Negotiate with Confidence

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiation Skills masterclass on October 30th - 31st. It is ideal for people in a sales, key account management, leadership or buying role who are directly involved in negotiations.
Sales Leadership in the Field Masterclass

Sales Leadership in the Field Masterclass

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 November 20th.
Consultative Selling

Consultative Selling

Sales Managers and sales people must today master Assertive and Consultative Selling skills. They must know how to analyse their customers’ and prospects’ buying journey. Develop a sales approach that engages and motivates the customer to buy with our Consultative Selling masterclass at the London Heathrow Crowne Plaza.
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 November 6th at the London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

Back

Are you asking questions to uncover real need?

“Learn to question like Sherlock Holmes.”  “That’s the way to understand what’s going on in your customers’ mind."

Do you really know what your customer needs?

The truth, however is that when a salesperson asks questions, they often come more from a self-centric point of view rather than a customer-centric point-of-view. Selling what I have becomes more important than sellling what the customer needs. Are you trying to first understand the customer’s need and then trying to fill that need with the relevant product and service? Or, are you simply aiming to fulfil an assumed need?

The time tested axiom in selling: Never present a feature unless the need is clear. And this need should be:

  1. Need as recognized by the customer.
  2. Not the need for a product, but need in the usage of the product or service.
  3. Need as shaped by preferences of the customer as an individual.

The only way to uncover the real needs of the customer is to practice the skills of curious questioning and active listening.  For an in-depth understanding of the Power of Questions as a tool for effective selling, access the Mercuri Insight document on “Understanding Customer needs".  Call +44 (0) 330 9000 800.

Are you asking questions to uncover real need?